INDUSTRIAL SALES & SUPPORT PROFESSIONAL

Independent, self-starting industrial sales professional with proven track

record of growing territories in both start-up and mature territory

situations. Expert in consultative selling and comfortable working at all

levels of an organization from the plant floor to the boardroom. Adept at

uncovering complex business relationships and working throughout an

organization to achieve product specification/design in,

prototyping/testing and production support of engineered industrial

products.

o Organizational abilities, attention to detail and sense of urgency

acquired through business ownership experience

o Technical product and application knowledge of engineered industrial

products gained through extensive experience selling and supporting

industrial motors, drives, actuators, bearings and controls

o Versatile territory strategist adept at target account identification

and development of strategies and tactics for building relationships

and gaining business

Core Competencies

Account Management Territory Management Customer Acquisition

Strategies

Strategic Planning / Consultative / Value Market / Competitive

Vision Selling Analysis

Contract Negotiation Complex and Long Sales Technical

Cycles Product/Application

Knowledge

Employment

Garber Engineering Company

Well known and well respected manufacturer's representative agency

specializing in industrial motion control and automation products.

Expertise in the sales and application of AC drives and motors, servo

motors and controls, machine tool spindles and slides, linear actuators

and gearboxes.

.

Partner/Owner, Centerville, OH 2002-2013

Performed all duties necessary to oversee the day to day operations of a

successful manufacturer's representative agency. This included managing a

high performing sales team, developing and maintaining mutually beneficial

principal relationships and developing and implementing strategic sales

plans for all principals

. Created 6 new principal relationships resulting in new sales of $3.5M

. Successfully expanded geographical coverage for 3 principals increasing

revenue by 40% for those principals

. Developed and maintained a high-performance and loyal sales team

delivering 15% year over year growth for our principals

. Implemented new technologies to increase sales teams efficiency allowing

us to improve communications with principals and increase sales coverage

by 25%

Sales Representative, Centerville, OH 1989-2014

Responsible for growing territory by developing and maintaining

relationships with key personnel at industrial OEMs, End Users and

Distributors. Developed business opportunities by using a consultative

sales approach working intimately with specifying engineers in the

selection and application of engineered industrial products

. Introduced a new technology to a plastics machinery OEM. Worked

intimately with design engineering over an 18 month sales cycle to

provide a custom engineered solution. Saw the process through

specification, prototyping/testing, design modifications and into

production. The result was a new customer for our principal that

achieved over $2M in annual sales

. Through intense training become a product "expert" for a manufacturer of

AC drives and motors. This expertise resulted in the territory growing

from $500k/year to $3M /year in 7 years

. Used consultative sales techniques to help a lawn and garden equipment

OEM develop a bearing solution for a product that was having excessive

failures in the field. The redesign eliminated the failures and resulted

in annual sales volume of 10,000 units

. Displaced actuator competition at a medical equipment OEM by learning

what was important to that OEMs customers and presenting a product

solution to the OEM that addressed the noise issue that their customers

were reporting. Sales to this customer went from nothing to over

$1M/year,

Earlier Career

CompuServe, Inc.

Technical Support Representative, Columbus, OH

Education

The Ohio State University, Columbus, OH

Bachelor of Science in Business Administration, Computer Information

Systems

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