Sales Management

John Zapalik

**** ******* **. ● Orland Park, Ill. 60462

acea77@r.postjobfree.com ● Mobile: 708-***-**** Hm.: 708-***-****

Executive Management

Entrepreneurial globally experienced sales, marketing, and business development executive with an extensive management skill

set in the industrial, OEM and manufacturing marketplace. High energy motivational management style with a proven record of

building and retaining highly effective sales, marketing, and business development teams. Primary focus centers on strategic

account penetration and new business acquisition efforts.

● Global Sales, Business Development and Marketing ● Product Development / Launch

● Global Account Management ● Global Distribution and Agency Sales Management ● M&A Experienced

PROFESSIONAL EXPERIENCE

Columbus Castings Columbus Ohio – 2013 (1yr.)

Columbus Castings is private equity owned and is North America’s largest foundry globally providing large capital equipment

castings to the Rail, Mass Transit, Mining, Construction, Automotive, Power Generation, Mining, and Industrial OEM markets.

Vice President Sales and Marketing

Member of the Executive Management team. Headed up, developed and drove National and International industrial OEM sales.

Developed and lead strategic marketing and tactical initiatives. Directed all business development and account management plans.

Lead direct sales force, distribution channels and agency sales organizations.

• Directed strategy for the OEM Power Generation business resulting in $10 million in new sales

• Lead sales force efforts, with $130 million in sales responsibility

• Key Account Management for Caterpillar (Bucyrus), Joy Global, Deere. Mitsubishi, Nissan and Honda

• Sales lead in securing DoD business (Navy contract) worth $10 million

• Lead product development efforts with engineering team, with 2 new product launches for 2013

• Closed largest Mass Transit single order in Columbus Castings history at $77 million. Nippon Sharyo, IDOT / Caltrans

• Drove bookings increase 34% 2013 versus 2012 / Increased backlog 56% to $69 million 2013 vs. 2012

Sales and Business Development Consulting (contracted services) April 2011 – December 2012 (1.75 yrs.)

MGM Displays

• Captured new business with Coleman Cable $230K

• Grew new business with S&D Coffee 12% to $180K per year

• Expanded refurbishment services sales 18% to $300K per year

Sports Station

• Grew Team equipment sales 22% = $1.5 million for 2011 and 15% = $1.5 million on top of 2011 for 2012

• Expanded product offering through new vendor acquisition / Directed sales into collegiate level capturing $800K in sales

ESSEL PROPACK, Danville VA. 2010 – 2011 (1.5 yrs.)

Essel is one of the worlds’ largest plastics consumer packaging manufacturing companies.

Director of Business Development

Directed - lead all new business acquisition and “Go to Market” marketing strategies concentrating in the extruded plastics

packaging, plastic injection mold marketplace, package printing and labeling techniques. Mentored sales team on account

management techniques and new business acquisition strategies. Managed direct sales force, manufacture representative

organizations, and distribution channel.

• Operations management, resource allocation, demand planning, product lifecycle management.

• Major account management responsibilities, P&G, Colgate, Blistex, L’Oreal, Walgreens, CVS, and Target

• Headed up new product development team. 2 new product launches made in 2010.

• Acquired new business worth 23 million units per year in first 6 months.

• Increased sales revenue by 13% from $50 million to $57 million

INFOTECH ENTERPRISES AMERICA, Rockford IL. 2008 thru 2010 (2yrs.)

Infotech is a Global commercial aviation / military aerospace, Automotive, Mining capital equipment, and machined component

engineering services provider to the OEM market.

Director of Business Development

• Strategic Account management responsibilities for Hamilton Sundstrand and subsidiaries Pratt Whitney, Sikorsky, also to

include Toyota, GM, and Nissan

• General management of P&L $125 million. Managed and coached 18 member on-site engineering staff.

• Increased program sales revenue 20% from $22 million to $27 million / Increased margin on capital equipment / machined

component sales 12% from $67 million to $72 million

• Secured 2 multi-year electronic component contracts worth $32 million combined ITAR compliant

OERLIKON BALZERS INC., Elgin, IL 2005 thru 2007 (2yrs.)

