Ted Silva

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

978-***-****

North Andover, MA 01845

acc8ot@r.postjobfree.com

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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