Sales Representative
Resume:
NELSON PITLOR
**** ********* *****, *********, ** 44087
Nelson Pitlor has a distinguished history as an internationally award
winning self starter with a very broad and deep experience base. He has
done everything from field sales to product development to running a
company. He is very technically minded with an engineering degree, and is
able to bridge the gap between product development and product sales. He
has the ability to grasp and conceptualize concepts quickly, and will think
outside the box to take product applications in new directions.
PROFESSIONAL EXPERIENCE:
November 2009- American-De Rosa Lamparts, Commerce, CA
August 2010 A medium-sized lighting company specializing in
imported residential fixtures
Commercial and Institutional Sales Manager
Oversaw technology merger and implementation of the
Accessmount technology into the American-De Rosa corporate
and product environment. Worked with all departments to
establish a "Commercial Lighting" understanding and operation
within what had been primarily a "Residential Lighting"
company. Developed a national commercial sales rep network,
and designed a comprehensive marketing strategy. Worked with
Chinese suppliers to establish new supply chains for the
products. Developed several new variations of Accessmount
products.
Skills:
Sales Force Development Success:
Discovered, hired, and trained a rep force of 18 manufactures
reps
Design Success:
Developed a dimming recessed fixture (With regulatory
certification), bullet fixtures, pendent canopies, and
decorative flush-mount fixtures all based on the Accessmount
technology.
Corporate Integration Success:
Created an understanding of the commercial lighting market
within a residential lighting company.
Foreign sourcing success:
Traveled to China several times to meet with factories who
developed new variations of product to supply to American-De
Rosa.
July, 2000- Accessmount LLC, Twinsburg, OH
Present A start-up company based on new lighting mount
technology
President
Developed and Patented the Accessmount system, a removable
mounting system for overhead fixtures. Produced a UL-
certified, retrofittable fixture mounting system. Won 6
awards, four from within the lighting and electrical
industries (Including "Technical Innovation of the Year" at
Lightfair International). Transitioned the company to build
completed fixtures, including the award winning Ladderless
Recessed Downlight, which can be maintained from the ground
without shutting off the circuit, effectively competing
against LED technology for lower energy usage and a
significantly lower overall ownership cost.
Skills:
Market Research Success:
Researched many separate industries and uncovered needs
within each. Made many high level contacts within each
industry.
Design Success:
Won six awards for products, four from within the lighting
and electrical industries, and five on a national level.
Patent Success:
Filed for and received patents in the USA and throughout the
world, including Japan, Australia, New Zealand, several
European countries (Some pending), and other areas.
Regulatory Success:
Worked with UL to receive preliminary design input and
altered models to meet UL requirements. Received UL
certification for all products developed. Switched
certifications to ETL, recertified all existing and new
products for ETL certification.
Sales Force Development Success:
Networked to locate, train and support fifteen independent
representatives.
Product Introduction Success:
Identified several target markets, and worked with the sales
reps to work on the first target: schools and universities.
Customers include Carnegie-Mellon, Penn State, Ball State,
Bethel, UC Berkeley, Rice, Heidelberg, and others.
Government funding success:
Worked with the local county government to secure $200,000 of
10-year, low interest product development loans, used to
develop the Ladderless Recessed Downlight and the
Ladderless Track Lighting Head.
December, 1999- Phoenix Products, Inc., Berea, KY
June, 2000 A small boat manufacturer expanding into the military
aircraft parts business
Product Manager; Project-Oriented, Non-Permanent Position
(Worked part-time nights and weekends for two additional years)
Took early, prototype military aircraft panel, and refined
the design. Worked with local independent shops to
manufacture the parts required for this panel. Successfully
introduced new product to market.
Skills:
Design Success:
Identified new and desirable features, most critical to new
sales. Significantly reduced size and weight over old
design. Worked with mechanical draftsman to update all
drawings. Researched military design criteria, and worked
within all required parameters.
Manufacturing Success:
Developed relationships with several local machine shops,
stamping plants, plating shops, plastic fabricators, paint
shops, and others to manufacture the parts required for this
panel. Worked as partners to improve manufacturing
techniques and lower overall costs.
Regulatory Success:
Fostered relationships with the Army aircraft program
manager's office, and worked with the engineers in the office
to successfully receive a (very rare) blanket approval for
installation in most applicable aircraft.
