Sales Manager

Laurie J. Mock

**** *. ******** **., ********, ID 83646 Email: *.****@***.*** Cell Phone: 208-***-**** Home Phone 208-***-****

Summary of Qualifications

Exceptional Sales Person with talent in consultative and solutions selling. Proven revenue generator. Adept at B2B sales and

negotiation at all levels. Technically savy. Ability to build pipelines through prospecting and expand opportunities with clients in

existing base. Outstanding relationship building. Intelligent, articulate, and driven to succeed.

Core Competencies

Forecasting Prospecting Key Account Management

Technical Sales Territory Development Experienced in Industrial Capital

Client Needs Assessment Negotiation Equipment Sales

Client Relationship Management OEM and Distributor Relations

Foss North America, Eden Prairie, MN 2/2007 – Present

Regional Sales Manager based out of Idaho

Current Position is charged with developing and executing sales strategies throughout a 9 state area for manufacturer of NIR-based and Chemical Analysis

Instruments for the Food and Agricultural Industries. Managed current customer base and grew customer base through networking, referrals, cold calling

and sales presentations. I am accountable for meeting sales quota and maintaining optimal client satisfaction.

Selected Contributions

• Expanded territory base in select states by over 50% in 2 years

• Increased customer base by 40% through lead generation and cold calling

• Achieved top 3 sales ranking during 2nd year with Foss

• Developed a sales pipeline in a challenging economy

• Persuaded clients to purchase “now” not “later”, even in a poor economy by analyzing their business structure, and presenting a method for

positive monthly cash flow on the equipment

EV Group Inc, Phoenix, AZ 11/2000-1/2007

Northwest Regional Sales Manager

Responsible for Sales and Sales growth in Northwest Territory and parts of Canada for An Austrian Based Semiconductor Equipment manufacturer and

Supplier of Wafer Processing Equipment; Resist Processing, Cleaners, Mask Aligners, Substrate/wafer Bonders, Nanoimprinting Tools and Measurement

tools – Capital Equipment Priced from 200k to 2.3 million dollars.

Selected Contributions

• Provided consistent “firsts” for EV Group such as

Established first Strategic Corporate Sales with World’s largest Integrated Device Manufacturer – Corporate-based in Santa Clara, CA

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Closed first Corporate Sale of 12” (300mm) Equipment

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Closed largest single corporate sale - 2003.

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2004 – Closed first sale to disk drive industry – First High volume nanoimprinting application

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Penetrated USA’s Largest Memory and Image Sensor Manufacturer in Idaho with first equipment sales

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• Directed customer projects from first point of contact through sign off of equipment utilizing cooperative team efforts and conditions.

• Strong Negotiation skills provided company with savings/earnings of around 200-500k per year

• Provide point of contact between Customers and EVG Corporate in Austria to coordinate, negotiate, and ensure progress of ongoing projects.

• Leveraged and cultivated partner relationships

• Grew base in Northwest territory from 800k to 4.6 million

Optem International, Rochester, NY 1/90 – 2/2000

Northwest Regional Sales Manager

Worked remotely from San Jose, CA – Responsible for Sales and customer relations in the Pacific Northwest. Optem is a developer and manufacturer of

optics, lenses, and microscopes. Major markets are semiconductor equipment, disk drive, flat panel display, and circuit board industries.

Selected Contributions

• Top corporate revenue producer 9 out of 10 years

• Closed largest corporate sale to that particular date of 1.3 million dollars

• Developed West Coast Territory, increasing sales by 100% within two years, resulting in hiring of additional salesperson to handle the Southwest

Region

Laurie Mock Resume – page 2 of 2

• Increased OEM accounts by 50%

• Identified new marketplaces and applications, and provided direction for entering these new areas; disk drive, flat panel display and surface

mount industries

• Trained, developed, and supported distributors by providing technical product knowledge and strategic direction.

Pulver Laboratories, San Jose, CA 11/87 – 12/89

Program Manager (Sales and Marketing Related)

Responsible for sales, program management, and project management for a high-tech engineering service firm providing the following services: radio

frequency interference and safety testing, hardware design consultation, and agency certifications for international marketplaces.

Selected Contributions

• Managed Sales and marketing for the company

• Increased new accounts by 50% within first 3 months

• Developed and implemented a strategic business and marketing plan and budget

• Directed new customer projects through the certification process

EDUCATION

Bachelor of Business Administration – Marketing Emphasis, Boise, State University, Member of Phi Sigma Epsilon - 1986

Karrass – Effective Negotiating Skills Course - 2002

Semi Organization – Semiconductor Key Account Sales Management Course – 2004

Reach For the Stars Sales Training - 2009

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