Sales Manager
Resume:
John P. Aiello
Mill Creek, WA 98012
Home Office: 425-***-****
email: ****.*.******@*******.***
GLOBAL AEROSPACE MANAGEMENT EXECUTIVE
Proven success in global aerospace industry management, ensuring
revenue and profitability growth. Adept in delivering on short term
metrics as well as long term growth and business development
strategies. Visionary, big picture strategic leader, successfully
developing and executing strategies to analyze, enter and penetrate
new markets. Strong business / financial acumen combined with
technical expertise enables effective leadership and ability to align
company resources and core competencies towards capitalizing on market
opportunities in changing markets.
Sales / Sales Market Strategy Analysis, Developing and
Management Development and Execution Penetrating New Markets
Global Business Leading Multinational / Accurate Forecasting
Development Multifunctional Teams /Business Planning
Strategic key Account Exceptional Relationship and Excellent Oral and
Management Rapport Building Skills Written Presentations
PROFESSIONAL EXPERIENCE
DIRECTOR OF BUSINESS DEVELOPMENT 2009
- Present
EF Bailey Company, Seattle, WA
. Developed company strategy, business plan, sales and marketing plan
for generating new business in new industries for 65 year old
aerospace distribution firm
. Developed complete Federal Government sales strategy, to enter and
penetrate Federal Government / DoD / Military sales opportunities,
including GSA contracts
. Developed and instituted social media campaign, marketing and direct
sales campaign
AEROSPACE INDUSTRY, EXPERT CONSULTANT
2009 - Present
DeMatteo Monness LLC Consultant Network, New York, NY
. Aerospace / Manufacturing industry consultant providing primary market
intelligence and industry research serving the institutional
investment fund community
. Providing clients with an enhanced understanding of market trends,
issues and current events affecting specific companies within the
aerospace / manufacturing industries
. Spotting forward trends and anticipating future demand within the
aerospace industry vertical
GLOBAL AEROSPACE SEGMENT/ KEY ACCOUNT MANAGER 2007 -
2009
Kennametal, Inc., Seattle, WA
. Achieved 30%+ annual growth by analyzing global market, developing and
executing strategic business plan for the global aerospace market
. Managed aerospace market segment and key accounts including Boeing,
Boeing Global Partners, Tier I & Tier II accounts
. Increased customer satisfaction and market share through leadership in
Lean initiatives, reducing lead times from 14 to 6 weeks and improving
On-Time-Delivery performance
. Developed and negotiated global corporate agreements with key accounts
achieving 7% annual price increase
. Presentations to executive management, global intercompany facilities, and international conferences
. Negotiated technology licensing agreements
. Leadership team of multi company development effort to introduce
breakthrough technology into airframe manufacturing
. Secured $1 Million in new annual business in a new Boeing / Russian
joint venture
. Opened new markets in "developing" global aerospace regions
including: China, Russia, Japan, India, S. Korea
John P. Aiello
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SALES AND BUSINESS DEVELOPMENT SPECIALIST
Siemens, Seattle, WA
2003 - 2007
. Hired to revitalize poorly performing region - penetrated new markets in
aerospace, food and beverage, medical device, refinery, electronics and
other industries - bringing sales and service revenue from less than $1M
to $2.8M
. Negotiated new service contract, bringing annual revenue from $100 K to
$350K/year, at the same time, increasing profitability, improving
customer satisfaction, utilizing fewer assets, and requiring less
resources to accomplish
. Responsible for initial system engineering assessment, leading
applications engineering team, manufacturing and system installation team
through entire project
. Successfully penetrated new untapped markets, generating $millions in new
business.
. Developed and negotiated region's largest service contract account in a
very competitive environment while achieving highest margin in region.
. Renegotiated existing service contract increasing annual contract revenue
375%.
. Structured financing to meet customer and corporate needs including
capital sales, recurring service contract revenue, multi year operating
lease agreements, etc.
. Spearheaded corporate and regional business development efforts
SALES AND BUSINESS DEVELOPMENT CONSULTANT
Trillium Strategic Alliances, Seattle, WA
2001- 2003
. Developed new market penetration strategies for technical,
manufacturing, financial and sales training companies
. Contracted to market large sponsorship funding for Americas Cup,
American Challenge WSR and other properties
. Developed customized proposals and facilitated negotiations
US REGIONAL MANAGER / AEROSAPCE KEY ACCOUNT MANAGER
Makino Inc, Seattle, WA
1997 - 2001
. Recruited to start-up and manage new USA regional sales
office of Japanese publicly owned manufacturer of machining
centers, automation and control software / hardware
. Managed, negotiated and closed capital equipment sales
ranging from $500,000 to $12 Million per system in a
consultative sales environment
. Handled all aspects of direct sales to key aerospace
accounts including Boeing
. Captured additional $5 Million in annual sales by
reorganizing distribution channels, adding local customer
support services and inventory
. Contributed to corporate strategic planning, corporate
organization and customer-centric new product development
. Negotiated $1 Million in sales revenue and $250K in Lease
revenue at a key account during a industry downturn /
budget freeze through structured lease / purchase agreement
INTERNATIONAL SALES EENGINEERING MANAGEMENT / REGIONAL SALES ENGINEER
The Lee Company, Los Angeles, CA
1991 -1997
. Managed sales to Japan, doubling sales in 1 year from $1.4
to $2.8 Million
. Consistently increased sales and profits up to 30% per year
for six consecutive years
. Developed companies largest customer from 0 to $1 million
per year recurring revenue Developed global market for
company's highest profit margin product
. Penetrated new markets in US and Japan
. Contributed market intelligence for new product development
and introduction
AEROSPACE ENGINEERING AND PROGRAM MANAGEMENT
TRW, Redondo Beach, CA & Norton Air Force Base, CA,
1988 - 1991
NORTHROP, Hawthorne, CA
1985 -1988
ROCKWELL INTERNATIONAL, El Segundo, CA - Summer Internship
1982 -1984
John P. Aiello
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ACTIVITIES / ORGANIZATIONS
2010 Winter Olympics - International Client Services, Diplomatic
host, fostering diplomatic and business relationships among visiting
international government dignitaries, sponsoring company executives
and International Olympic Committee presidents.
WTO - World Trade Organization - Host and representative for Fijian
Prime Minister and delegates
World Affairs Council - Diplomat member
MIT Enterprise Forum - Planning Committee for Seattle technology
entrepreneur forum.
Dale Carnegie Sales Training - Training Consultant, Assistant
Instructor
SAE- Manufacturing Technology Conference organizing committee
COACHING - Professional coaching, sales coaching, youth sports
coaching
ACTIVITIES - Team Captain / General Manager Adult Hockey League,
competitive sailing / racing, golf, skiing, biking.
EDUCATION
BS Aerospace Engineering - Deans List, Research Assistant, University
of Michigan, Ann Arbor, MI
International Business, Finance, Management courses - UCLA, Los
Angeles, CA
Global Business / Strategic Account Management Courses - SAMA
Professional Sales Training - Consultative sales, Dale Carnegie Sales,
UCLA - Professional Sales, Counselor Sales Person, Miller Heiman
Strategic Selling
Executive Leadership Training
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