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Sales Manager

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Country: United States
State: Pennsylvania
City: McKeesport
ZIP: 15135
Salary: $110K
Posted date: 4/9/2012   all resumes
Email: gg84h7@r.postjobfree.com
Contact Info: *.****@*******.***
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TOM M. OWOC
**** *** ***** ****
Elizabeth Township, Pennsylvania 15135
(W) 412.***.**** / (H) 412.***.**** / (Cell) 412.***.****
E-mail: gg84h7@r.postjobfree.com
PROFILE OF SKILLS & QUALIFICATIONS:
A results-oriented, self motivated, sales/marketing and business development professional with over fifteen (15) years of proven ability to analyze markets, target areas for high return and develop strategic company/account strategies to attain organizational goals. Ability to build long-term ethical and trusting business/customer/channel relationships.
Fifteen (15) years of diversified engineering projects, business development and sales management experience with-in technical environments. Utilizing components, equipment & system processes in manufacturing environments.
Executive (C-level) presentation experience, five (5) years international business (Asia & Europe) market development experience, major account and strategic sales with an enhanced ability to plan the sale, communicate product/service value and manage and negotiate desired outcome.
Extensive experience selling over $1 Million projects. Over fifteen (15) year’s regional/national sales management experience, developing and managing Sales Staff, Sales Channels (Rep’s & Distributor) and BDM programs.

EXPERIENCE:
TETRA TECHNOLOGIES, INC., - Bridgeville, PA 15017-1327 (Houston, TX - Corp.) (Feb. 2010 to Current)
District Branch Sales & Operations Manager - (Marcellus & Utica Shale Region):
TETRA (NYSE: TTI) - is a 30 year old geographically diversified Oil & Gas Services Company focused on Completion Fluid & Production Testing Services: Specifically; Completion Services (Water Transfer-Filtration-Chemical Treatment) & Production Testing Services/Equipment, (i.e., Filter Separators, Line Heaters, Sand Filters, Plug Catchers, Manifolds & Flair Stacks), as well as Wellhead Compression Services to major oil & gas industry natural gas extraction producers.

Managing & directing operations for newly opened five-acre regional office in Bridgeville, PA (Pittsburgh Area) responsible for, sales execution, field operations, equipment deployment & service. TETRA’s intent is to establish a company presence for business in the Marcellus & Utica Shale Regions. (PA, OH, WV, & NY).
Developed initial business plan for PA branches, established (#2) core business areas of concentration; Engineered Production & Process Testing Equipment Services & Completions (Water Transfer) Services.
Established sales & marketing and business plan to develop initial relationships with all major oil & gas producers currently working in the Marcellus & Utica Shale Regions. Structured entire PA Branch organization, while completely developing sales pipeline/customer base with newly designed marketing programs and utilizing existing support services from Corporate-Texas to gain entry into PA targeted accounts for this new facility/branch location.
Hired initial PA team, consisting of Application Engineers, Field Sales, Field Operators & general shop support personnel to support facility equipment services, sales and field service repairs. – (#5 Direct Reports)
Grew sales funnel from inception ($0 to $23.6M) in less than a two-year period. Established at least a $5-6M per quarter run rate of booked business between, Production Testing Services & Completion (Water Transfer/Flow Back services) with companies such as; Shell, PDC, EXCO, Seneca Resources, EQT, HESS, Rex Energy & Consol/CNX.

GLENMOUNT GLOBAL SOLUTIONS/TEGRON, INC., Pittsburgh, PA 15205 (Jan. 2008 to Dec. 2009)
National Business Development Manager: (Closed PA & OH Offices & Requested Relocation to Texas)
A leading global engineering integration solutions company which focuses on Industrial IT, (Hardware & Software), instrumentation, controls & electrical automation solutions for manufacturing and processing facilities worldwide through various operating units. Specifically delivering; Consulting, Design, System Engineering, Software Development, Manufacturing Installation, Commissioning, Training and Technical Field Services to manufacturing customers.

Responsible for business development, project leadership and direction as well as establishing strong client relationships, which lead to producing rapid regional growth results for the PA, OH & WV regions. Aggressively identified, introduced, pursued and closed various complex integration solution projects for industrial automation clients such as; HJ Heinz, Westinghouse Nuclear, US Steel, Great Lakes Cheese, Shearer’s Foods & Carmeuse.
Generated, obtained and manage a personal sales territorial business of $5 million dollars in less than a (1) year time frame. Penetrated organizations previously considered desirable suspects but had been non-responsive in the past.
Team leader in developing and selecting new marketing entity programs that introduced/altered the corporate image, which then increased visibility, promoted new strategies and allowed sales progression into vertical markets.

