Manager Sales

Business Development MANAGER / MECHANICAL Engineer

A consultative Business Development Manager and Degreed Mechanical Engineer

specializing in account penetration and territory management, developing

and growing strategic relationships through earning customer confidence and

trust. Over twenty five years of extensive broad-based commercial and

technical leadership and customer support experience in: Aerospace,

Industrial, and Medical Fluid Power; Precision Sensors and Actuation; Servo

and Electrohydraulic/mechanical Motion Control; Multi-axis Simulation; and

Factory Automation.

. Advanced Technical Resource able to provide in-depth application

analysis and opportunity qualification

. Persuasive, insightful and ambitious in managing accounts, executing

strategy and achieving goals

. Openly communicative across all levels within an organization

. Fiscally focused by leveraging insightful ROI solutions and defining

real cost of ownership

. Ever conscious and respectful of the Voice of the Customer

Curtiss-Wright Controls Integrated Sensing, Tempe AZ 2010 - 2012

Business Development Manager, East Coast - NA

Curtiss-Wright Controls Integrated Sensing (CWCIS) is the global leader in

the field of high-precision engineered controllers and sensors. CWCIS

specializes in the production of high-performance linear variable

differential transformers, rotary position resolvers, rotary and linear

electromechanical actuators, solenoids, avionics, control electronics, fire

detection systems and manual controllers. Our diverse products range from

potentiometric position sensors in jet aircraft to aircraft cargo hold

smoke detectors to Formula 1 racecar sensors and joysticks on powered

wheelchairs.

Key Account Manager responsible for strategic growth aerospace accounts

across the East Coast of NA.

. Managed approximately $200M of current and new/emerging opportunities by

maintaining regular contact and visitations with direct OEM accounts

guaranteeing first look access to new business opportunities and to

provide proactive technical and commercial program communication.

. Executed all aspects of managing existing and new business -

identification; qualification; product presentation; proposal creation;

specification review; pricing strategy; contract negotiation; program

management; and timeline status reporting while maintaining a 50% travel

schedule and home office discipline.

. Interfaced regularly with all satellite CWCIS offices to stay current on

project status and drive actions and deliverables.

Nook Industries, Cleveland OH 2008 - 2009

Business Development Manager, SE USA

Nook Industries manufactures inch and metric mechanical and electro-

mechanical actuators, assemblies and components, including: Modular Linear

Actuators, Ball Screw, Roller Screw, Acme Screw, and Lead Screw Assemblies,

Ball Splines, End Bearing Supports, Worm Gear Screw Jacks, Electric

Cylinder Actuators, HRC 60 Linear Shafting, Profile Rail Linear Guides,

Linear Slides, Bearings and Pillow Blocks.

First in-territory direct Business Development Manager in the SE Region

establishing a regional sales presence in North Carolina providing a higher

level of customer service and responsiveness across a 6 state geography.

. Converted SE Territory from Independent Rep to direct factory support by

utilizing my professional network in the Fluid Power market to leverage

hi-tech, solution focused Distributors providing the customer the best

combination of superior product and customer service.

. Expanded product exposure to include non-traditional markets: medical

devices, satcom, oil exploration, etc., resulting in new OEM projects and

opportunities providing a 33% Sales Growth!

ITT Enidine, Orchard Park NY 2005 - 2008

Regional Sales Manager, SE USA

ITT Enidine Inc., headquartered in Orchard Park, NY, is a premier supplier

of engineered Mechanical Shock Absorbers, Vibration Isolation Products and

Noise Attenuation Products as well as Deceleration Devices and products for

Hydraulic/Pneumatic Actuation and Motion Control applications. Our products

can be found in use throughout the global Industrial, Oil and Gas,

Aviation, Defense, Rail and Automation markets.

Promoted growth and proliferation of Enidine's energy management products

within Factory Automation, Wood Products, Steel & Heavy Industry,

Construction Machinery, Automotive, Glass, Plastics, and Textile markets

across the SE region.

. Secured multiple new OEM accounts (Mining, Telecommunications, Packaging)

adding 10% of new business.

. Integrated Enidines' direct, distribution, and MRO sales strategies into

a stagnant region.

. Managed 60% travel while maintaining a home-based office.

. Bonus earned each year for sales in excess of plan: 19% territory sales

growth in '05 and '06, 13% in '07.

MOOG Inc, East Aurora NY 1984 - 2005

Product Training Manager, Industrial Controls Division (2001-2005)

Moog Inc. is a worldwide designer, manufacturer, and integrator of

precision motion control products and systems. Moog's high-performance

systems control military and commercial aircraft, satellites and space

vehicles, launch vehicles, missiles, industrial machinery, wind energy,

marine applications, and medical equipment.

Lead Instructor and Manager of ICD's Factory Training School Facility and

Programs promoting technical proficiency and sales strategy implementation

across all of ICD's target products, markets, sales channels, and

customers.

. Implemented ICD's North American sales strategy thru bi-weekly Factory

training and/or assisted sales calls with ICD Direct and Distribution

Sales channels. Facilitated a renewed focus on OE and aftermarket sales

opportunities in Power Generation, Simulation, Steel and Heavy Industry,

Oil and Gas, Plastics, and Wood Products.

. Coordinated ICD's first implementation of a factory authorized 3rd party

repair center to supply replacement parts and repair services for Moog

ServoHydraulic Power Generation Process Control Valve Assemblies.

Sr Applications Engineer, Industrial Controls Division (1995-2001)

Application, product, and system support for users, OEM's, distributors,

and inside and outside sales personnel. Dedicated to complete customer

satisfaction: prompt follow-up; system analysis and troubleshooting;

product selection and sizing; customer site visits; in-house and on-site

training.

. Senior Level Application Engineering support for servo hydraulic products

across all of North America.

. Product Expert for Moog Servo and Proportional Valves, Pumps, Filtration,

Sensors, and Electronics Products.

. Prepared and delivered Customer presentations addressing advanced control

and product technologies, applications review, new product releases,

product improvements, design changes and failure analyses.

. Supported customers with remote and on-site system/product performance

assessment and troubleshooting.

. Proficient at reading complex hydraulic schematics and conceptualizing

functions and capabilities.

. Created customized ICD products as required including all supporting

documentation to meet unique customer system performance requirements.

Sr. Mech/Hyd Test Equip Design Engineer, Aircraft Controls Division (1992 -

1995)

(1984 -

1989)

Senior Design Team Leader for the design, manufacturing support, assembly,

commissioning and buy-off of Mechanical & Hydraulic Test Equipment and

Aerospace and Space Primary Flight Control Actuation Simulators and Test

Rigs.

Product Engineer, Engine Controls Division ECD (1989 -

1992)

Responsible for providing product engineering oversight for military jet

engine fuel control deflector-jet servovalves for ECD Production and Repair

Assembly and Test. Key account responsibility for ECD's number 2 sales

volume customer. Surpassed factory cost targets by identifying and

removing non value add processes and product features while improving

production first pass yields.

Education and Training:

. Bachelor of Science, Mechanical Engineering - Clarkson University,

Potsdam, New York

. NYS EIT License (Engineer in Training)

References:

Available upon request.

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