Sales Engineer

ERIC L. HENNING

Home: Work:

**** **** ***** ***** *** S. Main Street

Medina, OH 44256 Orrville, OH 44667

(330) 239 - 2469 330-***-****

Email: *********@**********.*** Email: ********@********.***

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CAREER OBJECTIVE

To obtain a Senior Sales Management position which will utilize

technical, interpersonal and managerial skills developed through prior

work experience and education. Desire the opportunity to manage a team

as well as interface directly with customers.

EDUCATION

ILLINOIS INSTITUTE of TECHNOLOGY Chicago, IL: MBA, Telecommunications

Management / International Business (currently pursuing degree)

OHIO UNIVERSITY Athens, OH: B.S. Electrical and Computer Engineering,

6/90

Related Courses: Circuit Analysis, Digital Circuits, Digital

Communications, Digital Signal Processing,

Advanced Electronics

PROFESSIONAL EXPERIENCE

THE WILL-BURT COMPANY

Mast Division, Commercial Systems, Marketing / Product Manager, Orrville,

OH 6/08 - present

. Manage team of 6 consisting of product manager, marketing

communication specialist, marketing assistant, business analyst and

customer service representatives

. Assists in establishing strategic marketing plans to achieve

corporate objectives for products and services

. Develops and executes marketing programs to achieve stated objectives

regarding revenue, profitability, and market share

. Plans and oversees execution of promotional activities including

print, electronic media, trade show, direct mail, point-of-purchase

displays, and signage

. Manage and approve outside advertising and directories for on ongoing

campaigns

. Manage development, production, and distribution of promotional and

collateral materials to support sales and marketing programs

. Manage commercial product lines consisting of Emergency Services,

Broadcast and Cellular market segment products, $10M+ business

. Manage Sales and Marketing budget of $1.3M

. Responsible for Development of Mast Business Unit Annual Operating

Plan (AOP)

. Analyze and manage product portfolio performance and current market

trends

. Develop product roadmap and opportunity funnel

. Manage the new product development gating process

. Define project and product requirements ('Voice of Customer')

. Perform primary and secondary market research

. Manage projects to ensure that delivery to market is on time and

within budget

. Negotiate with key partners and customers

. Promote the product internally across all departments and functions

. Intermediate between the three circles of the business: Account

Management (Sales), Operations and Development Engineering

. Own and manage profitability for existing and new products, measuring

vitality

. Responsible for price increases, customer discount structures and cost

reduction initiatives

. Evaluate current products vs. competitors, determining product line

'gaps'

. Responsible for product pricing, naming and positioning

. Build relationships through customer visits and trade shows

THERMO FISHER SCIENTIFIC

Environmental Instruments Division, Radiation Measurement & Security

Instruments, Integrated Project Team Manager, Oakwood, OH 5/07 - 5/08

. Manage cross-functional matrixed team of five contracted to

Department of Homeland Security, Domestic Nuclear Detection Office

to successfully execute their Advanced Spectroscopic Portal

Program.

. Manage the program schedule, scope, resources and quality of

Government proposal deliverables.

. Utilize technical program management skills to effectively manage

the project and mitigate significant program risks due to internal

or external factors.

. Technical lead for system performance and technical requirements

documents.

. Responsible for internal management and formal Government program

review presentations.

. Responsible for managing complex, system requirements and smooth

customer migration strategies from old to new technologies.

Responsibilities included technology risk assessment and

mitigation, coordination of modeling and simulations, assessment of

design, and assistance during project management assessments.

. Responsible for System Requirements Verification Matrix mapping end-

user requirements to system and design level requirements while

also incorporating the validation tests cases.

. Requires the ability to influence others, as well as strong

presentation and communication skills.

. Tools and Training: Telelogic DOORS Requirements Management SW,

Microsoft Project Program Management SW

MOTOROLA, INC. 01/97 - 04/07

Network and Enterprise Group, GCMD, Systems Engineering, Principal Staff

Systems Engineer, Parma, OH 1/06 - 4/07

. Responsible for the customer design and implementation of Mission

Critical, wireless, voice and data radio communications systems

within the public safety market. These systems incorporate analog

and digital RF, telephony, microwave, fiber, CAD, dispatch and

networking solutions.

. Responsible for turn-key project solutions ranging from $100M - $1M

. Team with Sales to gather customer requirements, set internal

strategies and identify competitive strengths with internal product

offerings.

. Responsible for customer presentations and proposals, leading

technical reviews and leading technical discussions during customer

negotiation process.

. Responsible for providing customer feedback and input to product

management team during new product rollout and offerings.

Identified and helped to implement change in pricing strategy for

new system offering which enabled more competitive offering.

