Sales Manager

SCOTT T. FAILING

**** ********* *****, ********, ** 47630

Cell: 812-***-**** – *****.*******@*****.***

DIRECTOR OF INTERNATIONAL BUSINESS DEVELOPMENT

DIRECTOR OF SALES

Energy / Mining • Technology • Renewable Energy • Metals • Environmental

Dynamic Management, Business Development, Sales, and Marketing executive with more than 20 years of

experience developing and managing multiple global markets. Visionary leader who effectively analyzes

strategic market realities, and develops executable, actionable plans to address mission critical business

challenges and deliver P&L results. Motivational international team builder who forges world-class

organizations, and enhances the productivity and income generation of sales and marketing teams.

Multifaceted professional, skilled in growing challenging markets in both strong and weak economies.

Areas of Expertise

International Business • Strategic Planning • Business Planning • New Business Development • Problem

Solving • Management • Market Penetration • Account Acquisition / Expansion / Retention • Competitive

Analysis • Proposal Development • Change Management • Entrepreneur • P&L • Process Reengineering •

Startup Operations • Team Leadership / Motivation • Budget Planning / Forecasting / CRM

PROFESSIONAL EXPERIENCE

FLANDERS, Evansville, IN

Industry Leading Mining Technology and Industrial Product and Services company specializing in advanced electronic

controls, electronic drive and integrated systems, electric motor repair/overhaul and new motor manufacturing, est.

$170M in sales.

Sales Manager, Quoting and Contracts and OEM Global Accounts, 8/2011-Present

As key member of executive leadership team, identify global market potential, develop strategic plans and

work with Aftermarket sales to obtain annual sales goals. Deve lop strong relationships with End User

Account buyers and decision makers to ensure that “voice of customer” is communicated throughout

Flanders.

Instrumental in obtaining sales increases over two year period of 40% and 71%.

Directly responsible for oversight and management of two largest OEM accounts.

Established Power Systems Products CRM pipeline reporting system that is now used as the model

to generate product sales forecasting.

Negotiation of multi-million (>$10M) contracts.

Manage Global OEM Accounts

WORLD RESOURCES COMPANY, McLean, VA

World’s premier environmental services company specializing in recycling of industrial hazardous wastes containing

non-ferrous metals; $95M in sales.

Director of Global Business Development 2001-2011

As key member of senior leadership team, develop strategic approaches to market penetration, direct all

international business development and sales operations, and lead 6 international offices and markets in

South America, India, Singapore, Malaysia, Thailand, and the Philippines. Develop compre hensive market

surveys identifying potential clients, volumes, and revenues, and present recommendations and business

plans to Board. Lead international operations, source customers, logistics providers, legal resources,

accountants, and all other business services to build legal entities including branches, subsidiaries, and

representative offices. Establish relationships with regulators at local, federal, and secretariat level

environmental, financial and customs offices to obtain export, import, and tran sit permits. Lead team of 18,

and managed $26M budget.

SCOTT T. FAILING Page 2 *****.*******@*****.***

WORLD RESOURCES COMPANY, Director of Global Business Development, Continued…

Spearheaded initiative to market services to aerospace component m anufacturing market sector.

Developed relationship with Rolls-Royce and led entry into Jet-Engine manufacturing and repair

and overhaul market. Established global contracts with Fortune 100 companies including Rolls -

Royce, General Electric, and Untied Technologies.

o Revenue accounts for >25%+ of total corporate revenue and the single largest source of

revenue for 2 of 4 corporate divisions.

Developed financial models to evaluate impact of the global economic crisis on all global offices and

departments, predicting major revenue decline and loss in Asian operations due to pricing flaw in

customer contracts.

o Spearheaded contract restructuring, mitigating loss of $8M+ in total revenue.

o Grew Asia Pacific management teams and new revenues by 60%.

Developed successful markets in Israel, the UK (including Wales, and Scotland), Ireland, and Italy,

currently representing $17M+ or 20% of total European revenue.

o Led development of Indian market, with projected revenue of $ 2.8M (2011) and $6M (2012)

and $12M (2013).

Built new product and service development team tasked to develop catalyst recycling market with

5% of target market penetration by EOY 2011; projected revenues of $15M+ by 2013.

Initiated new business development and growth into Brazil, India, Israel, the United Kingdom,

Ireland, and South Africa.

Developed, implemented, and managed 1st comprehensive marketing training and human capital

development plan.

o Created manual and PowerPoint training plan that has been adopted and improved by

every level in the organization.

REIDLER DECAL CORPORATION, St. Clair, PA 2001

4th largest US graphic decal company, with annual revenues of $ 60M

Vice President, Marketing, 6/2000 – 12/2001

Developed and led inside and outside sales force of 8 directly responsible for all company sal es. Identified

new M&A targets, and led M&A processes.

Led the research, due diligence, agreements and merger plans for two acquisitions totaling $25M.

Established regular sales meetings, and included production, shipping (logistics) and customer

service, and encouraged representatives to detail major problems and ideas to transfer knowledge to

junior sales reps. Developed program including joint sales calls between senior and junior reps.

o Energized team, increased morale, and directly increased junior re presentative sales by 20 to

25%.

Developed and initiated a customer friendly web-based product quotation system to replace

cumbersome preparation of quotes by hand.

o Provided sales reps with immediate quotes during sales calls.

WORLD RESOURCES COMPANY, Pottsville, PA 1993-2000

World’s premier environmental services company specializing in recycling of industrial hazardous wastes containing

non-ferrous metals

Sales/Marketing Manager

Promoted to develop and lead team of 4 degreed account executives wit h 3-8 years of experience each and

managed $6M revenue budget with $350K cost budget. Personally managed large corporate and

multinational accounts accounting for >35%+ of total divisional revenue.

Led most successful and productive marketing team in compa ny history to first single-year $1M net

revenue increase.

SCOTT T. FAILING Page 3 *****.*******@*****.***

WORLD RESOURCES COMPANY, Sales/Marketing Manager, Continued…

Lost 0 existing clients to competition.

Initiated largest service fee increase in the company history.

Senior Account Executive

Developed new business in 13 states across the Eastern US. Managed 1/2 of all accounts, including all

multinational corporations.

Personally achieved 75% of divisions’ annual business development goals.

Recognized as company’s #1 Account Executive.

Military Service with United States Air Force as Decorated Flight Line Administrator.

6 years of distinguished military service with overseas service during the first Gulf War

Promoted early and earned position on United States Air Force Thunderbirds Demonstration

Squadron.

EDUCATION

Colorado Technical University, Colorado Springs, CO

BS, International Business Development 2008

BS, Business Management 2007

REFERENCES

Available upon request

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