SYNAPSE SYSTEMS & SERVICES, INC., Pittsburgh, PA 15205 (Jan. 2006 to Dec. 2007)
National Sales & Marketing Manager: (Company Relocated to Bombay, India)
An engineering equipment/software integrator, providing custom system solutions for industrial manufacturing automation processes with technical expertise and domain knowledge in the PLC’s, DCS & Batch Process, SCADA/HMI & MES process application environments.

Inherited an organization near total bankruptcy with losses over millions of dollars. Initially began restructuring plan, by building trust with the existing customers that the new management team is to be an improved & ethical company.
Rebuilt entire sales & marketing organization, which had a completely depleted Sales Pipeline (CRM Database) and a neglected customer base with project issues. Focused on reducing overall company costs & increase profitability.
Restructured company into a two entities, a System & Services business model to help in the short-term efforts to drive company into a quicker sales process with the ability to generate consistent revenue as quickly as possible.
Developed company strategic National Sales & Marketing programs & business plans to establish goals to begin positioning & growing company into targeted markets & to determine the approach/direction of our new organization.
Grew sales funnel to $11.8M or a sales growth of (70%) in less than a two-year period. Established a $1M monthly run rate of base business. Established a solid customer base with companies such as; Coca-Cola, Dominion Gas, Welch’s, Flabeg, Wheeling-Pitt Steel, Westinghouse, Shearer Foods, HJ Heinz, Sarra Lee and Alcon Manufacturing.
Responsible for establishing and growing company partnerships with Premier Solution Providers (PSP), with General Electric (GE), Rockwell Automation, Siemens and Gray Matter Systems.
Hired, trained and managed a national sales force of three Regional Sales Managers and two Inside Sales engineers.

THK AMERICA, INC., Pittsburgh, PA (January 2004 to 2006)
Regional Sales Manager/Business Development Manager: Pittsburgh, PA Regional Office – Relocated to NY)
Manufacturer of Linear Motion Equipment/Systems (i.e., Guides, Bearings, Linear Actuators, Ball Splines & Ball Screws)

Management responsibility for regional sales territory which encompasses five (5) states (PA, NY, VA, MD, & WV) with an annual targeted sales revenue of $6.9M million. Responsible for obtaining, developing projects/strategic accounts for customer’s with-in various industries, which require component/system design development solutions.
Develop Sales & Marketing strategies necessary to achieve company regional sales goals, through direct OEM accounts and distribution. Grew regional territory from $4.1 million to current $6.9 million region in two years.
Management responsibility for seven direct reports. (Three District Sales Managers (DSM’s), Two Customer Service Support Staff & Two Inside Sales Engineers. Establish/Design and implement territory business plans for my DSM’s.
Recruit, direct, train & manage six distributors & MCD’s, (Motion Control), and accounts for $4 million in revenue. Manage various Strategic OEM direct accounts (i.e., Aerotech Inc., McKesson Automation, Jade Corp., & Tyco).

BAYSIDE AUTOMATION, INC. (Formally Westinghouse Electric’s Corp., AEG Group), Canonsburg, PA
Senior Sales Engineer/Business Development Manager: (Jan. 1999 to Sept. 2003) – (Plant Closure)
Sales, Marketing & Business Development Manager, responsible for manufacturing automation accounts and projects, which includes; design and build of custom automation equipment, with expertise applying leading-edge robotics, motion control, vision and software technology systems to automate assembly/manufacturing operations for Fortune 500-1000 companies in the telecommunications, healthcare, automotive and consumer goods industries. Customers such as, Axcelis Technologies, TRW Automotive Corp., Ingersoll Rand, Bristol-Myers Squibb, and Motorola.

