JEFF MAILE

Chicago, IL *****

773-***-****

acun2k@r.postjobfree.com https://www.linkedin.com/in/jeffmaile

SUMMARY

Accomplished technical sales and account management professional providing a valuable combination of a strong technical background with extensive direct/outside, multi-industry, sales experience within the Building Materials, Discrete Manufacturing, Engineering/Design and Industrial Gas market sectors. Expertise in acquiring and servicing clients in a high-tech sales environment, with proven results in increasing revenues, profits and market share through customer focused, consultative problem solving and strategic sales. Possess strong interpersonal and communication skills, high energy, and a positive attitude to effectively establish rapport and maintain productive customer relationships. Applied business acumen combined with strengths in:

Key Account Management

Distribution/Channel Sales

Contract & Pricing Negotiation

Strategic & Solution Sales

Business Development

Market Research & Analysis

PROFESSIONAL EXPERIENCE

ITW Construction Products - Paslode, Inc., Vernon Hills, Illinois 2010 to November, 2015

An independent business unit/subsidiary of the fortune 200 company, Illinois Tool Works, with annual sales of $300 million that manufactures and supplies pneumatic tools and fasteners serving the residential and industrial construction markets.

Senior Sales Representative – Corporate Accounts

Developed and implemented strategic territory plans and targeted marking programs for all direct/key accounts, with P&L responsibility of 9.5M annual revenues and growth through distribution and sales agents within the Cabinet, Flooring and Furniture market segments.

Effectively communicated the value of ITW Paslode’s products and services through the development of Key Account Plans, monetized proposals and solution/strategic selling principles to effectively negotiate contract and pricing terms to consistently achieve 5% annual core growth.

Identified new growth opportunities within targeted prospects/accounts through a consultative and valued added selling approach to successfully grow direct cabinet revenues by an average of 19% annually.

Increased direct cabinet business market share to 18% by plant location within the top 10 manufacturers and delivered consistent average total gross margins of 56%.

Developed distributor plans and regional/territory channel strategies, including pricing, distributor/dealer programs and product introductions, to generate new business and support regional annual and long-range plan objectives.

Participated in Trade Focus market research projects and gathered intelligence through on-going/continuous market analysis and end-user data to create demand and product pull through within direct accounts and dealer/distribution channels.

Utilized Microsoft Dynamics CRM’s Parent/Child account hierarchy and contact management applications to efficiently schedule and track customer/account engagement, prospecting activities, and monitor progress of new opportunity sales cycle/funnel stages.

Designfusion, Inc., Arlington Heights, Illinois 2009 to 2010

A leading Siemens PLM Reseller of Siemens’ Teamcenter, Solid Edge, UG/NX and FEMAP Product Lifecycle Management (PLM) software applications to the mechanical design, engineering and manufacturing industry sectors.

Account Manager & Applications Engineer

Managed all sales cycles and contracts/licensing in a four state $500K territory and generated new business through consultative problem solving and strategic relationship building at both executive and engineering levels.

Developed targeted prospecting and marketing campaigns to identified new growth opportunities and increased revenues 17% by gaining a thorough understanding of various manufacturing and work processes to apply proven software and technology solutions.

Demonstrated professional and effective communication skills through customer meetings, sales presentations, contract negotiations and proposal development.

Managed and coordinated corporate tradeshow scheduling and logistics, and supported sales through corporate representation at regional trade shows and expositions.

Utilized Salesforce.com/CRM account management tools to efficiently maintain customer contact resolve product and service related issues, and monitor maintenance renewal contracts and account payment history.

Praxair, Inc., Burr Ridge, Illinois 2004 to 2009

Fortune 500 company, with annual sales of $9.4 billion, that manufactures and supplies atmospheric, industrial and specialty gases, high-performance coatings, and related technologies and services.

Account Manager

Conducted territory management, account strategy and contract maintenance for 80-100 core accounts generating 7M - 8M in annual revenues.

Consistently achieved annual top line growth and pricing actions at 5-7% contributing to 75 % cost recovery and variable margin improvement.

Developed targeted new business/prospecting campaigns within the VOC Recovery and Municipal Waste Water market segments, generating 13 leads/opportunities, resulting in three equipment installations and increased revenue of 518K.

Identified new growth opportunities and provided value through consultative problem solving and thorough understanding of various manufacturing and work processes to apply application technology solutions.

Demonstrated effective communication skills through customer meetings, sales presentations, contract negotiations and proposal development.

Azavar Technologies, Chicago, Illinois 2001 to 2004

A strategic E-Business, Web development and Multimedia services providing Internet based applications targeting mid-market industrial and retail concerns with vertical specialties in Manufacturing, Distribution and Transportation.

Account Executive

Conducted territory management, new customer acquisition, and maintenance of existing customer base generating 500k - 1M in annual service revenue.

Consistently completed 40-80 prospecting calls per day to senior level executives within Fortune 500/1,000 companies to acquire new accounts, establish credibility and recognize opportunities to maximize revenue in a highly competitive market.

Provided consultative Internet Technology solutions and services for enhanced customer service, improved business process efficiencies and increased sales through strategic Web Systems integration including E-Commerce, Intranet/Extranet development and interactive Multimedia.

ADDITIONAL RELEVANT EXPERIENCE

Vero International, Inc. Mt. Morris, Illinois - Developer and distributor of CAD/CAM design software.

Technical Sales and Marketing Manager

Collaborated with international management in formulating and implementing North American marketing plan including strategy, core and regional budget distribution, advertising and public relations activities.

Dynacept Company, Inc., Bedford Hills, New York – Design engineering, rapid prototyping/tooling and molding services.

Design Engineer/Project Manager

Performed 75-100 design projects annually for a manufacturer of engineering models and prototypes for the consumer products and packaging industry.

EDUCATION

Bachelor of Science - Industrial Technology; Minor: Computer Integrated Manufacturing

University of Wisconsin-Platteville, Platteville, Wisconsin.

SKILLS SUMMARY

Sales Training

Solution & Strategic Selling – Miller Heiman

Professional Sales Negotiations – Achieve Global

Professional Prospecting – Achieve Global

Proficiency in Microsoft Office (Word & Excel)

Goldmine, Salesforce.com & Microsoft Dynamics – Contact Management

EDS-Unigraphics (V9.1-V14) 3D CAD software; (7) years experience.

Pro/Engineer - (V18) 3D CAD software; (2) years experience.

Contact this candidate