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Sales Manager

Fairport, New York, United States
December 07, 2018

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** ***** **** **** ****

Penfield, New York 14526



Results oriented, high-performance sales professional with a verifiable track record and proven ability in the Communication, Construction, chemical / pharmaceutical equipment and service industry. Well rounded, team-oriented leader possessing the strong abilities to grow existing accounts and penetrate new ones.

Technical Skills: Proficient user of Microsoft Office, Sales Force, SLX, Docusign, Paycom, Ariba Sourcing, AutoCAD, Expedition Professional by Primavera, SureTrak Project Manager 3.0, Symix, Procuri, View Point.

Core Competencies:

• Business Development

• New Market Penetration, Product Launch

• Contract Negotiations

• Account Management and growth

• Risk Management, Supplier Management

• Budget Analysis/Change Management

• e-sourcing/Procurement (Ariba)

• Team Building and Leadership


Carousel Industries, Rochester, NY October 2017 – Present Account Executive, Sales

National and International sales professional focused on Managed and Professional Services, Network and Security solutions, Unified Communication platforms, Audio Visual, Carrier Services and Microsoft Solutions within Medium Market to Enterprise level accounts.

• Lead Sales Team with 2 out of 3 sales requirements in Western New York. Promoting a wide variety of offerings with partners such as Cisco, Avaya, Microsoft, Palo Alto, and Varonis. Solution topics from Audio Visual, Managed and Professional services, Carrier Services, Unified Communication, Network Security, and Microsoft offerings.

o Result: New and existing business achieved quotas for 2018 requirements. Frontier Communications, Rochester, NY March 2014 – October 2017 Major Market National Account Executive, Sales

National provider of IT, CPE, Telephone and Internet solutions to businesses. Responsible for new business development and retention in Medium to Enterprise accounts, and multiple location accounts. Work directly with 50 named accounts in cultivating sales and retaining customers by creating solutions covering predominantly New York State.

• Highest Ranked Executive in Western New York for CPE sales. Promoting Cisco, Avaya, Mitel, Managed and Professional services.

o Result: New and existing business total of 100% of quota for 2014-2017. LeChase Construction Services, LLC., Rochester, NY Full-service construction firm focusing on construction, management, design build, and facilities management.

Corporate Account Manager 2003-2013

• Manage corporate Verizon and Sprint accounts consisting of over 600 lines of service. With a company growth rate of 40% in three years (2010-2013) 6% savings was a result of aggressive negotiations while supporting the company’s wireless communication needs.

• Instrumental in negotiating and managing corporate service agreements and lease agreements with Xerox, Toshiba, Canon and Ricoh for roughly 200 various styles of office equipment and supplies in all regional, and field offices. Achieved 18% reduction in service rates that yielded $150,022 in savings.

• Achieved yearly reductions in reproduction rates with document service companies based off volume incentives yielding 13.5% in savings on average annually.

• Championed organizing the various office supply companies such as WB Mason, Staples, Office Max, Office Depot, and FM resources to streamline our ordering process. Negotiated pricing with the low cost provider annually that resulted in 15% average savings.

• Provide Senior Management with detailed regional reports on all project related internal staff and labor including Directors, Project Executives, Project Managers, Project Engineers, Project Accounting, Project Administrators, Superintendents, and Foreman. Procurement Manager 2003-2013

Prequalifying and categorizing all the subcontractors and suppliers for direct and indirect spend related to construction needs for projects up to $350M.

• Administer more than 16 purchasing initiatives totaling over $400M of contract volume, resulting in average cost savings of 7% over a 3-year time period.

• Partner, support and train over 25 project managers on appropriate strategies to be used in process flow matrix for sourcing events across many divisions and business units.

• Manage the Prequalification and Risk Assessment of over 800 new or active suppliers and vendors across eight regions and twelve business units. This additionally consists of providing project teams with safe comprehensive suppliers for direct and indirect spend items to utilize during budgeting, requests for proposals, and new or existing contracts.

• Lead E-Sourcing training conferences for vendors and clients on Procuri's TotalSource software platform. In addition to maintaining advance buyer functionality, create and deliver management reports to communicate project status, savings, tracked supplier performances, and recommended strategies to resolve project issues.

• Oversee all project related logs for customer (sourcing construction bid packages, contracts, change management, project specification submittals, reverse auctions and complete drawings).

• Completed a business process e-Sourcing project servicing Eastman Kodak that resulted in the client outsourcing nearly $350M of spend over a three (3) year period with a 7% savings over all. Pfaudler, Inc., Rochester, NY

Distributor of glass lined Pharmaceutical and Chemical Process equipment worldwide, including Wiped Film Evaporators (WFE), Conical Dryer Blenders (CDB), Reactor Systems, Column Systems, and Single Fluid Heating/Cooling Systems (SFHC).

Engineering Sales and Service Representative 1999-2002 Managed new and established accounts with portfolios between $4-5 million in sales.

• Prepared and presented detailed quotations to new and after-market business in excess of $20M per year resulting in 12m-14m in sales yearly.

• Trained regional outside/inside sales team and service departments across the nation on new products and effective customer service and collaborated with a liaison for Puerto Rico site.

• Provided accurate delivery dates based on solid knowledge of inventory, production capabilities, delivery schedules aligned with customer shipping requirements to ensure on time product delivery and minimize down time.

• Researched customers by order history, and new equipment purchases to determine current and future customer requirements.

• Traveled to key customer sites and successfully negotiated contract agreements, aftermarket sales, and field service agreements.

Mechanical Designer 1995-1999

Designed and drafted engineered equipment for the following product lines: Glass Lined Pressure Vessels, Wiped Film Evaporators, Mixing Systems, Heat Exchangers, Blending Systems, and Drive Assemblies.

• Drafted detail drawings for machining and fabrication using AutoCAD.

• Generated bill of materials, and engineering change notices for manufacturing for managing production timelines.

• Provided manufacturing with quotations and time studies on sophisticated machining equipment and set standard routings for most all manufactured items processed internally. Ahlstrom Kamyr, Inc. Glens Falls, NY

Leading provider for paper mills with design engineering services for pulp and paper machines, and paper mill related equipment.

Mechanical Designer 1992-1995

Drafted detailed drawings and built complex models of complete paper mills, process equipment and pressure vessels used in the pulp and paper industry.

• Involved in putting together flow diagrams, piping drawings, and bill of material generation for the complete process of each pulping system provided.

• Assisted in interfacing with project leaders, engineers, vendors and fabrication companies to meet customer requirements with pressure vessels involved with the pulp and paper industry.

• Drafted exploded pictorials containing bill of materials, detailed customer drawings, assembly drawings, and detailed fabrication drawings of process equipment and pressure vessels used in pulp and paper mills.

• Visited customer facilities for field verification of existing / new equipment locations and conditions for implementation of new machinery design and installation procedures. EDUCATION

A.A.S. Mechanical Design and Process Systems, College of Technology, Alfred, NY Concentrations: Mechanical Design, Process systems, and Product Model Building. Professional Development: Sales Force, DocuSign, Ariba Sourcing, Procuri TotalSource Training and Empower Conferences, Advanced Buyer in ARIBA Total Sourcing Tool, OSHA Certifications and Asbestos Awareness, Advanced MyBiz Account Management by Verizon. AWARDS/RECOGNITION

• Featured in, ‘Forbes,’ and ‘Purchasing Magazine,’ regarding success with e-Sourcing for Mid-Market Companies and the Construction Management industry 2006, and ENR Magazine for the success of e-procurement with the Eastman Kodak Company 2008.

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