Project Manager Sales

RALPH J. FISHER III

***** *. ***** **. *. 480-***-**** C. 480-***-****

Scottsdale, AZ. 85259 email: ************@*****.***

BUSINESS DEVELOPMENT/ACCOUNT MGT/OPERATIONS MGT / PROJECT MGT

Accomplished results driven Management professional with years of successful new business development,

competitive market share expansion, and customer relationship development. Excellent team player and builder

with the ability to manage multiple functions and resolve critical business issues expeditiously. A proven

communicator and motivator with the interpersonal skills to cultivate long term B2B and B2C relationships.

KEY SKILLS

SOLUTIONS SALES OPERATIONS MANAGEMENT PROJECT MANAGEMENT

BUSINESS & MARKET DEV’LT. PROFIT & LOSS MANAGEMENT CUSTOMER SATISFACTION

CUSTOMER NEEDS ANALYSIS BUDGETING & COST CONTROLS LEADERSHIP

TECHNICAL

PROPOSAL & SOW DEV’LT OPERATIONAL ANALYSIS, TEAM BLDG. PROJECT SERVICES ESTIMATION

ROI ANALYSIS ORGANIZATIONAL DEVELOPMENT CONTRACT NEGOTIATIONS

STRATEGIC ALLIANCES SIX SIGMA QUALITY IMPROVEMENTS & PROCEDURES

ISO SYSTEMS

CUSTOMER & VENDOR RELATIONS DELIVERING PROFITABLE BUSINESS TO MAXIMIZING MARGIN & SELL-UPS

SATISFIED CUSTOMERS! PLANNING & SCHEDULING

PROFESSIONAL EXPERIENCE

Western Region Sales Manager

Azbil North America, (formerly Yamatake America) Phoenix, AZ. 4/2011- Present

Manage Sales Representatives in 8 states. Removed and Recruited several Representative Organizations and

trained numerous Sales personnel on instrumentation product lines. Cultivated teaming relationships geared

toward focused sales success.

• Consistently above Sales Quotas on a quarterly basis.

• Proven ability to land strategic accounts and taking business away from established competitors.

• Successfully manage Key Accounts and provide excellent customer service.

Solutions Consultant, Construction Services Group

Invensys Process Systems, formerly The Foxboro Co.

Responsible for Business Development and Solution Sales for Total Automation, (PC based controls and

instrumentation), System proposals including complete system design, installation engineering, and installation

and startup services.

1 Proposal Leader on several large Power Plant retrofit proposals, $5M to $20M.

1 Proposal Leader on several Refinery Offsites proposals, $5M to $10.5M.

1 Developed Teaming and Consortium agreements with major AE firm partners to perform non

Instrumentation and Controls discipline work.

1 All proposals included full scope project plans: Concept thru Startup and Commissioning phases based on

economic return, (ROI).

Strategic Business Unit Manager

Advanced Systems Integration Corp.

Responsible for Principle Account and Business Development for key accounts in the Factory Automation and

Process Control & Automation business, for this startup company.

1 Developed and successfully negotiated Engineering and Software Maintenance Agreements to several Key

accounts generating $100,000 in incremental revenues. Doubled engineering business at one key account.

1 Led teams of engineers in both Factory Automation and Process Control applications; Robotics, Pick &

Place Machines, Batch and Sequence logic applications as well as Semi-Conductor Fabs greatly enhancing

productivity and operational effectiveness.

1 Established position specifications, performance criteria, reallocated personnel and facilitated training

programs within SBU, improving morale, teamwork and quality.

1 Established SOP’s, Work Breakdown Structures, and Scope of Work Definition to successfully prepare

proposals faster with greater professionalism and accuracy.

Operations Manager, Southeast

The Foxboro Co.

Complete technical and P & L responsibility for all process control project work from award through startup and

acceptance. Delivered all scope of work items on time, on budget, with optimum quality. Directly supervised

48 employees and contractors; project managers, engineers, CAD, and administrative personnel.

1 $10.8 million in engineering services revenue, (102% of plan), $110M.overall,

2 Hired and trained 15 project managers, engineers and new grads, a 50% increase in f/t staff.

1 Established policies, procedures, estimation standards for Turnkey Methodology.

1 Spearheaded efforts to purchase, integrate, and streamline use of programming automation tools to create

engineering deliverables from a single database, reducing costs by 25%.

1 Reorganized department into project teams dedicated to key accounts and complete customer satisfaction.

1 Results: Organized and setup an efficient, customer focused, highly motivated operation with increased

revenue, profit, and customer satisfaction! Increased profit margin from 8% to 24%.

Principle Project Manager, Southeast Region

Responsible for successful implementation of turnkey Foxboro I/A UNIX and NT projects in Southeast region.

Principle accountabilities included customer satisfaction, timely implementation in accordance with the

contract, and profit and loss responsibility for all assigned projects. Typical project size $50,000 - $4 million.

1 Implemented Several Large Turnkey Distributed Controls Systems (DCS) Projects in the Pulp & Paper

Industry.

1 Developed Streamlined methods to quickly analyze existing systems and prepare estimates for labor and

material on retrofit projects.

1 Results: Increased success rate on difficult, high risk projects. Consistently delivered higher than forecast

margins with high degree of customer satisfaction and repeat business. Avg. Margin delivered = 20 to 30%

Sr. Project Manager

Johnson Yokogawa Corp.

Managed and directed 20 engineers, programmers, technicians and CAD personnel in project team environment

to provide quality instrumentation, DCS systems, and application software for multiple ongoing projects.

Achieve complete customer satisfaction by delivering top quality DCS systems on schedule in accordance with

customer plans and specs. Typical project applications consisted of continuous and batch recipe management

projects ranging in size from $100,000 to $4 million, from hardware only to turnkey. Annual revenue was $4

million to $7 million per year. Avg. Margin delivered = 20%

Additional responsibilities included:

1 ISO 9001 Task Team Leader

1 Operations team leader to secure a $2.6MM turn-key project for a major pharmaceutical co. which included

FDA validation of all DCS hardware and software.

1 Results: Established a base for successful business with six key accounts. Delivered consistent quality and

margin. Played major leadership role in securing ISO9001 certification in record time.

Honeywell Inc., Industrial Automation & Controls

1 Various positions held: Application Engineer to Sr. Project Manager for implementation of TDC3000

Distributed Control Systems solutions serving all process industries, primarily Chemical, Specialty

Chemical and Pulp and Paper.

2 Program Manager in the Manufacturing Systems Div. pursuing a large factory automation project for an

Aerospace Industry client.

1 Results: Maintained and enhanced business relations with many key accts. Increased scope of services

wherever possible driving higher margins and revenue. Consistent top performer by implementing highly

profitable projects on time with high customer satisfaction and repeat business. Dedicated Program

Manager for all of E. I. DuPont Business, Air Products Business, and FMC Business.

EDUCATION, LICENSES, & MEMBERSHIPS

B.A., Organizational Management, Eastern College, St. Davids, PA.

A.S. Electrical Engineering Technology, Pennsylvania State University, Schuylkill. Haven, PA.

AZ. Realtor, Member NAR and Scottsdale Assoc. of Realtors

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