Sales Manager
Resume:
ROBERT A. KUNKLE
Saline MI **176-1665
*********@*******.***
SUMMARY of QUALIFICATION
Sales:
Proven, highly motivated sales / sales management professional with an
entrepreneurial drive, and technical sales, engineering application
support, and project management experience in photonics, semiconductors,
analytical instrumentation, spectrometry for gas analyses, telecom, and the
process control industries. Strong sales abilities and excellent market
analyses capabilities. Strong product technical skills. Strategic thinker
and tactical innovator. Motivator and team-builder, with excellent
communications and interpersonal skills.
Business Development:
Profit / loss responsibilities for large geographic areas of the U.S.,
including the continental U.S., and the Western, Mid-Atlantic and Central
Regions. Business development / major account responsibilities / new
account development. Generated yearly business plans for regions and the
country, in varying market segments. Managed and developed VAR /
Distributor / Manufacturers' Representative relationships.
CAREER HISTORY
Eastern Regional Sales Manager
2009 - Present
Northrop Grumman - Cutting Edge Optronics, St. Charles, MO
. Sale of laser diode arrays, pump modules and Nd:YVO4, Nd:YLF and Nd: YAG
lasers to universities and industrial accounts in the Eastern Region of
the U.S.
. Closed four new OEM laser manufacturing accounts worth ~ $300K in total
revenues.
Director of Sales, Scientific Products, US & Canada
2007 - 2009
Quantronix - an Excel Technology Company, East Setauket, NY
. Increased sales in Eastern Region by 400%
. Increased sales in the US by 250%
. In an eight month period closed orders for 9 Ultrafast Lasers and 11
Deneb OPAs
International Sales Manager/Interim Director of Sales and Marketing
2004 - 2007
IMRA AMERICA, Inc, Ann Arbor, MI
. Closed the first major OEM multiyear contract with Karl Zeiss Meditech to
be used in Lasik surgery application, worth over $20M in multi-year
contract.
. Increased quote backlog from $300,000 to $14.5M.
. Increased sales volume yearly from $650K (2003) to $5.4M.
o 2004 - $1.5M
o 2005 - $3.3M
o 2006 - $5.4M
. Global Responsibility for the Sales and Service femtosecond fiber laser
sales in Europe, Asia (excluding Japan), and North America.
. Created a multinational representative/distributor network in Europe
including Germany, France, The Netherlands and the United Kingdom.
. Achieved quota for the first time in the company's 16-year history.
. Created a sales plan to increase sales 300% for 2005 and 600% in 2006.
Independent Contractor/Sales Consultant,
2002 - 2004
Pittsburgh, PA
. Sales consultant to Instec, Inc., a small microscope distributor in
Boulder, CO, specializing in the very technical liquid crystal display
market segment. This assignment included travel and seminars in China
and the UK. Additionally, using my entrepreneurial skills started a
small courier company in the Southwest Pennsylvania corridor.
Central Region Sales Manager
2001 - 2002
Melles Griot, Carlsbad, CA
. Sold lasers, optical components, optical systems, precision positioners,
vibration isolated optical work surfaces, and beam measurement and
characterization instrumentation within the Central Region, which
included: Michigan, Wisconsin, Illinois, Minnesota, Nebraska, Iowa and
the Dakotas.
. Achieved 70% of the Central region's sales target of $17 million, despite
the 'telecom meltdown'. This as compared to the overall company
performance of just 29% against the total company wide target.
. Turned around troubled business relationships with Thermo-Nicolet,
Eastman
Kodak, Imation, 3M and Bentley Instruments by utilizing a team approach,
and initiating periodic product and upgrade advisories to major customers
with assistance from the engineering department. Directed the production
and customer service departments, ensuring on-time product deliveries.
. Closed on a $300 thousand per year sale of optics and lenses to TSI, Inc.
Eastern Region Sales Account Manager
2001
Melles Griot- Electro Optics Division - Boulder, CO
. Sold custom photonics modules, diode pumped solid state lasers, fiber
optic assemblies and diode laser drivers within Eastern United States.
. Closed a major contract worth over $500,000 at Beckman Coulter for diode
laser assemblies.
. Negotiated a sale worth $200,000 per year for diode laser assemblies at
Bentley Instruments.
. Developed a program that unified the efforts of colleagues in cold
calling, and searched for new business during business downturns.
National Sales Manager
2001
Integrated Photonics Technology, Carlsbad, CA
. Sold fiber optic temperature systems, and fiber optic buses and couplers
in North America.
. Closed first orders at Mattson Technologies and Applied Materials worth
$75,000.
. Developed and implemented the business plan for the new Fiber-Optic
Temperature Systems Division
10 Updated and improved the website, with assistance from the IT
department. Wrote product and data bulletins for the new products, and
edited and rewrote older out-of-date bulletins.
