Sales Customer Service
Resume:
Ted Silva
North Andover, MA 01845
********@**.***
www.linkedin.com/pub/ted-
silva/6/a63/23a/
Global Sales and Marketing Organizational Design
Learning and Development Business Analysis
Strategy Development and Deployment Sales and Distribution Strategy Design
Value Proposition Creation Strategic Pricing
Accomplished Presenter Insightful Recruiter and Interviewer
Versatile Leader Analytical and Intuitive Decision
Expert in the Science and Strategy of maker
Selling Exceptional Problem Solver
Outstanding Written & Verbal Keen Interpersonal Skills
Communicator
Professional Experience and Accomplishments
Division Sales and Marketing Manager
Parker Hannifin Corporation, Lancaster, NY
January 2012 - Present
Leader of twenty-three person Sales and Marketing organization for $75
million+ business. Develop and execute the Division's sales and marketing
strategy worldwide. Work with global customers, partners and industry
influencers to establish and demonstrate the business value propositions
delivered by Parker's air dryer, filtration and chiller technologies.
Collaborate with executive management and cross-functional teams. Strategic
aptitude and broad business acumen are synergistic with the plans and
actions required for creation, continuation and acceleration of successful
global sales, service and profits objectives.
Under my leadership, the efforts of the sales and marketing team have
helped the division achieve recognition as an industry leader and
contributed to record top line and bottom line performance.
Key Accomplishments:
. Established market development strategies and personnel for Division's
target markets resulting in over 15% sales growth in the first year.
o Power Generation/Alternative Energies - Natural Gas, Hydro-
Electric, Wind, Coal-Fired, Biomass, Waste-to-Energy, Smart
Grid, CNG/LPG Vehicles
o Oil and Gas - Upstream, Midstream, Downstream, Offshore,
Onshore.
o Industrial and Processing: Food and Beverage; Compressor OEM,
Compressor Room, Point of Use.
o Life Sciences: Hospital/Medical Air, Magnetic Resonance Imaging
(MRI), Respiratory, Analytical Equipment OEM
. A Global Mindset - Global Strategy Development expertise applied in
Asia Pacific and European business initiatives and supply models,
sales, marketing and distribution development
. Implemented Sales and Operations Planning (S&OP) program and
accompanying cadence that contributed to improved performance in
customer service, delivery, sales and profits metrics while building
relationships and teamwork across multiple functional areas.
. Developed international business skills through sales/marketing and
product strategies designed and executed in China, Japan, Thailand,
The Netherlands, United Kingdom, Germany, USA and Canada to employees,
distributors and customers.
. Implemented Achieve Global( Professional Selling Skills as
foundational Needs Satisfaction Selling strategy.
. Chartered strategic account analysis and strategy-building program
focused on penetrating and growing private label and multiple
facility, multi-national accounts.
. Established Aftermarket strategy for service, parts and replacement
including dedicated resources, advertising and promotion and strategic
selling program. Unit volume doubled in first year.
. Conducted Needs Analysis and developed plan to unify sales and
marketing organization brought together through acquisition.
. Structured and implemented broad organizational design change of Sales
and Marketing operations.
. Re-defined and managed complex four-brand strategy and accompanying
distribution channels.
. Responsible for Division's Strategic Pricing personnel and performance
in maximizing profits through market pricing.
. "A bright and exceptionally strong problem-solver" - O'Brien, Passen
and Associates, 2000.
National Sales Manager
Parker Hannifin Corporation, Haverhill, MA
July 2004 - December 2011
Key Accomplishments:
. Versatile leadership reflected in leading thirty-four person sales and
marketing team including Regional Management, Product Marketing
Management, National Account Management, Territory Managers,
Independent Representatives and Exclusive Distributors.
. Executed aggressive growth strategy targeting high margin core
business moving it from a declining position to several years of pre-
recession double-digit growth.
. Managed contingency sales strategy thru 2008 economic downturn
focusing on recession-proof target markets and aftermarket.
Successfully positioned business for a rapid recovery.
. Refined business analysis and project management skills used in
developing business decision-making systems, qualifying information
and using it in support of strategic actions.
. Executed Sales Management reorganization focuses on Product, Market,
Region and Territory Management.
. Lead effort to develop end-user and OEM sales for cutting edge
separations technologies.
Business Development Manager
Whatman, Incorporated / Parker Hannifin Corporation, Haverhill, MA
January 1997 - June 2004
Key Accomplishments:
. Sales & marketing position with primary responsibilities for
development of new markets, routes to market, distribution channels
and personnel in North America.
. Managed ten-person Customer Service team for global business.
. Successfully conducted special assignment by taking on local territory
management responsibilities for two years. Gained valuable
understanding of current field operation challenges and opportunities.
Territory performance was above plan for the duration of the
assignment; Top performing territory in first year.
. Managed ongoing effort to update and improve effectiveness of Lotus
Notes-platform, customized CRM database used by North American Sales
operations.
. Leader in design and implementation of sales management/territory
decision-making and support reporting systems.
. Implemented North American Telemarketing Program targeting Aftermarket
sales.
. Supported implementation and management of various sales channel
reorganizations including Direct sales force territory changes, hiring
and terminating Distributors and establishing an Independent
Representative program.
Sales Development Manager
Whatman Incorporated, Haverhill, MA
January 1990- December 1996
. Responsible for the general support functions for North American
Direct Sales Force and Distributors.
. Provided technical and sales training and support to North American
employees and customers.
Sales Engineer
Balston Incorporated, Lexington, MA
October 1986 - December 1989
. Entry-level outside sales position in New England.
Academic Experience and Accomplishments
Adjunct Professor of Marketing and Management
Suffolk University, Boston MA 2000 - Present
. Expertise in web-based learning and communication.
. Graduate MBA and Undergraduate courses - International Marketing,
Marketing Strategies, Behavior in the Workplace and Marketplace,
Marketing Research
. Graduate MBA online courses - Designed and taught: International
Marketing, Human Resource Management
. Recognitions - U.S. News & World Report (October 2001): Suffolk
University's Suffolk MBA Online Program is among the best regionally
and professionally (AACSB-International) accredited online business
graduate programs.
. Featured Speaker - Suffolk eLearning Speaker Series
Adjunct Professor of Management
Southern New Hampshire University, Manchester, NH
1999
Undergraduate course - Cultural Issues in the International Environment
Education
Master of Business Administration
Southern New Hampshire University, Manchester, NH
1998
Bachelor of Arts - Legal Studies
University of Massachusetts, Amherst, MA
1986
Professional Training
. Taking Charge of Change - Parker Hannifin.
. Strategic Pricing - Parker Hannifin.
. High Performance Work Teams - Parker Hannifin.
. Lean Boot Camp - Parker Hannifin.
. Strategic Marketing - Parker Hannifin.
. I am Parker- Customer Service Training - The Disney( Institute.
. Trainer - Achieve Global( Sales and Customer Service Training Programs
- Professional Selling Skills( Core and Applications, Professional
TeleSelling Skills( and The Service Difference(.
Interests
. Skiing, Cycling, Hiking, Running, Kayaking, Golf, Reading, Writing
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