In pursuit of achieving our vision to Build a Better Future at Expanse, we have been focused over the last several months on enhancing and strengthening our sales capabilities across the company. This includes the development of consistent and updated sales materials that reflect the services provided across our different regional brands, as well as filling personnel gaps within the sales organization itself. Today, I am excited to share updates on the sales team.
Stuart Royal, Technical Sales Lead:
Stuart joined Wellkeeper, a prior subsidiary of Expanse Electrical, as their sales manager in November 2009. Following the recent sale of Wellkeeper, Stuart joined the Expanse team to lead the sales effort and strategy for our technical sales team. The team’s primary focus is identifying sales leads and engage in the direct sales effort of automation systems and panels. Stuart stays up to date on the automation offering of the various branch offices to help identify internal opportunities for panels (e.g., pump panels, dual starters, panel shop prefab opportunities). Stuart has also been tasked with researching and sharing competitive information and product offering gaps with the business development team (including engineering and panel shop).
Craig Merriman, Technical Sales Representative:
Craig joined Expanse as the Technical Sales Representative in June 2019. Craig works with Stuart Royal to identify customer leads and engage in direct sales effort of automation systems and panels. He, too, regularly accompanies the field sales representatives on sales calls focused on the technical aspects of panels and automation. Craig helps the sales lead develop strategies to win key projects, generate proposals for automation systems, and communicate price changes within this service area. Craig interfaces with the panel shop on panel quotes and with clients concerning order status updates and delivery time.
Jeremy Davis and Jimmy Ornelas, Field Sales Representatives:
Jeremy and Jimmy joined the Expanse sales team as new Field Sales Representatives in June and April 2019 respectively. Their main role is to develop new opportunities with targeted accounts and maintain relationships with existing clients to retain that business. They also track upcoming activity and crews required for customers. From time to time, they also assist with collections and help solve invoicing issues. To help promote Expanse and improve brand recognition in the marketplace, they participate in community and marketing events.
Mark Mitterlehner, Director of Business Development
Mark joins us with over 30 years of sales and business development experience within the Oil & Gas, Engineering Procurement & Construction, Petrochemical, Refining, Chemical Processing, OEM, and Power Generation markets. As our Director of Business Development, he will be directly responsible for compiling market data to help us drive decision making and a sales focus, promoting new revenue opportunities, monitoring our quote success rates and making strategic adjustments, and working directly with the Project Group to develop our go to market strategies. In particular, he will be focused on growing our midstream and heavy industrial business lines. Prior to joining Expanse, Mark served as the Senior Business Development Manager for Saber Power Services.
Tara Gillen, Sales Operations Specialist
Tara has more than 15 years of experience in sales support and project management, and she will be assisting our team in several different areas to ensure we are capturing new growth opportunities and improving our marketing strategies. In her role, she will be responsible for identifying leads for our electrical and automation lines of business, implementing and maintaining a new Customer Relationship Management (CRM) system, tracking customer satisfaction, monitoring trends and competitor strategies, and managing some of our external marketing initiatives. Already Tara has helped to improve our organization and coordination within the sales function, as well as identify opportunities to enforce and embed our new branding across internal and external initiatives.
Robert Brady, Temporary Sales Consultant
Brady has joined the Expanse team on a temporary basis to consult on our sales and business development strategies as we work to reenergize our company throughout the year. He has nearly 40 years of experience in the oil and gas and construction industries, supporting several different functions such as business development, marketing and sales. Brady is an expert at client relations and is helping us to strengthen our current customer relationships, as well as build new relationships that will help Expanse to grow in a strategic and sustainable manner.
Making sure we have a sales team in place – with the necessary experience and expertise – is crucial to helping up achieve a better size and scope for our sustainability, which will ensure we grow our business in the right way. I feel confident that these are the right people to help us improve our sales capabilities. Already they are working closely with our branch teams to identify opportunities and provide support. In addition to these team members, we are also looking to hire a new Account Manager for the Permian as well as adding a sales team member in North Dakota. As we continue to make progress, I will be sure to share updates. Meantime, please join me in welcoming these folks to the team.