Sales Engineer

Jeff Gilbert

*** **** ******

Newburyport, MA ***50

e-mail: **************@*******.***

978-***-**** (c)

978-***-**** (h)

Career Summary, Strengths and Skills

Customer focused professional with successful territory development in

sales of capital equipment, services and consumables. Broad experience in

applications, system deployment, imaging, light microscopy, automation,

lasers and material handling. Strongly skilled in service management,

training and product support.

- Developed and managed teams of service professionals responsible for

direct customer and dealer channel support during the installation,

training and maintenance of automated capital equipment systems

- Technical sales engineer with product penetration in the pathology,

biomedical, pharma, forensics and plant research communities. Developed

additional revenue streams via contract sales

- Strong product development and product launch experience. Developed

installation protocols for company engineers. Designed pre-installation

site inspection, installation sign-off and continuing support policies

- Excellent communication and training skills. Developed training

programs for both end users and dealer representatives. Skilled at

distilling complex concepts and presenting to technically diverse

audiences

- Experienced project manager, responsible for the successful deployment

of company products and integration with systems from third party vendors.

Set and managed both customer and vendor expectations

- Domestic and international experience working with culturally diverse

clients and companies

Work Experience

Sales Engineer

Seeing Machines, LTD

Canberra, Australia

October 2008 - May 2009

Responsible for sales and marketing efforts for vision based eye tracking

systems used in simulators (automotive and aviation), market research, web

development, fatigue studies and medical research. Also responsible for

the marketing and product launch of a clinical instrument for testing of

visual field and disease diagnostics.

- Performed system installations and integration with customer's

simulators or other test beds (Cessna, MIT)

- Participated in sales efforts through product demonstrations, trade

shows, lead fulfillment and cold calling

- Provided testing and troubleshooting for new product development and

release

- Developed marketing materials for trade shows, advertisements and

mailings

Product and Applications Specialist

Carl Zeiss MicroImaging, Inc.

Thornwood, NY

October 2002 - May 2008

Created sales opportunities in the Clinical, Pharma and Biomedical research

arena for a number of Zeiss' core and third party imaging systems

(Cellomics High Content Screening, PALM MicroBeam laser micro-dissection,

MiraxScan digital pathology slide scanner and EliSpot Immuno Spot Assay).

Responsible for lead development and qualification; pre-sales needs

assessment and product demonstration; proposal presentation and closing;

system configuration, network connectivity, post sales training and system

acceptance.

- Consistently achieved average annual sales of $2.0M. Demonstrated annual

growth and above quota results

- Recipient of the President's Outstanding Performance Award, Expert

Systems

- Presented Mirax technology to senior management and IT groups at medical

centers and pharmaceuticals

[Mayo Clinic, Cleveland Clinic, Memorial Sloan Kettering, Duke, UC Davis,

Lilly, Pfizer, Glaxo Smith Kline]

- Supported networked, multinational Mirax installations [Novartis - East

Hanover, NJ and Basel Switzerland]

- Gained market share for PALM MicroBeam in research, pharma, forensics

and crop genetics communities

[Brigham & Women's, Bronx VA, Walter Reed, Bristol-Myers Squibb, Medical

Examiners Office NYC, Dupont]

- Created training materials for newly hired sales engineers. Insured

continued territory sales growth

- Developed sales and marketing strategies to integrate third party

systems into Zeiss' core business

- Worked with clients to develop and validate automated image analysis and

informatics data analysis routines

- Supported client's IT groups to insure proper management, storage and

retrieval of large volume image data

- Identified market needs and contributed to product development efforts

in Germany and the US

Sales Engineer

Phonetic Systems, Inc.

Bedford, MA

November 2000 - September 2001

Responsible for pre-sales demonstrations, needs justification and proof of

concept to senior management and IT groups at Fortune 1000 customers -

Financials (Goldman Sachs, JP Morgan), Utilities (AT&T), Leasing (Auto

Nation), Manufacturing (Goodyear, Proctor & Gamble), software (Microsoft).

Provided post-sales installation, configuration and training for Phonetic

Systems' Voice Search Engine (database access via speech recognition).

- Conducted on-site and remote support via secure network access (VPN, RSA

SecurID, pcAnywhere, TCP/IP)

- Configured and debugged NT Servers. Integrated servers into client's

data and telecommunications networks

- Consulted with client's database administrators to achieve seamless data

conversion and transfer

- Provided project management and customized application scripting to

clients

- Sold additional product and services to capitalize on pending or

existing product deliveries

Manager of Customer Service, The Americas

ECRM Imaging Systems

Tewksbury, MA

June 1995 - March 2000

Provided technical, sales and marketing support to ECRM's dealer channels

(Dupont, Fuji, Agfa) throughout the Americas. Managed service engineering

group, supporting imaging systems and applications worldwide.

- Managed installation of WAN imaging systems at major newspapers

(Washington Post, Minneapolis Star)

- Technical liaison to the sales force, making presentations to C level

executives and production personnel

- Responsible for the sale and continued revenue growth of engineering

services, training and contracts

- Conducted annual dealer support and training seminars throughout Europe,

Asia and the United States

- Integrated ECRM's products into customer's production. Resolved

integration issues with vendor partners

Sales Engineer / Manager of Professional Services

Colorgen, Inc. / Colorgen Industrial Group, Inc.

Hong Kong, China / Newburyport, MA

July 1993 - June 1995

Sales Engineer

Managed the technical development of new products for Colorgen's Far East

market. Provided continued support and continuity to Colorgen Industrial

Group's customers during the sale and restructure of its parent, Colorgen,

Inc.

- Investigated market needs and opportunities throughout the Far East

- Instrumental in the redesign and re-manufacture of the Colorgen

spectrophotometer product line

- Provided on-site support, system integration and training to customers

throughout the Far East

Manager of Professional Services

Senior technical member of Colorgen Industrial Group, Inc. (CIGI) and

liaison to CIGI's parent, Colorgen, Inc. Responsible for developing

industrial applications for Colorgen's color measurement and formulation

systems.

- Managed the Sales and Application Engineering, Customer Support and

database development groups

- Conceived a new application using existing software. Realized

additional sales in excess of $650,000

- Automated product releases to insure consistent quality. Improved

customer satisfaction by 60%

Senior Scientist

Kodak Electronic Printing Systems, Inc.

Billerica, MA

July 1987 - July 1993

Responsible for fundamental color research, development of color transform

utilities and the delivery of desktop publishing software. Provided

technical support to customers and divisions of Kodak Rochester.

- Developed Unix, Mac and VMS based training programs for customer support

groups

- Managed the Characterization lab, delivering calibration profiles for

color input, display and output devices

- Authored Unix shells to control distributed processing across a network

of Unix workstations and servers

Education

Bachelor of Science, Engineering Management

Major Concentration: CAD/CAM Systems

Boston University, Boston, MA

Associate in Science, Laser and Electro-Optic Technology

Springfield Technical Community College, Springfield, MA

Contact this candidate