Sales Manager

TIMOTHY RILEY

**** ********* **** - ***********, ** 14424

Email: abhx5o@r.postjobfree.com - 585-***-****

Summary: Technical Marketing and Sales Manager, US Navy Officer ready to

analyze markets and direct a technical sales force to capture market share

and grow new opportunities. Decision Maker providing quantitative methods

to reduce ambiguity and risk. Experienced in medical equipment, structural

steel, high performance coatings, fireproofing and proposal development.

20+ years of general management skills with superior leadership,

organizational, communication and interpersonal skills.

. Leadership: More than 20 years of progressively increased responsibility

in sales management offering skilled market analysis, planning,

leadership, and guidance for high performance teams to achieve

established goals.

. Business Development Manager: Capable, knowledgeable market analysis

manager to explore and pursue profitable business opportunities.

Launched product lines into emerging and existing markets using growth

and maintenance strategies. I narrowly defined focus market segments, and

deployed functional tools and corporate resources.

. Program and Proposal Development Manager: Experienced Proposal

Development manager for DoD corrosion control, ASW maintenance, and

diesel engineering contracts. Also developed construction related

technical and cost proposals for commercial, pharmaceutical, and

petrochemical industry fireproofing projects.

MEDICAL EQUIPMENT DEVICES - SALES, MARKETING MANAGER

Zoetek Medical, Inc. Victor, NY

Sales Manager November 2009 to November 2010

Empowered /developed a 4 person sales group into a high performance team by

identifying and adopting industry benchmarks for pursuit by Zoetek Medical

sales personnel. Set in place productive activities, practices and

industry best methods for the sale of medical equipment. Improved the

quality of performance feedback by sharing weekly progress towards

achieving tactics, goals and milestones and providing greater access to

customer database information, and use of remote access communication tools

for territory planning and management.

* Increased annual sales by 20%.

* Enhanced efficiency by establishing remote communication, sales

information system.

* Authored position descriptions and clearly defined roles and

objectives.

* Established performance standards and monitored and evaluated

weekly results.

* Administered sales budget, quarterly review program, and bonus

program. Encouraged risk and pursuit of new markets and

opportunities.

* Empowered sales representatives to make decisions in the field,

focus on outputs.

Coached team representatives to practice consultative sales behavior and

focus on offering a value added service. Instilled confidence in

representatives by providing a sales training program. Encouraged

representatives to take control and manage their territories, and employ

proactive activities in developing a strengthened market position. Involved

suppliers to support the sales team and provide periodic formal and field

training. Challenged representatives to achieve growth by pursuing new

markets, high value targeted accounts and by offering an improved product

offering. Analyzed customer base, new market segments and existing product

mix. Evaluated several potential product lines and added three new

complementary lines resulting in increased margins, higher cash flow and

added additional opportunity for equipment installation and periodic

service. Addressed company management practices, identified weaknesses and

provided recommendations that were adopted, to increase general corporate

performance and enhance customer service. Opened pursuit of 3 new markets;

Developed and reclaimed over 100 new accounts; Developed and managed a

select targeting plan complete with: estimated account value, competitive

situation, tactics, and activities leading to account conversion. Managed

forecast report, tracked all sales opportunities and assigned next action

steps. Tracked sales activity and closure rate to achieve established

goals.

ORGANIC FOOD PRODUCE - SALES, MARKETING MANAGER

Pedersen Farms, Inc Seneca

Castle, NY

Marketing Manager March 2009 to November 2009

Managed all marketing and account development activities. Acquired new

distributors for the sale of organic produce. Identified regional markets

and distributors resulting in penetration into several major metropolitan

regional produce markets. Managed distributor support by providing private

labeling options, specified packaging, and guaranteeing delivery of

selected type, variety and volume of produce. Developed customer

relations management program thereby assuring customer needs and

expectations are realized. Furthermore, increased account penetration by

providing additional value added, naturally fermented, pickled products.

COMMERCIAL CONSTRUCTION MATERIALS - SALES, MARKETING MANAGER

International Paint, LLC, Houston, TX

Canandaigua, NY

North American High Value Infrastructure Marketing Manager April 2006 to

April 2008

Analyzed and directed the initial development of all marketing activities

for an introductory line of shop applied intumescent fireproofing product

for fire protection of structural steel. Molded corporate message to

encourage change in industry practices and convince stakeholders of the

value of applying materials in a controlled environment. Developed

strategies and programs for promoting products to architectural and

engineering firms.

