Sales Management
Resume:
Sean M. Kenny
*** **** ******** ******, ***. ***
Baltimore, MD 21201
*******@*****.***
Career Goal
To obtain a position in Solar Industry
.
Twenty-five years of experience spanning all types of marketing including: complex distribution
and manufacturing models; end-user production optimization; jobber and warehousing inventory
optimization; brand and image development; advertising and media sales; graphic design;
publishing; business development of products and solutions; negotiating intellectual property;
data mining; transportation and product logistics; and multi-level sales, including executive,
project management, territory management, and account management.
SMK Contracting
Sole Proprietor
SMK Contracting which performed construction, handyman and painting services. Contracts
included residential and commercial clients. Negotiated and generated job contracts with the
homeowner. Completed job assignments focused on customer satisfaction and retention and
gained referrals.
Communications and Transportation Industry Logistics
Terrestrial Communications
National Sales Manager, Terion, Inc., Melbourne, FL
• Account management.
• Multi-level executive sales.
• Managed and developed a specific customer base for new trailer tracking technology.
• Managed the relationship with national manufacturer of tracking technology.
• Key part of sales team using a multi-level sales approach including executive,
management, logistics and manufacturing that landed the top 5 national trailer fleet ($8.5
million).
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• Worked with vendors to develop original equipment manufacturers (OEM) and
aftermarket installation market.
Satellite Communications
Project and Business Development Manager, Orbcomm, Inc., Sterling, VA
• Project and account management.
• Multi-level executive sales.
• Developed strategies by channel to optimize installation procedures for OEM and retrofit
processes while maintaining manufacturer warranty.
• Developed strategic relationships with OEMs, including engineering, co-development,
testing, installation, distribution, sales channels, financing opportunities, insurance
opportunities, and service bureau/cost benefit opportunities.
• Identified and built the installation network including maintenance and service centers,
third party, and OEM installation. This network was completely non-existent in the
marketplace.
• Developed the primary installation network with plans to replicate globally.
• Coordinated the collection of key packaging data from OEM’s and potential customers.
• Assisted in the collection of requirements for beta, pilot and commercial specifications
for installation as well as the development of procedures and processes for production
planning.
• Worked with a cross-functional team to collect business and engineering requirements
used to identify market opportunities and product system design. Plans included
executive summary; current state; ideal state; financial summary; funding requirements;
milestones and funding schedules; project plan; product requirements; customer
requirements; message profile; cost benefit model; pricing targets and requirements;
market development strategies; channel strategies; profit opportunities; roles and
responsibilities; additional opportunities, and the implementation plans.
• Hired additional resources dedicated to fulfilling perishable cargo business plan and
possible international opportunities.
• Developed initial service bureau plan that identified the logistical process to support this
plan and the key cost benefit requirements throughout supply chain.
• Assisted in the development of internal logistical business processes.
• Developed the process for identifying intellectual property.
• Negotiated with vendors and partners to obtain IP and licenses to use IP.
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Chemical
Automotive Industry
Business Development Manager, E.I. DuPont de Nemours and Co.. Wilmington, DE
• Territory Management
• Conducted business evaluations and developed action plans for our customer base
pertaining to the following:
Financial Analysis – Developed plans to increase operating profits through
o
analysis of financial indicators and benchmarking.
Operations Analysis – Developed plans to achieve a higher level of quality
o
through standardization, establishing a training platform, management leadership,
prevention and auditing.
Marketing Analysis – Developed internal, interactive and external marketing
o
plans, specifically consumer and insurance marketing plans. Also conducted and
analyzed market and competitive studies.
Work Flow and Design Analysis – Developed plans to maximize capacity,
o
production and profitability by utilizing modeling programs.
Measurement Programs – Designed and implemented programs to periodically
o
measure financial indicators, procedure indicators, employee satisfaction,
customer satisfaction and inventory versus production.
• High-Level Contacts – Venture capitalists, consolidators, CEOs, vice presidents, OEMs,
fleets, multi-level contacts from the highest management levels to the labor force.
• Continuous dealings with senior management within DuPont, as well as legal, regional
and local management.
• Proven Track Record – Maintained the highest rating at my level. My skills are highly
rated including contract negotiations, sales, business analysis, computer skills,
communication, leadership and tactical planning.
• Developed a reputation in the industry of delivering on financial performance, marketing
and sales and developed national and regional tactical plans.
• Experience with Excel, Word, PowerPoint, Access, Project, Works, Visio, FrontPage,
Photo Editor, Adobe Photoshop, Lotus Notes, and Acrobat.
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Education
B.S., Business Administration, Temple University Philadelphia, PA, 1990.
References available upon request
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