Sales Project Manager
Resume:
ALAIN DESCOINS
Lafayette, CA 94549
*************@*****.***
925-***-**** cell
SENIOR EXECUTIVE PROFILE
Industrial Manufacturing ● Sales & Management ● North American & European Companies
A practical, highly results-driven CEO with 14 years experience in Sales and Business Management and
8 years of hands-on Engineering Design & Manufacturing experience. Dedicated to growing the top and
bottom lines of small- to medium-size companies manufacturing industrial goods. Known for a strategic
and focused approach, and for the ability to create lean teams. Employ creative strategies when faced with
stiff competition in a volatile and complex international market. Possess deep understanding of how to
manage and successfully bridge the divergent business expectations of European and American working
cultures. Core competencies include:
• •
Sales & Marketing Financial and Tax Management
• •
Business Development Human Resource Management
• •
Long-term Strategic Planning Resource Allocation
• •
Customer Relations Management Collaboration & Negotiation
PROFESSIONAL EXPERIENCE
C.E.O. North America, Pellenc Selective Technologies, America Inc, Concord, CA 2011–Present
Waste Recycling Industry
Recruited by this $30M French company to create and head Sales and Service for their new North
American subsidiary. As CEO, ensure that infrastructure, organization, and business processes are robust
and scalable to fully cover Canada, the U.S., and Mexico, while achieving financial and operational
results. Oversee financial operations, business development, strategic planning, and tax and risk
assessment. Recruit and train sales force and service technicians. Implemented SalesForce C.R.M. Guided
outsourcing of payroll and accounting.
• Generated $4M in revenue in 2012 through the sale of 18 machines.
• Negotiated manufacturing and distribution agreements with North American partners.
• Launched media campaign to demonstrate capabilities of Pellenc equipment.
• Brought company to the attention of all the major industry players: Waste Management, Republic
Services, Covanta
Founder and President, GreenHeat Solutions Inc, Clayton, CA 2009–2011
Consulting services in energy efficiency
Provided on-site audits and technical recommendations to improve energy efficiencies of plants &
buildings, facilitating LEED credits. Subcontractor for PG&E, Enernoc and California Central Valley
local utilities. Upon completion of a waste to energy project, invited by Pellenc ST, a French company, to
design a strategic business plan to create an American subsidiary. Subsequently recruited by Pellenc to
serve as CEO of that organization and oversee sales, manufacturing, and engineering.
PROFESSIONAL EXPERIENCE cont’d
Sales Manager, RFMacdonald, Hayward, CA 2003–2009
Industrial and commercial boilers, burners and pumps
Broad scope of responsibility included business development, sales forecasting, pricing, marketing, P&L
accountability. Recruited/trained sales engineers. Developed best practices for highly engineered projects.
• Led team of 6 engineers to produce record sales doubling annual revenues to $60M.
• Re-established Sales Department profitability to 12% (from a low of 3%) by emphasizing new
equipment sales rather than just servicing.
• Negotiated and managed $3.2M contract with Genentech and $1.3M contract with Duke Energy.
• Positioned company with PG&E third party companies (Enovity, Lockheed, Quest and Kema)
and Energy Service Companies (Siemens and Johnson Controls).
Business Development Director, Berkeley Process Control, Richmond, CA 2001–2002
Industrial controls
As part of key management team, developed marketing plan to sell B.P.C. advanced motion control
systems into U.S. packaging machinery market. Directed sales and marketing activities, including lead
generation, trade advertising, and account development. Positioned company with partners, industry
analysts, and trade press. Interfaced with engineering department to develop demonstration tool.
Director of Electronics, Amot Controls, Richmond, CA 1997–2001
Gas compressors and turbines accessories and controls
Recruited, trained and managed a team of two application engineers and four regional managers.
Realigned Amot electronic product offerings by interfacing with Engineering and Manufacturing
departments to launch new products for hazardous environments. Completed necessary documents to
ensure compliance with all government and industry regulations.
Regional Sales Manager, Packaging Aids Corporation, San Rafael, CA 1993–1997
Packaging equipment
Sold packaging machinery in 11 Western states for this $50M company. Launched new lines of equipment
imported from France and Germany.
Project Manager, Unilever, FRANCE 1987–1992
Unilever is a Fortune 500 corporation
Designed and installed processing and packaging lines for consumer goods in France and Germany.
Promoted from Project Engineer. Managed a $30M project with more than 20 subcontractors.
EDUCATION
MBA, International Business, International School of Management, NY, 1993
MSME, Mechanical and Civil Engineering, Ecole Centrale de Nantes, France, 1985
PROFESSIONAL AFFILIATIONS & CERTIFICATIONS
America Society of Mechanical Engineers (ASME) member
United States Green Building Council (USGBC) member
Leadership in Energy Efficiency Design Accredited Professional (LEED AP) by the USGBC
LANGUAGES
Fluent in French and German. Intermediate in Spanish.
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