Sales Engineer

STEVEN WHITNEY, JR.

**** ****** **., **********, ********** 95828

619-***-**** ( *********.******@*****.***

INDUSTRIAL SALES ENGINEER ( PROJECT MANAGER ( BUSINESS DEVELOPMENT MANAGER

. CUSTOMER SERVICE

Dynamic and successful sales engineer professional with an extensive

background in driving sales growth and success through innovative market

expansion. Visionary analyst who studies markets, customer needs, and

growth opportunities to improve product penetration. Customer advocate with

proven expertise in equipment troubleshooting and following up to ensure

client satisfaction and repeat business. Organized engineer who tackles

multiple projects and delivers superior results.

Sales Engineering ( Market Analysis ( Technology Repair/Troubleshooting (

Negotiations

Strategic Sales Planning ( Territory Growth ( Customer Relations (

Sales/Marketing Management

Revenue Growth ( Project Management ( Cost Estimation ( Procurement (

Forecasting

PROFESSIONAL EXPERIENCE

ANDRITZ SEPARATION, INC., San Leandro, California . 2004-2009

Global developer and manufacturer of high-tech production systems and

industrial process solutions (primarily within the industrial filtration

and municipal wastewater sectors) with $400M in annual revenue.

Aftermarket Sales Engineer

Oversaw management of key customer account sales and technical support in a

7-state area. Provided engineering expertise and product support of

aftermarket centrifuge business. Developed RFQ service/repair bids. Aligned

all bids and proposals with quarterly and annual sales revenue goals.

Developed weekly sales call schedules to adhere to customer visit

requirements. Maintained client relationships and collaborated with various

departments to service over 100 customer accounts. Acted as

engineering/sales liaison between customers and in-house service support

groups to resolve all technical or commercial issues. Established and

maintained long-term relationships with clients to ensure repeat business.

Identified competitor business and actively sought their customers'

business. Met regularly with clients to determine maintenance and repair

needs. Conducted customer base analysis and compiled sales forecasts.

Reported all daily sales call activity.

Major Contributions:

. Increased repair service revenue 100% from $2.1M to $4.5M by

recommending a west-coast service repair center.

. Delivered $4M in market share/revenue sales annually.

. Garnered Top Aftermarket Sales Performer status at annual meeting for

delivering the most revenue from untapped markets.

. Delivered significant commission-based incentives and year-end bonuses

by assisting in the growth of the sales group.

. Helped company acquire west-coast business that came with high-speed

technology, opening up the company to OEM repair channels.

BAKER PROCESS, Santee, California . 1999-2003

Manufacturer of centrifuges and waste water treatment equipment ($400M in

revenue).

Technical Sales Engineer

Led sales efforts in 10 western states to meet annual sales goals for new

equipment sales. Developed territories and identified new sales

opportunities for capital equipment sales. Prepared sales proposals and

closed sales. Worked with customers to determine technical needs and make

recommendations. Developed PowerPoint presentations and presented customers

with solution-driven sales options. Established and maintained key

relationships with engineering firms, plant management, and operators

within the sales region.

STEVEN WHITNEY, JR. . Page 2 . *********.******@*****.***

BAKER PROCESS (Continued)

Major Contributions:

. Recaptured $1M in lost accounts by leading an aggressive preventative

maintenance program promotion that standardized repair costs and

reduced clients' annual maintenance costs/equipment downtime.

. Praised as the blueprint for successful sales at the annual sales

meeting.

BIRD MACHINE COMPANY, South Walpole, Massachusetts . 1995-1999

Manufacturer of centrifuges and waste water treatment equipment with over

$300M in revenue.

Capital Sales Engineer/Product Manager/Project Engineer

Directed customer sales account efforts in 8 northeastern states. Provided

engineering product support to customers using company products. Developed

RFQ service/repair bids and created proposals to align with quarterly and

annual sales objectives. Responsibilities also included application

evaluation, lead generation, strategic and tactical sales tasks and field

service start-ups. Established weekly sales call schedules to adhere to

customer visit requirements. Reported all daily call activity.

Major Contributions:

. Championed sales team efforts that secured a $1M sales contract by

promoting the company's top-of-industry status and technology

advancements and ongoing partnership with client.

. Reduced release of standard engineering routers with a 24-hour order-

to-delivery turnaround by spearheading team manufacturing

reengineering project.

. Promoted from Product Specialist to Sales Engineer for team leadership

excellence.

EDUCATION

Bachelor of Science in Mechanical Engineering

Tuskegee University, Tuskegee, Alabama

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