Sales Manager

Kenneth E. Taylor

*** ******* *****

Athens, Georgia 30606

Home: 706-***-****

Cell: 706-***-****

********@*******.***

Director of Human Resources

Dear Sir or Madam:

I would like to introduce myself. My name is Ken Taylor, a resident of

Athens, Georgia. I had twenty (20) plus years with Amp Incorporated

(world's largest connector manufacture), a fortune 500 company (now a

division of Tyco International). After taking a buyout I am looking to

start a second career. Since the buyout I have worked Resource Management

firm and at present with a Publishing/Advertising firm.

My career progression with AMP, Inc was in Sales, Account Management,

Corporate Industry Management and Sales Management. I have received an

excellent education on how to drive the markets/accounts allowing me to

establish creative penetration plans to increase revenues and market share

for my former employer. At the same time, I created a competitive situation

for our customers to address their markets.

A summary of achievements is enclosed. In addition, the following

activities should give you a perspective of my track record in interfacing

with some of the major firms in the U.S. These years were spent developing

business relationships with customer's upper management to grow our

revenue.

. Utilized multiyear pricing agreements to meet our growth objective.

. Directed a program to cross train our divisional sales team and mid

management engineering/manufacturing staff. Managed a staff of twelve

people as a Sales Manager.

. Used supply chain management and third party warehouse on Mexican

boarder as a tool to grow revenue. This allowed customers to record

cost saving.

. Took new products to the marketplace as a tool to grow revenue and

give our customer based more flexibility in designing their products.

. Focused on decision maker at major accounts such as General Electric

(Appliance Div), Motorola Communication (Headquarters), Tandy

Corporation (Headquarters) and SCI - Huntsville, Ala. (world's largest

subcontractor).

. Managed sales/revenues of $50,000,000-$70,000,000 during my years as a

Manager.

My focus during my career with AMP Inc. was in the area of relationship

selling as I covered the major accounts in my assignments. Very productive

business relationships were established at all my accounts from the plant

level to the executive offices.

While cover letters and resumes give a partial view of my potential, I

would welcome an opportunity to meet with you briefly and explore my fit

for a position with your firm. If additional information is needed, do not

hesitate to get me a call

Ken Taylor

Kenneth E. Taylor

113 Telfair Place

Athens, Georgia 30606

Home: 706-***-****

Cell: 706-***-****

********@*******.***

OBJECTIVE

A Sales Management Role that will utilize my expertise in Account

Development/Management, Business Development and Client Relations

Management in order to: develop effective working relations with

clients/customers to build and retain key accounts; implement B2B

initiatives to develop new revenue channels and increase sales revenues

develop sales strategies that support sales initiatives of organization and

increase market share; create and implement effective training and coaching

programs to increase productivity; increase motivation and productivity

through effective coaching and mentoring.

QUALIFICATIONS

Competitive Analysis - Sales Forecasting - Contract Negotiations /Execution

- Organizational Leadership - Long Range Planning -

Event Planning - Problem Resolution - Communications -

Sales Forecasting - C-Level Presentations - Budget Administration

Performance Management - Territory Planning/Management

Consultative Sales - Competitive Market Intelligence

EXPERIENCE

Southern Directory Publishing- Account Executive (Advertising)

Saeco Group - Director of Sales/Marketing (Resource Management)

AMP, Inc. (became division of Tyco International)

District Sales Manager, Atlanta, GA

South Central District, Automotive/Consumer Business Group

Directed, trained and developed sales force of 12 and was National

Account Manager for GE Appliances

and Fleck Manufacturing Company (Whirlpool). Resolved problems for

projects; implemented GE 100% purchase agreement and third part

warehouse strategy.

District Sales Manager, Knoxville, TN

South Central District, Industrial Sales Division

Facilitated market program development, enhanced relationships with

corporate executives within region and directed sales force.

Marketing Manager, Harrisburg, PA

Commercial Communications

Established and developed large corporate accounts, designed market

programs to enlarge market share

and create and launched marketing programs such as trinary DIP switch

for Sears brand garage door openers and mobile/cellular telephone

system for Motorola.

The Bemis Company

Direct Sales

Developed business for use of flexible packaging products in South

Carolina and Georgia. Major clients included Georgia Pacific and

US Plywood.

EDUCATION and PROFESSIONAL DEVELOPMENT

BBA Degree University of Georgia, Athens, GA

Continuous Classes in Sales and Sales Management

Meeting with Stephen Covey for Seven Habits of Highly Effective People

Honors and Awards:

District Sales Engineer of the Years (2) Industry Marketing Managers of

the Year

President's Award: Top District Sales Manager of the Year (20% sales

growth over several years)

ACHIEVEMENTS

Account Development/Management

Established presence with Magnavox, as Sales Engineer called on this

account which had formerly been single source account with competitor on

their television designs. As Sales Manager established goal of landing

Magnavox, which had formerly been target account; Magnavox was locked into

single source agreement; as Sales Manager, scheduled time with VP of

Engineering, who was long time contact and not in favor of supplier and

single sourcing; submittal proposal that gave him leverage to advocate for

procedure change; VP's advocacy of dual sourcing was successful. Results:

Development of key relationship enabled company to gain 50% of business.

