Sales Manager

Jonathan Viens

*** ********* ***** #** **********, FL 33765 -

abh8h2@r.postjobfree.com

OBJECTIVE Proven technical sales leader with vast experience in sales,

marketing, manufacturing, and procurement seeks a leadership

role in the sales organization of a growing technical

company.

HIGHLIGHTS

. Company wide sales revenue and project specific P/L responsibility

. Sales & Marketing Budget Development and Management

. Direct Sales, Distribution Chain & Agent Development and International

Sales Leadership

. Market Development Strategy and Product Management Responsibility

. Product vs. Market analysis, Sales Forecasting, Territory Management

. Advertising, Brochure, Quotation, and Sales Aides Creation and

Development

. Experience in Government Contracting Sector Auditing - FAR, DAR, DCAA,

SF1411's

. Contract Negotiations, cost accounting experience including audit,

inventory and closing

. Industries: Aerospace, Packaging Equipment, Capital Equipment, Machine

Tool, Motion Control

. Ability to forge strong working relationships with colleagues and clients

at all levels

. Self-starter, ability to work independently with proven persistence to

grow sales revenue

. International experience, lived and worked in Belgium

LANGUAGES (verbal & written) - French (very strong) German (Basic)

PROFESSIONAL EXPERIENCE

OSGOOD INDUSTRIES Oldsmar, FL

National Sales Support Manager - Midwest Account Manager

6/2009 to present

Reporting to the Executive Vice-President and Chief of Sales, presently

leading a team of 2 factory based and 2 field salesman to achieve company

revenue goals while organizing and structuring the sales function. Role is

targeted to replace the Chief of Sales when the incumbent retires.

. Rapid results. Within 2 months completely reorganized and recreated

company sales contact database from an outdated ACT list to Microsoft

Business Contact Manager, refreshed the list of key buying influences and

implemented use by sales and service.

. Create weekly reporting of quotes, projects, activities, and sales

forecasts to senior management

. Run weekly sales meeting for factory and field sales staff.

. Implemented new flow of information from customer through sales to

operations and engineering to decrease length of time to "log" machine

orders and improve project launch by getting technical information to

engineering.

. Create weekly call targets for sales team and develop quarterly territory

plans

. Coach sales team on everything from, call planning, individual

transactions, strategic account penetration and territory coverage

planning

. Dynamic approach. Aggressively launching direct personal sales

activities within the central US, with several pending projects at

targeted new and former customers, boosting region's ranking of qualified

quotes from last to first in the company. Several pending projects

coming to fruition from high energy, high call rates, and experience

building rapport and trust.

POLYPACK, INC. Pinellas Park, FL

National Accounts - Business Development - Beverage/Spirit/Dairy 8/2007

to 6/2009

Reporting to the Vice-President, introduced Polypack's line of newly

developed beverage wrapping equipment to targeted market segments including

Wine, Beer, Spirits, Soft Drinks.

Viens, Jonathan page 2 of 2

. Developed business relations with the key buying influences at the 4 Top

Tier beverage companies including Coke, Pepsi, Dr. Pepper, Anheuser,

Miller, Coors, Gallo, The Wine Group. Nestle Waters, Jim Beam, and

several Spirit contract manufacturers and penetrated several regional

beverage companies to achieve sales.

. Invented &effectively promoted new retail beverage pack that made it to

retail shelves.

. Direct sales of over $1M

PACKAGE MACHINERY COMPANY, Inc. West Springfield, MA

National Sales Manager 11/2001 to 8/2007

Reporting to the President, complete revenue, project P&L, marketing and

distribution development responsibility for a line of new and restored

wrapping equipment. Provide cross functional leadership, set sales

goals/forecasts and direct product line marketing.

. Direct sales revenue growth from 1 system per year to 9 ($70K to

$1.3M revenue)

. Grew market share from 0% to 45% in niche, against 4 entrenched

competitors

. Wrote international sales agent contract agreement and commission

schedule

. Wrote sales terms & conditions, handled all major transaction

negotiations

. Created annual/quarterly sales forecasts & budgets, presented to

Board of Directors

. International equipment sales to companies in Mexico, Columbia, Panama,

& Canada

. Developed machine pricing and authored machine technical quotation

. Conceived & drove to market "Quick Change" design and "Therma-trak"

software

. Managed trade show: budget, in house preparation, installation and

floor leadership

. Created all marketing materials such as brochures, show flyers and

direct mail material

. Landed 12 new, major, national accounts including those with

competitive equipment

. Member of PMMI Global Marketing Committee

ATHAENA TRANSLATION & LOCALIZATION Li ge/Luik/Luttich, Belgium

BERLITZ LANGUAGE SCHOOLS OF BELGIUM

International Sales Consultant, Teacher, and Student 8/99 - 8/01

Relocated to Belgium for 2 years as a US expatriate due to spouse's foreign

job assignment:

. Consulted a European localization company in the establishment of a

US sales office

CINCINNATI INCORPORATED Harrison, OH

Northeast District Sales Engineer 1/95 - 8/99

Direct sales efforts, application consultation, and market analysis for a

line of metal fabrication machinery including CO2 LASER cutting systems

valued over $600K per unit.

. Increased regional laser cutting installations by over 900%.

Increased market share on new laser transactions in territory from under

5% to 39%. ($4.1M in sales)

UNITED TECHNOLOGIES CORPORATION - Pratt & Whitney East Hartford, CT

- Defense Contract Pricing Specialist

- Senior Aerospace Manufacturing Engineer

- Manufacturing Management Associate

EDUCATION Rensselaer Polytechnic Institute Troy, NY

Master of Business Administration

University of Massachusetts Amherst, MA

Bachelor of Science in Mechanical Engineering

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