ERNEST M.

(CHIP) BROWN III

Clermont, Florida 34711
(M) 407.205.3668 - embrowniii@yahoo.com

VICE PRESIDENT OF SALES AND MARKETING

New Market Development Reward Management Talent Sourcing & Development
Vice President of Sales and Marketing offering 27+ years of progressive achievement as a team leader, sales coach,
and producer for industry leaders such as Standard Pacific Homes, Charter Homes & Neighborhoods, Pulte Group,
NVR (NV Homes), and Wilson Sporting Goods Company.
Known for top tier rankings, high sell-through, superior profitability, and leadership of top performing sales
teams in Florida and Pennsylvania.
Proven inspirational leader focused on cultivating team and individual growth through accountability, dynamic
recruiting and hiring, and disciplined one-on-one coaching.
Consistently delivering solutions that generate traffic and transform prospects into new customers through
strategic marketing, innovative sales programs, and creative marketing initiatives.

CORE COMPENTENCIES
Sales Team Management | Strategic Planning & Implementation | Sales Coaching, Mentoring, Training | New
Market Expansion | Profit & Loss (P&L) | Customer Relationship Management (CRM) | Relationship Building |
Account Management | Marketing Strategy | Promotions Management | Closing Strategy | Performance
Benchmarking | New Home Sales Process | Sales & Profit Growth

PROFESSIONAL EXPERIENCE
STANDARD PACIFIC HOMES, INC., Orlando Division December 2013-July 2015
$2.4 billion dollar publicly traded homebuilding leader doing business in the south, southwest and west.
Vice President of Sales and Marketing (December 2013-Present)
Leading a team of 30 including 18 New Home Counselors, 6 Sales Assistants, 1 Design Studio Manager, 2
Designers, 1 Area Sales Manager, 1 Marketing Manager, and 1 Marketing Coordinator with revenues in excess of
$122 million dollars and a $8.2 million dollar operating budget in 2014. Achieved the following YOY growth from
2013 to 2014: Grew closings 54% (223 to 343), revenue 80% ($68 million to $122 million), average sales price
+17% ($308K to $358K), gross margins +200bps on closed homes (18.3% to 21.0%) and +300bps on backlog
(18.6% to 21.7%), and community count +46% (13 ASCs to 19 ASCs).
Specific Achievements:

Designed and implemented New Home Counselor Success plan and routine.

Actively recruited, hired, trained, and supervised a team of 18 New Home Counselors (11 NHCs in 2013 to 18
NHCs in 2015).

Established a culture of accountability, ownership, and responsibility to enhance self-generation of traffic by

all sales counselors.

Increased Shop Scores from 85% to 96% (2013 vs. 2014).

Increased traffic to sign-up conversion rates from 6% to 9+% YTD.

Implemented weekly competitive analysis reporting tool.

On pace to open an additional 4 communities (Total of 23 ASCs at the close of 2015).

Managed the process to open 16 new Model Home Complexes on budget and on time.

ERNEST M. (CHIP) BROWN III

Clermont, Florida 34711
(M) 407.205.3668 - embrowniii@yahoo.com

CHARTER HOMES & NEIGHBORHOODS, Lancaster, PA February 2011-November 2013

$85 million dollar, privately held home building company doing business in eastern, central Pennsylvania
Vice President of Sales (November 2012-November 2013)
Led a team of 20 Neighborhood Sales Managers in 22 neighborhoods operating in the Lancaster, York, Hershey and
Harrisburg (eastern and western shore) markets. Delivered 270 closings in 2013 (+45% YOY), 185 closings in 2012
(+34% YOY), and 147 closings in 2011 (+11% YOY). Planned and implemented the strategic vision of the
company through new neighborhood grand openings, weekly one-on-one coaching with all sales managers,
delivered new compensation plan more closely aligned with margin goals, and developed total sales compliance
through the use of the companies CRM platform (Builder 1440/Fast Sales). Consistently measured the sales
pipeline, backlog, and closing results against company growth objectives and forecasts. Responsible for collecting
and reporting market, sub-market, and industry data. Attracted top performing sales managers and maintained
adequate coverage in all markets through active recruiting and hiring strategies.
Director of Sales (February 2011-November 2012)
Specific Achievements:

Designed and implemented NSM Success plan and routine.

