Sales Manager

Robert J. Specht Home: 330-***-****

**** **** ****** ******: 216-***-****

Mantua, OH 44255 E-mail: abnrn0@r.postjobfree.com

SALES, MARKETING AND BUSINESS DEVELOPMENT PROFESSIONAL

Exceptional sales and business development professional with a history of generating new business

through market analysis, sales program management, business plan development and solutions based

sales with a focus on the client’s needs. Proven revenue generator in all market conditions, with a

demonstrated ability to build and manage new territories and expand opportunities within existing

client base. Experience in managing all phases of sales development cycles from prospecting and cold

calling through detailed presentations and negotiation to closing and follow-up activities. Effective

with a variety of products and services in multiple industries. Excellent relationship building, training,

communication and presentation skills.

CORE COMPETENCIES

Strategic Planning Budget Planning & Cost Control Territory Management

Proposal Development Strategic Partnerships & Alliances Market Analysis

Relationship Building Account Management Project Leadership

PROFESSIONAL EXPERIENCE

WINNER AVIATION – Youngstown, OH 2006 to 2007 and 2007 to 2009

An FBO and FAA Part 145 Repair Station servicing general, business and commercial aviation needs

with air charter, pilot services, line service, aircraft maintenance, avionics, engine and parts support.

Service Center Manager - February 2008 to June 2009

Full P&L responsibility for a 50,000 Sq. Ft. hangar facility as a factory authorized service

center for Hawker Beechcraft, Cessna, Mitsubishi, Twin Commander and Diamond aircraft.

Led cross functional team of 18 with 5 direct reports in meeting company objectives and to

identify and pursue new business opportunities.

Streamlined operations through value chain analysis resulting in significant cost savings,

increasing 2008 operating income by 57% over 2007.

New business development gaining FAA approval to add overhaul capability on the TPE-331

engine, increasing product offerings, projected to add 20% to service center revenue in 2009.

Assured compliance with FAA and OSHA regulations and service center requirements.

Represented company at national and regional trade shows.

Regional Sales Manager – May 2006 to February 2008

Generated leads through cold calling, negotiated and closed aircraft maintenance sales and

avionics installations, emphasis on above airframes plus, Westwind, Lear 20, 30, 60 series,

Falcon 10 &20 and provided first rate service to existing accounts.

Generated engine maintenance, hot section inspections and overhauls; TPE 331 – major repair

and overhaul, TFE 731 – line repair, JT15D and PT-6 to hot section.

Generated $1 million in sales in the first year representing 25% of the service center total.

Developed strategic alliances with third party vendors for JT15D and PT-6 engine overhaul.

Initiated acquisition of interior and paint shop to expand company’s capabilities.

Sales Territory: CT, NJ, NY, PA, OH, WV, KY, IN, MI, IL, MO, VA, MD.

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Robert J. Specht (continued)

THUNDER AVIATION – Chesterfield, MO Regional Sales Manager 2007 to 2007

An FAA Part 145 repair station serving corporate aviation needs specializing in maintenance, engine,

interior and paint, specializing in Falcon 10 and Falcon 20 RVSM solution.

Responsible for sales of corporate aircraft and engine maintenance, avionics upgrades (major

emphasis on RVSM Solutions on Falcon 10 and 20), interiors and paint.

Sold over $250,000 in maintenance and avionics work in the first 60 days.

Aircraft on certificate: Citation 500,600, Lear 20, 30, 50 and Falcon 10,20,50 and 900.

Engines on certificate: GE CF-700 & CJ-610, Pratt & Whitney JT15D and PT-6.

Sales Territory: NY, PA, OH, WV, IN, MI, IL, MO.

AIR SERVICES OF CLEVELAND, INC. – Cleveland, OH 1996 to 2006

An FBO and FAA Part 145 Repair Station servicing general, business and commercial aviation needs

with line service, ground handling aircraft maintenance, avionics, engine and parts support.

Director of Sales – March 2003 – February 2006

In charge of marketing and business development functions, reporting directly to the VP of

Technical Services contributing to budget planning, recruiting, staffing and company structure.

As part of a new management team accomplished a turn-around going from losing $500,000

on $8 million in sales in 2004 to a $1.7 million net profit on $12.7 million in sales in 2005.

Through strategic planning, market analysis, business plan development and sales program

management, attained substantial growth in sales volume (37%).

Aircraft on certificate BAC 1-11, Citation 500, 550, 560, Embraer 135,145, Legacy,

Gulfstream GII, GIIB, GIII, Hawker 700, 800, Lear 20, 30, 50 and Westwind 1123, 1124.

Engines on certificate TFE731, CJ610, PT-6 and JT-15D.

Director of Parts – September 1996 – February 2003

In charge of all supply chain functions for the service center, coordinate ordering, shipping, and

receiving of parts, supplies, tools and had overall responsibility for the proper tagging and

identification of all parts in accordance with FAA regulations.

Hold record for the largest single over the counter sale in history of the company ($238K)

Filing and processing warranty claims with vendors and manufacturers.

Grew department from one to 6 people, responsible for training in regards to company policies

and procedures as well as FAA requirements and requirements of the various airlines to whom

we provided contract parts and maintenance support.

SPECHT ASSOCIATES – Cleveland, OH Marketing Manager 1991 to 1996

PRIEBE JET ASSEMBLY – Findlay, OH Project Manager, Aircraft Sales 1989 to 1994

SOUNDTREK – Findlay, OH Owner 1981 to 1989

SOUND ASSOCIATES – Bowling Green, OH Multi Unit Store Manager 1976 to 1981

THE LONDON COMPANY – Westlake, OH Assistant Sales Manager 1972 to 1974

EDUCATION

Bowling Green State University, Bowling Green, Ohio, Marketing, 1974 – 1976.

Cleveland State University, Cleveland, Ohio, Business Administration, 1970 – 1972.

FAA “Suspected Unapproved Parts National Seminar”, May 1998.

Mitsubishi P.R.O.P. “Pilot’s Review of Proficiency”, 2006 and 2008.

Hold private pilot license – single engine land

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