Sales Representative

Gary E. Scheiner

*** ********* *****, **********, ***** Carolina 29615

Telephone: 864-***-**** / E-Mail: **********@*********.***

High Energy, Performance-Driven Sales/Marketing Professional

with extensive professional experience and strong skills in the following areas:

Developing New Clients Maintaining Existing Clients Customer Need Assessments

Sales Presentations Price Presentations/Negotiation Closing the Sale

Ensuring Client Satisfaction Client Problem Solving

Profile:

Background encompasses extensive professional sales experience utilizing a strong work ethic, an attitude to “go the extra mile,” and a willingness to analyze and learn new information quickly to serve customers more effectively.

Strengths: Excellent communication, presentation and negotiation skills; self-motivated; highly responsible; dependable; energetic; exceptional ability to obtain increased sales; customer focused, results-oriented approach used to effectively close sales with key customers; proven time management, problem solving and relationship building skills.

Areas of Expertise:

● Sales ● Developing New Clients

● Maintaining and Upgrading Existing ● Need Assessments

Clients ● Sales Presentations

● Price Negotiation ● Closing the Sale

● Ensuring Customer Satisfaction ● Territory Developing & Management

● Customer Problem Solving ● Developing Product Knowledge to Increase

● Decision Making Sales

Selected Accomplishments:

Regional Sales Manager (Von Roll, USA): Obtained “approvals/new business” for sales to major OEMs.

Technical Sales Representative (Isovolta, Inc.): Developed and regained previous lost clients in both wire and insulation at key target accounts.

Regional Sales Manager (Dielectric Solutions, LLC): Procured trial orders from 3M and several other pressure sensitive tape manufacturers, not previously supplied by the Company.

Technical Sales Representative (Electrolock, Inc.): Developed new products for nationwide distribution as well as establishing new raw material suppliers to increase market share for entire company.

Education / Training:

Bachelor of Science in Economics, Heidelberg College – Tiffin, Ohio

Activities/Honors: Dean’s List Scholar; Economics Honorary; Captain - Golf Team (3 year Letterman); Football (4 year Letterman – National Champions in 1972)

Training:

Professional Selling Skills II (Xerox); PAR Sales Seminar (Pradco); Sandler Sales Training (Top in Class)

(Continued on next page)

Professional Experience:

Von Roll, USA 2010 to Present

Regional Sales Manager

Responsible for sales for this electrical insulation manufacturer.

Territory management in Ohio, Indiana, Illinois, Wisconsin, Minnesota and Michigan.

Obtained five tank fills of resins at target accounts.

Received approval and production orders for major flexible insulation materials at largest proposals.

Isovolta, Inc. 2008 to 2010

Technical Sales Representative

Increased and developed new business for high voltage applications in Ohio, Pennsylvania, New York, Texas, Minnesota and New Mexico.

Dielectric Solutions, LLC 2007 to 2008

Regional Sales Manager

Responsible for the development of new markets for Woven Glass Fabric.

Developed orders from Pre-Preg Manufacturer for military applications, also not previously done by the company.

Electrolock, Inc. 1999 to 2005

Technical Sales Representative

Responsible for the sales of electrical/thermal insulation as well as an extensive line of technical products for the distribution in the Southeastern territories, Georgia, Alabama, Mississippi, Florida, Texas, and South Carolina.

Strategic concentration to develop markets in Texas, Georgia and Alabama.

Developed new product lines for company, Armorshrink, Armorseal, thereby increasing territory profits by 10%.

Developed new Isovolta products to Electrical Power Equipment Industry, increasing territory profits by 20%.

Recaptured business in major product lines.

Brought new manufacturing capabilities to company.

Austral Magnet Wire 1996 to 1999

Technical Sales Representative

Responsible for developing and growing territory in the specialty magnet wire industry.

Gained approvals on all OEM Reliance Electric specifications.

Developed Mica Served Wire for Teco Westinghouse, Roundrock, Texas.

Collaborated with distribution network to grow business.

