Sales Engineer
Resume:
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MARK KENNETH WELSH
Stuart, FL 34997
*******@*****.***
CAREER SUMMARY
Creative self directed Sales Leader with National
and Global experience in Strategic Marketing, Sales
Operations and Business Management. Proven track
record conceptualizing, defining and implementing
multiple Sales and Marketing strategies, expanding
market share and growing revenue. Possesses
excellent team building, communication, negotiating
and organizational skills.
* Sales Leadership
* Problem Resolution
* Customer Relations
* Cost Control
* Negotiation
* Vendor Contracts
* Improving Efficiencies
PROFESSIONAL EXPERIENCE
PMSI dba
www.airfiltersflorida.com Stuart, FL 2010 - Present
E-Commerce Filtration Site
Developer
* Developed strategic market/product focus
through regional, national and global futuring
trend research.
* Selected a broad cross section product content
which comprises over 3000 individual products.
* Though dedicated comprehensive market
research/priced and produced individual
competitive price/ product presentation
material.
* Worked with HTML design and PHP merchant cart
content talent to produce fully functional web
based e-commerce site. Combined with SEO/SEM
market outlets to produce a 1 mil annual run
rate.
ADAMS AIR & HYDRAULICS, Tampa,
FL 2008 - 2010
Engineer Pneumatic & Hydraulic Solutions
South Eastern Sales Engineer
* Engineer and sell automation products to a
wide spectrum of commercial, industrial and
OEM users.
* Identify potential sales and market segments.
Establish call planning and sales goals. Farm
current account base, hunt potential customer
group 60% hunt 40% farm ratio.
* Documented sales increases in territory 50%
since 08-08 to 2010.
* Extensive manufacturer training to include
Yamaha Robotics, PHO, MAC, Bimba, MOOG.
Denaison & Milwaukee companies.
* Documented margin increases in territory of
6%.
. Documented major account penetration to include:
FPL, HDI, Wheelabrator,
Lockheed Martin (sub works) & Pratt Whitney
(Beeline).
WACO ASSOCIATES, Norristown, PA 2000 - 2008
Industrial Filtration Distributor
South Eastern Regional Manager
Managed all marketing, sales, distribution and
manufacturing functions of a multi-location B to B/ B
to C, MRO wholesale company.
. Identified market expansion opportunities to
support budgeted revenue, gross profit and net
profit goals throughout Southeast, Caribbean
and South America.
. Contributed directly to bottom line through
development of sales objectives, guidelines and
account planning, focused account penetration
and collaborative strategic market focus,
Supported by Sales Target Report.
. Consolidated all sales and warehouse functions
into one balance sheet. Expanded inventory
capacity and reduced overall cost of sales by
10% annually at $13M in annual sales revenue.
. Reduced overall cost of sales by negotiating
fixed price points with key vendors. Negotiated
inbound freight costs with key vendors.
Produced annual product cost controls and
reductions averaging 3% to 5% of total sales
revenue.
. Consolidated manufacturing into Miami
distribution center. Produced improved delivery
and reduced annual manufacturing costs by
$125K.
. Initiated direct contact and proliferation of
all national account targets in Florida,
Georgia and the Carolina's. Successfully
implemented direct selling into national
accounts group in the Southeast.
. Collectively managed three warehouse and
manufacturing operations consisting of 65
employees' with total annual revenue at $13M
and net profit totaling 4.3% pre tax.
. Five time recipient of Presidents Club Award
for recognition of sales, gross profit and net
profit performance.
CULLIGAN INTERNATIONAL INC., Northbrook, IL 1995 - 2000
Over 4200 franchise and company owned locations,
providing clean water to the World for 61 years
Business, Sales General Manager, Culligan of Florida.
Supervised staff of 93 employees through the Orlando
location in Florida with 27 service and delivery
vehicles visiting over 800 client accounts daily.
Maintained direct control of all marketing and
advertising statewide, including all franchise owned
stores. Concurrently directed all residential,
commercial and bottled water sales departments.
Comprising 27 individuals. Combined network revenue
exceeded $8M annually. Reported directly to Vice
President Company Owned Store Division.
. Leveraged client price matrix which re-developed
large marketing campaign known as HEY
CULLIGAN MAN!
. Developed high performance sales and service
oriented store teams. Culminated in multi year
sales records. Recognized nationally and
internationally by Culligan as "The Best of the
Best", through receipt of Circle of Excellence
award two consecutive years.
. Directly trained all Sales Supervisors and down
line Sales Associates in residential, commercial
and bottled water sales.
. Negotiated vendor contracts, ad campaigns and
retail finance agreements.
. Restructured all route functions to maximize
deficient delivery of bottled water products
statewide. Created net effect on bottom line
through increased account penetration by route,
reduced driving per day and increased driver
delivery stops by route per day.
. Increased sales and gross profits exponentially
from 1997 through 2000. Total sales volume
increased from $2.9M in 1997 to $6M by 2000 in
the Orlando location.
. Multiple recipient of Salesman of the Year for
commercial sales division.
. Set all time commercial sales record in 1997,
-$1.1M booked in one month.
EDUCATION / CERTIFICATIONS / TRAINING
Business Management, University of Miami and University
of Colorado
ASHRE-Certified, HVAC
Water Quality Certified in Reverse Osmosis,
Deionization, Filtration
Micro Biological Filtration, Softening and Sales
Sta-rite and Gould Certified in Hydrology
Graduate, Multiple Dale Carnegie Sales Training Courses
Class Trainer, The Collaborative Way
AFFILIATIONS
Editorial Critic, Fort Lauderdale Sun Sentinel, Readers
Choice Awards
Fort Lauderdale Cystic Fibrosis Foundation
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