Sales Manager
Resume:
MICHAEL J. CLINTON
Sugar Land, TX *7479 ******@*******.***
ENERGY INDUSTRY SALES & MARKETING PROFESSIONAL
Delivering experienced sales capabilities to leading Exploration/Production
Companies, Oilfield/Refinery Operations, Oil and Gas & Energy Service
Providers.
Over 24 years of industry experience and success in meeting the challenges
of dynamic, changing energy environments. Innate understanding of upstream
and downstream energy markets, and natural talent in building trust and
rapport with multiple decision-makers, well versed in oilfield
equipment/service and energy trading. Track record of top performance in
field sales, relationship building, communications, and sales team
training/motivation.
PROFESSIONAL EXPERIENCE
T D Williamson, Inc.
2009- Present
Oil
& Gas pipeline equipment Manufacturer, and Service Company specializing in
fourteen pipeline service offerings for International and Domestic Pipeline
Operators.
Senior Sales Representative
Recruited based on contacts within various Interstate, and Intrastate
pipeline companies to increase additional pipeline services and product
sales within the Texas Gulf Coast Region.
. Developed new sales and marketing alliances with other auxiliary
companies to increase sales and source new contacts at oil and gas
pipeline companies.
. Enhanced the marketing of current service offerings to numerous
Interstate oil and gas pipeline operators.
. Acquired new Gulf of Mexico and International Offshore customers, by
developing a supply chain partnership with various departments within the
Offshore Companies.
. Created new marketing strategies that resulted in additional sales for my
assigned sales region.
. Key participation in developing sales presentations to new and existing
customers for associated pipeline projects to increase sales and customer
awareness of other services and products.
. Excellent skills in developing and maintaining successful relationships
at all Customer levels in very large accounts throughout pipeline project
sales cycle.
D C International, Inc.
2007-2009
Personnel Service Company which offers skilled contract workers for the Oil
& Gas Industry primarily to Operators of Exploration, and Production
projects and facilities.
Sales Manager
Obtained new market segments previously undiscovered and developed business
opportunities through cultivating and existing contacts within target
companies.
. Developed new accounts within various business units embedded in the Oil
& Gas Companies increasing sales and company recognition.
. Enhanced service offerings to numerous domestic, international and major
integrated oil and gas operators.
. Created new marketing strategies that resulted in multiple personnel
placements for Exploration and Production operations.
. Led efforts in developing new sales strategies for associated
downstream projects.
. Strong track record of building successful relationships at all Customer
levels in very large accounts throughout the sales cycle.
LAREDO LEASING COMPANY 2003 to 2007
Diversified equipment financing & leasing company serving the energy,
equipment manufacturing and high-tech sectors
Account Manager
An independent agent with customers through out the nation based in
Houston. Led multi-channel business development to establish a network of
relationships among financial institutions and vendors seeking to expand
customer service options and revenue through leasing.
. Acclimated quickly to a new industry and transformed and under-developed
market into a $2.1M top-performing region. Ranked consistently as the
#1/2 sales producer in the company for 4 consecutive years.
. Applied financial/risk modeling skills to structure 35+ ongoing service
contracts with oil and gas, and industrial equipment manufacturers
nationwide.
. Demonstrated ability to deliver value-added financial solutions and
closed $8M in transactions with fees upwards of 26% of value to generate
substantially higher profit margins than competitors.
. Capitalized on the emerging technology sector to expand relationships
among companies specializing in systems integration, ERP, E-Commerce and
IT services.
. Sourced new financing programs through extensive relationship building
with regional/national banks and financial services companies.
ALLEGRO DEVELOPMENT CORPORATION
2001-2003
Software development firm specializing in financial solutions for global
energy businesses
Business Development Manager
Converged energy, high-tech and financial industry acumen into a high-
profile sales/marketing role with a niche technology services firm.
Marketed a platform of technology solutions that facilitated crude, refined
products, natural gas and electricity trading and risk management. Led a
lengthy relationship development and sales cycle to gain access to key IT,
finance and business unit decision-makers across the upstream and
downstream energy vertical.
