Sales Manager
Resume:
Glen Gommels
Email: abp581@r.postjobfree.com
Address: ***** *. ********** ** *-7-185
City: Scottsdale
State: AZ
Zip: 85266
Country: USA
Phone: 480-***-****
Skill Level: Director
Salary Range: $190,000
Willing to Relocate
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Glen Devin Gommels
34890 N. Summit Dr Ph: 480-***-****
Carefree, Az. 85377 E-Mail: abp581@r.postjobfree.com
SUMMARY OF QUALIFICATIONS
Accumulated over 20 years of successful Product Development / Business Development and Sales Management experience. Seasoned management professional, expert in steering innovative strategies that serve to generate revenues, build dynamic teams, and deliver 'red carpet' customer service to an increasingly demanding customer base. "Leading from the front" management style has been the catalyst for restoring morale, enhancing client relationships, and instituting the type of transparent communication channels that build and sustain trust and drives a team to meat goals and time lines.
Expert in creating new market segments and expanding multiple revenue streams. Extensive experience in solution selling system level products and establishing business requirements that translates directly to bottom line sales results. Markets experience including: Information Technology, Telecommunications Medical, Military, Industrial, Paper Pulp and Power Generation markets.
PROFESSIONAL EXPERIENCE
Global Product Manager, Enclosures Systems, Sanmina-SCI, San Jose, CA 5/2010 to Present
Sanmina-SCI is a 7 Billion dollar a year contract manufacturer of sheet metal, Injection molding, maching, circuit boards, cables and high level assembly in over 70 locations around the globe.
I was recruited and hire to create and develop a standard enclosure strategy for Sanmina-SCI
Lead a Corporate Self Analysis of Market Position and Customer Value Proposition
o Identified Sanmina-SCI Strengths and Weaknesses
o Created the metrics and the working environment for measuring activities and performance
o Documented the company's position in the enclosure market
o Identified the company's unique value proposition
o Created a value stream that allowed Sanmina to doubled and tripled margins of commodity products
o
Directed the enclosure strategy in Sales, Engineering and Marketing
Completed market research to identify all standard enclosure market segments
Directed the development of the following enclosure product lines
o Modular Industrial Freestanding, Nema 12 and 4 rated
o Industrial Wall Mount enclosure platform, Nema 12 & 4 rated
o Earthquate rated cabinets
o Modular Heavy duty bases rated for bottom lifing heavy loads
o Modular enclosure design to meet the stringent outdoor requirements
o IT and Data Center cabinets
o In Row High Density Liquid Cooling, for Data Center Server Cabinets
o Modular Hot Aisle & Cold Aisle air containment for data centers
Directed the product development process by:
o Partnering with Universities on cutting edge technology applications & launch
o Engaged US Patent office for IP protections on new products
o Engaged UL for IP certifications on new products
o Created, launched and trademarked product brand
o Creation of user manuals and product documentation.
o Managed internal and external teams to meet product launch time lines.
My team supports sales and marketing on all standard enclosure programs globally
o Manage in house and contracted marketing resources and campaigns
Literature creation
Press releases
Website
Trade Shows
o Defined Territory and channel strategies for each market and included contract negotiations, compensation and bonus plans
Distribution
Direct Sales force
Created a global manufacturing strategy to support the OEM target market
o Created a detailed business plan
Identified Markets
Created /Implemented product requirement documentation for engineering
Created / Implemented Marketing strategy
Created NEW revenue streams with innovative combinations of new and existing products that add value to the end user.
o Directed the launch of a global manufacturing footprint
Tooling plans
Global Supply chain
International pricing matrix
International Logistics strategy
o Directed the global standardization initiative
Safety Compliance initiatives
Reliability testing
o Directed the DFM initiative to drive out cost
Vice President of Sales & Marketing, American Products LLC, Strafford, MO 4/2009 to 04/2010
American Products LLC is one of America's largest and most capable metal stamping and fabrication ISO 9001 certified companies; American Products specializes in custom and standard enclosures for a wide variety of applications including telecommunications, Automotive, Industrial, Railroad,DataCom, Power Generation markets.
I was recruited & hired to create a diversified market strategy that would not only grow revenue, but also create new markets, new products and new services and to identify break through approaches that produce exponential growth in sales and margin.
Managed Direct reports in Sales, Engineering and Marketing
o Manage a Seven person outside sales force team with an international sales responsibility
o Manage a three person inside sales group
o Manage in house and contracted marketing resources and campaigns
o Spearheaded a new marketing literature effort to transform the company image and sales approach
from a capabilities approach to a solutions approach
o Defined a Territory and channel strategy for each market and included contract negotiations, compensation and bonus plans
Distribution
Manufacturers Reps
Direct Sales force
o Recruited, interviewed and hired sales staff in new and existing markets
* Created an OEM Marketing strategy
Identified OEM's in our target market
Created a think tank to create products for target OEM's
Developed High Profit products that have synergy with OEM's current products
And become part of their product offering
* Identified Total Available Market for the enclosure solutions
o Identified new markets segments that aline match our unique value proposition
o Identified target companies in newly identified market segments
o Recruited sales resources in the newly identified market segments
* Lead the effort to transform into a Solutions Provider
o Directed Engineers in New Product Development
Identified new products to be developed for the newly identified market segments
Identified new product platforms that solved a broader market need, versus isolated
Individual products
Launched a modular OSP enclosure platform
Created an initiative to enhance our products with the products of other companies to create solutions that would take us into new markets.
