Sales Manager

Craig Lentzkow

Email: *********@********.***

Address: *** *. ******** **.

City: Yorkville

State: IL

Zip: 60560

Country: USA

Phone: 630-***-****

Skill Level: Director

Salary Range: 120

Primary Skills/Experience:

See Resume

Educational Background:

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Job History / Details:

AWARD-WINNING SALES EXECUTIVE

Dynamic and competitive leader offering more than 25 years' achievement driving growth, performance and profitability. Direct experience building and leading sales organizations, penetrating diverse markets, and building long-lasting client relationships and strategic win-win partnerships. Possess excellent communication skills.

Experienced in:

STRATEGIC PLANNING COMPENSATION PROGRAMS MARKETING CAMPAIGNS DIRECT SALES CHANNEL SALES PRICING MARKET ACQUISITION TERRITORY MANAGEMENT CHANNEL DEVELOPMENT COMPETITIVE ANALYSIS PRESENTATIONS PROSPECTING & QUALIFYING B2B/B2C TRAINING & DEVELOPMENT NEGOTIATION SALES FORCE MANAGEMENT SOLUTION SELLING

PROFESSIONAL EXPERIENCE

FIRST TRACE INC. - Chicago, IL 2005 to 2012

SENIOR ENTERPRISE SPECIALIST

Positioned, marketed and sold product lifecycle management (PLM) and product data management (PDM) software to corporations of all sizes that used computer-aided design (CAD) for product development and change. Accessed and negotiated with engineering and IT executives. Established and maintained global reseller channel; direct report to the President and Chief Financial Officer.

Spearheaded global effort to convert existing customer base to new Kinnosa software platform; secured five new customers to participate in Kinnosa pilot program.

Key customers included: EQT Corp, Thyssen Mining, Associated Mining Construction, Central Iowa Power CO-OP, Georgia Pacific Cellulose, the County of San Diego and the City of Edmonton, Canada.

COUNTRY COMPANIES - Naperville, IL 2002 to 2004

AGENT & SECURITIES SPECIALIST

Represented the Country Insurance and Financial Services Company divisions; territory encompassed Chicago metro area. Targeted and sold full suite of products to the personal and small commercial business markets.

Won "Country Club Award" and "Success Path Award" for securing 150+ new customers during tenure.

COGNOS CORPORATION - Chicago, IL 2000 to 2001

CHANNEL SALES MANAGER

Developed, recommended and sold Enterprise Business Intelligence solutions to customers primarily within the manufacturing, Internet services, financial, healthcare, distribution, and printing industries; direct report to the National Channel Manager. Developed existing customer accounts and continuously prospected for and capitalized on new business opportunities. Managed full sales cycle using channel partners such as consultants and integrators.

Built $1M 90-day software sales pipeline in four months against $1.6M annual quota.

Secured 14 new customer accounts and added five new channel partners in less than one year.

CAPACITYWEB.COM - Chicago, IL 2000

VICE PRESIDENT OF SALES

Joined this B2B company during critical startup period to shape immediate and long-term sales strategy, build sales infrastructure, and provide marketing support. Prepared and administered $1.5M budget. Recruited, trained and led cross-functional 15-member team; direct report to the President and Chief Operating Officer.

Grew customer base (i.e. manufacturers and Tier 1/2/3 suppliers) from zero to 175 in three months.

SEQUENCIA CORP. - Chicago, IL 1998 to 2000

MIDWEST REGION SENIOR SALES EXECUTIVE

Marketed and sold products to Fortune 500 companies primarily within the products, pharmaceutical and specialty chemical industries; direct report to the VP of Sales. Supported indirect channels composed of OEMs, VARs, and Systems Integrators.

Generated $1M+ in new pilot orders with Pfizer, Abbott Laboratories and Parke Davis.

Secured $600K in continuing business with Cabot and $500K with P&G.

WONDERWARE CORP. - Schaumburg, IL 1994 to 1998

DIRECTOR OF NATIONAL ACCOUNTS/REGIONAL SALES DIRECTOR

Rapidly promoted through a series of increasingly responsible positions; direct report to the VP of Sales. Sold full suite of manufacturing systems software products to Global 1000 manufacturers in the automotive, aerospace, consumer products, specialty chemical, pharmaceutical, utilities, and oil and gas industries.

Achieved three years of uninterrupted growth (55%, 45% and 38%); consistently delivered 123% on quota.

Successfully led strategic nationwide effort to convert select Fortune 100 companies away from competitors.

Twice-named Regional Manager of the Year.

ANILAM ELECTRONICS - Schaumburg, IL/Dallas, TX 1981 to 1985; 1993 to 1994

DIRECTOR OF SALES & MARKETING FOR NORTH AMERICA /REGIONAL SALES MANAGER

Recruited back into company to pioneer the Industrial Automation Division for Anilam's London-based parent company, Grossenbacher Elektronik; direct report to President. Introduced GE's proprietary "state of the art" PC-based industrial computer control system to U.S.-based machine tool OEMs and large d companies. Prepared and administered $3M expense budget.

Twice-named Regional Manager of the Year (1983, 1984) for delivering record-setting YoY sales growth. Grew revenue 600% over three years, from $600K to $4.2M.

GENERAL ELECTRIC CO. - Woodale/Oakbrook, IL/Minneapolis, MN/Chicago, IL 1980 to 1981; 1985 to 1993

AUTOMATION ACCOUNTS MGR. - SUPPLY CO. DIVISION (GESCO)/REGIONAL MGR. - GE FANUC AUTOMATION

Rapidly promoted through a series of increasingly responsible positions across three divisions. Joined GESCO's largest NA location to help drive GE Fanuc Automation Division sales, with a focus on high technology products such as PLCs, drives, sensors, industrial computers, and manufacturing software; direct report to Facilities Manager. Key accomplishments during tenure include:

Successfully built long-lasting relationships with GE Fanuc's #1 and #4 sales-rated distributors, representing $7M.

Grew GE Fanuc's business 57%, from $3.5M to $5.5M, over two years.

Single-handedly negotiated and secured $1M hardware and software order with Colgate Palmolive.

Improved local distributor from new franchise to #1-ranked GE Fanuc independent distributor in four years. Increased sales an unprecedented 966%, from $300K to $3.2M; delivered 150% on quota three consecutive years.

Won "Outstanding Sales Representative Award" twice.

Additional experience with Rockwell Corp. Details by request.

EDUCATION

B.S. Mechanical Engineering (Concentration: Business Administration) - Iowa State University

Member, American Society of Mechanical Engineers

Member, Society of Automotive Engineers

Member, Theta Xi

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