Sales Engineer

Michael E. Strom

***** ****** *****

Home: 804-***-****

Midlothian, VA 23113

abnb7e@r.postjobfree.com

Summary Profile

Accomplished, results-driven sales professional with 15 years of business

to business experience in various industrial, government, and other

technical markets including:

. Aerospace & Defense (DoD)

. HVAC

. Power Generation

. Automotive

. Mining

. Pulp & Paper

. Chemical/Petrochemical

. Food & Pharmaceutical Processing

. Water & Wastewater Treatment

Track record of successful territory management and expansion, OEM customer

development, and end-user prospecting. Team player with solid history of

exceeding sales goals and objectives with a knack for winning competitive

opportunities. Proven ability to interface with engineers to ensure

solutions meet expectations. Demonstrated success at building strong key

customer and prospect relationships.

Qualification Highlights:

. Account Management

. Cost to Benefit Analysis

. Quota Attainment

. Strategic Planning

. Cold Calling and Prospecting

. Customer Acquisition & Retention

. Relationship Building

. Territory Management

. Consultative/Solutions Selling

. Market Development & Expansion

. Sales Engineering

. VAR and Distributor Relations

Professional Experience

.

PCB Piezotronics, Inc., Buffalo, NY 2000

- Present

Provide sensors/transducers and related instrumentation for the measurement

of acceleration, dynamic and static pressure, force, load, torque, strain,

shock, vibration, and sound.

Industrial Sales Engineer (2007 - Present)

Focus on growing IMI Sensors sales and market share in the Mid-Atlantic

territory. Specialist in the application of industrial monitoring

instrumentation for the purposes of machinery health monitoring, equipment

protection, predictive maintenance, and process control.

. Grew end user sales over 90% in 2 years by acquiring competitive

business, penetrating new markets, and introducing new products.

. Displaced entrenched incumbent to win business from a "Key Strategic OEM"

DoD supplier.

. Successfully held off main competitor's focused effort to displace IMI

Sensors as the regional market share leader.

. Penetrated and fostered relationships with key end user and OEM accounts.

. Earned ISO certification as a Vibration Analyst - Category II - Condition

Monitoring and Machinery Diagnostics.

Sales Engineer (2001 - 2006)

Promoted, supported and sold the products and services of all PCB Group

Companies including: PCB Piezotronics, IMI Sensors, Modal Shop, and Larson

Davis in the Mid-Atlantic territory.

. Increased sales from $0.9 million to more than $2.3 million - exceeding

corporate goal of 15% annual sales growth.

. Consistently received "Raving Fan" recognition from customers for

outstanding in-field service and support.

. Secured large end user, OEM, and BOM opportunities - including an

estimated $5.5M sole-source DoD contract.

. Named "Salesman of the Year" 3 times in 6 years.

continued . . .

Michael E. Strom Page 2 of 2

Inside Application Engineer (2000 - 2001)

Provided technical and engineering support to customers, prospects, and

sales reps. Handled incoming inquiries to determine which products best

met each customer's measurement objectives. Responsible for lead

qualifications, quote preparations, competitive information, and sales

closings.

Derrick Corporation, Buffalo, Ny 1998 -

2000

Provide fine particle separation, sizing, dewatering, and filtration

equipment to serve applications in the mining, chemical, agricultural,

wastewater, oil & gas drilling, and other industries.

Product Application Engineer

Assisted customers in the development of process flow diagrams. Specified

and quoted equipment and solutions to best suit each application.

Conducted full scale testing of customer samples to determine optimum

machine capacities and efficiencies.

. Assisted customers with on-site technical support during equipment start-

ups.

. Provided training for proper equipment operation and general preventative

maintenance strategies.

S.B. Whistler & Sons, Inc., Buffalo, NY

1996 - 1998

A privately held manufacturer of modular hard die systems for punching and

stamping sheet metal.

National Sales Manager

Provided leadership and direction for all domestic sales, marketing, and

customer service efforts. Identified and cultivated new business

opportunities. Managed representative network.

. Developed databases to measure and evaluate sales; track quotes and

leads; and facilitate communications with customers, sales

representatives, and media contacts.

. Devised, directed, and successfully executed a national marketing

promotion & image campaign.

. Wrote, published, and presented technical articles for trade magazines,

trade show symposia, and conferences.

. Exceeded '97 sales goals by increasing domestic sales 20%.

Ergonomic & Safety Solutions, Inc., Buffalo, NY 1992 -

1996

A manufacturer's rep group serving distributors of ergonomic, safety, and

material handling equipment.

Independent Manufacturers Representative

Managed and promoted sales and distribution for contracted principals in

Upstate NY and Western PA. Qualified and disseminated sales leads to

distributor salesmen. Provided training on product features, benefits,

and potential applications. Assisted in prospecting, specifying

products, and closing sales.

. Steadily increased quote activity and grew overall sales from $0.6

million in '93 to $1.3 million in '95.

Education

State University of New York at Buffalo (SUNYAB)

Bachelor of Science, Industrial Engineering, 1991.

Inducted into the Industrial Engineering National Honor Society, Alpha Pi

Mu; Engineering Dean's List.

References Available Upon Request

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