* Separated Sales and Marketing Functions
o Identified & isolated Marketing functions from sales functions
Developed an On Line marketing program
Set up an online digital literature creation and logistics resource
o Identified & Isolated Sales functions
o Identified inside sales support function
National OEM Business Development Manager, Maysteel LLC, Phoenix, AZ 9/2007 to 03/2009
Recruited & hired from Rittal to develop IT OEM new business market strategy for Maysteel LLC.
Maysteel is a US manufacturer of enclosure systems. Parent company, Everett Smith Group posted 750million in
revenue in 2007. Responsibilities focused on the creation of a new IT OEM New Business Marketing Strategy.
* Identified Total Available Market for the Information Technology / Computer Peripheral industry.
o Identified TAM by market segments
o Identified target customer lists in each market segment
IT computing - Server and Network cabinets for data centers
Telecommunications -Large Outside plant, GR487 compliant.
Storage - Primary, storage, Data Protection & Recovery, Long Term Data Retention
Networking Solutions- Router systems, Server Networking, Voice & video delivery
o Identified Core Competencies & resources needed for each market segment
* Defined product platform offering requirements for successful IT market launch
o IT enclosure platform-Freestanding, wall mount cabinets combined with cable management.
o Cooling Solutions- Passive Air Cooling, Active Freon based and liquid cooled systems
o Power Solutions- low current power delivery systems, High power delivery systems and intelligent power.
o Engineering / Integration Services-Created system level engineering
* Analyzed Maysteels cost positions in the IT Market
o Traveled and met with tier one IT customers to identified market price points required to win business.
o Met with Domestic and off shore vendors, to measure the efficiency of our factory with other industry leaders.
o Documented internal manufacturing costs and created an internal versus external cost matrix to analyzing IT customer and competitor price points.
o Developed a segmented marketed penetration strategy, that utilized low cost country vendors and partners to achieve needed high volume price targets, and domestic facilities to address high complexity low volume requirements.
Regional IT OEM Business Development Manager, Rittal Corporation, Phoenix, AZ 4/1998 to 9/2007 Leading worldwide manufacturer of enclosure systems. Two Billion in revenue in 2001.
Responsibilities focused on the development of a multi year implementation plan for sales and marketing programs that worked with a Direct Sales Force, Manufacturers Representation and a Distribution Channel for Six business units." Industrial, Electronic, Climate Control, Data Communications, Power Distribution and Outdoor enclosures.
* OEM/ Key Accounts: Developed implemented and Trained direct reports on the following programs that Increased Project Opportunities by 112%
o Key Account evaluation program designed to target new clients, that see value in products & services in which Rittal has an advantage over the competition.
o Set up a vendor measurement system that ranked Rittal against competitors.
o Set up a new opportunity development strategy targeting higher account penetration.
* Distribution: Developed, Implemented and Monitored a Sales Program for distributors.
o Expanded from 3 to 6 distributors.
o Two Tiered marketing strategy. Market Focus and Product Focus that increased quote activity 73%
o Outlined and implemented Product & Sales Training.
* Manufacturers Representatives: Searched, interviewed and implemented a Seven State Rep organization.
o Negotiated Contracts: Defined Territory, Commission rates and product lines offered.
o Outlined and implemented Product & Sales Training.
o Two Tiered Marketing Strategy. Market Focus and Product Focus.
Electronic District Sales Manager, Rittal Corporation, Chicago, IL. 8/1998 to 4/2000
Leading worldwide manufacturer of enclosure systems. Two Billion in revenue in 2001. Responsibilities focused on the development and implementation of a sales and marketing program that focused primarily on large OEM manufacturers in the electronics and telecom markets. Consultative solutions selling were achieved through in depth engineering of the client's solutions.
National Sales Manager, KSO Metalfab Inc. Streamwood, IL. 3/1993 to 8/1998
Responsibilities included developing a long-term sales plan taking KSO Metalfab from 5.2 million to 28 million in sales in four years. Growth exceeded an average of 75% per year in the four years I managed sales at KSO. I initiated a new marketing thrust to vertically integrate our services and strive for industry differentiation. Vertical integration presented a higher-level value proposition as a manufacturer and project manager. These new services offer a competitive advantage in fast paced high growth industry, where vendor consolidation and speed to marketplace are critical vendor criterion. Consultative selling begins with engineering at product design. Strong mechanical design and application engineering was made a prerequisite for sales.
Secondary Marketing thrust was expanding representation with consultative and engineering skills.
* Developed Manufacturers representatives through out the Midwest representing 18 million in sales over a four-year period.
o Negotiated contracts with non-company employed sales force.
o Created a standard rep. agreement for the company.
* Hired and trained company employed sales force.
o Negotiated individual contracts with company employed sales force.
o Set up internal sales training and advanced sales training classes.
* Set up an electronic database for tracking and developing marketing leads.
o 15%- of new business developed from this source.
o Sales successes traceable from lead source.
* Developed a standard electronic account manager system for inside and outside sales force.
o Tracks lead source.
* Developed Printed Marketing Material. Set up On-line Marketing Material via the Internet.
EDUCATIONAL BACKGROUND
University of Iowa, Iowa City, Iowa BBA in Business Administration, Graduated 1988
Northern Illinois University, Illinois Certificate of Completion in ISO 9000
Iowa Central Community College, Fort Dodge, Iowa
Certificate of Completion in Mechanical Design, Graduated 1982
PROFESSIONAL TRAINING
Dale Carnegie Sales Advantage, Downers Grove, IL. Certificate of Completion, Graduated 1996
Bell & Howell Sales Strategies, Cedar Rapids, Iowa Certificate of Completion, Graduated 1990
MeasureMax Selling Strategies, Las Vegas, NV. Certificate of Completion, Graduated 2000
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