Professional Network

Mark S. Gabriel, Technical Field Sales Leader: All Manufacturing Industries and Industrial Distribution

**** *. *** *., ***********, UT 84014, Office: 801-***-****, Mobile: 801-***-****, Email To: ***********@*****.***,

*************@*****.***, LinkedIn: www.linkedin.com/pub/mark-s-gabriel/8/85b/33

OBJECTIVE:

Continue my technical sales and sales management success with a company serving industrial manufacturers

who has a good track record, is customer and market driven, with an R&D program and a plan to stay

ahead of the competitive curve.

"I skate to where the puck is going to be, not where it has been."

Wayne Gretzky

SUMMARY OF QUALIFICATIONS:

Several decades of success as a Technical OEM Field Sales Engineer, Territory Distributor Channel Sales

Manager, Regional Sales Manager, Business Development Manager, and Sales Director. Desirable

experience as a Co-founder/Owner, Program Manager, and Procurement /Purchasing Supervisor. I bring a depth

and breadth of experience, business knowledge and credibility. Politically savvy/influential, good

judgment, work ethic, god decision-making ability, wide range of industrial contacts, people skills, emotional

stability, commitment to organization goals and the optimum customer service perspective. CERTIFICATION;

ICE: Integrated Circuit Education. Additional experience; V.P. Acquisitions & Development: medical industry.

CAREER EXPERIENCE:

ASCOA, Hanover, MA 4/21/2014 – 8/23/2014

ASC Hospital Joint Ventures, Acquisition/Turnaround, De Novo/Development.

Visit: www.ASCOA.com

(Management Consulting-Temporary) Vice President Acquisitions & Development

• Through excellent recruiting techniques and working closely with the hospital partner, in a several month

assignment, brought a difficult Hospital Joint Venture ASC in a saturated market, ready to re-syndicate with a

35% profit margin on a $4 Million business on a conservative pro forma.

• Got an existing ASCOA Center ready for recruiting to add more specialties and case volume in a saturated market

with a difficult hospital partner lacking a good reputation.

• Through skilled prospecting and utilizing personal and industry contacts, generated new, very profitable

prospective future projects for ASCOA.

Becoming Your Best Global Leadership, LLC, Orem, UT 12/5/2013 – 4/15/2014

Leadership& Employee Training & Development and Keynotes for Events.

Visit: www.BecomingYourBest.com

(Management Consulting-Temporary) Business Development Executive

• Cold call Fortune 500/1000 companies.

• Penetrated several accounts and scheduling higher level leadership training.

A.W. Chesterton Co., Conroe Div., Groveland, MA 8/31/2012 - 10/17/2013

Engineers and Manufactures Polymer Spring Energized Seals for and many industries .

Visit: http://www.fcmseals.com and http://www.chesterton.com

Position: Business Development Manager-North America

• Averaged 10+ new applications/projects per month.

• Established several new Specialty Industrial Seal Distributor network.

RESULT: Achieved 100% of 2012 Performance Objectives and on track to surpass 2014 sales budget.

Trelleborg Sealing Solutions, Fort Wayne, IN 12/2006 – August 30, 2012

Engineers, Engineers and Manufactures polymer and elastomer seals products to many industries including Aerospace &

Defense.

Sales Engineer: Sold to OEM accounts and industrial distributors. Visit: http://www.tss.trelleborg.com/us

• Became proficient selling a new line of highly technical industrial polymer sealing products.

• Created, developed, and implemented strategic growth initiatives.

RESULT: developed the largest aerospace aftermarket business world-wide.

RESULT: achieved “Preferred Supplier” and “Supplier

Achieved annual sales growth of almost 30%. Also

Partner” status with key customers.

See Manager’s report for 2011 “Mark”:

Sale

s Frcst 2011 PYTD CYTD Change

Jerry $1,117,000 $1,172,314 $1,065,491 -$106,823

Gary 892,000 795,391 1,361,022 565,631

Mark 1,931,000 1,839,530 2,565,197 725,667

Don 1,183,000 1,240,835 1,435,336 194,501

Sales Management Consultant and Trainer 2001-2006

RESULT: 22% sales increase.