* Implemented a high value infrastructure project tracking

information system to target clean room manufacturing projects, and

large commercial construction projects throughout North America.

* Teamed with Marketing and Sales organizations to develop: product

literature; marketing tools; project specific tailored

presentations; and training programs.

* Coordinated product demonstration programs directed to

differentiate and convince decision makers and stake holders of the

high value associated with International Paint products.

Established relationships for the promotion of shop applied fireproofing

materials with leading architectural firms to generate product

specifications. Trained and certified 50 regional and national in shop

paint applicators and steel fabricators. Directed the development of CSI

specifications, and managed the bidding process to win high profile

fireproofing and coatings projects throughout North America.

Carboline Company, St. Louis, MO

Canandaigua, NY

Northeastern US Regional Business Development Manager March 2000 to

March 2006

Directed sales, marketing, and controlled technical sales and distribution

programs for fireproofing products in the North Eastern United States for a

thirteen person sales force. Introduced a new product line of intumescent

fireproofing materials. Acquired strong market share for conventional

fireproofing products through understanding of all Underwriters Laboratory

tested materials and by employing bundled product strategies. Regained the

commanding position for the sale of industrial fireproofing materials.

Provided expertise and guidance and trained the sales force to specify, bid

and win fireproofing projects.

* Directed sales force to increase territory sales by 300% during my

tenure.

* Key Account manager adding influence with architects, engineers,

and applicators.

* Managed all aspects of technical review for application of

commercial and industrial intumescent and cementitious fireproofing

product lines.

* Coached architectural and sales representatives to develop

specifications, conduct life safety code analysis and identify

appropriate UL testing, provide MS Excel spreadsheet steel

takeoffs, pricing, and to competitively bid and win projects.

* Carboline products were specified in over 70% of bidding

fireproofing projects.

* Devised criteria to target high value, clean room, exposed

structural steel commercial and industrial projects. Managed sales-

cycle for all projects.

* Supported sales force to develop qualified applicators and

competitively bid and win commercial and industrial fireproofing

projects.

AD Fire Protection Systems, Toronto Canandaigua,

NY

Technical Sales Manager September 1993

to March 2000

Managed the introduction of a water based intumescent fireproofing products

into the United States. Possessed overall responsibility for the product

management of 3 separate lines of life safety products. Managed and trained

a team of 10 manufacturer representatives and achieved wide market

acceptance for commercial and manufacturing applications with $1.5M/year in

sales, over 300 completed projects and over 200 projects targeted for

development. Represented the manufacturer to conduct job site inspections

and evaluation of ongoing projects.

DEFENSE CONTRACTING, PROJECT, PROPOSAL DEVELOPMENT MANAGER

Integrated Systems Analysts, Inc.

Chula Vista, CA

Engineer/Project, Proposal Development Manager 1988

to 1993

Project Manager for US Navy Corrosion Control program. Proposal Development

Manager managing a team for proposal preparation, negotiation and contract

execution for multiple, US Government contract procurement responses for

ASW maintenance contracts, diesel engine maintenance contract, and

corrosion control contract. Provided corrosion control engineering services

and program development for US Navy Surface Ships. Managed contract

performance, expenditure of budgeted materials and labor, and directed the

performance of 10 corrosion control technicians providing support at

COMNAVSURFFPAC corrosion control sites in Pearl Harbor, San Diego, and Long

Beach. Ensured final contract deliverables were consistent with negotiated

scope of work.

SALES REPRESENTATIVE

Monroe Tractor, Inc

Rochester, NY

Sales Person 1987

to 1988

Prudential Insurance, Inc

Rochester, NY

Sales Agent 1986

to 1987

MILITARY ACTIVE and RESERVE SERVICE

United States Navy Officer - Active, and Reserves

Global Experience

Commander (O-5), USNR (ret), Surface Warfare Officer 1982

to 2002

Readiness Reserve Center

Rochester, NY Commanding Officer

October 1998 - June 2002

Naval Reserve Voluntary Training Unit, and Officer in charge of 4 officers

and 2 senior enlisted personnel. Managed all General Military Training for

the command of 165 SELRES. Directed the Training Department and assisted

unit training officers to develop mobilization readiness. Senior Officer

for the Reserve Center Planning Board for training and a member of the

Reserve Center Retention Board and Senior Officer of the Awards Board.

