Sales Representative
Resume:
Richard Falcoff
Lincolnshire, Illinois 60069
Email; ********@*****.***
Capital Equipment Sales
Over fifteen years of capital equipment/industrial software automation
sales experience focused on executive level decision makers with heavy
emphasis on business analysis, marketing strategies, cost justifications
and customer/product engineering interaction.
Extensive experience in presentations at major industrial and technical
conferences.
IT expertise in Excel, Power Point, Windows Suite and ACT!
Key Skills
Detailed knowledge of key customer types or customers on given products
Business plan development
Account plans and long term sales funnel development
Selling of complex products
Selling of solutions
Project management -structured work approach
Resource management
Marketing skills
Communication skills
Negotiation skills
Creative ability
Consulting skills
Leadership qualities, credibility
An organized, team approach
EMPLOYMENT HISTORY
HEUFTUSA, Inc., Downers Grove, IL
Regional Sales Engineer
3/08 to 2/10
HEUFTUSA manufactures quality assurance and process control equipment for
the drinks and food industry, automating the process of rejecting
containers due to issues related to fill level control, closure and label
defect detection, full case inspection and filling line control. Data
generated by the inspection process can be saved and analyzed to optimize
filling line performance.
. Responsible for selling to and managing major accounts in the
beverage, food, personal care and household product manufacturing
markets including Coca Cola, PepsiCo, Nestle, ConAgra, Unilever,
Proctor & Gamble and Clorox.
. Major accomplishments included opening the Coca Cola North America
(CCNA) account, selling 975K of newly introduced vision technology to
seven CCNA plants.
. Instrumental in saving a $7 million dollar Chinese deal at Coca Cola
International's Bottling Investment Group.
Perretta Graphics Poughkeepsie, NY
Regional Sales Manager
9/99 to 12/07
Perretta Graphics designs and manufactures the most technologically
advanced, cost effective process control equipment available for the
graphic arts industry.
. Responsible for sales in the upper Midwest for Perretta's line of
remote control ink fountains and automated closed loop color control
products calling on the upper management of the largest commercial and
newspaper printers in the U.S.
. Major accomplishments included increasing by 500% Perretta's market
share in the automated color control market. Opened 11 new accounts in
my territory; 10 more than the previous three salespeople combined.
Comco International Milford, OH
Sales Manager
2/95 to 8/99
Comco is the world's number one manufacturer of narrow and mid-web printing
and converting equipment. The company has a rich history of delivering
solutions to increase productivity and profitability for label and
packaging markets.
. Created a new market niche for Comco by selling flexographic web
printing presses into the previously untapped folding carton market.
Sales went to from zero to $5 million the first year and maintained a
15% growth rate throughout my tenure.
Arpeco Engineering, Ltd. Mississauga, Ontario, Canada
Sales Representative
3/90 to 2/95
. Responsible for selling new capital technology to the pressure
sensitive label, flexible packaging and folding carton printing
markets. Increased sales by 200% over the previous 5 years during my
tenure by creating new market niches for existing products. Top
producer in new accounts (46) and total units (138) sold 5 out of 6
years.
. Sold Amway Corporation their first flexographic web printing press for
folding cartons. At $1.8 million dollars it was the largest single
sale ever closed by an Arpeco sales representative.
Stevens Corporation Fort Worth, TX
Senior Sales Representative
1/85 to 2/90
. Responsible for commercial and business form web printing press sales
in a 9 state upper Midwest region. Sold $6.5 MM in that period. Unit
sales were 12 presses, 8 of them to new accounts. Instrumental in
getting Stevens Corp. involved in penetrating the folding carton and
container label industries.
EDUCATION
University of Louisville, B.A. English
Woodrow Wilson Fellowship
Major and National Account Management Course, A.M.A.
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