Manager Sales

Michael Wilson

**** *. ********* ***** ( Chandler, Arizona 480-***-**** Home ( 602-769-

**** ****

( ********@***.*** (

Career Summary

My most recent experience was working as a Territory Sales Manager for

Quixote Transportation Technologies. I was the primary contact responsible

for generating sales from the creation of new accounts and adding to

existing accounts within my assigned territory of six states. I worked

closely with the Domestic Sales Manager to develop, forecast, and meet all

sales goals. I provided forecasting as requested for my assigned territory.

I performed all aspects of the sales process, which included, but was not

limited to the prospecting, qualifying, providing product

presentations/demos, training/supporting distributors, RFP/RFQ reviews,

quote/proposal generation, contract execution, order entry processes, and

pre and post shipment customer interface. I generated proposals to meet

customer's requirements on product/system offerings, including working &

coordinating with engineering and operations departments to write

technically accurate proposals. I traveled regularly to distributors and

customers locations, pursued sales opportunity leads, analyzed information

from various market sources, and utilized proficient time management skills

to maximize return on investment. I closed sales based upon value added

concepts and not always low price, and in doing so, supported/responded to

issues during project execution in order to maintain solid business

relationships with customers after the sale. I also conducted distributor

and customer product demos/training, presentations, and field

demonstrations to enhance knowledge and awareness of products and services.

When needed, I conducted site surveys and on-site evaluations for potential

projects. I attended and supported trade shows, exhibits, and conferences

to stay abreast of new products, technological advancements, competition,

and to increase sales revenue.

Prior to that, I was Regional Manager for OPEX Corporation. OPEX

Corporation manufactures remittance processing and imaging equipment for

allocating and processing payments in banks and other large financial

institutions. They manufacture document and imaging processing equipment

that provides OCR and ICR technology. I was responsible for the sale of

equipment, software, and service contracts, plus I managed/supervised and

trained 20 technicians in a four state territory. I trained management and

supervision at the customer base, as well as the contracted support

technicians on the current product environment and added software/hardware

features and enhancements. As a technician manager, I handled and reported

on all necessary personnel administrative duties required such as

performance reviews, tracking sick leave, personal time, work schedules,

and vacations. As Regional Manager, my duties also included project

management job responsibilities from pricing and proposals on new business

contracts for both software and hardware, to negotiating adjustments to

existing contracts, massive equipment moves, along with ongoing training

and problem solving. I interfaced and negotiated through written

correspondence and on-site visits with high level decision makers on a

regular basis to maintain good business practices, and to maintain a

positive partnering business relationship.

I worked as an Applications/Sales/Service Coordinator for FTI Flow

Technology, a manufacture of turbine flow meters for the measurement of

liquid and gas flow, and flow meter calibrators to set and validate

standards. In this position I sold equipment, provided application

information, generated quotations, and promoted plus instructed on the

features of new software products. I also reviewed and promoted upgrades to

the existing platforms, while providing training and technical assistance,

product information, and calibration information conducive to the

application of gas and liquid flow management systems. This exposure

expanded my product knowledge which proved instrumental for information

sharing across all product lines. My job responsibilities also included

providing technical service coordination and calibration information for

calibrators, turbine flow meters, PD meters, amplifiers, temperature and

pressure sensing instruments, and flow computers with corresponding

software components. My ability to problem solve allowed me to provide

technical support and calibration specifications to company representatives

and distributors, along with system engineers and end users of flow

equipment and related software. This elevated me to the training of both

customers and company personnel on the product lines. I also coordinated

service, repair, and calibration of all products, and supervised electronic

and mechanical technicians to insure customer requirements were met.

I worked as Plant Engineering Supervisor/Buyer for Hexcel

Corporation/Northrop Grumman Aerospace. This site manufactured carbon

loaded honeycomb composite core/stealth technology for the B2 Bomber

Program. In this position I obtained extensive industrial aerospace

experience supervising and planning for the plant-engineering department

environment. I expanded my knowledge base as a buyer for plant engineering

in the purchase of capital equipment for facilities and production, as well

as maintenance repair parts and shop equipment. My job responsibilities

included soliciting bids and purchasing outside contractor services,

implementing a preventative maintenance program, and setting up procedures

for all production and facilities equipment. As a project manager I

planned, organized, and supervised technicians during plant shut downs for

the upgrading and maintenance of equipment. My responsibilities also

included giving detailed project management presentations to operation and

engineering management and steering committees, constructing and leading

all plant safety meetings for all plant employees, and providing a single

point of contact for the emergency response team. During my time there, I

gained extensive experience as a plant engineering project manager that

involved implementing and facilitating plant expansion, movement and

process re-engineering through the use of problem-solving teams.

