MBA - MS Office - Visual Basic - Passport - SCADA and Industrial

Kenneth H. Ward

Corona, CA

**********@*****.*** ? 909-***-****

Ethical and energetic sales and marketing director with an M.B.A. in

marketing & communications combined with 20+ years of experience in capital

equipment sales, industrial automation sales, B2B and B2C sales with

formidable contract negotiations experience.

. Salesforce CRM

. Strategic Planning

. Brand Management

. OEM Channel

. P & L Responsibility

. VAR Channel

. Budgeting & Finance

. Sales Forecasting

PROFESSIONAL EXPERIENCE

Hydro Tec Systems, Redlands, CA 2014 to Present

DIRECTOR OF SALES AND MARKETING INTERNATIONAL

Reporting directly to President of the company, spearheaded efforts to

build and manage business in key markets including Australia, South

America, and Canada, leading team of 14 distributors, six manufacturing

representatives, four direct outside sales professionals including

customer service associates, and four inside sales force coordinators.

. Utilizing key performance indicators (KPI) such as gross profit margin,

net profit margin (NPM), return-on-investment (ROI), customer retention

rate (CRR), cost per lead and market share successfully formulated an

companywide accepted sales & marketing plan for the entire international

market.

. Developed sales strategies, market requirements and optimal pricing using

marketing data, surveys and P&L statements.

. Joined M.A.N.A. (organization that helps screen potential manufacturing

representatives for the uncovered markets and market segments) while

researching and approving out the newly formed budget the "Gold Key"

package offered by the Department of Commerce for helping business screen

for international strategic partners and agents.

. Key accomplishment(s) - Boosted sales 8.64% in a short time while setting

sales goals and stretch goals for Brazil, Ecuador, Mexico, Australia, and

EMEA, through three new strategic partnerships, strategic marketing and

sales plans; revised international sales and pricing catalogs and

brochures (in English and Spanish) with updated pricing and terms and

conditions (e.g. letters of credit where Sight L/C and Transferable L/C

were the ones decided to be accepted); secured signoff on total P & L

plan and Business Development, Sales & Marketing plan for 2014 campaigns,

international trade shows, international travel and newly requested CRM

system, Sage CRM.

SPX - Thermal Product Solutions, Corona, CA 2012 to 2014

SALES MANAGER

Drove sales throughout territory covering Western Canada, Western U.S.,

Mexico and Central and South America-put in place manufacturing

representatives and distributors for various market segments including

pharmaceuticals, medical, electronics, petrochemical, mining, and

semiconductors. Based in Charlotte, North Carolina, SPX is a global multi-

industry manufacturing of automotive parts, thermal testing equipment and

centrifugal pumps.

. Increased manufacturing representatives after market segment gaps were

identified utilizing a SWOT analysis.

. Improved market penetration by 6% in just two months through a special

offer that was part of a highly successful promotional campaign and by

adding direct sales representatives outside of the manufacturing

representative's geography.

. Successfully trained six new manufacturing representatives for the

aerospace, automotive and medical labs industry, which helped secure a

$600K order from Sandia National Labs and brought an opportunity to bid

on million dollar projects from Intel and SpaceX for the first time.

. Key accomplishment(s) - Using Key Performance Indicators (KPI) from

SalesForce, surveys and SWOT analysis identified key gaps in market

segments represented by manufacturing representatives as well as district

sales managers for covered territory thereby increasing sales 16% by

adding manufacturing representatives in strategic market segments not

previously called upon.

Kenneth Ward ? **********@*****.*** / 909-***-**** ? Page 2

Lex Products Corporation, Burbank, CA 2010 to 2012

REGIONAL SALES MANAGER

Successfully leading North America west sales team including Mexico and

Canada utilizing solution-based selling techniques guided the sales force

in the selling of capital equipment, such as portable power distribution,

transformers, dimming control and transfer switches through 16

manufacturing representative and 12 direct reports including two customer

service representatives

. Improved equipment inventorying for major movie studios (Universal,

Paramount Studios, Warner Brothers and Sony) by instituting bar coding

that allowed studios to lend labeled equipment to other studios without

adding additional cost.