Oerlikon Balzers is a global leader in the highly engineered manufacturing of PVD coatings and capital equipment with revenues

in access of $500 million dollars concentrating in the Commercial Aviation, Military Aerospace, Automotive, Plastics, Mining,

Industrial OEM and Off Highway Vehicle and capital equipment markets.

VP of Sales and Marketing

Overall business management efforts of Global strategic marketing / sales planning, business development, product management /

development, capital equipment, machined component, global account management and channel management.

• Grew Capital equipment unit sales 18% from $24 million to $29 million Globally in the aerospace and heavy equipment- off

highway markets

• Marketing and Sales Lead to Caterpillar, Honda, Nissan, Toyota, BMW, Chrysler, Ford, Boeing, Raytheon, Lockheed. P&W,

GE, Rolls Royce, and ADI

• Constructed and managed agency representatives for the Machine Tool business 12 U.S. offices 9 International Offices

• Increased aftermarket sales 19% from $41 million to $51 million covering 18.5 million units over the past 2 years achieving

10% and 11.2% EBIT respectively for those years

• Lead sales efforts in Big Box key retail client responsibilities, Menards, Lowes, Home Depot, Canadian Tire, and Blaines

• $160 million P&L management

• 18 member direct reporting sales force 6 member customer service team, 5 product managers, 2 RFP / RFQ team members,

and 2 marketing team members with operations management covering 16 North American full service locations.

INVENSYS BARCOL-AIR, Stafa Switz. 1998 thru 2005 (7.5 yrs.)

Invensys Barcol-Air is a world leader in MRO, Industrial Process Controls (Automotive, Transportation, Rail), Building

Automation, High Volume Electronic Components, and Capital Equipment solutions and is a division of the parent company

Invensys.

Director of North American Operations

Directed all aspects of, business operations (general management), business development strategies and implementation, sales and

marketing strategy, Electronic Component, Electronic Digital Controls Distribution Channel management, Motion Control-

Industrial process controls business, while supporting Heat Transfer / Process Cooling capital equipment / Mechanical

construction and MRO sales for the field offices Globally.

• Managed P&L of $230 million.

• Directed / Lead Industrial Process controls sales efforts for the auto industry clients, Ford, GM, Chrysler, Nissan, and Honda

• Increased sales of Radiant Ceiling Technology 27% to $38 million in North America.

• Mentored and managed National / International HVAC sales direct sales force, service sales force, and Manufacture

Representative Offices (26) as well as retail channels with Lowes, Canadian Tire, Home Depot and Menards

• Increased Co-Generation sales profit 11%, from $68 million to $76.5

• Developed / Managed Bundled Solution capital equipment sales program generating $6 million in new sales revenue

COLUMBIA PIPE AND SUPPLY, Chicago, IL. 1978 - 1998 (19.5 yrs.)

Columbia Pipe is a major distribution supply house with sales in access of $200 million serving the MRO, Plumbing, Pipe, Valve

and Fitting, HVAC, Hydronic, Digital Controls, Capital Equipment and Industrial markets. Columbia services these markets

through 15 branch locations throughout the Chicago metro area as well as branches in Wisconsin, Indiana, and Michigan.

General Sales Manager

Served a dual role as General Sales Manager for $80 million division with 15 branch locations and a sales team of 30.

Youngest to date to be given outside sales territory. In 2.5 years took territory worth $400K and made it $3.7 million

• Developed marketing strategy for engineering, contractor, and end user new business sales efforts

• Lead sales efforts in MRO / Machine Tool businesses.

• Lead mechanical sales efforts for PVF division, pipe, vales, valve actuation, punps, and fitting sales.

• Increased segment sales 20%, 3 consecutive years and met or exceeded revenue goals all following years

• Presidents Club member 9 consecutive years until program was ended

PROFESSIONAL DEVELOPMENT

Miller Heiman / Strategic Selling ● Professional Sales Negotiations ● Added Value Selling ● Quality Core Training

MQL/ Manager as a Quality Leader ● PSS / Professional Selling Skills ● Account Development Strategies

EDUCATION

Bachelor of Science in Organizational Management w/ a concentration in Marketing

Graduated May 2000 w/ Honors 3.7 G.P.A / Trinity Christian College, Palos Heights, IL

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