Regional Sales Manager
1994 - 2001
Land Infrared Inc., Philadelphia, PA
. Provided direct sales and representative management in the Northern West
Virginia, Western Pennsylvania, and Northeast Ohio areas. Also performed
startup and commissioning of Landscan line scanners, thermal imagers and
fixed infrared systems at customer sites.
. Reassigned in 1999 as the Western Regional Manager covering California,
Utah, Oregon, Nevada, Washington, Colorado, Montana, Wyoming, and Western
Canada.
. Increased sales form $125,000 to $550,000 per year in the Mid-Atlantic
Region. Increased sales form $150,000 to $325,000 in the Western Region.
. Managed, hired, and trained manufacturers' representatives in the Mid-
Atlantic and Western regions, including Western Canada. Redirected and
increased sales activity levels of representatives from 15% to 40%.
. Developed a sales plan and closed an order worth $50,000 per year at TRW
in Cleveland, OH, supplanting the competing supplier that had the
business for 30 years. Over an eighteen month period, this contract
yielded $115,000 in sales.
. Closed a major order with Goodrich, in Oregon, worth over $200,000 in
fixed pyrometers.
. Pioneered a major breakthrough sale at U.S. Steel by selling the first
Land Instrument products--two galvanized steel temperature systems worth
$30,000. This company had previously standardized, at a corporate level,
with Ircon.
. Cross-trained and marketed Land Combustion analyzers.
Sales Engineer
1990 - 1993
Weiss Instrument, Inc., Pittsburgh, PA
. Sold Barber Colman controllers, Genesis Data Systems SCADA - level 1 and
2, SCI Uninterruptible Power Supplies, Ircon Infrared thermometers,
Daniel Valves, and Viatran Transmitters.
. Increased sales from $300 to $70,000 per month.
. Established Ircon pyrometers and thermometers as the standard for
infrared temperature instrumentation at U.S. Steel in Pittsburgh, PA.
Increased the U.S. Steel business from $25K to $150K annually.
. Established Ircon line scanners as the standard equipment choice for all
glass temperature measurement at Pittsburgh Plate Glass (PPG) in
Pittsburgh, PA. Increased the Pittsburgh Plate Glass business from $250K
to $350 thousand per year.
. Designed and sold a Barber Colman/Genesis SCADA system worth $60,000 to
the Hydrogen Annealers at U.S. Steel in Dravosburg, PA.
Director of Sales
1988 - 1990
Conner Scelza Associates, Pittsburgh, PA
. Developed a sales and marketing plan for a systems software company on an
international basis.
. Developed and sold the first two contracts to Crossfield Industries,
Stratus Computers and various computer manufacturers, increasing sales
from virtually zero to $1 million annually.
Field Sales Engineer
1984 - 1988
INTEL Corporation, Philadelphia, PA
13 Negotiated and closed a $300,000 order for components, with Siemens in
New Jersey during the semiconductor downturn of 1987. Over a one-year
period, this contract became worth over $1 million.
14 Increased sales from $1.5 to $3.5 million per year, to customers such as
Unisys, Siemens, GTE, Nortel and Infotron, by implementing a total sales
concept that incorporated available company resources such as system
engineers, contract managers, component marketing managers and the sales
management team into a total customer solution.
. Designated as the District Telecom Specialist in 1986 due to my
successful selling and expertise in the telecom industry.
Senior Sales Engineer
1981 - 1984
Taylor Instrument Co., Cincinnati OH
. Developed and implemented marketing plans for multi-tiered process
control instruments--
from single loop integrity, to turnkey plant system operations utilizing
Sperry and Modcomp
computers.
. Negotiated and sold contracts for over $100,000 per year in Magnetic flow
meters to GE facilities in Evansville, Indiana, and Louisville, Kentucky.
. Negotiated the sale for the first Taylor Mod30 controlled catalytic
reactor at Ashland Oil, Ashland, KY, worth $55,000. A team approach was
employed utilizing the services of the systems department, service
manager and sales management due to the degree of complexity of the
project.
Senior Sales Engineer
1975 - 1981
Leeds and Northrup Co., Buffalo, NY
. Designated as the chemical and petroleum industry (CPI) Specialist in
upstate N.Y. in 1977.
. Sold the first in-situ Zirconium Oxygen analyzers to Amoco.
. Increased sales 75% the first year from $125,000 to $220,000 in the non-
traditional, chemical industry.
. Earned the National Sales Leader status during 1979 with over $600,000 in
annual sales.
. Increase sales to Occidental Chemical from $0 to over $100,000 per year.
. Designed and sold a panel with 43 recorders to the Power Authority of the
State of New York at over $150,000.
. Sold $220,000 (5) small capacity, hydrogen-annealing furnaces to a
variety of metal finishing companies.
EDUCATION:
B.A., Mathematics, Clarion University
Clarion University, Teaching Certificate-Math
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