Sales Engineer, Business Development Mgr., Sales Manager
Resume:
Joseph W. Capano
Midlothian, VA 23114
********@*****.***
BUSINESS DEVELOPMENT MANAGER
SENIOR ACCOUNT MANAGER / PRODUCT SPECIALIST
SUMMARY
Experienced Industrial Sales Engineer, with extensive field sales experience as a Business Development
Manager, Account Manager and Product Specialist. Strong product knowledge, with an emphasis on
motor control, circuit protection, power distribution, drives and micro automation components and
systems. Consistently met/exceeded sales quotas in highly competitive markets, with a focus on OEM
customers. Proven ability to coach and direct sales teams to identify, develop and convert new business
opportunities. Able to effectively implement various areas of channel management, such as business plan
development, pipeline report management and target account program administration. Outstanding
promotion and demand creation abilities. Excellent local market knowledge of customers, competitors
and pricing in the NC VA MD PA areas. Able to manage price/margin in a responsible yet sales
generating manner.
* Consultative Selling * Product Expert
* New Business Development * Relationship Building
* Training/Coaching/Mentoring * Leadership/Teambuilding
* Account Management and Retention * Strategic Planning and Execution
PROFESSIONAL EXPERIENCE
BLAIR & ASSOCIATES, INC., Richmond VA March April 2013
Sales Consultant
Responsible for marketing, promotions and new business development in Industrial/Construction/Utility territory.
Blair & Associates is a manufacturer rep that provides Power Transmission & Distribution products and services.
They specialize in Switchyard solutions, featuring products by ABB Power and G & W Electric.
ELECTRICAL EQUIPMENT COMPANY, Richmond, VA March Oct. 2012
Industrial Controls Product Manager
Regional responsibility for the sale of Allen Bradley Controls, Sensors and Safety products.
Tasked with managing an $8M business unit with 7 branches and 16 salespeople.
Key duties included target account sales, marketing and promotions, forecasting and technical support.
WARD LEONARD ELECTRIC COMPANY, Richmond, VA 2011 2012
Sales Manager Key Accounts
Nationwide responsibility for an $7M business selling MIL SPEC products to the US Navy, Shipbuilders, OEM
suppliers, Ship repair yards and aftermarket government depots.
Supported Newport News Shipbuilding, while developing and implementing a USA sales strategy.
804-***-**** Joseph W. Capano ********@*****.***
SIEMENS ENERGY & AUTOMATION, Inc., Richmond, VA 1986 2009
Business Development Manager (2001 2009)
Managed overall area business of up to $41M and supported sales teams in their quest to achieve sales goals.
Key activities included joint sales calls, customer presentations, negotiating and closing new
business, training, marketing programs, forecasting and technical support.
Senior Account Manager (1999 2001)
OEM sales responsibility for all products, with a special emphasis on the development of Marine business with
Newport News Shipbuilding and the US Navy.
Leader of a team that was able to design, specify, sell and integrate automation systems for use
on US Navy Nimitz Class aircraft carriers, resulting in annual sales of $1 2M.
Averaged 106% to sales plans during 13 years in the Sales Division.
Control Specialist (1992 1999)
Responsible for the sale of Control products to an assigned area of Industrial and OEM accounts.
Team leader in the development of new channel partner WESCO/CCA, resulting in the growth
of sales revenues from $93K to over $6M in 7 years.
OEM Sales Engineer (1986 1989)
Responsible for the sale of all products to assigned OEM accounts, both direct and thru distribution.
Grew business from $277K to $1.736M over a 7 year period.
SPRECHER + SCHUH, Richmond, VA 1989 1992
District Sales Manager
Managed existing sales and developed new business and distribution partners in an assigned area.
Increased area sales by 19% during the first 18 months.
WESTINGHOUSE ELECTRIC CORP., Richmond, VA 1979 1986
Industrial Sales Engineer
After completing an 18 month Trainee Program, was promoted to an outside sales position in Pulp & Paper.
Averaged 111% to sales plans during a 5 year assignment, with average annual sales of $2.7M.
EDUCATION
BS, Industrial Distribution (Engineering & Management)
Clarkson University, Potsdam, NY
PROFESSIONAL DEVELOPMENT and ACHIEVEMENTS
2012: Attended several product training events at various Rockwell Automation facilities.
2011: Completed training sessions with Ward Leonard and Marine Machinery Association.
2005: Attended Hannover Fair in Germany and technical training at Siemens facilities.
2000: Technical training in Vienna, Austria, as a sales contest winner at Siemens (#5 in US).
1999: Attended Hannover Fair in Germany and technical training at Siemens facilities.
1998: Siemens Bronze Medal award winner, for outstanding sales performance (133% to plan).
Wrote and published several technical articles regarding product and customer applications.
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