Sales Manager
Resume:
Melvin Johns
Sales/Key Account Management - Medical and Semiconductor
** ********* ***** ( Exeter, NH 03833 ( ******-*****@*********.*** (
"Be a yardstick of quality. Some people aren't used to an environment where
excellence is expected". Steve Jobs
.
. Leadership Brand: Strategic decision-maker, able to quickly grasp
complex technical issues, understand the challenge and proactively
provide unique value-added offerings that result in revenue generating
and meeting/exceeding the customer/s expectations. For example
collaborating with IBM to negotiate and provide the "first of its
kind" Global Products and Service Contract. Value $2,000,000.
. Business Value / ROI: Established a technical partnership with IBM to
validate and launch a new Software Product, the first intellectual
property for the company in e-Diagnostics. U.S Patent 7,289,863. This
product became the center-piece for the creation of a New Business
Unit which grew to around $30,000,000 in five years.
. Revenue Growth / Business Expansion: Solicited voice of customer data
that were leveraged to introduce a new Fluid Control Product for the
Environmental and HVAC industries. Impact, grew a major Building
Automation Account revenues over 600% from $30,000 to $150,000 in one
year.
Experience, Key Contributions and Performance Milestones
Dwyer Instruments, Michigan City, IN;
2013 - Present
Analytical Instruments, Electronic Controls and Valves. Industries Served -
Life Sciences, HVAC, Chemical, Environmental, Water/Wastewater, Medical
Device, Pharmaceutical and Bio-Tech.
Business Development/Sales - New England Region
Develop and execute the sales/business development strategies focusing on
Account Management/Retention, New Accounts Acquisitions, Competitive
Accounts Recapture and management of Channel Partners to achieve corporate
sales and GM targets.
> Grew Regional sales revenues >33% in the first year, closing new deals
at current accounts.
. Collaborated with Key Semiconductor OEM to introduce a New Fluidic
Product. Impact: replaced the Competition, introduced the organization
to a new industry and grew sales more than 50% at the OEM.
. Closed a $70,000 sales deal to provide fluidic Control products to a
Key Account, grew revenues 100%
. Introduced new product concept at Environmental Control OEM, growing
revenues > 600% in one year.
Thermo Fisher Scientific Corporation, Newington, NH:
2010 - 2012
Temperature Control Systems and Laboratory Products: Semiconductor, Medical
Device and Pharmaceutical.
Senior Product Manager/Strategist (Executive Management Staff Member)
P&L, Marketing and Product Management strategist, $60,000,000 Product
Portfolio. Pricing, product roadmaps, profit-mapping, competitive analysis
and target marketing activities.
Additionally served as Account Manager for Accounts representing 60% of
Business Unit revenues.
> Increased product line GM 4%. Streamlined product features to reduce
SKUs 40% (1500 to 900).
. Conceived/implemented "Tradeshow on a Dime" strategy. Led to a 30%
savings in marketing budget.
. Coached Channel Partners in the 3Ps of sales. Grew sales revenues by
>10% to $2,200,000 in Asia region.
Danaher Corporation (Gems Sensors), Plainville, CT
2008 - 2010
Electronic Instruments; Valves. Industries: Medical, Semiconductor, Food &
Beverage, HVAC and Chemical.
Sales/Product Specialist
Coach and "hunter" to develop new opportunities, close major transactions
and managed channel partners. Managed the Sales Pipeline and Product
Roadmap to maintain focus on "High Priority" targeted Accounts.
. Introduced new product that led to a $1,000,000 revenue stream. 50%
New Revenue Expansion.
. Grew new revenues 10% in down economy by executing outbound
telemarketing strategy at customers.
. Employed vertical marketing strategies to expand product offerings by
30% at Medical Device Account.
Brooks Automation (Helix Technology acquired by Brooks), Chelmsford, MA,
1996 -2006
Semiconductor and Medical OEM: Automation/Robotics, Pumps, Compressors and
Diagnostic Software
Director of Sales: IBM Global Accounts (2000 -2006) & Strategic Accounts
Manager (1996-2000)
Developed IBM Accounts Global Sales Strategy, managed a Global team of five
(5) Sales managers. Managed all activities for the organization's Key OEM
Accounts with revenues target of $60,000,000.
> Negotiated/closed a $2,000,000 sales deal with IBM grew revenues from
$275, 000, to $2,000,000.
. Grew International Sales 20%. Won a $1,000,000 'design-in" sales with
Japanese partner of US OEM.
. Recaptured sales key OEM accounts by providing customized product
solution. 20% revenue growth.
. Mobilized and led a multi- organization, "Crisis" team to avert a
product recall, saved >$2,000,000 revenues.
Omega Engineering: (Distributor/Manufacturer) - Stamford, CT,
1992-1996
Analytical Sensors, Software Data Acquisition, Tubings, Fittings, Valves,
Pumps and Power Supplies.
Business Unit Manager (P&L for $10M Business Unit, led staff of nine
Direct Reports)
> Merged 2 marginally profitable business units into one Fluid Controls
Group. Grew sales 30%.
. Marketing, product development and publication for Omega Flow Catalog.
Circa 1995.
Other Relevant Experiences
Veeco: Plainview, NY: Semiconductor OEM Capital Equipment $1,000,000 SP.
1987-1992
> Regional Sales: "Sales-person" award 3 consecutive years. Targeted
and sold to GE and IBM.
Southern Connecticut State University: New Haven Connecticut
2006 -2010
. Marketing Professor: (School of Business) Taught Marketing and Sales
Management courses. [pic][pic][pic]
Proactive and Results Driven - Sales Executive
Executive Career Overview: 20 +years Dynamic Sales /Business Development
Executive, who have led/coached sales teams and Channel Partners to
achieve targeted revenues and profit goals. Skilled negotiator, C-Suite
relationship builder with the innate talent of providing value-added
solutions that results in revenue growth and competitive entry barriers at
strategic Customers/Clients. ( MBA, BS Chem/Eng.(
Business Strengths: Sales Strategist, Coach/Leader, Account Manager,
Crisis Resolution, P & L, 6 - Sigma, Creating Strategic Partnership,
Innovative Thinker, Product Management/New Product Launch, Executive
Communication, Sales Opportunity Pipeline Management, Turnaround and M&A.
( M.B.A. & B.S. Chem. /Eng. (
Contact this candidate