Terry Sutherland

Terry Sutherland

CEO | Fractional C-Suite Executive

Brentwood, Tennessee 

PROFESSIONAL SUMMARY

Results-driven C-suite executive with over 20 years of global sales operations leadership, specializing in strategic planning, process optimization, and team development. Proven track record of driving double-digit revenue growth, implementing CRM systems, and aligning sales strategies with business objectives across diverse markets.

WORK EXPERIENCE
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Transforming Business Solutions | The C-Suite Alliance, Brentwood, TN                             2020 – Present

Fractional C-Suite Executive providing Fractional Services to private businesses.

Founder | CEO

• Accomplished CEO and fractional C-suite executive proficient in strategic planning, sales, marketing, operations, and product development. Accomplished in driving revenue growth, leading teams, and executing company transformations.

Lee Company, Nashville, TN                                                                                                      2018 – 2019

Largest mechanical, electrical, plumbing, and facility services contractor in the state of TN.

Director of Business Development

• Direct sales and account managers for amplified product sales, new client services, solution processes, and training for product rollouts. Initiate project management on new client implementation and direct new sales initiatives.
• Enhanced accountability measures within outreach efforts by implementing systematic tracking methods via CRMs, which supported an average increase in follow-up frequency from one per week to four times weekly.
• Launched action plans based on thorough SWOT evaluations of five primary competitors; drove initiatives contributing to an expanded client portfolio through heightened brand awareness among target demographics.

QCoefficient, Chicago, IL                                                                                                               2015-2018

SAAS software company leveraging a building's thermal mass, environmental data, carbon emissions & electric prices to achieve up to 30% energy reduction.

President

• Formulated and implemented a multi-faceted strategy on enhancing customer acquisition channels; led initiatives resulting in an enlarged client base by 150% over a three-year trajectory towards the $3M goal.
• Managed comprehensive oversight of international operations, including sales strategy execution and human resources initiatives; instituted performance metrics leading to considerably reduced employee turnover rates over two years.

Danfoss Turbocor, Tallahassee, FL                                                                                                      2014-2015

Pioneer & world leader in oil-free centrifugal compressor technology.

Vice President Global Sales & Marketing

• Advanced and executed Danfoss’s strategic plan to grow the business from $80M to $115M in three years. 2014 and 2015 showed double-digit growth.
• Spearheaded initiatives that transitioned product management focus toward end-user needs rather than solely technical specifications, improving retention rates among early adopters as evidenced by tracking engagement metrics over six months.
• Incorporated a product pipeline based on user-driven product development, which validated why past product development projects did not result in the revenue and profit expectations in the original product justification.
• Rolled out an optimized New Product Introduction (NPI) system within the organization’s existing frameworks, leading directly to faster decision-making processes that augmented team output efficiency by at least 30%.
• Spearheaded development and implementation of a comprehensive commercialization process, streamlining product launch strategies and optimizing cross-functional collaboration to accelerate time-to-market and drive revenue growth.

CES Group, Division of NORTEK, Minneapolis, MN                                                                                2013-2014

Largest manufacturer in North America for custom heating, ventilation, and air conditioning equipment.

Vice President CES Services

• Introduced and executed a strategic plan to develop a global service organization to support equipment and National Account sales in the healthcare, data center, and education markets.
• Streamlined the existing five technical services business units into one group focusing on technical support, warranty & services such as check, test & start-up, and 1st-year labor warranty.
• Formulated a comprehensive parts strategy to expand America's parts business, achieving projected revenue growth to $100M within three years through market analysis and specific sales initiatives.

Thermal Equipment Sales & Thermal Controls Distribution, Louisville, KY                                             2009 – 2013

Manufacturers rep for the state of Kentucky.

Vice President & General Manager Thermal Equipment Sales | President Thermal Controls Distribution

• Grew revenue and profit 25% to 30% YOY since 2009 by redefining the customer call strategy; transitioned from calling on consulting engineers only to contractors, performance contractors, and owners.
• Grew Thermal Controls Distribution to $1.5M in the first 18 months.

Thybar Corporation, Chicago, IL                                                                                                        2008– 2009

Manufacturer of roofing products

Vice President Marketing

• Designed and launched a 3 to 5-year strategic plan repositioning the company for entry into new markets.
• Generated business strategies to streamline order acquisition and manufacturing and brokered a deal with a major manufacturer as part of the plan.

Trane, Lexington, KY                                                                                                                        2006– 2008

Global manufacturer of HVAC&R products.

Vice President Global Applied Systems

• Optimized product development for Trane Performance Air Handling, cutting the launch cycle to 12 months by prioritizing customer feedback and team insights. Introduced the first global platform to Europe, Asia, and the Americas.
• Delivered 22% growth in 2006 and 20% in 2007 globally on $1B+ in revenue.

Johnson Controls / YORK International Corporation, Lexington, KY                                                        1998-2006

Global diversified technology and industrial leader serving customers in more than 150 countries with full-line (HVAC&R) products.

Vice President Global Controls Engineering | Johnson Controls 2005-2006

• Drove global engineering and product development of the JCI Metasys product, including wireless business unit, research and development, HVAC products, and fire and security. Supervised 100 Engineers.

Vice President Global Controls Division | YORK International 2001-2005

• Crafted a targeted growth strategy to increase revenues from $12 million annually to over $100 million in the next 5-7 years through enriched customer acquisition tactics and operational efficiencies.
• Increased North America YOY controls revenue from $14M in 2003 to $24M in 2004 and $56M in 2005.
• Migrated proprietary controls product line to BACnet and presented in one year. This was the first product development program implemented on time and in 1 year.
• Built a remote facility to monitor third-party systems, overseeing 1,200 sites in the first year and achieving a 42% service call resolution rate without technician dispatch.

Director Systems Applications Airside Systems | YORK International 1998-2001

• Trained product management team on NPI/NPD processes, reducing time-to-market to 12-18 months and integrating software into engineering and manufacturing.

Trane, Lexington, KY                                                                                                                          1992-1998

Global manufacturer of air handling products.

National Sales Director

• Led the regional sales team to deliver the revenue plan per the annual operating plan of $220M for the Americas.
• Held accountability for 5 Regional Managers and 108 offices across the Americas, including Canada and Mexico.

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