Sales Management

Gerald P. “Jerry” Willnecker

**** ******** *****

Hudson, OH 44236

Phone: 330-***-****

Email: ***********@**********.***

PROFESSIONAL SALES & TEAMWORK DRIVERS:

Well known for professionalism and drive to provide long-term client satisfaction. Consistently practices

relationship building through applying needs analysis, identifying key issues and negotiating to

implement rapid value-based solutions. Use advanced listening skills to cue buying signs; recap and

close at every transition of a conversation. Firmly believe that there are no intermissions in sales. A

missed commitment to a client is fertile ground for competition"

Specialties: Agile, expert at viewing technical/business issues from a macro perspective, parsing the

selective issues into easy internal/external client-assimilated elements, achieving thought-alignment; then

allowing customer ownership as "their" solution.

INSTRUMENT & TECHNICAL SALES CAREER HIGHLIGHTS

1. Zinkan Enterprises Inc.: Twinsburg OH - Market Segment Mgr – New Markets in Natural

Resources, Oil & Gas- Aggregates and Power Generating Industries January 2014 – May 2015

Responsible for investigating chemical products, water and waste treatment systems and allied solutions

for the Oil & Gas industry that reduce customer risk. Provided added value by lowering costs via

intelligent use of environmentally safe chemistry. Was the primary customer /market interface doing all

startup qualification and selling of first-family of product offering as well as qualifying training required

for release to the field sales force. Researched and wrote all training manuals, materials and product

literature/collaterals. Responsible for performing Intellectual Property research and writing patent

submittals to protect application-transferable legacy technologies, as well as new developments or

tangential applications. In addition to researching/developing products for new markets, I expanded our

reach into legacy markets. A major function of my marketing at Zinkan was developing product sourcing

via negotiating vendor relationships, logistics facilities, distribution partnerships and multiple go-to-

market resources.

Contribution Snapshot:

-Nationwide strategic planning, guidance and first product sales to new market (Oil & Gas)

-Researched Trademarks and developed the product family name WellREADY for a complete line of Oil

and Gas industry chemical systems.

- P&L across the WellREADY, Heavy Brine and PipelineREADY product lines as apply to the Oil & Gas

exploration, Upstream, Midstream and Downstream markets

- Product and marketing research expertise

- Product development portfolio management including all documentation (MSDS, Data Sheets, EPA

Labeling, Sales Training manuals etc.)

- Lifecycle management

- Business unit team training

- Product training tools, manual writing, sales tools, presentation development and field delivery

- Voice of the Customer and Business Case analysis for R&D efforts

- New product development analysis and strategic positioning for

- National / Regional pricing and marketing strategies

2. Powdermet, Inc. Euclid, OH - New Business Development /Marketing Analyst

Jan 2012 – Nov 2013

Contribution Snapshot:

Powdermet Inc. operated as a foundation (incubator) business, to develop technologies that could be

commercialized via spinning-out new business entities attractive to investors. I pursued worldwide new

business development and applications for Powdermet nano-particle-metal-matrix composite materials

systems, abrasives, diamond powders and coatings as well as materials sciences engineering services.

Responsible for direct to OEM and other commercial sales. Included building relationships, promoting

the commercialization-marketing of Powdermet Inc deliverables through direct and cooperative

partnerships. Acted as the primary customer-facing marketing person. Develop all field action plans,

non-disclosures, teaming agreements, visits, quotes and customer closing opportunities, trade shows, and

symposiums. Establish followings at all command, agency, prime and subcontract levels to win preferred

spec design-ins and research dollars for Powdermet R&D services. Steer applications to current materials-

development portfolio insertions into programs (ONRL, AFRL, NAVSEA, NASA, MDA, NAVAIR etc).

Wrote numerous “Summary Business Plan” for spin-out business entities and presentations for investor

groups. Responsible for researching/writing commercialization plans for Phase I, II and beyond (phase

III) SBIR/STTR proposals where long-term materials development is possible within the foundation

business model. Also, wrote patent embodiments, rebutting codicil challenges, patent searches,

SBIR/STTR commercialization and marketing plans. The “Energy Field” became the hot activity w/

super-caps, Li-Ion /Li-Fe-Ion/LiSiC-Ion batteries and oil/gas well-stimulation materials research.

3. Tomtec Inc. Apr 2009 -Jan 2012 - Field Sales Engineer (wet lab equipment sales)

Tomtec a privately-held, fully integrated, standard-custom robotic X,Y,Z Axis moving-table medical

liquid handling systems. Tomtec company is a pioneer in robotic laboratory liquid sample handling via

FDA 21 CFR Part 11 compliance and regulatory agency controlled initiatives.