. Provided first ever sales pipeline for CBS Studios and Paramount Studios

for portable power distribution and hermitically sealed both in the US

and Paramount Studios in Canada.

. Conducted presentations for VP level executives, Director of Set Grip &

Lighting and Production Managers at Universal Studios, Paramount Studios

and Wynn Hotel & Casino.

. Key Accomplishment(s) - Successfully increased market share by promoting

a return cable & repair policy, discounted pricing policy and free

shipping policy for Tier 1 customers such as Product Resource Group

(PRG), Paramount Studios, ARRI lighting, Warner Brothers Studios,

Hollywood Lighting, Wynn Hotel & Casino in a $14 M territory which

increased sales by 8%.

GE/Fuji Electric Corporation, Fremont, CA 2008 to 2010

DIRECTOR OF SALES

Directed a massive turnaround of sales operations for former GE / Fuji

joint venture-drove field and inside sales, marketing, and all customer

support overseeing eight direct sales professionals including three sales

managers in an $8.1M territory. Formulated a sales and marketing plan after

the joint venture ended that included a budget for instituting SalesForce

CRM system, approved sales proposals over $250 K, managed the top line

incoming sales and bottom line margins.

. Transformed organization on the verge of bankruptcy (due to end of joint

venture) to a success; elevating sales to more than tenfold; $1.1 M to

more than $12 M from fiscal year 2007 after the joint venture ended

despite severe economic downturn and loss of GE name, loss of Gexpro and

GE Supply distribution network and loss of production facility.

. Planned trade shows, hired direct sales personnel and trained new direct

sales, indirect sales and direct district sales managers

. Significantly improved account management and sales efficiency through

adaptation of Salesforce.com to accurately monitor sales activities, help

provide KPI, quality, client retention, and product delivery.

. Key Accomplishment(s) - Signed and managed a strategic partner Teco

Westinghouse that served as a major multi-million dollar distributor for

the smaller horsepower drive units manufactured by Fuji Electric; closed

a one year project for mail sortation project in Texas through

manufacturing representative

Rockwell Automation, Irwindale, CA 1997 to 2008

SALES AND MARKETING MANAGER

Negotiated annual distribution contracts, approved proposals, trained new

hires, presentation material and set sales goals for distribution and

conducted quarterly meetings with distribution management on sales goals.

. Elevated Reliance Electric's value proposition with distribution network

for Rockwell Automation's acquisition of Reliance Electric and entry into

Rockwell's Encompass Partners program.

. Successfully marketed to the distribution network water / waste water

market segment to be added to the account managers list of projects to be

bided with minimal liability such as liquid-dated damages; increasing

business to 1.6 M.

. Created cross-functional team that developed accountability to margins

from manufacturing engineering and project management to competitively

enter the water/waste water market for the first time selling industrial

automation.

. Key Accomplishment(s) - Promoted from Sr. Sales Engineer to Sales and

Marketing Manager; capturing 141%, 127%, and 121% of quota in a $9.8

million dollar territory through development of an approved annually

sales and marketing plan that addressed sales goals and stretch goals for

engineered to order, designed to order, and custom-engineered products.

Corporately managed 3.7 million dollar annually Chevron account and newly

invested into water / waste water market segment that was heavily

specification driven and brought the territory an additional $1.6 M

annually on average.

EDUCATION & PROFESSIONAL DEVELOPMENT

Master of Business Administration - Concentration in Marketing, Keller

Graduate School of Management

Bachelor of Science - Concentration in Technical Management, DeVry

University

Associate of Science - Electronic Engineering Technology, I.T.T. Technical

Institute of Technology[pic]

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