Sales Customer Service

STEVEN CRAIG Home Phone: 904-***-****

*** ***** ********* ***** ****** Phone: 904-***-****

Jacksonville, FL 32259 E-mail: abnrw7@r.postjobfree.com

Sales and Marketing / Account Management / Business Development

Professional Summary

Accomplished sales and marketing professional with over 20 years of progressive growth in the aerospace

industry. Successful at increasing sales revenue and securing market share. Demonstrated ability to identify

customer needs, deliver solutions, and give sales presentations to senior level decision makers in order to close

sales campaigns. Adept at working with challenging customers and providing a high level of ongoing excellent

support and service. Well organized with a “hands on” style and excellent communication and problem solving

skills. Diversified experience, having held positions in manufacturing, technical operations, customer and product

support, sales & marketing, and overseas based management positions. Extensive business travel in North and

South America, Europe, and Asia. Multilingual in German and French. BS degree in Aerospace Management.

Core Professional Competencies / Key Strengths / Benefits

New Business Development Strategic / Tactical Planning Sales Presentations

Relationship Management Key Account Acquisitions Trade Show Management

OEM Marketing Customer Service Development Contract Negotiations

High Profile Client Relationships Product / Line / Territory Expansion Partnerships / Alliances

International Business Vendor Relations Executive Leadership

Multilingual

Career Experience

EADS SOGERMA May 2003 – Dec. 2008

Company Information: Market leading Cabin Interior supplier for both major aircraft original equipment

manufacturers, Airbus and Boeing, of:

• Cockpit Seats

• High End First and Business Class Seating Products

• VIP Interiors and Retrofit

• Complete Engineering and Certification Services

Director of Sales and Marketing of Cabin Interiors

• Successfully implemented sales plan to increase market share in North and South America.

• Negotiated sales campaign at Boeing (8.5M and 30M in revenues).

• Launched new seating brand for VIP customer in US market (750k in revenue).

• Assisted international sales team to win key Asian account (7.5M revenue).

• Secured major account with US based aircraft leasing company (8.0 M revenue).

• Developed relationships at Boeing with key decision makers in senior management and procurement.

• Coordinated meetings between Sogerma and Boeing to improve relations with OEM.

• Implemented aggressive plan to position company to become an approved (Offerable) Boeing supplier.

• Managed new seating product installation at Boeing.

• Represented company at industry trade shows and performed product demonstrations.

B/E AEROSPACE, INC. 1985 – 2002

Company Information: International company which supplies commercial and military aircraft manufacturers

with a wide range of aircraft cabin interior products, including:

• Aircraft Seating Products

• Galley Structures

• Galley Insert Components

• Oxygen and Galley Cooling Systems

• Engineering and Certification Services

POSITIONS HELD AT B/E AEROSPACE (1985-2002)

Sales Manager - Jacksonville, FL Aug. 2001 – May 2002

• Managed 7.5M annual aftermarket and business for spare parts and modification programs.

• Created sales plan that increased overall market share by 10% in the first year.

• Performed product demonstrations for retrofit business opportunities.

• Negotiated and managed key business agreements with major US airlines.

• Developed database to observe competitor trends and install base.

• Worked closely with engineering for technical solutions to solve product in-service problems.

• Development of sales proposals.

Product Support and Sales Manager - Toulouse, France Aug. 1996 – Aug. 2001

• Based at Airbus in France as the primary point of contact for technical and commercial issues for 6

separate operating groups.

• Assisted company sales team to increase overall market share for all operating groups.

• Management of installation support onsite labor at Toulouse, France and Hamburg, Germany Airbus

facilities.

• Planned and implemented daily work schedules.

• Supported airline customer representatives and Airbus with new aircraft deliveries (Toulouse, France and

Hamburg, Germany).

• Coordinated and attended all technical program review meetings.

• Implemented detailed reporting procedures for quality and engineering departments to monitor problem

resolutions.

• Conducted product and equipment training for customers following delivery of aircraft.

Product Support Representative - Jacksonville, FL Apr. 1994 – Aug. 1996

• Airline customer contact for resolution of reported in-service issues.

• Managed installation of new equipment at both Boeing and Airbus.

• Coordinated and managed worldwide on-site aircraft modification programs.

• Enhanced customer satisfaction with implementation of new processes for repair policies and procedures.

• Provided on-site support to airline customers for problem resolutions.

Lead Assembly Technician - Jacksonville, FL Aug. 1985 – Apr. 1994

• Lead technician in final assembly and machine shop for galley products.

• Performed on-site field service duties and new product installation support.

• Extensive use of engineering drawings, installation manuals, and hard tooling.

• Completed company manufacturing systems training programs.

AEROACOUSTIC CORPORATION Feb. 1985 – Aug. 1985

Sheet Metal Technician - Jacksonville, FL

• Fabricated and installed sheet metal ducting for commercial shipping vessels.

CONDITIONED AIR Sept. 1982 – Sept. 1983

Installation Technician - Macon, GA

• Installed commercial and residential air conditioning and ducting systems.

EDUCATIONAL BACKGROUND

BS in Aerospace Management

Belford University

Georgia Southern College

Middle Georgia College

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