Sales Engineer
Resume:
Roman Hewko
Clark, NJ *****
E-mail - ********@*******.***
Objective: To use the skills I have acquired in various phases of sales,
and industrial manufacturing including Start-Up Manufacturing Partnerships
and Distribution Channels in the Lubricants and Diesel Exhaust Fluid
Market, Sales in Metalworking Fluids, Application Engineering, Technical
Training, Manufacturing Engineering, Machining Process, and Supervision in
more than 32 years of increasing responsibility.
Summary of Qualifications: Experienced Area Manager for the Southern USA
territory in Lubricant Sales, Successful and knowledgeable Vice President
of Sales and Marketing for North America Diesel Exhaust Fluid Operations,
Senior Account Manager /Service Engineer/ Training Coordinator and
Application Engineer familiar with metalworking fluids, machining, and
precision tooling used in the industrial manufacturing sector. Experienced
in working with original equipment manufacturers, the automotive industry,
aerospace, government defense, aircraft industry, bearings industry,
firearm companies, job shops, cement industry, fiberglass industry, steel
industry and distribution. Qualifying opportunities, evaluating
applications, recommending solutions and partnering with customers in
preparation and completion of projects. Being competitive, persistent and
manufacturing oriented is of paramount importance to my success in sales
applications and industrial manufacturing. Creative problem solver who
excels under pressure and get results. Bright, responsible and a hands on
team player possessing excellent communication skills. Good leader,
motivator, and negotiator dealing effectively with all levels of
management.
Business Experience:
4/13 to Present Area Manager South USA & New Business Development
for Eni USA
R&M, Inc.
Duties: Manage and develop a new territory
expanding the name and
brand identity into an undeveloped
territory in various industry segments
of the lubricants market. Developed new
company website, training
modules in industrial lubes and
metalworking, assisted in new hire of
personnel, changed the sales compensation
program from volume to
gross margin, help develop direct and
indirect channels
Accomplishments: Managed 2 territories
until I was able to hire a new
a new area manager for the NE USA
territory. Implemented a plan in the
SE USA to market Eni lubricants through
direct and indirect channels.
Closed 90K of new business in the first 8
months. Established distribution
throughout the territory. Developed the
content for a new company
website and online store to purchase
product. Participated in developing
marketing materials, trade show booths,
and exhibit at trade shows.
3/10 to 4/13 Vice President of Sales & Marketing of DEF
Operations for
Kruse North America, Wilmington, DE.
Division of
Kruse - Group, Balve, Germany
Duties: Set up regional manufacturing
partnerships to manufacture
and market diesel exhaust fluid using
Kruse's equipment. Trained and
marketed product and equipment with all
partners within their
region.
Accomplishments: Took a start up
operation, driven by EPA mandates, and
established 8 regional
manufacturing locations throughout North
America. Helped all
partners grow volume to over 3.2 million
gallons in the first
3 years.
9/93 to 3/10 Distributor Training & Business Development
Engineer for
Castrol Industrial, Naperville, IL.
Division of BP
Duties: Trained and development new business opportunities
for the distribution network in the United States, Canada,
Mexico, & Central America.
Accomplishments: Trained the Mexico & Central America
network in metalworking fluids and identified over 1.3
million dollars of new business opportunity of which 25%
has been closed.
Application Engineer/ Metalworking for
Castrol Industrial, Naperville, IL.
Division of BP
Duties: Provide engineering services for direct, indirect,
and chemical management programs. Application support,
troubleshooting, training, cost justification, and customer
project support in various market segments provided
throughout North America.
Accomplishments: Help land and close over $500,000 in
new business in 8 months through out several market
segments including direct, indirect, and chemical
management business. Selected to the Professional Advisors
Group to mentor and trained 3 people in metalworking.
Distributor Service & Training Coordinator for Castrol Industrial,
Naperville, IL. Division of BP
Duties: Train & Support the distribution network in the US
& Canada to enhance their technical capability and self
sufficiency's in the metalworking fluid industry.