Guided and directed company into new business markets, which lead to obtaining the largest program/project in company history (3Yrs-$36M). This program was developing a Contract Manufacturing (Build to Print) program for the Semiconductor (Wafer Handling Equipment) industry.
Generated, obtained and managed a personal sales territorial business exceeding $23.5 million dollars in a (2) Two year time frame. Penetrated organizations previously considered desirable suspects but non-responsive.
Team leader in developing and selecting new marketing entity programs that altered the corporate image, promoted new strategies and techniques, increasing visibility and allowing sales progression into non-traditional markets.
Expertise with various lean and fully-automated manufacturing systems, configured using Adept & Toshiba Robots, Flex-Link Conveyers, Positech Handling Systems, Allen-Bradley PLC’s and various design and simulation software.

DIGITAL EQUIPMENT CORP/CABLETRON SYSTEMS (DNPG GROUP), Pittsburgh, PA
Regional Sales/Business Channels Manager: (1995 to 1998) - (Digital Equipment acquired by Cabletron Systems)

Regional Territory Sales Manager with an in-depth knowledge of advanced/specialized IT computer networking system equipment hardware and software (e.g.: Hubs, Routers, Switches, & Servers). My customer base or Enterprise Accounts included: ABB Daimler-Benz (Adtranz), Veteran Administration Hospitals (VA’s), Union Switch & Signal, DuPont, Kvaerner Metals, and Mylan Labs.
Responsible for the overall territory sales/business development and management for customer service support teams, managing and training of six (6) resellers (Channel Partners) and distributors.
Consistently met or exceeded all quarterly and yearly quotas. Took over one of the lowest profit-making regions for DNPG and turned it into the second (2nd) highest ranked and profitable territories within a two (2) year period.
Grew Western Pennsylvania territory from a $4 Million dollar region in 1995 to nearly double its revenue in 1998 (over $8 Million dollars annually) (2) years later.
Established, grew, managed and trained resellers (VAR’s) & distributor channels for complex networking hardware equipment and customized software. Supported my customers with computer networking equipment solutions.
Designed and implemented marketing and training programs for my territory and resellers. Managed and directed projects from inception to close. Facilitated and utilized all internal and external resources for customer support.

AGR INTERNATIONAL, AMERICAN GLASS RESEARCH, Butler, PA
International Industrial Sales Manager/Engineer: (1993 to 1995) - (Extensive Travel- Over 200 days Year)

Experienced in specialized industrial inspection equipment, services and production manufacturing processes. Solved glass & plastic manufacturers problems related to equipment and manufacturing/production performance.
Directed company’s international business into broadening its markets, which resulted in a 2.5 million-dollar increase in profitability from the previous year’s market revenue.
Consistently ranked high in account retention by applying skills of being knowledgeable of competitor’s products, neutralizing potentially damaging situations and developing strategies to improve customer account satisfaction.
Recommended equipment modifications and participated in new product development teams. Assisted customers with developing product specifications that resulted in potential savings in excess of $1 Million dollars.
Managed and directed U.S., Asian and European Territories/Accounts and their respective Manufacturer’s Representatives, monitored Reps sales goals, pricing policies, service problems, training and marketing programs.

WESTINGHOUSE ELECTRIC CORPORATION, AESD & MTD Divisions, Large, PA
Associate Project Engineer: (1980 to 1993) - (Plant Closure)
* Served as engineer on system design projects ranging in size from $500,000 to $1 Million dollars.
Developed budgets, tasks and project guidelines based on customer requirements.
Planned the work progression and directed work of technicians.
* Developed reliability analysis and project profitability studies for Naval surface ship equipment.
Held DOD confidential security clearance.
* (1980-1985) Held various senior level technical laboratory positions, maintaining and performing mechanical testing on creep testing machines. Directed the work scope of junior technicians. Promoted to engineer in 1986.

EDUCATION
* B.S. in Business Administration, Pennsylvania State University, 12/2012. (Completing Last Required 3 credit Coarse).
* A.S. in Computer Science, Community College Allegheny County (CCAC), Pittsburgh, PA. 1988.
* Industrial Electrical Wiring & Electronics School, McKeesport, PA. Vocational Tech. 1982.
* Professional Selling Skills Training, Learning International Inc., Atlanta, GA. 1994.
* Strategies for Selling Technical Industrial Products, American Management Assoc. (AMA), Chicago, IL. 1995.
Executive Sales Management Training, Personal Success Unlimited - Dr. John V. Mazzola, Pittsburgh, PA. 2000.
Executive Level Relationship Selling Skills (RSS) Training – by ProudFoot Consulting, Chicago, IL. 2004

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