DANIEL SMALL TECHNICAL/COMMERCIAL “AMPHIBIAN”

610-716-1330 • LDanielSmall@gmail.com

Summary From partnering to lead a successful start-up straight out of college, to innovating for a $50B global manufacturer, I’ve been hooked on the adrenaline rush of building something from nothing. Analyzing the situation at hand, peering into the future, charting the course to growth, and then making it happen.

I’ve grown multiple start-ups through commercializing breakthroughs in some of the most innovation-resistant industries in the world. Headed up organizations of up to 550 people. Led cross-functional teams launching ground-breaking systems for a Global 100 manufacturer.

I’m what you might call a business “amphibian:” One of those rare people who combine left- and right-brained fluency to bridge the gap between technical and commercial functions and create innovation that sells. For me, “Business Development” is a mash-up of Strategy, Innovation, Sales and Marketing. It’s about melding vision with execution and creating tomorrow’s growth through new technologies, applications, products, markets and partnerships. And that’s what I do.

Education

Master of Business Administration (MBA)

Villanova University International immersion trip to Vietnam & Hong Kong Member, Beta Gamma Sigma, honor society for top-10% Business students

B.S. - Mechanical Engineering

Brigham Young University

Minors: Business Management & Japanese Graduated Cum Laude President, Japan-America Club

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LinkedIn Skills

Endorsements Categories

Top StrengthsFinder® Strengths

Technical Competencies

SKILLS & STRENGTHS

Combining Technical & Commercial Ability With Strategy & Innovation Experience

To Drive New Growth & Long-Term Value

Awards & Honors

Highest Award for Achievement

V.P, Sales & Marketing, Chromatic Technologies

President/Owner, Keystone Properties & Investments

V.P, Sales & Marketing, PolyFoam Solutions

Sales Executive, Pella Windows & Doors

Head of Bus. Dev. & Strategic Innovation, IES

Senior Business Development/Outreach Consultant, SAIC

Manager, Building Science

Development, Saint-Gobain

CAREER AT A GLANCE

1996 1998 2000 2002 2004 2006 2008 2010 2012 2014

Energy Efficiency Renewable Energy Building Science Building Materials LEED & Energy Star

Systems Thinking Executive Presentations Opportunity Evaluation Market Analysis Stage Gate

www.LinkedIn.com/in/DannySmall

Recent Experience SAINT-GOBAIN, Valley Forge, PA. The world’s leading sustainable building materials manufacturer ($47B)

Manager, Building Science Development 2011-2015 CertainTeed, the North American subsidiary of Saint-Gobain, was struggling to recover from recession. I was brought on board to lead the effort to develop and commercialize systems-based strategies and offerings for the company.

Leading a cross-group, cross-functional team, I developed and managed the company’s first major multi-group business development project (over $7 Million in annual value) from concept to initial launch. In cooperation with a strategic OEM partner, I conceptualized, negotiated internally and externally, and executed an innovative, industry-first comprehensive partnership agreement worth over $6 Million. Within four months of hire, I reinvented and co-delivered a national sales training program to over 260 Sales Reps, resulting in 90% increase in retention and 34% improvement in course ratings.

SAIC, Exton, PA. A $4B top-tier energy efficiency consulting firm to major government, utility and industrial clients

Senior Business Development/Outreach Consultant 2010-2011 SAIC had just won several new consulting contracts, and hired me to take the lead role in managing Marketing and Business Development for three commercial and industrial energy efficiency incentive programs.

In response to flagging results versus goals, I invented and launched a groundbreaking co-marketing program for developing trade alliances to implement energy efficiency measures, resulting in record new business and all energy savings goals being met on time.

INTEGRATED ENERGY SYSTEMS, Salt Lake City, UT. A start-up in energy efficient green building systems, renewable energy (solar, wind, geothermal) and building science consulting

Head of Business Development & Strategic Innovation 2007-2009 IES had just relocated its headquarters, and I was hand-picked to lead the young company to profitable growth.

Within my first 6 months on the job, I won several major sales contracts, increasing sales by 50% for the quarter. When recession threatened the survival of the business, I restructured and refocused the company, reducing overhead by nearly 70%.

PELLA CORPORATION, Salt Lake City, UT. A $2B privately-held manufacturer of precision-engineered window & door systems

Sales Executive 2004-2007 Pella brought me on to re-open and revitalize a long-dormant territory and bring early sales growth.

In my first quarter, I earned the top monthly sales volume and closed a record-breaking sale (over $250,000). I received the company’s highest score ever on their intelligence & aptitude test.

POLYFOAM SOLUTIONS, Vancouver, WA. A start-up in energy-efficient building envelope systems & building science consulting

Vice President, Sales & Marketing 2003-2004 I was recruited and hired initially to manage projects, but based on my performance and skills, I was soon placed in charge of all Sales, Marketing, Strategy and Business Development for both this company and Monterey Builders, a leading ($10M) regional construction company.

Leading the rest of the Executive Management team, I developed and implemented an innovative value-based sales system, which exploded the annual revenue rate from zero to over $1 Million within 9 months. Using creative publicity and advertising methods, I successfully branded “PolyFoam” into the generic term for spray polyurethane foam insulation technology in the Northwest U.S. Through innovative branding, marketing and sales strategies, I helped grow the company into the region’s #1 spray foam contractor in the first 9 months of operation.

Other Relevant Background Married, 4 children Two-time high school state champion & state record holder, javelin Team captain, MVP, first-team All-State & collegiate middle linebacker Full-time volunteer missionary, Age 19-21, Hokkaido, Japan Experience working in multiple countries in Asia, Europe & South America

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