Accomplishments: Co-developed 13 metalworking training
modules, conducted over 600 hours of training to the
distribution network, 4 Live-Net presentations, and provide
field support on new applications and troubleshooting
issues.
Sr. Account Manager for Castrol Industrial, Naperville, IL. Division of BP
Duties: Direct Sales responsibilities for the Southern New
England and Mid Atlantic States, providing product and
services of metal working fluid and lubricants. The
product would include cutting and grinding fluids,
cleaners, corrosion preventatives, metal forming, heat-
treat fluids, machine lubricants, environmental services,
and equipment. Supervised, trained, and supported three
distribution companies that had exclusive territories.
Responsible for assisting fellow sales engineers in North
America in developing solutions and troubleshooting
applications in a service role.
Accomplishments: Maintaining existing business and grew
the business through direct and indirect channels
consistently each year. Managed a territory of 1.8 million
dollars in sales. Helped the automotive segment growth
through application and product knowledge. Participated
in product rationalization team, tooling team, steel
segment team, and distributor training team. Trained
internal personnel in metalworking fluids and customized
distributor and customer training seminars in the same
related topic. Serviced and provided troubleshooting and
application support within my region and outside of my
region.
7/89 to 9/93: Sales and Applications Engineer for Mapal, Inc.
Piscataway, NJ
Duties: Perform outside sales of specialized cutting
tools and provide
application services assisting customers with various
manufacturing requirements. Responsible for the North East
United States in all areas of the machining industry.
Accomplishments: Increased yearly sales -- $385,000 to
1,000,000 from
1988 to 1992. Provided support to OEM in machine run offs
and qualification for the automotive, aerospace, and heavy
equipment markets.
12/84 to 7/89: Manufacturing Engineer for Robert Bosch Corporation,
Packaging Machinery Division, South Plainfield, NJ
Duties: Manufacturing Engineering responsibilities including CNC
Programming on General Numeric P-G CAD/CAM System for Fanuc
Controls. Overseeing Quality Control (Metric System),
scheduling, methodizing, evaluating new applications,
selecting and purchasing of machine shop equipment and
tooling.
Accomplishments: Played a key role in starting up a manufacturing
department. Selected machine, tools and accessories
necessary to perform machine shop duties. Responsible for
the entire manufacturing operation, and provided spare
parts, emergency replacement parts, and repairs for
customers with a quick delivery as opposed to a longer lead
time from German Manufacturing. This department helped the
company improve overall packaging machinery sales by
providing replacement parts and service efficiently and
cost effectively.
1/85 to 9/93: Evening Instructor (part time) for Union County Vocations
Center, Scotch Plains, NJ.
Duties: Instructor of all machine shop related courses.
Accomplishments: Helping develop the skills of students in
the related
Machine Shop Trades.
8/79 to 12/84: Machinist, CNC Programmer/Operator for Graber-Rogg,
Lincoln Mold,
Paul C. Steck, Inc. and Titan Enterprises.
Duties: Manufacturing parts and components for various
applications
Using, manual machine equipment and automated equipment.
Operated
and programmed computerized numerical control machines.
Education: 1978/1982 Bachelor of Science in Mechanical Engineering. Union
County Technical Institute, Scotch Plains, NJ
1979/1983 Certified Journeyman Machinist, Union County Vocational
Center, Scotch Plains, NJ
Completed specialty courses at Kean
College, Union, NJ for Statistical Quality Control and
Computer Integrated Design and Manufacturing. Completed
training in Professional Selling Skills, Consultative
Selling Skills, Computers and Introduction to Environmental
Issues. Six Sigma Green Belt Trained
Roselle Park High School, Roselle Park, NJ Graduated June
1978, (College Entry Courses).
Personal Data: Married, three children, excellent health. Willing to
travel as much as needed.
Interests: Golf, Fishing, Boating and Water sports.
Contact this candidate