Sales Manager

BRIAN L. RAEHSLER

**** ***** ***** ( Woodbury, MN 55129 ( Cell: 651-***-**** (

ablcmm@r.postjobfree.com

MARKETING AND SALES PROFESSIONAL

Strategic Leadership ( Business Development ( Key Alliances (

Innovation Promotion

High-performing, dynamic business leader, with a broad base of experience

and education, who understands the comprehensive approach to business.

Vision and "big-picture" perspective grounded in the disciplines of sales,

marketing, finance, operations, and applied technologies. Successful

orchestration of strategic planning processes though communicating the

voice of the client to cross-functional leadership teams. Key strengths

include:

( Defining and Refining Selling Processes and Strategies ( Global

Business Strategy Implementation

( Major Account Development and Management ( Market-Based Strategic

Planning Leadership

( Competitive Assessment and Strategic Response ( Client & Supplier

Contract Negotiations

( Value Proposition Formation and Communication ( Executing Marketing

Communications Plan

( Profit and Loss Management Experience ( Defining Vertical Market

Segmentation

PROFESSIONAL EXPERIENCE

ASPECT AUTOMATION, St. Paul, MN (Formerly Remmele - Automation Division)

1994 to Present

A $25 million provider of engineering services and custom capital

equipment, serving the healthcare, solar, construction, filtration, and

industrial products markets. Core technologies of web processing and

coating.

Director of Sales & Marketing 2003 to Present

. Proactively managed the global sales, marketing, and business

development initiatives.

. Steered the annual market-based strategic planning process.

. Aligned the organization to meet client needs, achieving a year-over-

year 30% hit-rate on proposals.

. Participated as a primary team member for the acquisition and

divestiture of business units.

Marketing

. Galvanized the re-naming and re-branding process for a new stand-

alone company.

. Led the development and execution of marketing strategies,

including SEO and market presence.

. Enhanced company knowledge of clients, markets, and competition

across current and new markets.

Sales

. Transformed the sales organization from independent reps to

primarily a direct sales team.

. Executed a plan that produced five-year sales growth of 2X that of

key competitors and trade association figures resulting in a 200%

increase in division profitability.

. Developed, coached, and executed strategic sales plans and tactical

account penetration goals.

Business Development

. Researched, developed and implemented a comprehensive global

business strategy.

. Spearheaded partner assessment and negotiations to establish a

strategic global service network.

. Orchestrated the strategic alliance process with a partner who

offers complementary equipment.

. Worked as a leadership team member to develop and manage key

business metrics, evaluate and implement business systems, and

analyze and calculate cost components for P&L management.

Marketing Manager 2002 to 2003

. Responsible for market presence including trade shows, collateral

materials, media plans, white papers, and overall organizational

communications.

. Defined and developed vertical market segments, providing the baseline

for target account identification.

. Implemented new client development strategy, which led to a 75%

increase in new client opportunities.

BRIAN L. RAEHSLER Page 2

Sales Administrator 1996 to 2002

. Engaged with new prospects and assessed project specifications to

ensure that technical requirements were in alignment with company

capabilities.

. Provided direction and training to sales representatives regarding new

technologies and markets.

. Managed the design and implementation of a 20-seat client relationship

management software package.

Project Administrator 1994 to 1996

. Negotiated master agreements and project contracts for clients and

suppliers.

. Provided project support in the areas of financial performance,

schedule, and scope changes.

. Maintained a project-based division resource workload schedule for

multiple chargeable labor categories.

. Developed education materials and instructed an ISO 9001 Internal

Auditor Training Program.

MSI ENGINEERING, INC., Minneapolis, MN 1993 to 1994

A $6 million provider of machining and laser cutting services serving the

packaging equipment, medical, graphics, architectural, and visual display

markets.

Financial Manager/Sales Representative 1993 to 1994

. Developed sales and marketing programs for laser cutting and machine

shop services.

. Increased sales by 55% for the graphics, architectural, and visual

display markets, which had sell rates of 150% greater than standard

rates.

. Reduced inventory by 75% by designing a computerized order entry

inventory control system.

FMC CORP. - NAVAL SYSTEMS DIVISION, Minneapolis, MN 1988 to 1993

A global leader in the development, manufacture, and delivery of defense

systems (now part of BAE Systems).

Senior Cost Analyst 1990 to 1993

. Managed cost proposal for a $70 million military strategic weapons

development contract.

. Developed detailed cost-volume information, including major

subcontract management plans.

Proposal Analyst 1988 to 1990

. Developed project costs for major subcontracts and purchased content

for multiple technologies and services that were leveraged to design

and manufacture weapons systems.

FEDERAL STANDARD CORPORATION, Minneapolis, MN 1986 to 1988

A designer and manufacturer of power-train, hydraulic, and vibration

isolation products for DoD applications.

Program Manager 1986 to 1988

. Managed the quoting, negotiations, manufacturing, and delivery phases

for global military contracts.

EDUCATION

Master of Business Administration - Finance, 1992 - University of St.

Thomas, St. Paul, MN

Elective courses primarily focused on Entrepreneurship and New Venture

Strategy.

Bachelor of Science - Business Administration, 1984 - University of

Minnesota, Minneapolis, MN

The Counselor Salesperson - Wilson Learning

Coaching and Counseling - Eagle Learning Center

Negotiative Selling - Eagle Learning Center

Executive Integrated Architecture on Tour - Rockwell Automation

Six Sigma Simplified - The Manufacturers Alliance

ISO 9000 Auditor Training - Anoka-Hennepin Technical College

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