Sales Manager
Resume:
Russell L. Morgan
************@*****.***
SUMMARY
Results-oriented Sales/Marketing and Management Professional offering an
effective blend of business acumen and technical expertise as follows:
. 22+ years leadership background in representing products or directing
sales services, acquiring a broad knowledge of applications and
internal practices in municipality, industrial, agricultural, food
processing restaurants and other markets ISO 17020/17025
. Able to effectively characterize benefits and features of technical
products in dynamic presentations and demonstrations; well versed in a
wide variety of analytical equipment for labs; successfully launch
new products with clients and prospects
. Experience with restructuring sales organizations to drive
revenues/profitability, administering budgets and controlling costs
. Superior interpersonal abilities for effectively communicating with
clientele and staff from all cultures and professional levels;
assertive and proactive in project development and management
. Proven initiative for competitive intelligence, monitoring and
predicting market trends, and developing tactical business plans for
meeting and exceeding an employer's objectives
. Excellent team building abilities; experience as trainer and
facilitator for personnel under supervision, including sales
organizations; record of key employee development toward achieving
professional goals of motivated individuals; adept public speaker for
industry tradeshows/seminars
. Outstanding record of reactivating business with dormant accounts and
growing market share; accomplished in developing and implementing
improvements practices/procedures
CAREER OVERVIEW
Cotecna Inspection Houston,TX
Laboratory Manager
2010 to
Develops primary goals, operating plans, policies, and
short and long range objectives for the laboratory
implements these following Area Manager's approval;
Directs and coordinates activities to achieve profit and return on
capital;
Establishes organizational structure and delegates authority to
subordinates;
Leads the laboratory towards objectives, meets with and advises
other executives, and reviews results of business operations;
Represents organization to major customers, government agencies,
standard organizations and the public.
As the Technical Lab manager, has overall responsibility for the
laboratory activities to be carried out as per the
requirements of this standard. New method
Is responsible for the day to day operation of the laboratory,
including purchasing, personnel maintenance,
Implementation of Laboratory Quality Systems, Safety, training,
client interface, marketing, assessment of analytical data,
approval of the final report and laboratory profitability
Analytik Jena Houston, TX
2006 to 2008 REGIONAL SALES MANAGER (based in Houston, TX)
Analytical instruments for Atomic Absorption Spectroscopy, UV/VIS
Spectroscopy and Elemental Analysis.
Include companies in all areas of petrochemical, pharmaceuticals,
biotechnology and restaurants environmental company.
Utilize data base to identify untapped business opportunities.
Calls independently open accounts based on many cold call
Fuel blenders, Biodiesel and Renewable Fuels Experience with
developing new accounts and providing excellent customer
service
Horizon Technology, Salem, NH
2003-2006
TECHNICAL SALES REPRESENTATIVE (based in Houston, TX)
Prospect new clients and develop new business with existing accounts,
managing a ten-state sales territory for this manufacturer and marketer of
analytical instruments and services to the environmental laboratory sector.
Pioneer new products/services, promote sales of product upgrades and
install equipment in labs.
. Represent a line of instruments that range from $12,440.0 00 to
$9,000-$100.000.00 for extractors, calling on PA's, lab managers and
executives in diverse industries that include refineries, agricultural
chemical and pharmaceutical manufacturers, food/beverage processing
facilities and others.
. Utilize ACT database to identify untapped business opportunities, cold
call on prospects, customize presentations/demonstrations, prepare
preliminary proposals, negotiate and close contracts. Responsible for
staff training at client's location and post-sale resolution of
technical problems.
. Gather feedback from account base on concepts for new and improved
products for reporting to senior management team.
. Coordinate and represent company at 3-4 industry tradeshows each
quarter throughout the territory.
. Plan and orchestrate workshops and seminars for established and
previously active accounts.
. Closed sales at PITCON conference for DryVAP concentrator systems with
2 of the 5 top lab networks.
. Completed training and implement best-in-class sales practices
advocated in Seven Steps to a Sale.
. 2005 President Club 1 millions in sales.
. Professional Sales Development Program. Probing Skills Handing
Resistance 2006
. 3000 / 1000 speed vap dry vap.
Russell L. Morgan
Page 2
UTMB, Galveston, TX
2002-2003
ENVIRONMENTAL PROTECTION SPECIALIST
Waste disposal and management responsibilities ranged from supporting
programs for collecting radioactive and solvent waste on campus with 850 on-
site labs; counseled lab staff on consolidating waste streams; oversaw
packaging for safe transportation of hazardous waste and clean-up
operations for labs designated for closing.
. Provided input for developing an on-line system for tracking waste
collection more efficiently.
. Held federal Criminal Justice Clearance for accessing sensitive
research environments.
Test America Inc., Norcross, GA
1998-2002
LABORATORY MANAGER
Oversaw large-scale Corps of Engineers national projects for analytical lab
services with a budget of $2.5 million; directed organic/inorganic lab
managers who scheduled and facilitated staffs of technicians.
. Conducted joint calls with sales representative, calling on prospects,
providing technical expertise for presentations, and assisting with
contract negotiations/closing.
. Reviewed all raw data for testing that included GC, GC/MS, Metal and
wet chemistry analysis.
. Salvaged Army Corps contract despite closing of lab and transfer of
operations to Tennessee facility.
5890 GC 6890 CG also MS 5975 w sim
Philip Services, Houston, TX
1997-1998
LABORATORY MANAGER
Developed and managed team of technicians in QC lab for this service
company commercial or industrial waste requirement from start to finish.
Analyzed chemistry in compliance with state regulations. Managed budget
and controlled operating costs.
. Played key role in improving on-time record with addition of new
equipment technology and technical staff.
. Recognized for round robin studies that led to enhanced efficiencies
for lab processes and procedures.
Pace Analytical Services, Inc., Houston, TX
1992-1997
OPERATIONS MANAGER
Provided proactive leadership in managing daily lab operations, approving
proposals and overseeing large-scale national projects, preparing and
administering budget, developing 4 managers and maintaining oversight for
scheduling and supervising 75 employees. After making selective staff
changes, recruited and trained new sales hires, assisting representatives
with technical expertise and closing skills on sales calls.
. Served in advisory capacity with clients on EPA regulatory compliance
and other technical issues.
. Responsible for interfacing productively with marketing, operations,
support/client/field services and senior management team for business
planning and resolution of complex problems.
. Consistently met or exceeded profitability goals and evaluated
"Outstanding" on annual performance review.
. Set up a data management program for electronic deliverables, growing
staff to 4 and vastly improving lab efficiencies and project
turnarounds.
. Led team to generate $4.8 million in annual service charges, resulting
in facility evolving to largest in U.S.
. Played a pivotal role in maintaining a 95% on-time delivery program
for accounts on contract.
. Developed and launched innovative laboratory management system that
reduced man-hours required for job check-in and review by 50%.
. Coordinated schedules and oversaw analytical projects from 7 other
Pace network facilities.
OTHER EXPERIENCE
Organic Manager for Inchape Environmental Laboratories, Houston, TX and
Organic Prep Chemist for Southern Petroleum Laboratories Inc., Houston, TX.
EDUCATION
Academic studies at East Texas Baptist University, Marshall, TX - 4 years.
Completion of: Process Improvement Total Quality Management and Project
Management Seminars.
Contact this candidate