Sales Engineer

DANIELLE N. COLLINS

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

Charlotte, NC 28273

Phone: 704-***-****

*********@********.**.***

SUMMARY

Achievement-driven, with strong strategic thinking skills and track record for consistently exceeding goals. Current

accomplishments emphasize business management competence and innovative thinking, resulting in growth of

highly technical, high-margin products by over 60 percent. Progression through Application Engineering roles has

developed technical expertise and well-rounded knowledge of all sides of business, including manufacturing,

accounting, and customer support. Natural leader with ability to achieve results through vision, planning, and

collaboration, including experience with international teams.

PROFESSIONAL EXPERIENCE

Bosch Rexroth Linear Motion and Assembly Technologies – Charlotte, NC 1996 to Present

Industry Segment Development Manager 2008 (July) to Present

New position at Bosch Rexroth, chartered with developing a strategic approach to key industry segments –

Semiconductor, Solar, Medical, and Packaging – and producing knowledge, tools, and expertise that can be

assimilated into the Engineering and Sales organizations.

• Established territory-based structure in the Application Engineering team and led AE’s in becoming

industry-specific experts capable of identifying and documenting best-fit applications and technical sales

strategies for key industry segments.

• Developed Market Expertise workbook for Bosch Rexroth Linear in the Solar and Food & Packaging

Industry, including market overview, competitive landscape, product and application expertise, and sales tools.

• Doubled sales to Solar industry by identifying potential accounts, developing value propositions and

solutions to meet customers’ needs, and driving the sales process to those customers.

• Selected as Semiconductor industry expert in 2000. Assist in penetrating new Semiconductor accounts by

providing product and sales support and ensuring that customers’ product and logistic requirements are met.

Bosch Rexroth Linear representative on Corporate sales and marketing teams, responsible for market research,

marketing materials, and trade shows.

• Liaison to corporate R&D department for industry-specific product needs, market potential, and

competitive benchmarking.

Product Manager 2003 to 2008

Full responsibility for Systems product line, including sales, profit, manufacturing, new product introductions,

marketing plan, and development of value proposition.

• Increased sales by 67% 2003-2007 through rigorous training of field sales engineers and distributors, target

account penetration, and focused marketing strategies.

• Collaborated with counterparts from Bosch Rexroth Germany to determine market needs and plan new

product developments, including technical requirements, and pricing strategies for five new products.

• Decreased lead time from 3 weeks to 3 days on two core product lines by restructuring assembly process

and utilizing KanBan, JIT, and Lean Manufacturing principles. Twenty percent of units built in Charlotte

utilize the 3-day manufacturing lines.

• Coordinated with internal marketing and external public relations firm to develop advertisements and

promotional literature to enforce positioning statement, including product-specific advertisements and product

overview brochure.

• Implemented sales tools to increase self-sufficiency of field sales engineers and distributors, including web-

based sizing software, 3D CAD Generator, and online training tools.

• Developed aggressive target account program, resulting in $800K sales from new accounts 2004-2006.

• Participated on Business Analysis Team for Semiconductor market, which led to Executive Board decision

to implement the team’s recommendations and develop a formal Semiconductor Group to focus on this

industry.

Applications Engineer III 2002 to 2003

Led in-house projects relating to marketing and sales, manufacturing, and product improvement. Provided advanced

application assistance to customers and sales personnel and develop complimentary product knowledge.

• Assisted in negotiations with parent company over pricing structure of new product, allowing it to be positioned

for Semiconductor and Medical equipment markets.

• Conducted profit margin analyses to identify causes of low-margin sales. Proposed and implemented corrective

actions to increase margin.

• Proposed plan to collect point-of-sale information from distributors.

Applications Engineer I and II 1996 - 2002

Provided application assistance and training for customers and sales personnel. Proposed special products and

modifications to meet customer-specific needs and developed engineering drawings and bill of materials for special

products. Responsible for new product launches, including sales and marketing, manufacturing, and procurement.

• Managed $500,000 order for major equipment manufacturer. Performed application and quotation functions to

ensure product viability. Also coordinated inventory and manufacturing functions over the course of order

releases.

• Led sales and marketing activities for U.S. launch of new product targeted for semiconductor market, including

the development of marketing and promotional campaigns and the training of sales personnel.

• Implemented U.S. marketing and manufacturing of two major product lines, accounting for over $1 million of

sales in 2001. Coordinated activities with Information Technology, Purchasing, Production, Manufacturing,

and Shipping and Receiving Departments to ensure successful product launches.

EDUCATION

MBA University of North Carolina Charlotte 2002

Concentration: Management

BS North Carolina State University 1996

Major: Mechanical Engineering

Benjamin Franklin Scholar (2 years)

PROFESSIONAL DEVELOPMENT

Graduate Bosch LeaD Management Training 2008

Graduate German Language – Beginner Course 2007

Coach Dale Carnegie Course 2006

Graduate Dale Carnegie Course 2005

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