Steven E. Eulenberg
**** ******* **** ********, ** 75070
469-***-**** **********@*****.***
Director - Sales
Business Expansion / Account Management & Retention / Advertising &
Promotion / B2B / B2C
Market & Competitive Analysis / Forecasting / Negotiations / Customer
Service Management
Understanding market conditions and the needs of customers, I defined
strategy, restructured the sales force and oversaw execution leading to
sales increases each and every month of my tenure with Enginetech, Inc.
Facing turbulent industry conditions, I trained and motivated sales
personnel to stretch for success and achieve goals.
o Winning business through cost-benefit sales approaches
o Keeping sales and service tightly customer focused
o Forging long-term relationships leading to ongoing sales
o Serving as the model for results and standards to be achieved
o Negotiating effectively and creating the desired "win-win" outcome
As an energetic, dedicated and sometimes unconventional leader of dynamic
business growth initiatives, I have established myself as a key thought
leader in creating approaches to build revenue and profit. I am able to
assess both sales and business operations for performance constraints and
implement practical solutions.
Selected Accomplishments
Refocused efforts and reduced size of sales force. Embarked on initiative
at Enginetech to focus sales efforts on top 125 customers in U.S. Reduced
sales force from six direct to two and from 22 manufacturer's reps to 16.
Reduced payroll / travel expenses and, with added programs / focus,
generated 20% sales increase during tenure.
Negotiated / secured business with large, well known companies. Many
companies in Silicon Valley were incurring excessive expenses on their
fleet vehicles via mobile repair companies. Launched innovative fleet
program at Steve's AutoCare. Won business with AMD, Phillips and National
Semiconductor / 58% sales increase.
Created effective pricing strategy. Determined that Enginetech could build
business with new pricing strategy. Created four price schedules,
enabling more flexibility when negotiating with large companies and higher
margin with low volume customers. Generated overall increase in margin as
well as sales.
Won preferred vendor award. Jasper Engines is one of the largest engine
remanufacturers in the world. It had previously awarded Enginetech for its
service, but not in three years. Determined where improvements were
needed. Assigned new salesman to account. Won 2009 Jasper Engines
Preferred Vendor Award.
Reduced cost of shipping, attracted new business. Enginetech was very
competitive on pricing but its shipping costs were high and it was losing
business to the competition. Negotiated 7.5% rate reduction with UPS and
new arrangements with Fed Ex. Enginetech won new customers with improved
flexibility on shipping prices.
Generated triple-digit sales increase with long time customer. Customer of
Enginetech was buying products from a competitor due to quicker delivery.
Negotiated deal involving customer warehousing Enginetech products for
their use, as well as for entire New Mexico region. Increased annual sales
with customer from $30K to $270K.
Career History
National Sales Director, Enginetech, Inc., 2006 to 2010. Supplier of
engine components. Managed all inside / outside sales representatives as
well as manufacturer's representatives covering the lower 48 states.
Ensured timely delivery of products from 14 warehouse locations across the
country. Controlled $1.2M budget.
Lead Instructor, Sequoia Institute, 2002 to 2004. Served as Lead
Instructor for the Skip Barber Race Engine Program. Subject matter
included brakes, electrical, computer controls, carburetor and steering /
suspension. Wrote curriculum for most courses. Left company to relocate
to Dallas, TX for family reasons.
Principal, Steve's AutoCare Centers, 1996 to 2001. Managed three
automotive service centers. Directed all sales, marketing and promotional
programs. Oversaw purchasing and inventory control. Maintained fleets for
10+ large companies throughout Silicon Valley. Sold company at significant
profit.
Earlier: Manager, Accutune and Brake / Precision Tune Autocare.
Additional Information: My pastimes include running, weight training,
fishing, camping and boating.