Manager Sales
Resume:
Burton H
(Burt) Felner
Spring, Texas 77379
Home Office 281-***-****
Cell:
********@*******.***
Summary
Seasoned business professional with 40 plus years of general management,
business development and technical sales experience serving the Refinery,
Petrochemical, Power Generation, Pulp & Paper, Municipal water &
wastewater, Aerospace, Sanitary, and Semi Conductor markets.
Professional Experience:
2008 to Present
Delta P, Inc. Deer Park, Texas
Delta P provides a broad range of Instrument and Control Engineering and
Power Distribution Services.
Director Business Development
. I/E Capital Projects Construction Contractor. Systems Integration, DCS
Reinstrumenation
Electrical Distribution.
. Recruited to focus on business development activity in the refinery,
petrochemical, and power generation markets.
Transcat, Inc
2004 to 2008
Transact is a leading distributor of test, measurement and calibration
instruments and an accredited provider of calibration services.
Applied Products Manager Texas and Louisiana
> Recruited to re- introduce products to industrial markets. Identified
target markets, key prospects, focusing on petrochemical, refinery, power
generation and pulp and paper mills.
Performed sales calls on Plant Managers, Engineering Managers,
Maintenance Managers, Project Engineers, Electrical Engineers,
Instrument Engineers, and Instrument Technicians.
< Grew sales territory 40% by year 1 and an additional 22% in year 2
< Added $900K in Incremental gains during year 2.
DeZurik
SPX Process Equipment
1998 to 2003
A large manufacturer of control valves and related products, DeZurik
revenues was $150 million.
Southeast/South-Central Regional Manager (Houston, TX)
Managed 10 manufactures representative organizations and a national
distribution team selling comprehensive line of both rotary and linear
automated control valves, including actuation and electronic position
indicators.
Responsible for $25 million in sales serving the Refinery, Petrochemical,
Power Generation, Pulp & Paper, Municipal Wastewater, Sanitary, and
Semiconductor industries
Directly supervised 3 direct account managers and 1 inside sales person
on distribution team.
Identified and developed strategic key partners
Developed relationships with prospective and existing customers at levels
including Vice Presidents of Operations, Procurement and Engineering
departments, Plant Managers, Maintenance Managers, Project Engineers, and
Instrument Engineers.
< Achieved revenue base forecast during a serious decline in the paper
industry.
< Identified products that would be better served going to market through
stocking distributor channels thereby increasing sales
< Successfully positioned DeZurik as a key strategic partner with a key
paper company, ensuring short and long-term revenue streams.
Rochester Instrument Systems/Scientific Columbus 1993 to 1998
RIS is a manufacturer of power quality monitoring equipment, fault
recorders, and alarm monitoring systems, power transducers, and electrical
test and calibration equipment. RIS revenue during my tenure was
$35million
South-Central Regional Manager (Houston, TX)
> Responsible for a seven-state territory, including 8 manufacturers'
representative organizations selling Electronic Utility Meters, Power
Quality Monitoring Devices, software driven Fault Recorders, Alarm
Monitoring Systems, Power Transducers, Vibration Monitoring devices, and
Electrical test and calibration equipment.
> Managed 6 state owned manufacturers' representative organizations within
the country of Mexico, including Monterrey, Guadalajara, Mexico City,
Irapuato, Merida, and Saltillo.
> Served primarily the Power Generation (Utility, Municipal, Co-Op, and
Industrial) industry and called on Plant Managers, Electrical Engineers,
Metering Engineers, Instrument Engineers, Instrument Technicians, and
Project Engineers.
< Successfully developed new industrial markets with major power
generators inside the industrial plant complex.
< Increased the region from $1.8 to $4 million in 30 months.
Flowserve (Valtek) 1988 to 1993
Valtek was a manufacturer of a comprehensive line of both rotary and linear
automated control valves, including designs for severe service and
Cryogenic applications. Revenue during my tenure was $80 million
General Manager (Beaumont, TX)
> Responsible for sales, manufacturing, and administration of branch
operation covering 5 Southeast Texas counties.
> Supervised outside sales engineers and an inside staff of 4, providing
quotations and assembly, test, and repair of valves.
> Major market segments: Refinery, Petrochemical, Power Generation, and
Pulp & Paper.
Senior Sales Engineer (Houston, TX)
> Responsible for direct sales calls to major plant accounts and major E&C
firms in Houston at the level of Instrument Engineers, Maintenance
Engineers, Maintenance Managers, Project Engineers
> Activities included account development, technical presentations, lead
generation, and territory growth through cold calling.
