Sales Manager
Resume:
Gary H. Newman
Kingston, NY ****1
*******@*****.***
SUMMARY:
Sales Management Professional with both domestic and international experience supporting the needs of the Distributor, OEM, Contractor, and End User customers.
Select Sales Accomplishments:
Hotels: Equipment sales to Marriott hotels worldwide as well as tradeshow companies and the event planning industry.
NYC DOT: Sale of high pressure sodium lamps for use in roadway and street lighting.
OEM: $9M sales of photo-optic and specialty lighting products to OEMs and specialty lamp distributors throughout the northeast US.
Design: Worked with two major high profile medical OEM companies to design systems that incorporated special lamps into medical device fiber optic units.
EXPERIENCE:
Wamco Lighting, Inc. Irvine, CA August 2016 – Present
Account Manager SSTV Lighting East
My responsibility includes Sales to End users in the SSTV market for the Eastern half of the US.
Types of customers included Film & TV Studios & Equipment Rental locations.
Set up an East Coast Office and kept stock to support local customer urgent needs.
Maintained needed inventory and replenished as needed, Also, gave bi weekly inventory counts to the head office in Ca.
Maintained a strong Gross Margin on the sales based on Management goals.
Prospected for new account within the SSTV market to grow the overall business.
Looked for new markets to support that will bring the high Gross Margin the company
Havells USA, Inc., Atlanta, GA January 2014 – May 2016
National Sales Manager Consumer & Specialty Lighting
I managed the sales of LED lamps and fixtures along with standard lighting products into the consumer/hardware & specialty market.
Managed sales to consumer & hardware customers through six rep companies
Managed sales to the buying groups
Sold LED technology (lamps & fixtures) into these markets.
Created new sales with new LED products into the specialty market.
Supported the reps with pricing and market info on LED & all other products to increase sales.
Worked with the European factories to develop new products for specific markets in the USA.
Increased business in both markets by 30%. Personally responsible for generating upwards of $5M in sales each of my two years in an $11M company.
I also covered the northeastern marketplace for electrical distribution because Havells didn’t have a Regional Manager in the market at the moment.
RIZE Enterprises, LLC - Brentwood, NY June 2011 – December 2013
Northeast Regional Sales Manager:
Responsible for establishing growth in sales & revenue for the RIZE Enterprises suspension products in the lighting marketplace.
Established a working relationship with distributor, OEM & end users to make Rize the “go to” suspension products for all hanging projects & (FL/LED) fixtures.
Worked with the customer’s internal sales force and trained and supported them with both technical and sales support.
Built the Rize business and reputation at the local & national level.
Secured business with the customer base with sales support from myself at the end user level.
Kept up on new technologies in lighting and reported to management on the needs of the market
Secured a multi-million dollar Sign Order from the USPS.
MetroLight, Inc. – Dana Point, CA 2010 (8 months)
East Coast Regional Manager:
Responsible for building new relationships and solution selling of E-HID ballast & SSL/LED driver systems in the northeast market through distribution & OEM accounts in the lighting retrofit market as well as support sales into ESCO and national accounts.
Set up new OEM and distribution partners along with locating representative companies to support sales and specification efforts within assigned territory. Sold and developed new fixture/retrofit products using the company’s Metrolight ballast/LED driver product line.
With distribution and representative partners, sought out end user projects that would use company’s HID/LED products. Developed strategic plans designed to support the overall growth of product line.
Bizzarro & Brindisi – Carteret, NJ 2009 - 2010
Account Executive:
Responsible for sales from 17 different manufactures of products in the New York metro electrical marketplace as well as several counties north of NYC.
Worked with distributors to gain shelf space for company products as well as electrical contractors and end users to specify our product in electrical projects.
Howard Lighting Products – Laurel, MS 2007 to 2009
Northeast District Sales Manager:
Responsible for OEM, distributor and ESCO sales in the northeastern market area for lamps, ballasts, fixtures and LED fixtures & lamps. Additionally responsible for hiring and managing manufacturers reps in order to support the overall sales growth strategy and specification initiatives.
Increased sales by 23% in first year and on track for a 35% increase in sales for year two.
