Sales Engineer

JASON RIGGS

**** *. ***** ****** ( Gilbert, Arizona 85295

480-***-**** ( ********@*****.***

SALES MANAGER - BUSINESS DEVELOPMENT PROFESSIONAL

Proven engineer and sales executive with 10 years of experience driving

high volume sales and account growth for companies in the manufacturing and

equipment industries, and a solid 12 year technical background. Strong

track record of using analysis, consultative selling, and influential

customer relations skills to develop new business opportunities into

profitable new accounts. Able to leverage technical expertise to

demonstrate product knowledge to potential clients and partners in order to

boost sales of technology products.

Account Management ( Sales Strategy ( Territory Management ( Sales

Engineering

New Business Development ( Technical Sales ( Consultative Selling ( Needs

Assessment

Client Relationship Management (CRM) ( Market Growth & Penetration ( Lead

Generation

Executive Communications ( Bid Development ( Product Training / Education

Process Improvements ( Quality Assurance ( Solenoids ( Valves

PROFESSIONAL EXPERIENCE

COMPANY CONFIDENTIAL ( September 2009-Current

Electrical manufacturer and program management firm servicing Fortune 1000

clients.

Regional Sales Manager - Western US

Responsible for increasing sales and profitability of a 9 state, Western

United States territory. Gain new sales opportunities by developing

relationships with VP and Director level contacts in military, banking,

hospitality, restaurant, retail and commercial construction industries.

Selected Achievements:

. Increased territory sales from approximately $2.5M annual sales to an

estimated $6M by Q4 2010 despite challenging market conditions and

limited existing sales leads.

. Introduced new way-finding product line to the national general

contracting and commercial market resulting in over $500k in federal

government projects quoted in Q1 2009.

. Introduced and assisted with implementation of Salesforce.com CRM.

ORBITAL SCIENCES CORPORATION, Chandler, Arizona ( January 2009-August 2009

Industry leader in small space and rocket systems for NASA, DoD and

Commercial Programs.

Senior Mechanical Engineer - TacSat-4 Mission Manager (Contractor)

Support a team of mechanical technicians and engineers while maintaining

drawing and work package schedules in support of TacSat-4 Mission. Perform

mechanical design and analysis for Minotaur IV launch vehicles for NASA and

commercial space programs. Develop technical skills and experience of

younger engineers on the program by assisting in and reviewing technical

work.

JASON RIGGS ( Page 2 ( ********@*****.***

Selected Achievements:

. Performed a successful Pathfinder Mission in Kodiak, AK for the TacSat-4

program with a 30% schedule improvement.

. Developed a quarterly training program with upper management to educate

the engineering staff on new efforts in business development, contract

awards, competitor news and market changes.

. Developed a training program to instruct new engineers on standard

engineering practices and to introduce necessary engineering tools and

resources used in the company.

. Managed and mentored a team of 4 summer interns.

MIRACLE PLAYGROUND SALES, Gilbert, Arizona ( 2006-October 2008

Provider of park, playground and aquatic facility equipment for state,

federal, and private institutions.

Sales Representative

Drive sales, new client acquisition, and account management for a major

Arizona sales territory. Identify high potential growth and marketing

opportunities within territories by categorizing territory and customer

information into a database, analyzing possible profitability, and

targeting prospects with the strongest potential. Leverage online resources

to uncover bid opportunities. Develop bids for a wide range of contractors,

users, and agencies.

Maintain positive contact with clients via calls and personal visits to

ensure satisfaction and identify new business opportunities within existing

accounts. Coordinate with 3rd party project architects to distribute

product information and advocate adoption of company products within

designs / architectures. Utilize AutoCad to build playground equipment

designs and layouts. Delegate relevant quotes and documentation to a

subordinate.

Selected Achievements:

. Overcame adverse market conditions to launch annual sales from $250,000

to $1.6 million, an overall 540% increase in local business over 2 years

accomplished by engineering strong growth in the customer base and

leveraging business opportunities with existing customers.

. Grew business from schools by 210%, from the military by 150%, from

tribal sources by 180%, and from federal sources by 200%.

. Reduced the need for competitive bids by growing the use of cooperative

purchasing

. agreements by 80%.

. Re-engineered the sales prospecting process through the establishment of

a database-driven prospect identification system that provided much

needed organization.

. Boosted profitability for 3 consecutive quarters by raising product

margins.

. Improved efficiencies for multi-state business by implementing

Salesforce.com CRM.

EATON CORPORATION, Tempe, Arizona ( 2000-2006

Formerly PerkinElmer; purchased by Eaton in 2005.

Resident Engineer and Valve Technical Sales

Led multiple cross-divisional initiatives involving supply of solenoid

valve products for Honeywell projects. Built relationships with key

executive contacts in Honeywell in order to promote 100% adoption of Eaton

solenoid and valve products for all Honeywell projects, resulting in strong

growth in sales. Gathered client requirements and integrated information

into product designs. Designed solenoids and valves in accordance with

Honeywell requirements. Coordinated with Eaton manufacturing in New York to

oversee development and production of both existing and new products.

Provided critical client support by acting as primary point of contact to

answer all business or support needs.

JASON RIGGS ( Page 3 ( ********@*****.***

Selected Achievements:

. Improved solenoid valve business with Honeywell from $3 million to $12

million, a total 300% increase achieved through continuous improvements

to product quality and on time delivery.

. Drove new business opportunities with Honeywell sites world wide by

securing more manufacturing contracts and becoming a primary provider for

all solenoid and valve needs.

. Contributed significantly to the resolution of quality problems with

Honeywell products by liaising with customers to identify errors in

drawing packages and develop solutions.

. Maintained positive customer relations during the quality improvement

process and supported the continuing account relationship by

communicating with clients to identify the root cause of issues and

analyzing drawings to present a diplomatic summary of documented errors.

IMC MAGNETICS CORP, Tempe, Arizona ( 1996-2000

Designer and manufacturer of solenoid valves, fans, and motors.

Associate Engineer

Graduated through multiple progressive roles in assembly and engineering.

Drafted technical documentation and procedures. Contributed to research and

development via testing of multiple solenoid valve products. Promoted to

orchestrate build, test, and inspection procedures for enterprise-wide

research and development. Developed tooling and fixturing using SolidWorks

CAD software.

Selected Achievements:

. Ensured resolution of product defect issues by analyzing returned

products to diagnose problems and develop corrective procedures.

. Contributed to quality assurance by testing production and R&D products.

. Attained a swift promotion from assembly to engineering as a result of

contributions above and beyond expectations and those of other personnel.

. Recognized internally for a strong work ethic and for contributions to

growth.

FORMAL EDUCATION

Bachelor of Science, Mechanical Engineering (Dean's Honor List)

Arizona State University, Tempe, Arizona

Masters in Business Administration (MBA)

(anticipated 2011 completion)

University of Phoenix, Phoenix, Arizona

TRAINING COURSES

Effective Communications & Human Relations - Dale Carnegie

How to Sell Like a Pro - Dale Carnegie

CERTIFICATIONS

Design for Six Sigma (DFSS)

Green Belt Certification

Lean Manufacturing

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