b'we had. This was a huge differentiator in hiscareer development.Reynolds served as Facility Service Sales Manager in Glendale for the next 12 years.Sales management is fun. You get to outthink the competition to get projects, he said. And then you bring those projects in at the highest gross margin possible.REYNOLDS SAID RECRUITING AND TRAINING THE BEST SALES AND PROJECT MANAGEMENT TALENT AND SECURING "When I think of those whoSTRONG CUSTOMER RELATIONSHIPS HELPED INCREASE REVENUE ALMOST 250% OVER THE LAST SIX YEARS.have significantly advanced ACCOs Service offerings and the development of our sales teams, Tom is at the top of the list. His dedication and focus are truly remarkable ." DURING HIS 40-YEAR TENURE, REYNOLDS HAS MENTORED A NUMBER OF EMPLOYEES INCLUDING DAN GRUMBLES,Mike Potts SALES MANAGER, FACILITY SERVICE.Gross Margin: which involves managing projects In January 2017, Reynolds was promoted to Viceto control costs for the best profit possible. President, Facility Service and one year later, toOverhead Costs: also known as SGAhis current position, Senior Vice President, Facilityworking with the various departments to control Service, Southern Region. overhead costs.Operating Income: by increasing revenue In my current role as Senior Vice President, it isthrough sales, managing projects to achievemostly about securing financial results for thethe best margin possible and managing company, he said. I have Profit and Loss (P&L)overhead costs then the business units I am responsibility for the Southern Region of Facilityresponsible for will deliver the companys Service Group, which includes Southern California,Operating Income goals. Las Vegas, and Phoenix. P&L responsibility includes: Revenue growth: year on year in all threeReynolds has 83 members on his team acrosssegments of our businessMaintenance10 offices in Bakersfield, Costa Mesa, Cypress,Agreements (IFS), Service and Repair (IFS) andEl Segundo, Las Vegas, Newbury Park, Pasadena, Retrofit (JDE) and that business is primarilyRiverside, San Diego and Scottsdale, Arizona. existing building and owner direct. CONTINUED ON PAGE 21 ACCOLADES|9'