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Sales Representative

Cincinnati, Ohio, United States
March 14, 2019

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**** ****** ****** *****, **** CHESTER, OH 45069 C: 513-***-**** Vice President of Sales/ Director of Sales

High Energy, focused, resultant, who moves easily from vision and strategy that results in implementation, problem-solving, and follow through that delivers High performance sales results. Skilled at cultivating long-term relationships with Fortune 500, OEM’s and End Users that yield high and sustainable revenue across many vertical markets.Polished, persuasive, culturally sensitive individual who confidently represents an organization with professionalism, poise and the utmost in integrity. Talented in identifying high potential opportunities and innovative vertical markets. Strive to establish an environment where people can grow to their fullest potential via mentoring and and utilization of an empowering leadership style. Creative, Highly Motivated, Driven to Succeed

Key Performance Strengths

Team Building, Training Leadership & Mentoring, Strategic Planning And Tactical Execution, High Expectation Client Relations, Client Relations, CRM Implementation, Competitive

Market Trend Analysis, Internal Business

Development and Growth Strategies

National Business Development,

Marketing Plan Creation,

P&L Management

Professional Experience

Regional Sales Manager Apr 2010 to Apr 2018

BW Rogers Division of KAMAN-Cincinnati OH

Led team responsible for developing and winning new customers in medium to large enterprise key accounts, In order to grow market share In core Automation, fluid power and value added services Products. In first 90 days, built and implemented a strategy to manage the major key account team to clear goals and objectives with metrics congruent with company goals and strategic growth plan.

• Instituted strict adherence to sales process and pipeline management

• Recruited, interviewed and hired exceptional talent that brought well developed skills

• Managed a team of 8 Field sales engineers

• Consistently achieved between 110% to 115% of annual plan

• Responsible for the P & L for 3 business units

• Trained each key account manager on the proper use of the new CRM Salesforce

• Multi million dollar revenue budget management

• Participated in the custom design of innovative product development

• Lead development and growth strategies

• Regional an individual team member goal setting

• Territory penetration, development and management

• Sales prospecting, forecasting and closing

• Large scale project management

Director of Sales, North America Feb 1997 to Apr 2010 Advantech - Cincinnati, OH

Outstanding performance record as shown by the steady increase of revenue from 19 million in sales in 1997 to 92 million in sales in 2010.

• Managed 26 sales professionals on a direct basis as well as an 120 people on an indirect basis

• Won the largest project in the history of Advantech Automation. The customer was Diebold. We designed an electronic voting machine that was shipped all over the USA.The project brought in 10-13 million dollars per year for 5 consecutive years.

• Achieved from 115% to 180% of annual goal for 13 out of 14 years

• Traveled and worked on projects in North America and internationally

• Outstanding cross functional thinking to define complex projects, generate ideas and consensus around important details

• Developing key performance metrics and CRM dashboards that help the sales organization to focus on performance drivers

• Implementing comprehensive CRM pipeline reporting tools, tracking opportunities from lead generation to revenue realization, account development and retention

• Being a trusted advisor to the Executive Leadership team

• Worked with Executive team to design, develop and implement a motivating incentive compensation plan to support paying for performance and rewarding talent

• Directly assist in management of major and critically developing key accounts, and assist key account field sales engineers with coordinating management of all other accounts Co-owner Vice President of Sales May 1992 to Feb 1997 PCS Industrial Computer - Cincinnati, OH

VP of Sales and marketing for an entrepreneurial company that I started with 3 other engineers. Entrepreneur with highly customer centric skills with excellent relationship skills evidenced by building a 10 million dollar revenue stream over a 5 year period.

• Led all sales and marketing activities across all of North America

• Hired, trained and managed field sales engineers and internal customer service

• Built relationships with over 300 new customers

• Strong sales and marketing skills to build new customers and cultivate existing customer relationships

• Bring creativity and an entrepreneurial spirit to all business endeavors

• Increased sales year over year by leveraging referenceable accounts to build credibility while introducing new sales tools and marketing materials

• Created marketing presentations and demo product for multiple annual exhibitions at regional shows

• Developed business plans and sales strategy from the ground up

• Created a compensation plan with commissions and bonus structure to highly compensate high performing sales professionals

• Impeccable knowledge of customer/vendor relationships, needs assessment, strategic planning, account management and company business management policies and procedures

• Developed a channel to market by creating relationships between PCS and automation distributors

• Managed complete design of the companies brand image Inside Sales Representative Apr 1991 to May 1992

Samuel Whittar - Cincinnati, OH

Company is a metal service center which manufactures cold rolled steel shapes.

• Inside sales professional that managed all aspects of customer service including customer care, key account internal support, order processing, order acknowledgment and expediting

• Utilized internal CRM support tools to optimize performance of overall customer care

• Create and manage inside sales house account territory development plan

• Create and provide weekly and monthly sales reports to management

• Continued to improve knowledge of various metals and metal processing

• Attended trade shows and industry conferences

• Collaborated with established outside sales professionals to improve sales strategies for key accounts

• Spent 20-30% of time cold and warm calling prospective customers to prospect for new business

• Awarded Top Performer Award in 1991 for consistent high performance and surpassing sales goals Education

Bachelors of Science, Electrical Engineering 1985

Penn State - State College, PA, USA

MBA, International Business 1994

University of Cincinnati - Cincinnati, OH

Software Skills

Microsoft Outlook, Excel, Word, Power Pointe, CRM Siebel, CRM SalesForce Activities and Honors

Mentored Young Business Professionals

Black Belt in Tae Kwon Do

Support Shelter House in Cincinnati

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