Manager Sales
Resume:
ALEX E. HANGA
Rochester, NY *****
abk6hl@r.postjobfree.com
BUSINESS DEVELOPMENT / ACCOUNT MANAGER
PROFILE:
•Proven sales executive and manager with sharp, effective business development skills.
Successful in generating new business within long-sales-cycle, highly technical
environments; works well with design engineers, masters- and doctorate-level senior
engineering management.
•Enjoys staying on the cutting edge of technology, gathering customer requirements and
providing feedback to company developers to identify, meet, and exceed customer
expectations in new products. Uses consultative selling techniques to win “trusted
advisor status” with customers.
•Ability to function well and accomplish account penetration within a great variety of
demanding selling environments, including federal government, nuclear,
pharmaceuticals, aerospace, military, automotive and research.
•Personable professional with very strong personal management skills; disciplined and
able to manage self, field office, and other staff. Effective presenter and
communicator with positive consultative style that wins buy-in and participation by
the customer.
WORK EXPERIENCE:
SigmaTEK Systems, LLC - Cincinnati, OH December 2007 to Present
Regional Sales Manager - SignaNEST Product / National Aerospace Manager
Sell Manufacturing software to a regional territory as well as to major Aerospace OEM's and
Suppliers throughout the US. Software is a Nesting and CNC-Path Manufacturing software
specifically for Laser, Torch, Plasma and WaterJet cutting, Punch Press, and Bending
applications for Metal, Wood, Plastic and some other media.
Sales process includes working with Inside Sales "qualifiers" who generate soft leads for follow
up and information gathering. Two to three days per week spent on the road where four to six
meetings / demos take place. Presentations as well as demonstrations of the software performed
personally; costing, quoting and sometimes sales take place on the spot with smaller
manufacturers. Larger establishments require more in-depth business process analysis, working
with MRP/ERP systems, CAD systems and other IT as well as multiple Post-Processors.
Detailed ROI reports provided along with lengthy proposals with flexible terms.
•Consistently meet and often exceed $100K montly quota
•Negotiated Volume deal with Punch Press Machine Manufacturer Strippit LVD to sell
SigmaNEST companion Punch nesting and CNC code processing software with new
machines.
•Sold $280K package to GE Aviation in FY 2008.
Parametric Technologies Corporation - Rochester, NY February 2006 to October 2007
Strategic Account Sales Representative - Federal Aerospace & Defense – Midwest
Sold entire PTC Business Line Software including Pro/ENGINEER, Windchill PDMLink /
ProjectLink, InterComm, Mathcad, Arbortext, Training, Consulting, and tertiary Services. Sales
Process included working with a vast Ecosystem of Engineers, other Sales Overlays, Regional
Directors to C-Level PTC Staff in order to sell to higher levels within Fortune 100 Defense
Vendors and OEM's. Sold using Strategic Partnerships that included Volume Purchase
Agreements, Government Program related activity, down to "As-Needed" quotes.
Sold to named Federal Aerospace and Defense Accounts in the Midwest, Northeast and Mid-
Atlantic including: General Electric Aviation, Rolls-Royce, Rockwell Collins, Honeywell,
Goodrich Aerospace, L-3 Communications, BAE Systems, Northrop Grumman Electronic
Systems, Lockheed Martin MS2, Hamilton Sundstrand and Pratt & Whitney.
•Fell 10% short on $2.4 Million Quota in first year and was on track to exceed in FY2007
•Negotiated Volume Purchase Agreement with L-3 in 2006 worth $750K
•First Volume Purchase Agreement with Rockwell Collins in company history in 2007
•Named Strategic Account Manager for L-3, Goodrich and Rockwell Collins in 2007
•Sold S1000D Document / Technical Publications solution to Lockheed Martin MS2 worth
$1.2 Million in 2007
EASA Software Group / AEA Technology - Rochester, NY March 2003 to January 2006
Senior Business Development Manager Northeast U.S.
Joined a start-up division of AEA Technology called EASA “Enterprise Accessible Software
Applications.” Operating from a home office, fervent efforts included prospecting, qualifying
and selling a patented technology product. This is a software tool to rapidly create custom, web-
deployed, graphical user interface applications that “wrap” command line driven commercial or
in-house developed codes and processes.
Customers included manufacturing, automotive, aerospace, chemical, pharmaceutical,
government and other specialty organizations in the northeast U.S. and eastern Canada. These
included: Corning, Inc., Bechtel Bettis Nuclear Laboratories, Proctor & Gamble Corporation,
PPG, Merck, Pfizer, the U.S. Department of Defense, the U.S. Department of Energy, the
Nuclear Regulatory Commission, Sandia Laboratories, Alcoa, Novelis and United
Technologies.
•Sold largest deal in company history, $450K to P&G in 2005
Quota was constantly changing but always exceeded annual numbers
Softech, Inc. – based in Chicago, IL and Rochester, NY February 1998 to March 2003
Regional Account Manager
Responsible for prospecting, qualification, sales and account management within my territory.
Actively developed new accounts for our Cutting Edge Technology for use in creating Tooling
for the Plastic Injection Mold Manufacturing industry. Other products included CAD Software,
Product Data Management Software and Associated Services.
Developed leads by cold calling contacts in the greater Chicago area. Upon relocation to western
N.Y. State, developed leads and qualified candidates for Prospector software product, a custom
program allowing machinists to configure actual tool paths on the shop floor. Generated
additional sales with multiple value-add software and hardware products to Prospector.
•One of only two sales people outside the Detroit Market to successfully sell
Prospector
•Sold $1.2 Million in CAD and PDM Software in fiscal 1999 and again in 2001.
CAD CAM, Inc. – Based in Rochester, NY and Chicago, IL June 1996 to February 1998
Account Manager June 1996 to November 1997
Developed new business away from existing large Xerox account led by the Rochester Division
Manager. Sold CAD Software, Engineering Services, CAD Services, File and IT Services and
Professional Contract Placement Services.
•Developed several new large clients including Kodak, Gleason, Monroe County
Water Authority and Corning, Inc.
•Placed nine engineers at Gleason for monthly profit of $30K.
•Grew Rochester office from four to twelve people in less than a year.
Division Manager November 1997 to February 1998
Responsibilities for managing a small office and acted as primary sales person for Chicago and
southern Wisconsin territory. Responsible for selling CAD Software, Engineering Services,
CAD Services, File and IT Services and Professional Contract Placement Services.
Office closed shortly after I took over.
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