B2B sales Professional, Capital Equipment expertise

CHARLES SENA

920-***-**** addqte@r.postjobfree.com

Beaver Dam, WI 53916 https://www.linkedin.com/in/chucksena/LinkedIn.com/in/chucksena

SALES PROFESSIONAL

Skilled B2B Sales Professional providing packaging and product handling equipment to the food, beverage, personal care, pharma, cosmetic, and related industries. In addition to success in direct sales expertise includes channel development and management, territory analysis and development, sales process improvement, CRM implementation, negotiation, and developing sales strategy. Sales Enablement experience includes developing websites to promote the business, creating principal marketing collateral - including product and informational brochures, and case studies, and crafting and implementing a variety of mass market campaigns ranging from traditional practices to social media.

EXPERIENCE

DORNER MANUFACTURING CORP., Hartland, WI April 2018 – March 2020

Industry Manager - Sanitary

Responsible for coordinating all of Dorner’s food industry efforts throughout North America. Collaborated with the marketing, engineering, new product development, and sales departments to align product offerings and branded collateral with market needs.

Completed new product roll-out for re-designed stainless steel packaging conveyors which resulted in sales increase of 32% YOY compared to the product it replaced. Profit margin also increased 40% over the product it replaced.

Represented Dorner in various industry trade groups to forge OEM relationships with Food Industry equipment suppliers and establish reputation for industry leadership.

Supported Direct Sales and Channel Sales partners on targeted sales opportunities. Provided training to both direct sales and channel partners about technical equipment, market dynamics, and identifying high quality opportunities.

MODULAR CONVEYOR EXPRESS, Neenah, WI April 2014 – April 2018

Distributor Manager – Eastern United States

Responsible for all aspects of developing and supporting a network of 25 distributors in the Eastern half of the United Sates for MCE – which is the standard products group of Nercon Engineering and Mfg.

Expansion of the distributor network resulted in double digit sales volume increases each year. Sales by distributors grew from approximately 8% of total company revenue to 19% of total company revenue.

The Distributor network achieved a 44% close rate of opportunities and 40% of quoted dollars.

Responsibilities included development of technical and commercial training materials for ongoing education and development of distributor personnel.

Collaborated with the marketing team to create pertinent collateral and craft a consistent message to reinforce the MCE brand.

NAVIGATOR ENTERPRISES, LLC, Beaver Dam, WI December 2011 – April 2014

Owner

Manufacturer’s Representative

Owner of Navigator Enterprises, LLC, contracted as a sub-agent providing commission-based Sales of Safeline metal detectors and x-ray inspection, Ishida DACS checkweighers, and secondary packaging machinery. Provided sales territory coverage for the state of Wisconsin.

Customer base primarily in the food industry, with additional customers in the paper, personal care, and chemical industries

Charles Sena addqte@r.postjobfree.com Page Two

ARROWHEAD SYSTEMS, LLC, Oshkosh, WI September 2000 - December 2011

Sales Development Specialist – Independent Sales Partners, April 2003 – December 2011

Created and supported a network of over 40 independent sales partners and OEMs in US, Puerto Rico, and Australia.

Increased Annual Gross Sales through these channels by 450% between 2003 – 2011.

Exceeded Sales Targets each year by an average of 14%.

Implemented CRM system and software, including makeover of all quote request forms and procedures.

Developed Partner Web Portal and re-designed approximately 80% of printed Sales Collateral including product brochures and case studies.

Member of the case palletizer product improvement team.

Applications Engineer, Busse/SJI Corp., September 2000 – April 2003

Evaluated customer specifications received from outside sales representatives for bulk palletizers and de-palletizers and developed equipment solutions. Provided technical evaluation of customer requirements, estimating, proposal creation, and customer management.

Product specialist for case palletizing equipment, case conveyor, and stretch-wrapping systems - trained with European partners.

Applications Engineer/Project Coordinator for over 50% of machines sold in 2001 and 2002.

ADDITIONAL RELEVANT EXPERIENCE

PRO-PAK SERVICES, INC, Rolling Meadows, IL

Sales Representative – Packaging Machinery and Conveyor

SYSTEMS IV PACKAGING, INC., Palatine, IL

President - Packaging Machinery and Conveyor

WASHINGTON ISLAND FERRY LINE, INC., Washington Island, WI

Captain (Seasonal) – USCG Licensed. Responsible for operating a 100 ton vehicle and passenger ferry.

EDUCATION

Bachelor of Arts (BA), English, minor in Public Communications

Luther College, Decorah, IA

PROFESSIONAL DEVELOPMENT

Member of Food Processing Suppliers Association (FPSA). Active in leadership roles in Food Safety Network

MANA – Operation of a Successful Manufacturer’s Representative Agency

Selling Dynamics – Advanced Selling Techniques

Member of the Sales Management Association

3-A SSI Certificates in Hygienic Design

WORKPLACE SKILLS

Proficient with Microsoft Office, CRM software (several platforms), Tableau for data visualizations, PowerPoint, and various remote meeting platforms

Experienced trainer and public speaker

Team Leadership

Adept at problem-solving and conflict resolution

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