Sales Manager
Resume:
ROBERT T. PARKER
Gilbert, AZ *5234
*****.**@****.***
OBJECTIVE: Seeking an Executive Sales and Marketing position where I can
apply over 20 years of experience in highly engineered OEM part and
sintering sales primarily in the Automotive, Heavy Duty, Aerospace, and
Industrial markets.
PROFESSIONAL EXPERIENCE
2007 - Present: Director of Sales
Lovejoy Sintered Solutions - Downers Grove, IL
Start up Powder Metal Parts supplier the OEM industrial market with
strategic focus on lawn & garden and Hydraulic pump & motor market
development.
* Taken sales to over $5M in 3 years with over 25% margins.
* Developed and implemented sales strategies to meet new business growth.
Manage sales budgeting, forecasting & P&L activities including setting up
performance criteria.
* Develop and implement sales strategy for both direct and tiered business.
Current customers: Emerson Climate, Caterpillar, Parker, CNH, Cummings,
Dana, Kohler, John Deere, Echo, MTD, and HydroGear.
* Meet with customers to negotiate supply agreements, pricing, and resolve
any supply conflicts.
* Review marketing data provided and evaluate competition activities.
* Prepare monthly consolidated sales reports.
* Set up 2 sales rep groups to reduce cost.
1998 - 2007: Director of Sales
Metal Powder Products, Westfield, IN.
A $80/M Powder Metal Parts supplier the OEM market with strategic focus on
Japanese transplant automotive market and develop the DoD strategy.
* Responsible for developing and implementing sales strategies to meet
business
sales growth goals.
* Develop and implement sales strategy for Japanese automotive transplant
businesses, both direct and tier business. Current customers: GM, Delphi,
Ford, Chrysler, Honda, Nissan, Suzuki, Toyota, Honeywell, Hydro-Gear, MTD,
Polaris, Arctic Cat, Black & Decker, American Showa, Auma, USUI, Mercury
Marine, Siemens, INA, Caterpillar, Dayco, Parker, CNH, Cummings, Ingersoll-
Rand, Dana, Kohler, Hyster, John Deere, Funk.
* Develop Aerospace market including Crane aerospace, Hydro-Aire, and
Goodrich seating. OE customers Boeing, Cessna, Lear, and Lockheed Martin.
* Manage sales budgeting and forecasting activities and setting performance
criteria.
* Manage 6 inside sales managers, 6 divisional sales managers, and 4
regional
sales managers, including yearly evaluations, setting yearly bonus
criteria,
setting and achieving personal goals.
* Meet with customers to negotiate supply agreements, pricing, and resolve
any
supply conflicts.
* Took the GP margin from 17% GP to over 28%.
* Review marketing data provided and evaluate competition activities.
* Prepare monthly consolidated sales reports.
* Analyze and control sales expenditures within budget requirements
* Reviewing and approving all Sales Managers personal expenses.
* Auditor for TS certification at Technical Resource Center
1990 - 1998: OEM/Service Parts Sales & Marketing Mgr.
NGK Spark Plugs, Mt. Prospect, IL.
*Design and implement OEM/Service sales and marketing strategies in the
U.S.
automotive, Marine, Recreation, and Lawn Care Markets. Main customers;
Toyota,
Nissan, Honda, GM, Mercury marine, Caterpillar, Polaris & Arctic Cat
snowmobiles, Glow plugs for Caterpillar, Thermo-King, Mack Trucks.
Developed glow plug and spark plug market for Forklift market.
*Responsible for 1 engineer and 4 outside sales reps.
*Achieved consistent market share penetration over 6 years resulting in
increased
sales of OEM spark plugs by 75% and service parts plugs by 140%.
Signed the first U.S. OEM company for NGK, Mercury Marine and the first
U.S.
automotive company, General Motors.
*Designed and marketed the first marine service 10 pack which resulted in
an
initial order of 10,000 pack order from Mercury and OMC marine.
*
Alltest Automotive Test Equipment - Hoffman Estates, IL 1982 - 1990
A $50M/year company servicing the automotive repair industry
Regional Sales Manager 1982-1985
. Took the Midwest division from $2M/year in sales to $10M in sales in less
than a year..
. Responsible for managing 4 outside sales representatives.
. Achieved highest margins of all the regions.
National Sales Manager 1985 - 1990
. Took the company from $35M/year in sales to $50M
. Signed the first OEM company Snap-On.
. Responsible for managing 4 inside sales including a call center.
. Developed DoD market with the Navy.
. Started a national repair program for the Heavy Duty fleet market.
Education:
OREGON STATE UNIVERSITY - Corvallis, OR.
Graduated in 1982 with a BS in Marketing on Football Scholarship
ADDITIONAL TRAINING:
Telemarketing, Direct Mailing, Computer classes
on Microsoft Office including PowerPoint and
Excel, UTI- ITO University, and a series of
Dale Carnegie success seminars.
Contact this candidate