Electrolock, Inc. 1981 to 1996

Technical Sales Representative

Responsible for the development and sales of insulation materials, converted by Electrolock, Inc.

Territories included Ohio, Pennsylvania, New York, Georgia, Alabama, Mississippi, Florida, Texas and South Carolina.

Developed major accounts in territory with no prior sales activity.

Converted traditional Rep. lines to manufactured product by Electrolock, Inc.

Instrumental in Electrolock, Inc. achieving ISO status.

Top Producing Sales Representative in revenue for the company.

Brought in major insulation suppliers to Electrolock, Inc.

Dear Hiring Manager:

I am writing this letter in an effort to explain why I feel I would be a good fit for your company. I have been in Technical Sales for over 30 years. My background has been with Engineered Materials, however I believe I have a very good understanding of the specific sales process that is required for this type of business.

I have included comments from two of my references which I hope you find helpful, please feel free to contact them direct.

Comments from Dr. Tim Emery, Technical Director at Siemens Westinghouse Power Corporation:

I have known Gary for close to 30 years. When I worked with him closely, he worked for Electrolock as a Sales Engineer. Gary helped me with many technical problems in Westinghouse (which is now Siemens) with specific applications where we were trying to develop new materials that would work in the energy industry and in high heat and high voltage applications. I had no use for a salesman who took orders, what I needed was a partner who could help us solve very technical problems. Gary was very helpful in initiating the new materials. He wasn’t afraid to go into the factory floor with me, and spend literally hours working with our team. Once he had a good understanding of our needs, he would return to Electrolock and research several options for us. He had a strong technical aptitude and was able to evaluate the critical variables and suggest logical solutions to our problems. We would use these materials in prototypes for use in our devices. We have a very good working relationship that spanned at least 15 years. I haven’t worked with him in ten years, but I do enjoy working with him. He has a sense of humor and kept me laughing. I will say also that his work enabled us to be successful and most of the materials that we developed together are still in use today.

Siemens bought Westinghouse and we have integrated their culture into our plants. Our focus is on large generators that are in the 250MVA size up to 1200 Megawatts.

I worked with Gary for 15 years and I always trusted his word. When he said something, it was true. He didn’t try to gloss things over, and I was impressed because he would admit to problems in initial trials and go back and start over with a cheerful attitude. We did a lot of initial trials in the plant on a regular basis, I wanted him by my side seeing the application in person. This worked out well and I consider Gary a trusted resource.

F. Tim Emery

Siemens Westinghouse Power Corporation

1901 Briarwood Avenue

Fort Payne, AL 35967

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

724-***-**** Direct

704-***-**** Cell

Comments from Randy Rutter, President of Coil Manufacturing, Inc. (CMI):

I have known Gary since 1986. My company makes coils for electric motors. However, my relationship with Gary extends prior to CMI when I was with ABB, and when they bought Westinghouse. Gary is a very uniquely qualified individual, and there are very few people that I know who are as great in the role of a technical sales engineer. The world is full of all kinds of guys who can sell, but very few real technical salesmen. Gary is a bright guy, but more importantly, he is a polished problem solver. He would come in and physically see how we taped our coils and what our issues were in our manufacturing process. One example of his dedication is his work on the Armor Seal Project. This was a new project for our sealed coils and it involved several layers of tape and resins. His work enabled us to manufacture this product and guarantee our quality to our customers. What I really liked about Gary is that he is a smart study and he would ask very logical questions like “why have you done it this way” or “how about if I came up with a product that did this?” He would often times come back with several samples. In reality, some worked, some worked wonders, and others failed. Either way, Gary would keep the project alive and moving forward until he solved the problem. This was important to us since we deal with really big stuff, like 10,000 HP motors. I love working with so much that I would switch my business to a supplier who could meet our needs with Gary as a Sales Engineer in a heartbeat.

Randy Rutter

President

Coil Manufacturing, Inc.

800-299-COIL

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

www.cmicoil.com

Thank You in Advance for Your Consideration,

Best,

Gary E. Scheiner

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