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Sales Manager

De Pere, Wisconsin, 54115, United States
March 23, 2011

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*** ********** ****** *****, ** Pere, WI 54115

TELEPHONE: 920-***-**** ? EMAIL:

Sales & Marketing Manager with standout record of achievement in business-

to-business (B2B) industries (PC based software, engineering service &

hardware), leveraging experience in North American, Asian and European

markets to identify, negotiate and lead successful business development

initiatives. Highly skilled in business development, P&L management,

channel (distribution) operations, market entry, turnarounds, client

relations and business transformation.

Achievement Highlights

. Creative thinker who boosts profit through organizational development and


o Propelled annual revenue from $800k to $15 million in 4 years.


o Increased net profit 5% and doubled corporate equity. (Automotion)

o Improved forecast accuracy and reduced excess inventory from $900k

to $500k and improved delivery 8 weeks. (Mitsubishi)

. Outstanding relationship builder who quickly fosters trust among

stakeholders to establish sustainable competitive edge.

o Developed North American distributor network from 0 to 30+

organizations in 3 years and increased sales from $3 million to $30

million. (Yaskawa)

o Aggressively negotiated 50%+ price reductions from overseas

suppliers to position products competitively in North American

market. (Mitsubishi)

. Solid business leader who delivers strong market growth and revenue


o Revamped divisional business plan and successfully executed entry

into new vertical markets, increasing market share 15% in packaging

industry. (Mitsubishi)


Bachelor of Science, Mechanical Engineering, Northwestern University,

Evanston, IL. 1988.

Professional experience

General Manager, Miller Electric, Appleton, WI

2010 - Present

Miller Electric, $900M division of Illinois Tool Works (ITW), a $17B Global

Manufacturer of industrial equipment (NYSE: ITW).

. Reports to Group Vice President; Complete operating financial

responsibility of a $75M+ business with an industrial and commercial

unit; manage six direct reports; head of 7 departments - including

manufacturing, materials, finance, human resources, customer service,

marketing and engineering.

. Full P&L for two manufacturing facilities with over 90 direct/indirect

employees. Grew 2010 year over year sales 16% with 25%+ operating

income. Member of executive leadership team.

Business Unit Manager and Sales/Marketing Manager, ElectroCraft Michigan

Inc, Ann Arbor, MI, 2007 to 2009

Division of ElectroCraft Inc., $80M private equity owned contract

manufacturer of industrial service, software and electronics (acquired

Automotion assets)

. Reported to Vice President Marketing, retained following acquisition

to manage marketing, sales, new product development and application

engineering during transition period.

. Continued to manage key accounts while assisting in training of new

sales channel (Representatives and distributors).

General Manager and VP Sales/Marketing, Automotion, Inc., Ann Arbor, MI,

2007 to 2009

Division of Infranor, $75M, Publicly traded Swiss contract manufacturer

of automation services, software and electronics (SWX: INI)

. Reported to CEO in Zurich, Switzerland. Directed sales, marketing

and application engineering (5 direct reports). Led and facilitated

alignment of local Automotion marketing priorities (website,

literature, advertising, etc.) with Infranor corporate marketing

vision. Expanded joint sales strategy with Infranor Europe salesmen

and distributors.

. Introduced sales funnel and CRM customer database management.

Spearheaded sales to C-Level Executives. Instituted Government

business through contractors and DOD. Hired and trained sales,

marketing and application engineers.

. Sample customers: Eaton, Caterpillar, Gerber Technology, Eastman

Kodak, ThermoFisher Scientific, Semitool, Cymer, Liebherr.

Vice President Sales & Marketing, Animatics Corporation. Santa Clara, CA,

2001 to 2007

Privately owned high-tech start-up manufacturing high-tech industrial PC

based software and electronics.

. Reported to President and managed application engineering, marketing

and sales (total of 7 direct reports).

. Expanded corporate growth through brand label, joint ventures and


. Sample customers: Argonne National Laboratory, Department of Energy,

Phillips Medical, Bell & Howell, P&G, Airbus, Boeing.

. Grew revenue 3-fold in 3 years (after losing 70% of distribution and

80% of direct business) through development of new distribution

network in North America and Asia (Malaysia, Taiwan, Singapore, Japan,

Thailand, Korea and China).

. Established sales office in Japan to support Asian business


Director Marketing and Strategic Alliances, Mitsubishi Electric Automation

($250M), Vernon Hills, IL, 1995 to 2001

Division of Mitsubishi Electric, $35B, International Manufacturer of

commercial and industrial electronic equipment.

. Recruited by and reported to VP North American Operations to start new

North American motion control division (including vertically

articulated robots). Managed 7 direct (application engineering and

product management) reports and 40 indirect (field sales) reports.

Grew sales from $800k to $15M and added 40 motion distributors.

. Sample customers: Elopak, Dematic/Rapistan, US Postal Service, Bandag,

Cox Automation, Ford, General Motors, Maytag, AB Dick, Rite-Hite.

. Initiated and led global (UK, Germany, Singapore, Japan, Korea)

planning committee for future world-wide product development.

. Promoted to manage corporate marketing with a budget of $3million

while still managing Motion Product Group.

Channel Development Manager, Yaskawa Electric America ($80M), Waukegan, IL,

1990 to 1995

Division of Yaskawa Electric, $6B, International Manufacturer of commercial

and industrial electronic equipment.

. Reported to VP of Motion Control Division. Managed 2 direct reports, 4

indirect reports (field sales) and 30-member nationwide distribution

network (ASC's).

. Key customers: Applied Materials, Tetra Pak, Seagate, THK.

. Authored distributor contract, policy, evaluation and appointment

procedures. Personally trained sales staff on distribution management

and implemented highly successful marketing tools for distribution.

Field Application Engineer, Compumotor ($30M), Rohnert Park CA 1988 to 1990

Division of Parker Hannifin, $8B Manufacturer of fluid power &

electromechanical controls (NYSE: PH)

. Reported to Regional Sales Manager. Expanded territory sales from

$800k to $1.5M in 18 months. Won President Sales Club Award.

Professional Development

Finance, Strategic Alliances, Channel Management & Product Marketing

Courses AMA, Chicago, IL;

Team Building Courses, Thoren & Associates, Northbrook, IL;

Non-Manipulative Sales Courses, Parker Hannifin Management Institute,

Petaluma, CA.

Software Experience

Microsoft Office Suite (Excel, Word, PowerPoint, Outlook, Visio), Great

Plains (ERP), ACT (CRM)

Gold Mine (CRM), Microsoft CRM, SAP (ERP), (CRM), SugarCRM.

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