Sales Manager

E. DRAKE CASKEY

***** ******** ***** **** ****: 281-***-****

Houston, Texas 77065

Home: 281-***-****

*****.******@***.***

PROFILE:

Experienced Sales and Operations Management Professional with successful and progressive record of

achievement in diverse areas of multi-facility management. Strong decision-maker with a dedicated

customer focus and proven ability to assess needs, develop new ways of conducting business and

reduce operating costs while meeting company objectives. Proficient in tailoring programs and

solutions, seeing the big picture, and focusing on bottom-line results. Excellent written and verbal

communication skills to motivate and interact effectively with all levels of management. Ability to

lead, energize and motivate work teams to respond to business needs, manage change on large scale

initiatives, negotiate, plan, implement budgets, and execute business plans.

Specialties

Multi-facility management

P&L Analysis

Contract Negotiations

Operations Leadership

Sales & Sales Management

Channel Sales

Purchasing & Inventory Control

Customer Service

EXPERIENCE:

Konecranes

Regional Sales Manager 03/2012-Present

Selling heavy duty engineered process cranes to oil & gas and mining companies in the Western U.S.

Experience working with EPC’s and direct sales

Closed over 7.9 million in new sales during 2012

Customers include Exxonmobil, Cameron, Freeport McMoran, Kiewit Offshore

Heavy Commercial Negotiation Experience

Konecranes 2002-2012

General Manager

Full P&L responsibilities for crane parts and lift truck parts sold in the U.S., Mexico and South

America

Managed sales, inventory and manufacturing for 5 parts centers, 52 employees and 4 managers

Generated 34 million in sales in 2008

Major customers include oil and gas, mining, pulp & paper, waste management and steel industries

Increased the sales of the Houston office from 4.5 Million to 11 Million in 5 years

Experience in working with multiple cultures worldwide

Productivity Point International 2001-2002

Business Development Manager

Responsible for all custom training solutions for ExxonMobil

Generated 5 Million in revenue in 2002

Worked with various ExxonMobil Vice Presidents and the CIO to develop custom training solutions

Successfully negotiated a 2 year contract for Productivity Point

OpenSystems, Inc. 2000-2001

Regional Sales Manager

Sold Internet Security Software Solutions to large corporations

Opened the Houston office and managed the Central U.S. for this start up software company

While personally selling managed a team of 4 sales representatives, 2 channel sales representative and

2 software engineers

Helped increase sales by 63% in 2000 and was incremental in driving revenues from $1.4mm to

$2.5mm before company had funding problems

Successfully penetrated new clients such as FBI, U.S. Marine Corps, Interstate Batteries, Charter

Communications, BankcorpSouth, Service Corporation, First World Communications and Citicorp

Enron Energy Services 1997-1999

Sales Manager

Initiated contact with Finance and Facilities Management clients, evaluated clients energy

information systems and prepared detailed proposals for large energy information solutions

Teamed with Enron’s major account reps and executive management presenting Enron’s

energy outsource offerings to large corporations, which lead to several billion dollar contract awards

Worked with engineering and sales teams to assess opportunities and scope solutions

Developed new services and delivery vehicles for Enron’s energy information solutions

UDS, Inc. 1996-1997

Director of Sales

Opened the Israeli firm’s

first U.S. office

Sales of logistic

application solutions to the distribution industry

Developed sales/marketing

business plan for U.S. market entry

Sold 7 accounts in the U.S.

during the first year of business, some of which included

Anheuser-Busch/Budweiser, Montegrano Distributors, and Silver Eagle Distributors

Information Builders 1995-1996

Major Account Manager

Responsible for identifying new major account opportunities selling information Builders middleware

and reporting software

Called on CFOs, CIOs, and Controllers of Fortune 500 companies

Closed several accounts including one major account that enabled the company to access data residing

on multiple platforms from a single PC (Landata, a division of Stewart Title)

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Bradmark Technologies 1993-1995

Account Executive

Responsible for new business sales of relational database software tools to Fortune 500 and Fortune

1000 clients

Number two sales representative out of eight in RDBMS Tools for 1994

Achieved 128% of 1.5 Million quota in 1994

Obtained training, marketing and sales experience with Sybase, Microsoft SQL Server and Oracle

Successfully penetrated new clients such as Anadarko, El Paso Energy 3(formerly Tenneco), Bank

One, Intermedics, Panhandle Eastern (now Duke Energy), and Coastal Corporation.

Wilson Data Services 1991-1993

Director/Co-Owner

Built the systems and sales infrastructure for this startup company to earn $820,000 in first year

Developed new software programs and products to sell

Directed all data processing and sales activities

Directed the installation of an IBM mainframe computer

Served as a part-time consultant after my departure

Tenneco, Gas Pipeline Division 1986-1991

Senior Analyst

Participated in an Electronic Data Interchange pilot study to implement EDI for Gas Nominations

Defined Tenneco's requirements, made the necessary modifications to programs, and tested EDI

transactions with outside companies

Coordinated FERC's order 493 Rate and Tariff filings for the Rate Department. This involved

meeting with users, defining requirements, developing software programs and assisting users in an actual

filing

Developed program specifications for Tenneco's Volume Information Processing System

Managed a major enhancement to the Gas Pipeline Mileage System

Gulf Oil 1982-1986

Programmer Analyst

Supervised all enhancements to the Accounts Receivable System

Designed and implemented a system to automate my revenue accounting responsibilities

Created job documentation and flowcharted the entire Accounts Receivable System

Revenue Accountant

Prepared and paid production taxes on Texas natural gas production

Coordinated all district input for various error analysis reports

Verified and accounted for oil produced and sold on properties operated by Gulf and other

companies in Texas, Kansas, Illinois, Indiana, Kentucky and Texas offshore

EDUCATION:

B.B.A., Accounting, Stephen F. Austin State University, 1982

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ACTIVITIES/ACHIEVEMENTS: Dean's List Member, Basketball Scholarship Recipient, Junior Achievement

Volunteer, Tenneco Sports Director, Solution Selling Course, Miller Heiman Strategic Selling Course, various

employee development courses and labor law courses.

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