Michael Wilson

EMPLOYMENT EXPERIENCE

Quixote Transportation Technologies, 1862 Craig Park Court, St Louis

Missouri 63146

. Territory Sales Manager ( 2006 - 2009 )

. Actively applied consultative sales techniques to existing and

prospective customers within the distributor networks

. Performed direct sales of products to new or prospective customers.

. Generated quotations to meet customer's requirements on all

product/system offerings, while working & coordinating with

engineering and operations departments to write technically accurate

proposals.

. Traveled 50% - 75% annually to distributors and customers in a 6 state

territory.

. Attended and supported trade shows, exhibits, and conferences to stay

abreast of new products, technological advancements, competition, and

to identify new/additional sales revenue opportunities.

. Acquired technical knowledge of all products, applications, knowledge

of the sales process, organization dynamics, and the marketplace.

. Key competencies include communication skills, people skills, time

management skills, business skills, negotiation skills, and a strong

customer orientation and focus.

OPEX Corporation, 305 Commerce Drive, Moorestown, New Jersey 08057

. Regional Manager ( 2001 - 2006 )

. Sale of Remittance Processing equipment, support contracts, and

software.

. Responsible for 18-20 technicians who contractually serviced

remittance processing equipment and software that processed payments

in banks and other financial institutions.

. Trained technicians on the maintenance, support and upgrades on all

electro/mechanical and software products

. Increased customer's knowledge on all product lines, including the

features and benefits through verbal and written communication.

. Interfaced with Presidents, VPs, Managers, and Supervisors, who were

under contract to review performance report cards, including improved

processes and upgrades to equipment and software.

. Adjusted & maintained various databases providing accountability

reports for my territory and technicians.

. Perform annual performance reviews of all technicians and incumbent

personnel duties.

. Traveled throughout a four state territory to maintain the current

customer base and increase product sales, contracts, knowledge, and

productivity.

FTI Flow Technology, 8930 South Beck Ave, Suite # 107, Tempe, Arizona 85040

. Application Sales\Service Coordinator. ( 1996 - 2001 )

. Supported the application of all product lines, sales of equipment,

prepared quotes for new equipment and software

. Coordinated service, repair, and calibration of all product lines.

. Interfaced with domestic and international representative,

distributors, and customers to initiate new sales and service

business.

. Problem solved applications and installations with engineering staff

and equipment end-users.

. Engaged various databases for order entry and history reference.

. Supervised mechanical/electronic technicians to assure customers

requirements were met.

Hexcel Corporation/Northrop Grumman Aerospace, 2500 W. Frye Rd, Chandler,

Arizona 85444

. Plant Engineering Supervisor/Buyer ( 1988 - 1996 )

. Supervised, and participated in the purchasing, installation,

maintenance, and preventative maintenance of all plant production and

facilities equipment.

. Managed scheduled projects for plant maintenance shutdowns for

rebuilding and upgrading of equipment, and all outside contractor

work.

. Organized and implemented a comprehensive preventative maintenance

program.

. Purchased capital equipment, spare parts, tooling, and contractor

services for the Plant Engineering department.

. Solicited and supervised outside contractors. ( OEMs, Facilities, and

project installations )

. Facilitated and initiated team building and problem solving team

activities for process improvement.

. Performed comprehensive safety presentations for all plant employees.

Michael Wilson

MILITARY SERVICE

. United States Marine Corp. Reserve ( Honorable Discharge )

EDUCATION

. Ohio State University & Toledo University

. Community College, study of computer courses.

. Total Quality Management, Problem Solving, Front Line Leadership,

Consultative Sales

. Universal CFCs

COMPUTER SKILLS

. Working knowledge of Microsoft Outlook, Word, Excel, and PowerPoint

. On-Contact, Access, ASK, Optimation, Foresight ( CRM and Order Entry

Databases )

. Various other programs and CRM data bases

REFERENCES

. Mr. Kurt Kinion - Domestic Sales Manager - Quixote Transportation

Technologies

Phone: 314-***-****

Email - ****.******@***********.***

. Ms. Susie Bockelman - National Sales Manager - OPEX Corporation

Phone: 520-***-****

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

. Mr. Wayne Ott - Manager - FTI Flow Technology

Phone: 480-***-****

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

. Mr. Jack Lester - Operations Manager Hexcel Corporation/Northrop

Grumman Aerospace

Phone # 1-888-***-**** Ext 352

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

. Ms. Sharon Mann-Honeywell/BE Aerospace

Phone # 480-***-****

E-mail ******.****@*********.***

E-mail ***********@***********.***

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