. Increased brand awareness and crafted marketing techniques to position a
niche technology firm as a sought after energy software solutions
provider. Contributed to nearly 26% of total revenue for the firm.
. Forged collaborative partnerships, and honed expertise in enterprise
resource planning (ERP), SAP, Peoplesoft, Oracle, and JD Edwards,
accounting software solutions, interfaces, and RFI/RFP processes to offer
energy customers a total solution with customized features/functionality.
Ability to discover gaps in various business units, Trading, Scheduling,
Operations, and Accounting departments and then develop solution(s)
presentations to C-Level and other appropriate executives for approval
and sales opportunities.
. Active member in the following associations, South West Chemical
Association, Houston Crude Oil, Gas Processor's,
Liquids Distribution, LNG, Houston Pipeliners, NESA, National Petroleum
Refinery Association, and others. Through active networking I have
developed new sales opportunities and received referrals.
. Demonstrated tenacity in traversing a 1-2 year sales cycle to develop key
account relationships with major energy companies - ExxonMobil, Equistar
Lyondell, Citgo, ConocoPhillips, ChevronTexaco, BP, Shell Oil, Valero,
and others.
. Structured and closed software licensing, installation/integration and
service/support contracts averaging $1M in value. Surpassed sales quotas
each year and delivered in excess of $5M in annual contracts.
. Acquired the company's largest customer, and grew a $4M agreement with
the US Natural Gas group into an $8M multi-year global contract with
implementations across North America, Europe, and Australia.
ACACIA GAS CORPORATION
1994-2001
Intrastate Natural Gas pipeline gathering company providing Natural Gas
Marketing and Sales into various Interstate natural gas pipelines
Senior Natural Gas Marketing Director / Natural Gas Marketing Manager
Capitalized on energy industry deregulation to expand marketing
opportunities and build a national footprint for a regional energy
distribution company. Leveraged knowledge of distribution processes to vie
for competitive contracts among industrial manufacturers, refineries and
utilities, as well as other energy marketers to boost volume. Earned a
performance-based promotion in less than 3 years.
. Developed new natural gas markets nationwide, culminating in a 28%
increase in interstate volume over the prior 3 years, which kept pipeline
operations at full capacity.
. Crafted and delivered financially viable and market-focused sales
proposals to effectively compete on both price and service against
larger, well established market competitors.
. Closed several long-term contracts with then Amoco Oil, Exxon, and other
Fortune 500 industrial users.
. Led market, supply, and pricing analysis to identify profitable
opportunities. Successfully negotiated transactions with operators and
producers at rates averaging higher than the market price.
PETROLEUM SUPPLY INTERNATIONAL LTD.
1980-1994
Privately held global oilfield equipment & components distributor
Sales Manager / Sales Executive
Identified and captured new business among exploration and production
companies and drilling contractors. Based on strong sales performance,
promoted to oversee the US sales office producing $9 million dollars in
annual revenue. Developed sales presentations and proposals, and trained
and mentored 3 sales representatives. Reported to the corporate office
V.P. in Calgary, Canada.
. Targeted domestic and national oil and gas companies and drilling
contractors, and forged strong relationships across the industry.
Demonstrated innate understanding of customer needs and developed
customized procurement programs.
. Responsible for Engineering, Procurement, and assembling of various
Drilling Rigs for international customers.
. Structured and negotiated continuous supply and multi-million dollar
contracts for drilling equipment, valves, pumps, and components with
various Domestic, Europe, and Middle East end users and supply companies.
. Generated $3M+ in sustainable annual revenue, and increased sales 31%
over 3 years during industry-wide decline.
. Promoted from Sales Executive to Sales Manager after attaining a high
level of proficiency in all aspects of various job related functions
pertaining to the Sales Manager responsibilities after ten years of
service.
EDUCATION & MILITARY
B.S., Business Technology - University of Houston,
Associate Degree - Petroleum Land Management, Houston Community College,
1983
U.S. Marine Corps
Contact this candidate