Product Introduction Success:
Introduced new product at national meeting. Received the
majority of attention, and Phoenix Products, inc. was
heralded as one of the few desirable companies with which the
Army aircraft program manager works.
June, 1996 - Synthes (USA), Paoli, PA
November, 1999 A mid sized medical company specializing in
orthopedic trauma implants
Sales Representative
Sold orthopedic implants and instruments to hospitals in the
eastern Ohio area (Akron suburbs, Canton south to I-70).
Used as a resource for surgeons treating difficult fractures.
Operating room presence often requested for consultation and
guidance. Territory required 24 hour-a-day, 365 day-a-year
on-call status. Taught surgeons surgical technique for new
products. Conducted workshops for operating room personnel
and surgical residents.
Skills:
Sales Success:
34% growth first full calendar year at company, 26% growth
second year (Surpassed quota all full years). Standardized
two entire hospital surgery departments to Synthes, with two
more under negotiation. Returned two hospitals (previously
lost to competitors) to Synthes as new customers.
Training Success, as trainee:
Voted "most valuable in class" during advanced training at company.
Training Success, as trainer:
Conduct semi-annual workshops at several hospitals (50-100 people
each workshop); developed standard for workshops with head of education at
one hospital.
October, 1991- Medi-USA, Arlington Heights, IL
May, 1996 A small medical company selling vascular support
garments and braces
Sales Representative
Sold vascular compression stockings to hospitals, clinics,
doctor's offices, home health care stores, and pharmacies in
the Eastern Great Lakes area (OH, MI, Western NY and PA).
Provided doctor detailing and marketing support to retail
accounts.
Skills:
Sales Success:
"Senior sales representative" at company. Achieved the
highest bonus possible the first year at the company;
doubled sales within four years in the company's second most
mature territory; increased dealers by 115%.
Marketing Skills:
Created several successful marketing programs for different
home health care dealers; created the competitive sales
techniques currently included in the training manual; test-
marketed a new hyperextension orthosis and created the
protocol for sales successfully being used by the entire
sales force; researched and outlined the sales process for
doctor sales, and gave a presentation to sales force.
Training Skills:
Provided training (inservice or certification) to all fitters
at each account; created the company's certification program;
gave to the entire sales force and is now followed by all
sales representatives; at request of management, trained the
home office staff in all areas of vascular support stockings.
Product Experience:
Discovered several "drawbacks" to a new hyperextension
orthosis, and made recommendations followed to solve them;
created list of (previously unrealized) advantages for
hyperextension orthosis now being used; frequently called
upon by home office and other sales reps to trouble shoot for
problem accounts.
June, 1989- Bioplasty, Inc., St. Paul, MN
September, 1991 A small (Now defunct) medical company selling
burn and plastic surgery products
Wound Care Specialist, Northeast Sales Territory (7/90 - 10/91)
Sold biologic wound care dressings in a large geographic
territory from Maine to Delaware and west to Ohio. Customer
base was a wide demographic group including burn unit
directors, nurses, operating room managers, plastic
surgeons, purchasing agents, and others.
Sales Representative - Full Line (6/89 - 7/90)
Sold plastic surgery products and biologic dressings to the
Ohio market.
Skills:
Sales Success:
Territory sales (Northeast) averaged 110% of forecast (all
other territories were at 80-90%); territory (Ohio) was at
115% of forecast after one year (all other territories missed
quota); territory (Ohio wound care) had 35% increase after
one year; developed two new burn unit customers (33%
increase). Responsible for introducing the MISTI implant to
the Ohio plastic surgery market; introduced the Bioplasty
Skin-Graft-Mesher, with every target account trying or
purchasing at least one within one year.
Training Skills:
Responsible for training doctors and nurses in the correct
use of biologic dressings, a concept with which few were
familiar.
OTHER EXPERIENCE:
Summer, 1988 a/d/s/, Boston, MA
Sales and customer support internship in a consumer electronics
company.
EDUCATION:
University of Rochester, Rochester, NY
Bachelor of Science in Mechanical Engineering; Certificate of Management in
Marketing, May 1989 (Dean's List, 2 Semesters)
COMPUTER EXPERIENCE:
Proficient with Microsoft Windows, Word, Excel, Outlook, Publisher,
Internet Explorer, and others.
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