Medical device industry: device manufacturers and sterile flexible packaging.

•

• Western States based mortgage bankers and insurance companies: hired, built, and mentored their sales

teams. RESULT: Profitable sale of one client to a competitor.

• Integrated IT Solutions of Needham, MA: IT infrastructure and network sales executive. RESULT: achieved

high monthly sales production levels and became top producer upon leaving .

• Artisoft, Cambridge, MA (IP-Telephony client software): developed-implemented new prospecting program

for the Distributor/Reseller Channel. RESULT: Substantially increased sales prospecting success rate by

500%.

Adhesive Packaging Specialties, Inc./TechFilm, Inc., Peabody, MA 1996 - 2000

Manufacturer of Epoxy and Thermoplastic Adhesives, Adhesive Films, Preforms and Pre-applied b-staged

materials and coatings into many different industrial structural and bonding applications.

Program Director/Sales Manager, TechFilm: U.S.

• Co-Founder and Principal of TechFilm, Inc. (go to: http://www.resindesigns.com/tech-film.html): built

company from the ground-up. Established solid OEM customer base and specialty distribution channel of

companies such as: Medtronic (as well as other medical device manufacturing companies), T.I.,

Sikorsky Aircraft, M/A Com, Landauer, Ericsson, Thermacore, E-Systems, Raytheon (large PC board

laminating).

• Recruited top-notch technical staff to develop products and manufacturing processes.

• RESULT:n establishiappa new ateO 9002 ceronied anciual . ales which accounted for over 90% of TechFilm’s

Assisted i ng IS tif fa lity

Achieved roxim ly $1 Milli in n s

sustained sales growth over the next 5 years and was eventually acquired from APS, Inc.

Ablestik Laboratories (Division of National Starch & Chemical) Rancho Dominguez, CA 1994 - 1996

Electrically & Thermally Conductive Adhesives and Electronic Materials: Electronics, Microelectronics,

Semiconductor.

Senior Account Manager and IBM Microelectronics Account Manager: Eastern US & Canada

• Sold electronic materials to IBM for telecom/datacom and wireless manufactured components as well as other

to other customers such as Benthos (Tap Tone Div. hydrophone manufacturing) D.E.C., T.I., Analog Devices,

Fairchild Semiconductor MA/COM, and Lucent.

RESULT: Territory sales grew in excess of 10% despite many pre-existing obstacles and salvaged many

customer relationships due to previous neglect and poor customer service.

VPI Mirrex Corporation, Delaware City, DE 1992 - 1994

Rigid films, heat seal coated films for pharmaceutical, medical, general industrial and packaging.

Northeast Field Account Manager: New England and Upstate New York

• Hired to turn around the northeastern territory that declined from $10MM to $6.8MM. RESULT: transformed

the business into strong positive growth.

• Recaptured 3 key accounts taken by competition, through consultative and value added selling skills;

RESULT: 1993 sales increase of 20+% and 68% by 1994. Raised American Mirrex’s vendor position from

minority to majority/leading supplier, at several key accounts such as BARD Medical, Danbury

Pharmaceuticals, RP, Astra Pharmaceuticals (now Astra-Zeneca) Chesebrough Ponds USA, GE, Jay Packaging,

and Avery Dennison. Promoted to National Sales Manager.

Independent Adhesives Sales & Marketing Consultant 1990 - 1992

• MN based specialty adhesives & chemical company: Eastern U.S. Regional Sales Manager (with inside

sales supervisory duties). Sold to and managed distributor channel. R ESULT: Grew sales 25% and

refined their distributor channel. Also: EARLY COMPLETION of a 1 year assignment in 6 months.

• Parker Chomerics (U.S. Microelectronics/semiconductor specialty chemicals/adhesives manufacturer):

Conducted successful market research project (based in MA). RESULT: T his l aunched them into the

micro-electronics/semiconductor conductives adhesives market.

• Trianco Heat Maker, Inc.: Regional Sales Manager. With no prior industry experience was highly successful

directing sales and growing a client’s $6 Million + business throughout the mid-Atlantic and northeastern

states by increasing slumping sales by motivating and training their independent sales representatives.