Rescued major account, SCI, through establishment of strong business

relationship, as District Sales Manager. Customer had closed AMP's ability

to increase market share due to issues with former account manager; met

with customer concerning reconstruction of sales and marketing departments

and reestablished business relations with decision markers; addressed

concerns and needs with approval from each division of company that

supplied product to SCI; assigned two Sales Engineers to account. Results:

Efforts in reestablishment of relations changed client's atmosphere and

management opened up all bids and design to AMP; successfully replaced our

competitors and market share of $40MM grew each year.

Enabled customer to automate assembly process through leasing of equipment

and new service agreement. As Sales Engineer, found that Oster Mfg.

Company was processing harnesses manually at very high labor cost; met with

executives and presented proposal that involved leasing more cutting edge

equipment from AMP, as well as training their staff to automate harness

shop. Results: Oster's production increased with large cost savings;

AMP's sales increased by $130,000.

Business Development

Developed competitive analysis of market to gain perspective of total

revenue potential for district. Company needed to increase market share at

each account in District/Region; as District Sales Manager first order of

business was to encouraged each Sales Engineer to identify all competitive

products that were being used in each of their accounts; objective was to

know competitor's products, part number, volume and prices; recognized need

to cross reference company's part number or offer different parts; ensured

AMP were added to manufacturing drawings of customer, in some cases part

had to be tooled. Results: Assembled comprehensive data base on available

potential of new business over 30% in five years.

Created engineering pricing packages that enabled company to land major

accounts such as Motorola, Oke, GE and Harris. As Industry Manager,

assembled design team that worked very closely with design groups at

customer sites; mobile radio industry was developing plans to begin

production of cell phone; scheduled meetings with each account and

presented .engineering proposal and business/engineering plans to AMP's

executive staff. Results: Executive level management signed off on

project and AMP was awarded base station at Motorola and parts of other

three; introduction of handset came later; new accounts offered $8M to $10M

revenue potential.

Introduced unique new product to market that revolutionized industry and

brought significant new source of revenue for company. As Industry Manager

found that Garage Door Industry needed better device to have more codes

than they were getting with six position switch; put together design team

to address issue and come up with product that provided solution. Results:

Company brought to switch to industry that gave them over 1.5MM possible

codes, which increased sales to major account by $3MM.

Sales Management/Staff Development

Created rewarding education program for sales staff. Gathered input from

veteran sales staff concerning their opinions on areas of greatest need for

training; created task force of sales engineers to create proposal for

educational programs that would be best for district sales personnel; staff

did not want more curriculum that concentrated solely on sales training;

one primary area of interest involved other areas of business operation

such as classes on tool and die design, manufacturing processes and cost;

understanding of pricing policies was very important to group. Results:

Education program was approved by management and became standard for

company.

Designed and initiated curriculum that structured educational programs for

cross training of divisional sales force. Assigned task by Divisional Vice

President to assume full responsibility of training of sales force using

format created in my District/Region. Teaching them the other side of the

business was the objective. This would be Engineering, design,

manufacturing and costing. Results: All Sales Engineers benefitted from

classes; classes were later created for engineering/manufacturing divisions

about Sales and Marketing issues; this initiative enabled entire division

to understand both sides of operation.

Customer Relations Management/Account Retention

Significantly reduced operational costs to client as District Sales Manager

for G.E's subassembly plants in Mexico. GE and AMP had quarterly reviews

of productivity of two plants in Mexico; based on findings of reviews,

added equipment or upgraded old equipment to speed up productions and

reduce production costs; assigned Spanish speaking field engineer to be on

call to address problem areas at both plants; company had spare parts

available in third party warehouse in El Paso, Texas. Results: Plants

were always running full and productivity was up; with third party

warehouse, there were no freight charges to GE from Penn. plants to El

Paso, which brought large cost savings.

Gained control of all interconnections with client company in substantially

increased sales revenues from that account. Set goal to increase AMP's

market share at G.E. Appliance Park. G.E was planning to increase

productivity and was receptive to company's proposal (price, design work

and equipment) to obtain 100% of business and control all interconnections

with GE; proposal was prepared and signed; company supplied product and

tooling; set up office in GE's complex to house sales and design group.

Results: Sales were increased from $2.5MM to $11MM in 18 months.

Developed successful marketing plan based on building effective business

relations. Targeted 12 accounts; found lack of relationship with decision

makers and upper management of assigned industry's major accounts; prepared

list of individuals and created penetration plans for me and company's

Corporate Executives. Results: Created very productive business atmosphere

at these accounts; started executive exchange meeting between two

companies, as well as another list of 12 accounts was made to create same

business relationship.

Contact this candidate