Was able to get the Howard 150 & 250 HPS lamps approved at the NYCDOT for their street lamps and received a $1.2M order
Voltarc Technologies, Inc. – Waterbury, CT 2006 - 2007
National Sales Manager - Specialty Products:
Responsible for the daily operation of the Specialty Products Division, which included implementing a sales organization designed to grow sales revenue for the company. Reporting to the President, tracked and reported on sales performance on a daily, weekly and monthly basis, as well as managing the sales staff.
Team member involved in the design and launch of a new line of specialty fluorescent lamps marketed to the SSTV marketplace.
Responsible for new product development for the Specialty Products Division.
Identified and supported the introduction of profitable new products.
Ushio America, Inc. – Teaneck, NJ 2000 - 2006
Mid-Atlantic Regional Sales Manager:
Responsible for sales of specialty lighting products to both OEM and distributor network customers in a market territory spanning New York to Florida. Additionally responsible for controlling pricing within the east coast territory while ensuring that company sales goals were achieved.
Worked with two major high profile medical OEM accounts to design a system that incorporated special Ushio designed lamps into medical device fiber optic units for companies such as Johnson & Johnson, OCS, and Welch Allyn. This resulted in over $1.5M in new business.
Worked with a major UV product company to incorporate Ushio’s new EMARC lamp design into their fiber optic curing units.
Successfully secured previously “dead leads” with distributors, resulting in $750K of new business.
Worked with the new Sales Manager to establish and support a network of representatives on the east coast selling general lighting products to distribution and OEM markets.
Managed and supported the inside sales department, based in the Eastern Divisional Office. This included pricing control and contact management.
Increased the overall Sales business in my territory from $1M to $4M in two years.
Osram Sylvania, Inc. – Danvers, MA 1985 - 2000
Sales Manager Special Products / Major Accounts (1995 - 2000):
Responsible for sales of high pressure mercury lamps in the semiconductor marketplace. Additionally responsible for interfacing with manufacturing in Germany and to maintain a consistent international sales plan that supported world-wide business efforts.
Built an organization of representative companies to sell products to semiconductor industry end-users.
Managed several major accounts and provided ongoing sales support.
Achieved $1M of sales revenue in semiconductor products during the first year. Grew sales to over $3M in new business within 5 years.
Played a key role in the re-branding of Sylvania Specialty lamps to the Osram name.
Senior Sales Engineer – Photo Optic Lighting (1994 - 1995):
Responsible for sales of all photo-optic lighting products to OEM and specialty lamp distributors within the northeastern states.
Achieved $9M in sales revenue and supported OEM accounts to develop new products around Osram Sylvania products.
Senior Sales Engineer - Specialty Lamps / Markets (1993 - 1994):
Responsible for sales of all large lamp and specialty lighting products for Osram Sylvania. Products were sold to OEM and specialty lighting customers within the New York metro and lower Hudson Valley sales territories.
Increased sales revenues from $7M to $8M.
Senior Sales Engineer - Photo Optic Lighting Group (1990 - 1993):
Responsible for the performance and development of three Sales Engineers in the eastern region as well as the training of new sales staff. Maintained metro NY and NJ sales territories and sold into the specialty and theatrical Lighting markets through both OEM and distributor accounts.
Sales Engineer - Photo Optic Lighting Group (1987 - 1990):
Responsible for the sale of photo-optic lighting products in the greater NY and NJ market areas.
Increased sales revenues from $1.3M to $3M in a three- year period.
Product Specialist - Theatrical Lighting (1985 -1987)
Responsible for the flow of product information to the sales force, and providing technical information of theatrical light sources. Additionally supported Sales Engineers with evaluating customer requirements service needs.
Arriflex Corporation – Blauvelt, NY 1978 - 1985
Customer Service Representative/Lighting (1981 -1985):
Worked very closely with the Product Manager on all of the company’s major accounts. I trained various people at these accounts in the use and care of the product.
Warehouse Manager (1978 -1981)
EDUCATION:
BS: Business Management - Dominican College, Orangeburg, NY (1997)
Technical Skills:
MS Office (Word, Excel, PowerPoint)
Affiliations:
IES - Illumination Engineering Society
NAILD - National Association of Independent Distributors
SMPTE - Society of Motion Picture & Theatrical Engineers
ESTA - Entertainment Service & Technology Association
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