Sales Manager

Jeffrey L. Burrill

**** ******* ***** *****, **, 44839

419-***-**** acrvwr@r.postjobfree.com

Key Accounts Sales Engineer

Executive Sales Engineer with extensive experience in all facets of sales management, sales analysis, and integration with high-profile corporations. Skilled in collaborating with all members of the organization to achieve sales and financial objectives. Instrumental in providing advanced levels of training and guidance. Achievement oriented with collaboration and coordination skills required to enhance overall sales effectiveness, leading to routinely exceeding all sales goals. Seeking new opportunities as a Key Accounts Manager, Senior Sales Account Manager, or as a Global Accounts Manager.

Accomplished Solution Sales Hunter - Conceptualize, plan, and implement new programs to meet established objectives for the organization within timelines and budgets. Direct procedures, sales program details, and manage workflow to improve services. Expert knowledge and experience with all phases of the Solution Sales Process.

Proven management abilities - Train personnel or distributors, as well as executing company marketing strategies to increase national annual sales volume. Planned, organized, and directed a wide range of product presentations for customers and training seminars for sales staff, including hands-on mentoring of sales personnel.

Valuable customer service professional - Superior communication skills for listening to customers, ensuring they receive results and an overall positive sales/service experience. Developed and maintained positive business relationships with customers by adhering to a standard of professional and personal ethics.

Solution-centered experience - Troubleshoot, and negotiate clear organizational objectives to ensure effective results for all. SPI Solution Selling graduate – Pain, Power, Vision, Value, Control are the keys in increased sales.

Member of Professional Pricing Society.

Professional Experience

CEC COMBUSTION SAFETY LLC (A Division of Eclipse), Cleveland, OH June 2013 – Oct. 2, 2014 (Re-Organization)

Key Accounts Sales Engineer/Senior Account Manager

Re-established relationships with alienated Key Accounts to maintain and expand target offerings for account growth, penetration, and repeat business. Collaborated with industry partners (Insurance Risk Carriers, Engineering Firms, and Judicial Investigators) to identify potential new key prospects.

Collaborated, presented, closed and managed the office’s first $1M Global account (76 sites world-wide). Phase I of the project is now complete, and the team is working toward year two: Revisits to High Risk sites, expansion of scope to other at-risk equipment and broadening of the Training vision.

Developed and executed the global implementation of the division’s capabilities with Global Partners. Worked with outside recommendations to close projects for three new accounts with global potential. Developed opportunities by utilizing the SPI process of solution selling.

Achieved 393% of goal in nine months. Departed on track to achieve 150% of a new plan goal.

FENNER DRIVES, Manheim, PA Jan 2012-Aug 2012 (Re-Organization)

Market Development Manager, North America OEM

Managed and maintained strong sales relationships with Fenner Drives major OEM customers in the Mining, Air Handling, Fitness, and Unit Handling markets. Prospected, identified, and converted other non-customer OEM business that would be a fit with product lines.

Collected competitive market data, and communicated it to customers to prevent encroachment from foreign markets. Collaborated with Application Engineering, Product Development Engineering, Production, and Sales Specialists to manage new sales opportunities, and challenges that encumbered success.

Managed customer sales of $9.7M, with $1.29M Current Year-to-Date growth over prior Year-to-Date. Identified and developed new opportunities expected to yield more than $1M with an existing OEM. Identified and cultivated a positive working relationship with a new OEM, expected to yield $1M annually.

VANSEAL CORPORATION (A Division of Ritus Corporation), Milwaukee, WI Sept 2010 – Jan 2012 (Moved w/ Boss)

Sales Engineer

Identified, initiated, developed, managed, and maintained working sales relationships with major OEM prospects. Through proper discovery, determined needs and capabilities relationship; worked through Gray Box, and Black Box engineering channels to propose appropriate solution.

Target sales of $400K for 2011, and $1.5M for 2012. Closed the year at $1.26M for 2011, with $1.5M pending purchase order release for 2012. Worked with five of the corporation’s largest existing global customers; identified new projects monthly.