Designed business plans for each member of the sales team, including weekly, monthly quarterly and annual
goals for gross/net sales, closings, mortgage capture, and gross margins among other metrics.
Implemented redesign of sales management structure using Area Sales Coaches to coach, teach, and mentor
their respective teams.
Redesigned Sales Onboarding Process into a month long program culminating with Demo Day. This
process was driven, managed, and delivered by Area Sales Coaches & Senior Sales Managers.
Increased traffic to sign-up conversion rates 10% to 12% YOY.
Implemented weekly competition reporting tool.

PULTE GROUP, INC., Trevose, Pennsylvania 2003-January 2011

$4 billion dollar publicly traded homebuilding leader doing business in 29 states.
General Sales Manager (2007-Jan 2011)
Selling Sales Manager (2005-2007)
Community Sales Manager (2003-2005)
Led a team of 13 Sales Consultants responsible for 60% of the Delaware Valley Divisions revenue in 2010, which
consisted of 240 closings across 12 communities representing $75 million in sales.
Specific Achievements:

Led team to produce $189.5 million in revenue from 647 closings in 3 years.

Beat the national average cancellation rate of 18.5% by 8.5%.

Achieved an average sales price of $336,000 versus national average of $260,000.

Used Performance Improvement Plans to bridge performance and sales skill gaps.

Directed development and sales for a new Lehigh Valley community with 603 home sites.

Personally closed 83 homes generating $37.4 million in revenue.

Awards & Accolades:

Completed 2009 9% above plan, maintaining status as the #1 group in the Division.

Named Pulte Mortgage Partner of the Year in 2007 and 2008.

Placed in the top 5 producers out of 30 in the division while serving as a Community Sales Manager.

Merited 95% customer satisfaction ratings versus the company average of 90%.

Mentored 2 Sales Consultants who pursued the General Sales Manager track.

ERNEST M. (CHIP) BROWN III

Clermont, Florida 34711
(M) 407.205.3668 - embrowniii@yahoo.com

NVR - NV HOMES, INC., Wayne, Pennsylvania 2002-2003

Major homebuilder offering single family, townhomes, and condos.
Sales and Marketing Manager
Established and implemented the sales and marketing strategy for a community of 36 high-end properties ($1
million+).
Coordinated multidisciplinary project initiatives that included sales associates, engineers, project managers,
township staff, architects, and subcontractors.
Managed sales planning, goal setting, performance, and marketing.
Delivered the initial sale of 8 home sites following the 2002 community grand opening.

BISHOP SHANAHAN HIGH SCHOOL, Downingtown, Pennsylvania 1998-2001

Well-respected Philadelphia area archdiocesan high school.
Head Coach - Boys Varsity Lacrosse & Freshman Football
Hired to grow the lacrosse team from a club level to varsity and create a freshman football team.
Performed all management and administrative functions for the teams, developed annual budget, selected talent,
ran practice activities, and managed the athletic schedule.

CARTROL ENTERPRISES, West Chester, Pennsylvania 1993-1995

Emerging company providing a patented golf cart traffic management system.
National Sales Manager
Headed the national sales organization reporting to the President of the company.
Developed strategic sales plan to drive aggressive nationwide growth in revenue and market share.
Designed and launched the product marketing strategy, focusing on direct mail, print advertising, and strategic
partnerships.
Fueled 400% top line growth in 2 years.
Produced a 4-7% response rate from a highly targeted direct mail campaign.
Cultivated a vast network of national golf club and practice facility relationships.
Facilitated future growth by establishing a nationwide distribution model.

ADDITIONAL PROFESSIONAL BACKGROUND (Details on Request):

Marketing Manager, Sales Development, THE INVISIBLE FENCE COMPANY INC. (1990-1993)
Key Account Sales Representative, WILSON SPORTING GOODS COMPANY (1988-1990)
Registered Representative, Retail Sales, KIDDER, PEABODY & CO. INC. (1985-1988)
Roughneck, Driller, SPARTAN DRILLING INC. (1981-1983)
Roughneck, Derrick man, EXETER DRILLING NORTHER INC. (1980-1981)

EDUCATION
VILLANOVA UNIVERSITY, Villanova, Pennsylvania
Bachelor of Business Administration in Finance

TECHNOLOGY
Proficient in JDEdwards, Builder1440, Siebel on Demand, MS Outlook, Microsoft Dynamics (Touchpoints CRM),
Word, Excel, PowerPoint & Publisher