Command Mobilization Officer directing and managing the Mobilization Plan

for MNCRC Rochester.

Commander, US Forces Azores Avoca,

PA Executive Officer, Administrative/Operations Officer

November 1994 - September 1998

Executive Officer for a unit consisting of 6 Officers, and 10 enlisted

Joint Augmentation Staff. Provided coordination of DOD operations and

activities in support of US Atlantic Command in the Azores, Portugal. Unit

Operations Officer in charge of exercise development for joint unified

operations. Directed unit personnel in mobilization preparation and

operational performance in an overseas theater. Provided leadership in

planning and executing Joint exercise play for COMUSFORAZORES, 65 ABW, and

Portuguese Defense Forces. Deployed as J3 /5 Operations briefer, ACOS -

Operations, Joint Battle Staff Watch Officer for Joint Sub-unified command,

USFORAZORES in support of USACOM in the Mid-Atlantic region.

NR AOR-6, USS Kalamazoo and NR CG-28 USS Wainwright

Rochester, NY Gaining Command Liaison Officer

October 1993 - November 1994

Officer in Charge, of a 25 man unit providing training and administration

and assure service members are mobilization ready. Officer in Charge of NR

CG-28 USS Wainwright, a unit of 4 Officers and 60 Enlisted service members,

to provide training and administration and assure members are mobilization

ready.

Mobile Inshore Undersea Warfare Unit 106 San

Diego, CA Surface/Subsurface Officer, Maintenance/Logistics Department Head

March 92 - Sept. 1993

Leading, managing and training 2 Officers and 3 senior enlisted and 12

enlisted in the employment of the AN/TQS-108 surveillance vehicle.

Maintenance / Logistics Dept Head, providing leadership, management and

training for 20 maintenance technicians in the employment and dispatch of

CESE.

Commander, Mine Group One Northern Arabian

Gulf, Bahrain Operations Officer

November 91 - January 92

Volunteered for recall to active duty serving as US Mine Counter Measures

Group Operations Officer. Participated in mine counter measures

operations, Northern Persian Gulf Region during Desert Storm.

USS Constant (MSO - 427) San

Diego, CA Administrative and Training Officer

January 89 - March 92

SELRES Admin Officer and Training Officer for a 20 reserve crewmembers.

USS Elliot (DD-967) San Diego,

CA Gunnery Officer, Damage Control Officer, Repair Officer

April 1983 - June 1986

Damage Control Assistant / Repair Officer, providing leadership, management

and training in damage control readiness activities for ship's crew of 250

personnel including shipboard damage control, firefighting, and NBCR.

QUALIFICATIONS

Surface Warfare (USS Elliot), (USS Constant)

Surface Warfare Officer (1115), Damage Control Assistant (9308), Gas Free

Engineer, Officer of the Deck Underway, Combat Information Watch and

Piloting Officer, Ship Control Safety Officer, Engineering Duty Officer,

Officer of the Deck In Port

Mobile Inshore Warfare

Inshore Undersea Warfare Officer (9450), Communication Officer Ashore

(9610), Facilities Manager (9442)

COMUSFORAZ Joint Unified Command

Administrative Officer (2615), Staff Ops and Planning Officer (9065)

Naval Control of Shipping

Shipping Control Officer (9050), - Naval Control of Shipping Officer

(9424), - Convoy Control Officer (9545), - Naval Control of Shipping

(9424), - Naval Control of Shipping (9550)

EDUCATION

State University of New York Empire State College Online Program, Saratoga

Springs, NY

Masters in Business Administration 2006

University of Rochester Rochester, NY

Bachelor of Arts, Political Science, Naval Science 1982

MILITARY AWARDS

Navy and Marine Corps Commendation Medal, Joint Service Achievement Medal,

National Defense Service Medal, Southwest Asia Service Medal, Sea Service

Deployment Ribbon, Naval and Marine Corps Overseas Service Ribbon, Armed

Forces Reserve Medal (20 Years Service, Mobilized), Kuwait Liberation

Medal.

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