Identified, developed, and landed two new $1M customer accounts; developed sales funnel opportunities valued at $12.5M.

INSTRUMENT ASSOCIATES (Master Parker IPD Distributor), Alsip, IL Jan 2010-Sept 2010

Territory Account Manager

Managed all aspects of the sales relationship with major OEM, and MRO customer base comprised of 125 customers representing $210K in sales, at 29.32% gross margin. Performed cold calls and networked to generate new Sales Accounts.

FLORIDA SEAL AND RUBBER (Parker Seal Group CTC), Tampa, FL Feb 2009- Oct 2010 (housing issue)

Technical Sales Representative: SE Florida

Managed all aspects of the sales relationship with major OEM, and MRO customer base. The original sales projections through the Take Aim program were in the $800k range for 2009, $1.2M for 2010. Based on new activity with several key customers, the 2010 projection was modified to $2.7M.

Landed, through cold calling and/or referrals, three new to FSR accounts. These three customers alone accounted for $500k in annual sales on parts. Recommended, managed, secured prototypes, quoted, negotiated, and delivered a series of new parts. This recommendation increased the tool reliability by 25% and repair cost was greatly reduced. Received the first production order on this $2.3M annual sales project.

Managed, quoted, negotiated, and received the first functional order on a $475k annual project. As a Certified Parker Hannifin Technology Center, leveraged past relationships to integrate Engineering into Solution Sales. Shared best practices and Parker Hannifin expertise with the Inside Sales Team.

PARKER HANNIFIN CORPORATION (Parker Seal Group), Elgin, IL May 2007 – Feb 2009 (Reduction in Force)

Strategic Pricing Coordinator, PTFE

Collaborated with marketing and sales channels to research market and industry trends/data to better understand the product, challenges, and strategic approaches that would best fit the needs of the customer. Consistently exceeded Division Objectives, while continually improving on the hit rate, new business gross margin percentage, overall mix gross margin percentage, and P75/P95 (quote turnaround).

Key player in all pricing strategies (list price releases, price increase implementations, and project exception pricing) to best position the company to gain new accounts with market-, and project-based pricing. Acted as global sourcing partner in securing quotations for products that could not be manufactured in-house.

Frequently shared best practices with the staff by developing and presenting seminars on strategic pricing at the company’s sales schools.

CEJN INDUSTRIAL CORPORATION, Gurnee, IL May 2002 – May 2007

Marketing and Sales Planner

Responsible for 220% growth of a new product in one year, with a 50% gross margin. Played an integral role in developing and establishing several key OEM, and distributor accounts. Developed customers, accounting for 28.12% of all 2006 new customer business.

Outlined and implemented a same-day order turnaround system, including training of personnel, which enabled 90% of orders received by 11AM to be processed and completed during the same day.

Responsible for all trade show activities including qualifying, booking, and managing the shows. Developed sales materials, newsletters, and booth materials for new product line, and assisted with promotion schedules and sales messages.

Collaborated on the training of sales staff, including the mentoring and teamwork needed to help each new hire work at his/her highest level. Supported less experienced staff with their sales strategies and techniques.

PREVIOUS PROFESSIONAL EXPERIENCE INCLUDES: MIDLAND PNEUMATIC, Wolverhampton, UK, 1999-2001, National Product Specialist; COMPACT AUTOMATION, Loves Park, IL; 1999 – 2001, Regional Sales Manager; HYDRO-LINE, INC., Rockford, IL, 1997 – 1999, Inside Sales Coordinator.

Education & Training

Bachelor of Science, Business Management/Marketing, University of Phoenix

Completed training in: Professional Sales/Management School; Customer Service Certification; Fluid Power Sales School; Dale Carnegie Institute; Parker Hannifin Level II Seals; Winnovation Sales Strategy; I am Parker (Disney Institute); Strategic Pricing for Managers; SPI – Solution Selling

President of Westridge Village HOA (2009-2011); Board Member Plum Brook Country Club (Current)

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