Sales Manager
Resume:
James B Kane III
Burlington, New Jersey 08016
Email: *******@*******.***
BACKGROUND SUMMARY
Proven sales professional with business development experience. Background spans multiple sales positions handling direct and channel distribution. Recognized as a decisive, persuasive sales professional possessing ingenuity to develop and implement aggressive business/sales strategies by prioritizing objectives, and leveraging industry experience and relationships to optimize sales growth and profit achievement. Areas of sales expertise include:
Packaging Systems Ink Jet Systems
Hot Melt Machinery Weight Equipment
Adhesives Business Development
Shrink Wrap Equipment
PROFESSIONAL EXPERIENCE
ACTEGA Coatings and Sealants
Manufactures coatings and sealants for cans used in the food, beverage and aerosol industries with global headquarters in Vigo, Spain and North American operations based in Cinnaminson. NJ. U.S. Technical Sales Manager 2014 - Present
Primary responsibilities include: developing and maintaining relationships in the can-making industry for national and global accounts by interacting with all levels of management from the VP to plant operations, defining, developing, and implementing sales strategies and plans for North American accounts, assuming lead role in the management, coordination, and facilitation of all customer projects in the region, investigating and resolving customer issues both commercially and technically in the plant, planning and implementing all customer service needs in the region, as well as providing timely reporting on business performance, trends, and competition in the region.
Highlights include:
Developed 3 major new can-making accounts in North America
Increased sales in the US from $250,000 to $5,000,000
Hired 3 new technical service reps to support expanding sales base
Managed 4 major technical shows that resulted in significant leads in with major can-making accounts. HB FULLER COMPANY - PURCHASED LIQUID POLYMER 2007 to 2013 Manufacturer and marketer of specialty chemical products, with global headquarters in St. Paul, MN. Field Market Developer East Coast 3/2012 to 8/2013 Primary responsibilities include: commercializing a revolutionary new product called Liquamelt to customers targeted within a specific packaging market segment. Accountable for developing leads, presenting the technology, demonstrating the system, developing strong value propositions, and closing business. In the process I had to gain alignment with both external and internal key decision makers at all levels of the organization. Provided project management for opportunities that were developed throughout the East coast.
Was responsible to explore new technology and applications to reach outcomes that gain customer support and acceptance. Troubleshoot equipment and system problems with the customer to ensure proper use and operation. Provide field technical assistance during new customer start-up operations. Work with customers to understand critical performance and processing parameters for various applications. Train customers on the proper safe and effective use of equipment and product. Worked as a member of several cross-functional teams for value selling approach. Help customers select the appropriate solutions for various applications with an emphasis on establishing performance standards and test methods. Forecast revenue, account activity and generate written reports. Help lead the introduction of new technology with a value based selling, team selling with territory sales, lab & applications team. Responsible for managing the implementation of programs working collaboratively with territory managers & geographic sales management to drive and close targets. Highlights include:
Played integral role in transferring the Liquamelt technology to the HB Fuller sales and service organization during transition in 2011.
Helped identify and train key distributors within the east region
In concert with the HBF sales force and regional distribution identified and developed sales leads throughout Eastern region.
Was integral in providing real customer input for the design of the next generation Liquamelt Application System.
Placed the first new generation system at Ventura Foods
Leveraged key industry contacts to help develop Liquamelt projects including Coca Cola, Pepsi, Kraft Foods, Green Mountain Coffee, Sam Adams
LIQUID POLYMER CORP. 2007 - 2012
Startup company charged with commercializing the Liquamelt® system, a revolutionary new equipment/adhesive combination initially designed to meet the cellulosic applications within the paper assembly and packaging market segments.
Territory Sales Manager -East
Senior sales and marketing manager responsible for establishing initial sales and marketing direction for the start up company including development of a sales organization, sales/marketing tools, launch strategies, as well as market inputs for product development. Lead interface with target customers to establish market feedback, initial beta site tests/trials, and targeted sales penetration, and sales growth.
Upon startup January 2007 leveraged distribution sales background with the result of gaining rapid penetration in the target hot melt handgun market segment. Closed several handgun accounts including:
Participated in the development of sales tools including descriptive literature, sales presentations, product bulletins, value calculator, and demo systems.
Provided key marketing inputs that resulted in the final design of the Generation 1 machine, our first commercial Liquamelt® system that was launched in mid 2007.
Evaluated distribution channels including – adhesive distributors, machine distributors, manufacture reps with the objective of developing pilot distribution upon Gen 1 availability.
Participated in four PMMI show appearances, three of which with our own booth. Doubled leads each year with more than 300 in 2010.
Became the main driver the fall of 2007 for the shifting of market focus from handgun to automatic. This strategic direction change resulted in the interest of several major adhesive users which in turn helped us sustain funding during development.
Provided commercial and technical leadership for presenting and establishing Liquamelt® technology at
large target customers within the packaging market segment. This effort has resulted in several long term developmental relationships/interest that materialized into sales.
Provided leadership for customer support that has helped us maintain and grow business with the customers that we have established.
Established ancillary relationships within the industry that has directly resulted in increased sales –including OEMs and referral partners.
PAC Machinery Group, San Rafael, CA
PAC Machinery Group companies manufacture Vertrod Heat Sealers, Shrink Machines, Impulse Sealers, Form Fill Seal machines, Vacuum Sealers, MAP Tray Sealers and baggers. Regional Sales Manager 12/2005 to 1/2007
Industries called on include general manufacturing (ferrous and non-ferrous), pharmaceutical, medical device, food packaging and processing, agricultural and automotive. Responsibilities include all sales activities in assigned territory to both distributors and direct customers. Travel with distributors to customer locations to assist on sales calls and demonstrations. Help distributors with all contract negotiations and quotations to close sale. Assist customers and distributors in all aspects of machine setup and training. Find and qualify new distributors for network. Develop a strong presence with direct customers. Attend regional and national trade shows to help set-up and meet with customers during the show. Hold sales and product training sessions at distributor locations as needed. Distributor count; 38 A Class and 100 B Class. Highlights include:
Awarded a contract for $150,000 by a government contactor for vacuum sealing equipment for the military
Helped a distributor win an $110,000 bid with a foam manufacturer
Developed a stronger distributor network by increasing sales calls and lead generation
Developed a more cohesive distributor network with open lines of communication between management
Increased the distributor sales by $150,000 in second quarter Evco Industries, Holmes, PA
$5 Million Distributor of industrial packaging products. Lines represented include SIA, Adhesive Systems, and National Starch. Water and solvent based adhesives; Nordson, Loveshaw. Sales Representative 1/2000 to 12/2005
Industries called on included general manufacturing (both ferrous and non-ferrous), food packaging, pharmaceutical, musical instrument, bookbindery, and laminating.
Responsibilities included: new sales and maintenance of existing accounts worth approximately $1.5MIL visit/contact existing customers on a regular basis to ensure their satisfaction with the products we represent. Trial new applications on new potential customers via leads from manufacturers or by cold calling; negotiate prices with new and existing customers; research and development of sales plans for new products with senior sales staff members; attend training provided by manufacturers and trade shows; administrative duties such as yearly, biannual and quarterly sales projections, weekly call reports and customer quotations. Highlights include:
Developed a $150M Pennsylvania commercial bakery from 0-$250K in adhesives and equipment
Won an initial contract with a Pennsylvania manufacturer of artist materials worth $110K
Awarded a $90K contract from a Pennsylvania meatpacking facility
Developed equipment for a Pennsylvania Co-Packer worth $140K EDUCATION
Temple University - Philadelphia, PA
Political Science, 1991
Contact this candidate