Contributions Snapshot:

Transitioned startup territory to direct primary sales/technical profit contributor Territory has grown to

states of AL, OH, W.PA, IN, MI, KY, TN, W.VA and Ontario, Quebec in Canada

First of six major projects all GLP/GMP regulated environments, $$ from $ 0 to $ 1.3mm in less than

two years

4. Stroud Engineering Service, Inc. Controls Engineering Services Sales Oct 2007 – Apr 2009

Contribution Snapshot:

Increased business by > 100% in less than eight (8) months selling automation engineering & PLC

programming /install services to Fortune 100 through 500 discrete & process manufacturing entities. In

first month rebuilt and refined complete project proposal system including developing engineering proofs

and regulatory responses

5. IQS, Inc. Software Sales Engineer to Pharmaceutical Markets Mar 2006 – Oct 2007

Contribution Snapshot:

Software for ERP business market space dedicated to ISO and compliance issues. Booked forty

percent (40%) increase in quality management software license sales by validating a new markets in

manufacturing and healthcare financial markets. First new market sales were foreign-based automotive

plants and FDA regulated pharmaceutical industries for validated software with specifics in FDA 21 CFR

Part 11, Part 83, ISO 13485, ISO17025

Minimum license sale $ 260k $ 500k, Two years above-quota selling and implementing SOA versions

of ERP, BPM and QA management systems

6. Target Systems Inc. 1999 – 2006

Contribution Snapshot:

Seven-plus years 55% above-quota developing business and manufacturing management software and

computing/networking hardware sales w/complete proposal /pricing responsibility for Made2Manage,

Microsoft Dynamics-NAV (ERP), SAP hub-n-spoke, process control/recipe management, NFP

management systems, MS-CRM Enterprise Resource Management, Document Management, Business

Process Management (BPM, SOX), and Advanced Manufacturing Planning Systems ($ 2.6 mm to $ 6

mm residual licensing)

Developed / presented presentations/seminars for BI, SOX, hardware networked systems, Enterprise

Resource Planning, Logistics, Email/Financial Reporting SOX compliance modules and APS Methods.

Investigated, sourced, composed and published articles on change management, enterprise systems

implementation guides and other topics.

7. Aeroflex Lintek Inc. Independent Contractor

Contribution Snapshot:

Contracted to develop precision RF measurement client base, rep sales force, all equipment and

software proposals, contracts, patents applications and MIL-1000 documentation for custom highly

engineered RADAR precision measurement systems targeted government aviation market (F-22, F-117,

B-2, F-35, C-5, etc) also, NAVSHIPS, all terrain vehicles and black-ops programs. Trained to thoroughly

understand precision RADAR imaging /measurement design theory and rationalize/customize each

system proposal. Develop detailed resource plans necessary to accomplish required goals.

Booked sales to cover 100% development and manufacturing capacity backlog of over 18 months (10

systems) each priced from $600k to $3.2mm. Systems were all stand alone, unique installed product with

a long-lead sales cycle

TRAINING:

• Past Secret Level Clearance (DOD 1997-98 can be re-established)

• EUNI USF - Marketing grad

• Certificated – Project Management – Kent State Univ

• Certified - IQS Consultant

• Certified - MS/MBS Dynamics NAV (Navision)

• Certified - Microsoft CRM

• Certified - Citrix Software

• Certified - NFP Serenic/VPP

• Certified - MS Partner/SBS

• Certified - Matthew Bender/Lexis-Nexis (1.5 years selling/use experience)

Additional Training:

Professional Selling Skills Certified, Dale Carnegie public speaking series, Solutions Selling sales

training grad and Software Sales Rep boot camp training series, also Sandler Sales Marketing Institute

Certified,

Marketing and Product Management Cradle to Grave – Univ of San Francisco

Studied accounting / business at John Hopkins University, Baltimore MD campus 2 years, Switched from

the accounting degree program, to electronics engineering degree program at CREI.

AMP Inc, AMP Institute - Mechanical Engineering, two year formal professional machine design

program for electro-mechanical device production, electric utility large MCM wire size overhead devices

also included design injection plastic molds, rotational and blow molds and progressive metal stamping

die sets, hydraulic systems, controls and automatic machine controls

Capitol Engineering Institute (CREI) BS EE Technology (5yrs)

Computer Skills: MS Windows 2003 through version /8.13, MS Office versions 97 through 2013,

Photoshop, Adobe Acrobat 11.6, DBMS, Excel 2013, MS-CRM, Goldmine, Maximizer and ACT sales

force automation / /CRM/contact mangers. Completed various courses for expert systems, knowledge

engineering software development systems and database marketing, project management, Ethernet

network management

Writing patent embodiments, rebutting codicil challenges, patent searches, SBIR/STTR

commercialization and marketing plans

Contact this candidate