Sales Representative

THOMAS W. FAY

Genoa City, WI ***** Phone: 262-***-**** ******@*******.***

Business to Business Sales Representation

Offering the performance of excellence in the strategic marketing and sale

of

industrial products.

Achievement oriented, entrepreneurial sales leader with strong skills in

identifying profitable business opportunities and creating comprehensive

sales plans that consistently improve revenue, increase market share and

capture corporate visibility. History of building profitable territories

from the ground-up and generating impressive sales for new markets by

employing extensive product knowledge, customer relationship building, and

meticulous attention to customer requirements throughout the life of

relationship.

Decisive negotiator and natural sales leader with proven ability to

identify, penetrate, and secure on-going profitable accounts and

partnerships. Truly enjoy leading customers through sales process and

creating win-win situations. Consistently produce win-win negotiations

through natural sales ability; quality relationship building, problem

solving and a positive attitude in face of adversity. Computer literate.

Masters of Business Administration.

Believe strongly in providing quality service and responsive customer

attention.

PROFESSIONAL EXPERIENCE

President

Thomas Fay & Associates - Chicago, IL

2008 - Present

Independent sales agency serving the needs of the aerospace,

telecommunications and medical industries.

. Create / implement nationwide campaigns, securing introductions, RFQs,

purchase orders

. Develop and manage technical specifications, ensuring clients'

profitable application

. Spearhead sales introductions to technical manufacturing companies,

resulting in growth

. Expertise in multi-axis machining, thermoplastic micro-molding and

contract electronic manufacturing.

Founded this Sales Agency to serve the sales and marketing needs of

industrial manufacturing companies coping with the demands of the 2008

recession. Conducted in-depth market analyses, designed and prepared sales

& marketing literature to secure initial introduction, RFQ development and

purchase orders

Initiated phone contact and traveled throughout the US to conduct sales

introductions to highly technical manufacturing companies.

Midwest Sales Manager

Semi-Bulk Systems, Inc. - St. Louis, MO.

2006 to 2008

(An $11M Capital Equipment Manufacturer engaged in the sale of high

technology capital equipment to the industrial and food processing

industry.)

Key Contributions

. Managed a six state territory with direct sales responsible for key

accounts such as General Mills, Nestle, US Gypsum, Akzo Nobel, etc.

. Attended trade shows, developed customer specific marketing promotions

. Developed new marketing literature and sales

. Was responsible for the recruitment and daily management of independent

sales representatives

. Achieved placement of capital equipment in 14 production facilities of

major OEM customer

THOMAS W. FAY (page 2)

Midwest Sales Manager

MAPLAN NORTH AMERICA - Hanover Park, IL

1997 to 2006

(A $14M U.S. subsidiary of $45M European Capital Equipment Manufacturer

engaged in the sale of high technology molding equipment for industrial

manufacturing and turnkey manufacturing processes.)

Charged with building and expanding assigned territory within the central

U.S. and covering 14 states as well as Ontario, Canada. Occasional sales

work in Central America and Mexico. Work closely with European Engineering

department to convey customer technical needs. Target new customers and

projects within the automotive, medical, oil field services and

manufacturing industries; analyze needs; collaborate with client to develop

proposals; negotiate contracts and provide ongoing customer service for new

and existing accounts. Independently develop monthly business forecasts to

reach objectives; develop new business based on knowledge of industry and

networking; author contracts; develop technical details/proposals and

provide exceptional product knowledge to gain customer trust and loyalty.

Key Contributions

. Managed missionary sales territory from the ground-up to one generating

$3.5 - $4.0M per year.

. Met or exceeded self-imposed quotas during tenure by cultivating long-

term relationships and maintaining regular communications with customers.

. Captured competitive market share from leading competitor for two primary

accounts by gaining customer confidence and follow through on engineering

commitments.

. Structured all phases of negotiations of $4.5M deal for turnkey delivery

service that included machinery, tooling and software customization.

. Conceived use of and created numerous PowerPoint proposals that are

currently used worldwide and played active role in development of

marketing literature.

Sales Representative

CROSS CHEMIAL COMPANY - Detroit, MI.

1993 to 1997

(A $13M manufacturer of specialty lubricants and releasants serving the

metal, rubber, urethane and plastics industries.)

Responsible for the direct sale of specialty chemical products to zinc and

aluminum die casters in a 5 state central U.S. territory. Conceived,

designed and marketed a new proprietary ozone generator product line for

control of bacteria contaminant in metal working fluids and coolants. In

addition to direct domestic accounts, I also was tasked with the

recruitment of an international distribution network and direction of sales

agents within Japan, China and South Korea. Attended trade shows and

conducted direct sales calls to potential these SEA customers. Composed

all technical marketing data for this extensive line of specialty products.

Key Achievements

. Delivered sales increases from zero dollars to $4.5M per year by creating

successful sales network in three Asian countries.

. Maintained record as leading salesperson during three out of four years

with Detroit company.

. Personally responsible for building all sales, creating all marketing

materials, and securing relationships with international sales

distributors.

. Prepared all technical data specification sheets to ready for translation

into appropriate language and communicated specific product developments

from potential customers in Asia back to Detroit.

THOMAS W. FAY (PAGE 3)

Sales Representative

McINTYRE GROUP - University Park, IL 1990 to

1993

( Manufacturer of specialty chemicals and surfactants.)

Managed 15-state territory for the sale of specialty chemicals ingredients

to producers of brand name consumer and industrial products. Called on

accounts including Helene Curtis, Mary Kay Cosmetics, Alberto Culver and

Amway. Simultaneously responsible for establishing and management of

distributor network within same territory. Provided training for all

distributor employees and work closely with distributors on joint sales

calls.

Key Achievements

. Delivered sales increases from zero dollars to $3.5M per year by creating

successful sales network in three Asian countries.

. Achieved consistent sales increases throughout tenure by first building

relationships with chemical departments to determine needs then

establishing contact with purchasing departments.

. Successfully penetrated Amway Account despite attempts of previously

assigned representative and played key role in priming company for multi-

million dollar purchase.

? Expanded territory accounts and dollars, securing $1M+ in sales from

Atlanta area alone.

Early work career includes sales representative positions with PPG

Industries (specialty chemical products) and Tropical Plant Rentals Chicago

(intangible product sales).

MBA, Keller Graduate School of Management - Chicago, IL.

BS, Virginia Polytechnic Institute & State University - Blacksburg, VA.

Gateway Technical College - Kenosha, WI. (for computer skills update)

Conversant in Word, Excel, PowerPoint, Adobe Forms Central & Acrobat and

ACT

Numerous sales management workshops completed throughout career

Contact this candidate