MARK DOUGHERTY

East Greenville, PA 18041

(267) 923-8550 | markdoc@comcast.net


SALES MANAGEMENT EXECUTIVE
Innovative and resourceful negotiator who utilizes keen market insight and research, excellent relationship development
skills, and highly developed communication skills to achieve extraordinary results. Strong strategic sales, planning,
consultative, and analytical skills. Proven track record of 20+ years of consecutive sales leadership through revenue
expansion and growth plus the initiation and close of two competitive business acquisitions. Known for ability to set and
translate strategic vision and goals, build effective teams, and manage through influence. Brings extensive knowledge of
industrial construction management processes and key decision makers within the industry.


EMPLOYMENT HISTORY ______________________________________________________________
GEORGE YOUNG COMPANY, Swedesboro, NJ September 2012 - April 2014
This 145 year old family-owned construction firm is ranked as the 8
th
largest specialized lifting and rigging firm in the
United States of America. The core capabilities include Heavy Haul, Rigging and Millwrights working within capital
projects through routine maintenance at client-sites within the Mid-Atlantic United States and the Caribbean.
Industrial market segments: Pharma-Biotech, Power-Energy, Steel, Refining, Petrochem, Food/Beverage, Water/Waste,
EPC/Engineering firms, OEM and other specialty vertical segments
Vice-President, Business Development
Identified qualified/quantified sales and closed all aspects of new business development on a day-to-day basis generating
new sales revenues and repeat business. Identified untapped market segments, strengthened relationships with existing
client base, and closed new business opportunities to meet or exceed company revenue and profit goals.
Identified and secured bid opportunities over $30mm with a capture rate of $5mm within 18-months
Develop annual and quarterly business plans to meet and track plan objectives
Strong ability to interpret, develop and negotiate intricate agreements; leading to sales contracts.
Strong analytical skills to evaluate options and understand competitive positions required to overcome internal
hurdles. Successfully negotiate contracted customer business
Ability to build rapport with clients and listen to their needs in order to create customized client solutions
Achievement-oriented and adaptable to changing markets and customer needs while maintaining focus on goals
Understands the importance of and working within a TEAM: Together Everyone Achieves More
RHOADS INDUSTRIES, INC, Philadelphia, PA January 2010 - September 2012
ASME Code Fabricator and Field Services/Install
Industrial construction business utilizing skilled trades to produce over $32M in revenues.
Industrial market segments: Industrial, DOD, Food/Beverage, Cement, Engineered Products/OEM, Environmental,
Chemical, Metals/Mineral, Mining, Power/Energy, Pulp/Paper and Water/Waste Treatment.
Vice-President, Industrial Sales
Rehired to ignite sales despite 3-year low due to stagnant industry growth. Used specialized knowledge and expertise of
large scale fabrication to identify new business opportunities in field service divisions of millwright and piping. Resulted in
more than $50 MM RFQs with a capture rate of over 15%.
Built and managed new and existing prime contractor relationships supporting Plant Engineering/Maintenance,
Capital Equipment and Bid-Build areas.
Expanded sales force operations to include Marcellus Shale, OEM, and Industrial Construction markets. Primary
distribution method was negotiated or lump-sum delivery within all market segments.
Mentored and directed 3 salesmen, 2 project managers and 2 estimators

CCC GROUP, INC., San Antonio, Texas June 2008 - December 2009
Industrial EPC Constructor
The organization offers a broad range of construction disciplines inclusive of Civil-Structural-Mechanical and Electrical
and the Industries in which we market these services to include:
Industrial market segments: Mining-Petrochem-Refining-Power Generation, Cement, Steel, and Industrial Process
Regional Business Development Manager
Responsibility for 4 construction offices for a $500 Million Dollar Industrial EPC Constructor. new business opportunities
in a seven state region inclusive of TX, LA, OK, KS, NB, SD, and ND.
Captured $10 million in purchase orders on a lump-sum or cost-reimbursable basis.
CHICK RELOCATION SERVICES, San Antonio, TX July 2007 - May 2008
Nationwide Plant Relocation Contractor
Business Development Manager
Successfully pursued C-level management within facilities and operations of Fortune 250 manufacturing companies.
Targeted plant relocations domestically & internationally in the specialized areas of industrial plant Greenfield & retrofit,
process & facility enhancement, and plant dismantling.
Developed and closed $1M in plant relocation work within 4 months of hire
Parent company Chick Packaging decided to shutter CRS with a close date of Summer 2008
RHOADS INDUSTRIES, Huntingdon Valley, PA September1995 July 2007
Industrial construction business utilizing skilled trades to produce over $32M in revenues.
Business Development Manager - (2001 2007)
Developed new business from strategic planning through implementation stages utilizing team building, managing
information, and effectively targeting key decision makers to close deals. Contributed vision, plans, and sales expertise
critical to competitive positioning, organizational efficiency and new business growth. Collaborated with CEO & COO on
marketing strategies and development; established extensive project plans and provided key staff recommendations;
oversaw site project supervisors across four disciplines to capture client issues and potential for expanded business.
Achieved $ 6.5 million in revenue for fiscal year 2005 through existing customer base, with 3 major customers
developed for 2006, total sales revenue produced for 2006 $ 9.5mm
Generated $ 5M of the $ 22M total revenues in 2004 with approximately 60% of all closed business coming through
a negotiated competitive bid process.
Established sales and marketing strategies to tie in expanded core disciplines. As a result, all field disciplines
became productive in billable man hours, hiring was increased by 25% across all trades, and sales targets were
exceeded on an annual basis by 12 15%.
Initiated and closed two acquisition deals bringing $ 3.5M of annualized revenue into company.
Expanded Millwright presence into rotating equipment opportunities of turbine/compressor projects that increased
our hiring and billable hours within this discipline.
Won over $ 3M of competitors business (a non-union contractor at 30% below Rhoads Rates) and have sole bid
process on new opportunities despite clients corporate policy of three-bid minimum.

Industries/Sales Engineer - (1995 2001)
Managed a sales territory based on three disciplines and a tri-state, limited industry customer base and expanded it to a five
core competency revenue potential and a diverse industry representation customer base. Created understanding of market
potential, industry mechanics, and key players to achieve strong growth pattern of success. Particularly effective at learning
the business of customers well enough to consistently expand the scope of potential contracts.
Exceeded $3 Million in new business and new markets within initial 18 months in role leading company sales efforts.
Cultivated trust and developed relationships that effectively maintained a minimal competitive presence in bid
situations and, frequently, blocked out competition altogether.
Developed, screened, and pre-qualified new business prospects, averaging 10 new quality contacts per month
resulting in a close rate of 30%. (Industry trends show approximately a 10% average.)
Acted as Safety liaison conducting classes with outside firms relevant to our trade disciplines and OSHA mandates.