Sales Engineer

Lawrence W. Bihn *** Bridgewater Drive, Oregon, OH 43616

419-***-**** *****@*******.***

Sales Manager

Objective To obtain a Sales manager position in the telematics industry in order to sell highly technical

products, services and solutions. Also to assist in the marketing and ongoing development of

such products and services and identify new and emerging markets.

Summary of Nearly 4 years in sales, marketing and management for a new US subsidiary of a German

Experience company which sold CAN-based controls and field-bus electronics and software for

telematics and remote monitoring of mobile machines (construction, agriculture, materials

handling industries). Directed development and adaptation of products to US standards.

Direct sales activities and creation of proposals and presentations for OEM and Tier -1

customers and their end-users. Creation of marketing literature and Trade show demos for

Germany and the USA. Trade show representative and technical session speaker at shows.

Over 7 years in sales and account management of electronics and controls development and

testing tools. Design and modification of embedded electronic applications and research.

Operational, safety and diagnostic software code development for automotive applications.

Test specifications writing, Field investigation, documentation, & report generation.

10 years of progressive experience in civil / electrical engineering and design of roadways,

traffic signals, utilities, and commercial and manufacturing sites. Project Management and

public meeting experience. Excellent report writing and proposal writing skills.

Professional RM Michaelides Software & Electronics Corp. Toledo, OH Oct. 2005-July 2009

Experience Director of Sales (Telematics)

Responsible for direct sales of highly technical electronic and software (CAN -bus) products

to OEM and Tier-1 manufacturers. Built US brand-awareness of RM through prospecting,

sales, marketing, trade show and support efforts. Additionally responsible for the day-to-day

management of the office. Sales Representative of RM’s sister company, Proemion Corp.,

which provided internet services for fleet management, telematics and remote diagnostics.

Key Accomplishments:

Opened the US subsidiary of a German company, hired and grew staff to 6 persons

Grew annual sales to $500K by third year and secured 3 major OEM accounts

Guided the parent company’s transition from a small - to medium-sized company

through prior experience at previous company

Developed core sales presentations and sales processes for 5 distinct product lines

Created technical product and marketing literature for the US and European markets

Established pricing structures and detailed internal payback calculation spreads heets

for Proemion Corp. in order to determine ROI and initial sustainability

Created detailed Sales Process and Sales T&C’s for Proemion Corporation

dSPACE, Inc. Novi, MI Oct. 2000-Sept. 2005

Account Manager (GM, Delphi, others)

Responsible for direct sales and support of complex controls design and testing tools for

large OEM and Tier 1 automotive companies. Performed technical presentations and demos

at all levels. Technical proposal writing and review. Problem analysis, tool recommendation

and quoting of recommended solutions. Maximized utilization of customer’s installed base.

Key Accomplishments:

Successfully transitioned from a design engineer to a consultative sales role

Maintained dSPACE’s largest US account, building sales from $1.2M t o $3.5M/yr

Wrote bulk of major proposal and gave a series of technical and business

presentations which resulted in winning a $5M+ contract for HIL testing equipment.

Exceeded gross sales goal each of 3 years after moving to a commission structure

Electronic Concepts and Engineering, Inc. Holland, OH Aug. 1998-Oct. 2000

Electrical Engineer

Designed embedded software and hardware for Electronic controllers, including I/O circuit

and sensor interfaces. Performed complete hardware Environmental tests (SAE J1455) and

reports. Created project proposals and subsequent specifications, estimates, bid packages.

SSOE, Inc. (SSOE Studios) Toledo, OH Aug. 1995-Aug. 1998

Civil Engineer III

Complete commercial site plan development including design of utilities, roadways, right-of-

way plans and boundary descriptions, traffic studies, traffic control, lighting, signing, sewer

systems, and drainage systems. Also Environmental Impact studies and permitting process.

The University of Toledo. Toledo, OH Aug. 1995-June 1997

Instructor

Course: Computer Graphics for Engineers. Taught AutoCAD R13 CAD class to freshman,

senior, and graduate level engineering students during evenings. Three credit hour class.

Mannik & Smith, Inc. Toledo, OH Jan. 1993-Aug. 1995

Graduate Engineer

Designed roadway, sewer, drainage systems and highway lighting and signing plans for

municipal and state projects. Performed urban planning and traffic control studies / reports.

The University of Toledo Toledo, OH Aug. 1991-Dec. 1992

Research Assistant

Master's Candidate: Awarded a research grant from the Ohio Department of Transportation

for the study of Traffic Congestion Modeling and Analysis using Geographical Information

Systems (GIS), concurrent with Master's Degree studies.

Mannik & Smith, Inc. Toledo, OH May 1990-Aug. 1992

Engineering Technician

Assisted in design of roadways, bridges, sewers, and subdivision plans. Calculation and

checking of engineering design plans and quantities, including surveying and field work.

Weithman and Associates, Inc. Toledo, OH June 1987-Apr. 1990

Engineering Technician

Performed boundary surveying, utility staking and design of roadways, sewers, subdivisions.

Education Biology / Chemistry / Earth science classes Jan. 2004 - Owens Comm. College

and Training Master of Science in Electrical Engineering May, 1998 University of Toledo

Master of Science in Civil Engineering Sept., 1997 University of Toledo

Bachelor of Science in Electrical Engineering June, 1997 University of Toledo

Bachelor of Science in Civil Engineering Aug., 1991 University of Toledo

Solution Selling – Management Dev. Corp. Oct. 2000 Novi / Southfield, MI

Dale Carnegie Training Course (16 weeks) Dec., 2002 Toledo, OH

Registration Licensed Professional Engineer, State of Ohio (OH- E61697)

Membership Institute of Electrical and Electronics Engineering (I.E.E.E.)

Society of Automotive Engineers (SAE)

American Society of Civil Engineering (A.S.C.E.) (Past Board Member, Past News Editor)

Publications Snapshot Analysis of Urban Traffic Congestion Using GIS; Lawrence W. Bihn and Dr. Jiwan

D. Gupta. ITE 63rd Annual Meeting Compendium, September, 1993. The Hague, The

Netherlands (** Won Best Technical Paper and Best Presentation Awards at conference)

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