. Tools and Training: Digital Six Sigma Quality, RF Propagation

Modeling and Characteristics.

GEMS, GTDG, Systems Engineering, Principal Staff Systems Engineer,

Schaumburg, IL 5/05 - 12/05

. Responsible for product development and system design for WINGS,

Motorola's global, Mission Critical integrated software suite,

serving Public Safety customers.

. Technical lead for gathering and defining customer requirements

including: network security, availability, reliability, system

performance and serviceability.

. Worked with cross functional, internal teams and external sub-

contractors to ensure system level requirements were robust and

complete as required for Mission Critical environment.

. Responsible for the creation of system test strategy and plans.

. Championed process improvement activities during the system design

requirement activities, as well as department level quality

initiatives.

. Tools and Training: IBM Rational Requisite Pro Requirements

Management and ClearQuest Defects Management SW.

GEMS, GTDG, Systems Architecture/Systems Design, Senior/Principal Staff

Systems Engineer, Schaumburg, IL 5/00 - 4/05

. Developed system level architecture and design requirements for

Private System, communication platforms. Incorporated world-wide

existing and emerging industry standards (i.e., APCO Project 25,

TETRA). Worked with global cross functional team to define system

level requirements for end-to-end functionality and compliance to

government and industry standards within the following environment:

wide area, multiple zone configurations which support clear/secure

voice and data services.

. Technical lead for system performance and audio quality

requirements definition. Defined requirements related to packet

delay and jitter in an IP-based network. Defined customer use

cases to determine proper audio characteristics and levels within

two-way radio systems.

. Managed cross-functional and cross-organizational architectural

engineering team of twelve to successfully manage the timely design

and execution of the integrated voice and high performance data

system release.

. Managed the program schedule, scope, resources and quality of the

system release along with technical requirements documentation.

Utilized technical program management skills to effectively manage

resources and mitigate significant program risks due to internal to

external factors.

. Responsible for management presentations and cross functional team

status reporting. This required the ability to influence others,

as well as strong presentation and communication skills.

. Responsible for managing complex, legacy system requirements and

smooth customer migration strategies from old to new technologies.

Responsibilities included technology risk assessment and

mitigation, coordination of modeling and simulations, assessment of

design and/or product alternatives, and assistance during project

management assessments.

. Tools and Training: Telelogic DOORS Requirements Management SW,

Primavera TeamPlay Program Management SW, IBM Rational ClearQuest

Defect Management SW, Systems Development Process, Product

Lifecycle Process, Six Sigma Quality, Advanced Internet Protocols.

LMPS, Special Markets Division, Lead Systems Engineer, Utility Market,

Schaumburg, IL 1/97 - 4/00

. Responsible for the customer design and implementation of Mission

Critical, wireless, voice and data radio communications systems

within the public safety market. These systems incorporate analog

and digital RF, telephony, microwave, fiber, CAD, dispatch and

networking solutions.

. Responsible for turn-key project solutions ranging from $10M -

$100k.

. Responsible for customer presentations and proposals, leading

technical reviews and leading technical discussions during customer

negotiation process.

. Tools and Training: Radio Communications, Radio System Selection

and Site Design, Principles of RF Coverage, Understanding Voice

over IP, Understanding Frame Relay, Local and Wide Area Networking.

FESTO CORPORATION

Key Account Specialist - Industrial Automation, Hanover, MD 7/96 - 12/96

. Responsible for development and servicing of designated accounts in

new regional sales area via customer visits and ongoing account

management.

. Engaged in generation, submission and follow up of customer

proposals and quotations. Provided monthly regional sales

forecasting and sales strategies to management.

. Responsible for the problem analysis and recommendations for

customer's industrial automation needs utilizing both pneumatic and

electronic controls equipment.

. Provided ongoing technical support regarding product features and

performance, product application, product substitution

opportunities and any special application analysis. Supported

customer needs by troubleshooting and resolving system failure

issues.

Inside Sales/Technical Support Engineer, Downers Grove, IL 2/95 - 6/96

. Responsible for the generation and processing of regional mid-size

account customer orders.

. Assisted in the expediting of orders and provided sales order

information including delivery, price and stock availability for

all regional customer accounts.

. Provided technical support for customer industrial automation

application issues, evaluated customer specific needs and provided

application recommendations.

. Attended industry trade shows to provide customer support and

analyze competitive offerings.

. Tools and Training: Basic and Advanced Pneumatics, Basic PLC.

SPECIAL TRAINING

Essentials for Emerging Leaders

Achieving Results through People

Doing Business with Governments

Government Compliance and Antitrust

STRENGTHS

Strong interpersonal and team building skills

Well organized and proficient with details

Excellent troubleshooting and analytical skills

REFERENCES

Available Upon Request.

Contact this candidate