Sales Manager

Gary Sosnowski

**** ************** ****, ******, ** 60503

Cell: 607-***-**** • ********@***.***

ACCOMPLISHMENTS:

• Regional Sales Manager / Key Account Manager experienced in managing multiple

projects within the Transportation and Mil / Aero market sectors, for a wide discipline of

technical electrical components and services, sold at the OEM level.

PROFESSIONAL EXPERIENCE:

Amphenol Aerospace – Sidney, NY / January, 2011 to present (Confidentiality Appreciated)

Central Regional Sales Manager

• Managed the OEM sales and strategic efforts in the 12 state central region for all divisions in the

Amphenol Aerospace product groups.

• Responsible for the sales efforts of 4 direct reports in the central region with overall annual sales

revenue in excess of $30 million.

• Developed strategic plans which utilize the product offerings from the various divisions within the

Aerospace groups. Product lines included; Mil-Spec circular connectors, Flex circuits, RF

connectors, Backplanes, Custom Cable Assemblies, and Rack and Panel Connectors.

• Implemented a “portfolio” selling philosophy within the region to better grow the overall sales of

the Aerospace divisions.

• Provided detailed reports to upper management on sales activity, as well as, new business

opportunities and new design creations.

Somers-Stanton Inc – Palatine, IL / May, 1983 to January, 2011

Sales Manager

• Sales Manager with an independent manufacturers representative agency that is responsible for

representing the product lines for twelve (12) premier manufacturing companies. Met challenging

sales goals for growth on all product lines in; Illinois, Indiana, Wisconsin, and parts of Iowa

• Managed key accounts in the broad markets of Transportation; e.g. Rail, Locomotive, Truck,

Construction-Agriculture Equipment, Engine, Marine, and Military - Aerospace - Commercial Air.

• The product lines I have represented are all technical / engineered components and are sold at

the OEM level to design / project engineers. These product lines include a wide variety of

Sensors; e.g. position, temperature, pressure, speed, level, current, and proximity. As well as

Electro-Mechanical Components; e.g. circuit protection (magnetic circuit breakers), relays,

switches, connectors, inter-connect products, and low and high frequency magnetics.

• In managing the Key Accounts in my territory I am the face of the companies I represent. I am

responsible for existing business at these accounts (pricing contract issues / pressures, reporting

any changes in their long term plans, VA/VE, etc) As well as, looking for new opportunities for our

entire portfolio of products.

• Support regional and national distributors on the various product lines. Accompany distributor

sales people on key account visits. Worked very closely with Newark to add and expand our

represented companies within their catalog

• Used an entrepreneurial approach to look for value added opportunities that would secure long

term business, and minimize competition.

• Support the engineering function at the OEM level with product information, and specifications to

become their “resource” for new opportunities for product lines in our portfolio

• Coordinate / and present new product presentations at the design engineering level.

• Provide updated reports on a monthly basis for NBO (New Business Opportunities) along with

forecast updates

• Participate in annual pricing negotiations, both on a regional level, and in some instances,

internationally for Key Account and Business Development opportunities.

• Participate and represent companies at industry trade shows.

Emerson Electric / Gearmaster Div. – McHenry, IL / April, 1981 to May, 1983

Product Manager- Distributor Products

• Headed up a team that worked with design engineering to develop the companies first totally

distributor orientated line of fractional geared AC motors (right angle drives, linear actuators,

parrell shaft drives, etc)

• Wrote and implemented our companies first distributor policy, and successfully set up a

distribution network in the Great Lakes Region, as well as, secured key positions for this product

within National Distributor catalogs like W.W.Grainger, and Johnstone Supply.

• Sales exceed budget expectations in the first year and then successive years afterward.

• Practiced strategic planning to develop and execute territory plans that supported the companies

business goals / objectives for this product line

• Managed direct company field sales suppot for the distributor network

• Guided and actively participated in market analysis and development, sales promotion, and

distributor pricing programs

• Monitored proper inventory product mix and levels at distributors

Merkle-Korff Industries – Elk Grove Village, IL / March, 1978 to April, 1981

Area Sales Manager – Eastern Region (New England – New York- New Jersey)

• Key account and territory management of the Eastern Region of a leading AC and DC sub-

fractional geared motor manufacturer. (shaded pole AC Gear motors, brushless DC Gear motors,

etc)

• This region had the largest sales volume and the leading markets were medical, computer

peripherals, vending, industrial, HVAC, and appliance

• Traveled extensively to manage the territory and several manufacturers representative agencies

• The territory sales increased by 50% during this period; successfully negotiating the largest single

contract in the company’s history at that time

• Provided differentiating solutions for our company to complex sales opportunities

EDUCATION AND PROFESSIONAL CREDENTIALS

Northeastern Illinois Unversity – Chicago, Illinois

Bachelor of Arts

Arizona State University – Tempe, Arizona

Professional Certification – CPMR (Certified Professional Manufacturers Representative)

Member – ERA – Electronics Representatives Association International

Since 1983

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