< Grew the Houston ship channel and engineering accounts from $1.7 to $4
million.
< Grew Beaumont operations from $2 to $4 million, including the addition
of a safety relief valve repair operation, resulting in an 80% increase
in profits.
Richmond Tank Car Company 1977 to 1987
Railcar Manufacturer
(Houston, TX),
Vice President Manufacturing, Manufacturing Engineering Manager, Director,
Plant Engineering and Maintenance, Project Engineer
Koppers Company, Inc. 1966 - 1977
Crude Tar Refinery
Plant Manager (Pittsburgh, PA), Plant Facility Engineer, Project Engineer,
Maintenance Manager
Education
B.S. Industrial Engineering McCormick School of Engineering
Northwestern University
Evanston, Illinois 1966
Professional Training
Professional Selling Skills, Xerox Training Learning International
Effective Listening, Xerox Training Learning International
A Process for Selling Difficult-to-Sell Products, American Management
Association's Solution Selling Series
Professional Affiliations
American Institute of Industrial Engineers
Senior Member Instrument Society of America
Technical Association of Pulp & Paper
REFINERY CONTACTS
The following companies are ones where I have been on site and have
contacts, and in some cases was successful in developing value added
alliances as a preferred vendor.
Alon USA Big Springs, Texas
B/P Texas City, Texas
B/P Cherry Point,
Washington
B/P Whiting, Indiana
Chalmette Refining Exxon Mobil Chalmette, Louisiana
Chevron El Paso, Texas
Chevron El Segundo, California
Chevron Pascagoula, Mississippi
Citgo Petroleum Lake Charles, la.
Citgo Refining Corpus Christi, Texas
Conoco Phillips Borger, Texas
Conoco/ Phillips Sweeny, Texas
Conoco/Phillips Ponca City, Oklahoma
Conoco/Phillips Belle Chasse, Louisiana
Conoco/Phillips Westlake, Louisiana
Conoco/Phillips Billings, Montana
Conoco/Phillips Linden, N.J
Pasadena Refining Pasadena, Texas
Exxon/Mobil Baton Rouge, La.
Exxon/Mobil Baytown, Texas
Exxon/Mobil Beaumont, Texas
Exxon/Mobile Joliet, Ill.
Flint Hills Resources Corpus Christi, Texas
Giant Yorktown, Virginia
Delek Refining Tyler, Texas
Lyondell Pasadena, Texas
Marathon Oil Canton, Ohio
Marathon Oil Texas City, Texas
Marathon/Ashland Grayville, Louisiana
Motiva (Texaco) Convent, Louisiana
Motiva (Texaco) Port Arthur, Texas
Motiva Enterprises Norco, Louisiana
Murphy Oil Meraux, Louisiana
Navajo Refining Artesia, New Mexico
Placid Refining Port Allen Louisiana
Shell Anacortes, Washington
Shell Deer Park, Texas
Sunoco Marcus Hook, Pa.
Sunoco Toledo, Ohio
Sunoco Philadelphia, Pa.
Valero Energy Paulsboro, New Jersey
Valero Energy Sunray, Texas
Valero Energy Texas City, Texas
Valero Energy Benicia, California
Valero Energy Norco, Louisiana
Valero Entergy Corpus Christi, Texas
Valero Entergy Ardmore, Oklahoma
Valero Entergy Houston, Texas
Alon USA Energy Krotz Springs, Louisiana
Valero Entergy Three Rivers, Texas
Valero Entergy Delaware City, Delaware
Valero Entergy Lima, Ohio
Valero Entergy Port Arthur, Texas
MUNCIPIAL&UTILITY CONTACTS
I also think it is important to expose some of the power generators in the
US that I have visited that
Are either government owned, or privately owned. This list represents about
75% of where I have been.
Central and Southwest Corp.
Pacific Gas and Elec.
Southern Cal. Edison.
San Diego Gas & Elec.
Entergy
Exelon
Florida Power Corp.
O.G.&E
P.S.O.
Potomac Elec.
Reliant Entergy
Sierra Pacific (Nevada Power)
Xcel Energy (Northern States Power)
LCRA
TXU Entergy
Wisconsin Electric
AEP (Columbus, Ohio Engineering) and plants in many states including
Nuclear.
TVA
BPA
Corps of Engineers, Arkansas, OK, Texas.
Bureau of Reclamation
Con Edison-New York
Arizona Public Service
First Energy (Toledo, Cleveland,)
Texas/New Mexico power
ILL. Power
Commonwealth Edison (Chicago)
VEPC
Allegheny Power
PECO
Contact this candidate