RESULT: Surpassing sales forecasts by 20% during economic downturn enabling client to continue

receiving their final round of funding from their UK source, keeping them in business.

Bostik, Incorporated, Middleton, MA (now Bostik-Findlay) 1987 - 1990

Formulator/Manufacturer of industrial resins, adhesives, and dispensing systems for packaging, specialty packaging

and general manufacturing.

Territory Distribution Sales Manager and Sales Engineer: New England and Upstate New York

• Strategically hired, trained, and mentored new key distributors.

• Won prestigious new client: American Tourister/Samsonite, reducing their production costs through the

proficient implementation of Bostik’s structural adhesives and dispensing systems for difficult Anodized

Deep Draw specialty case surfaces.

RESULTS: Cut their manufacturing costs by $250K/year on one production line, displacing 3M

Company the incumbent supplier.

Implemented Bostik’s new PUR (Polyurethane) products into the furniture, casket, mobile & prefab home

• manufacturing, boat builders, and various other structural applications.

RESULT: Grew this business by 50% that year.

and helped design custom

C u s t o m e r : American Foam Company: Displayed keen application engineering

• dispensing equipment in one of their major structural foam production lines.

RESULT: Increased their

production FIVE FOLD and freed up three of their workers to other areas.

• D eveloped a totally new market for Bostik.

RESULT: Increased region’s revenue the following year an additional 10%.

OTHER RESULTS: Honored as Bostik’s “Sales Master” (coveted award) in 1989

for greatest annual

sales growth (smallest territory) and greatest display of the "team concept".

Loctite Corporation, Newington, CT (now Henkel-Loctite) 1984 - 1987

World leading manufacturer of industrial and specialty adhesives, sealants, other resins, and dispensing systems.

Direct Account & Distributor Sales Representative and Adhesives & Sealants Specialist: Northeast Texas

• Penetrated and established business with well-known companies, i.e., Luminator (metal structural

lighting) Abbott Laboratories (plastics & metals bonding) Johnson & Johnson, Boeing Aerospace, LT

Vought Aerospace & Defense, United Technologies, E-Systems, automotive parts re-manufacturers, Texas

Utilities (transformers) Morton Salt, and many more.

• Demonstrated leadership skills by developing effective working relationships with distributors and

helping many to achieve record sales growth, without compromising the fine balance between distributors’

business and my direct OEM accounts.

RESULT: Distributor channel achieved 25% increase in product sales.

• Effectively Trained thousands of customer and prospective master mechanics, technicians, production

managers and engineering professionals, in many Loctite sponsored group seminars over several years.

• Texas Utilities transformer MRO operation. R ESULT: Saved $750,000 in MRO with new adhesive.

• Innovated a new marketing approach for dispensing system sales through the distribution channel.

RESULT: Boosted sales of Loctite's dispensing systems sales by 15%.

• Successfully trained, motivated, & supported hundreds of distributor inside & outside salespeople.

• Was one of Loctite’s select marketing reps. to help beta-test and sell new SMT adhesive technologies and

dispensing systems to accounts such as Texas Instruments and Rockwell International.

EDUCATION:

Brigham Young University; Bachelor’s Degree in Sales Management

Ricks College; Associates Degree in Marketing

CHARACTER, SPECIAL SKILLS, and ABILITIES:

Integrity, Principle Centered Leader, Relentless Work Ethic, Self-Confidence through years of success and growth,

Dependable Employee, Skilled Consultative & Value Added Sales Professional, Mentor, Sales Trainer, Team Builder,

Solutions & Results Oriented, Skilled at Developing Strong Customer Relationships, Skilled Listener, Skilled Closer,

Computer Literate, Innovative Problem Solver, Application Engineering Skills, Organized and systematic in work

approach, Entrepreneurial Minded within employer framework and policies, Skilled Group Presenter and Trainer, Goal

Oriented Achiever, Effective Communicator, Skilled Public Speaker, Quick Learner/Acclimates Well.

INTERESTS:

Family, coaching, fine woodworking, outdoor and out-of-door, winter, & all ball sports (Played Junior College

Basketball) and recreational activities, Scouting (BSA) self-educating and researching current events, U.S. and world

history, community service.

Contact this candidate