Sales Manager

JOHN E. MILLER

***** ******** **** ***** *********, NC 28273

704-***-**** • ********@********.**.***

SALES & MARKETING EXECUTIVE

Market Management • Channel Management • Customer Relationship Management • Leadership/Management • Product Management

Highly motivated professional with more than 20 years’ hands-on direct sales, market and product management and customer relationship management experience. Proven ability to define market and product trends and needs. Expertise in developing, managing and leveraging strategic relationships across diverse organizations in the manufacturing industry. Abundant market knowledge of all facets of manufacturing including but not limited to: Automotive, Food and Beverage, Infrastructure, Material Handling, Machine Tool and Aerospace

Key Competencies

Global Product & Market Management • Strategic Business Relationships • Contract Negotiation

Training & Development • Program Management • Business Development

Professional Experience

Omron Automation and Safety, Hoffmann Estates IL

October 2014 – Present

Global manufacturer of automation, industrial and safety control products.

Strategic Account Manager

Pan-American support of large global end-user and OEM accounts.

Charged with managing all sales and project activities for named accounts within North America.

Responsibilities are centered on product demand generation at named accounts and all sub-ordinate accounts that provided products and services to the key accounts including machine builders, System Integrators and Panel Builders.

Act as the key facilitator for any and all activities required to further the development of the accounts.

CIMTEC Automation LLC, Charlotte NC

2013-2014

Automation distributor and engineering services provider that provides technology based automation products and solution to a wide variety of OEM’s and large end-users.

Product Manager – GE Intelligent Platforms

Provide product expertise, support and direction of entire GE Intelligent platforms product offering. Development of strategic product management plans and mutual action plans between GE and CIMTEC. Focus is centered on the development of product solution suites for vertical market segments and control platform modernization.

Successful achieved annual growth plans and increased gross margin

Worked jointly with GE to define and implement product road maps which included new product launches, product maturation and product modernization and upgrade program for both hardware and software based products.

Supports sales on continued account development programs to increase installed base

Supports marketing on product content creation for internal and external marketing efforts.

Manage all GE related training for customers and large integrators.

INDUSTRIAL@AMPEHNOL, Clinton Township MI

2012 to 2013

Industry focused group of Amphenol divisions that uses a single face to represent multiple interconnect solutions to customers in vertical markets.

Market Segment Manager

Manage growth and development of all packing accounts as it related to food & beverage, life sciences and consumer products, motion accounts, factory automation accounts and, focusing on demand creation through specification and print position at nationwide OEM’s and large end-user accounts on a global basis.

Negotiated sales contracts up to $1,000,000 while effectively managing annual sales quota of $4.9M.

Developed product line assessment tool to identify gaps in product offering compared to competitors, resulting in a more effective expansion of product offering based on real market needs and customer requirements and saving product development budgets by ensuring products were developed based on true market demand for the product.

Developed and maintained strategic business relationships, resulting in high volume / high dollar opportunities with both domestic and multi-national OEM’s.

WAGO CORPORATION, Germantown, WI

2006 to 2012

Global supplier of Spring and Cage Clamp wiring products that includes terminal wiring devices, Interface products and I/O solutions for a wide variety of open communications networks.

Regional Sales Manager

Managed all sales and market-related processes for North Carolina and Virginia including the creation of product demand through product specification.

Collaborated with all industrial OEM’s and End Users to specify WAGO products appropriate for their application needs.

Developed strategic relationships with sales channel partners, fulfilling customer product demands and providing product training to sales channel sales and technical staff.

Successfully increased sales from $1.8M to $3.8M in 3 years.

Created and implemented customer seminar series to provide hands on experience to I/O and Controller products prior to committing to purchase, reducing technology and application adoption and increasing sales by reducing customers’ fears of product success for their particular application.

LUMBERG, INC., Richmond, VA

2000 to 2006

World-class manufacturer of industrial connection solution for the automation marketplace.

Regional Sales Manager

Managed all aspects of sales process including channels and distributors, direct key account management, including sales plan development and implementation. Developed and managed target account programs for expanding business base and sales channel training. Directly supervised inside sales representative with shared responsibility of product management and application support. Organized, trained and mentored Customer Service and Inside Sales operations.

Successfully increased sales from $1.2M to $3.9M, achieving a greater than 25% year over year growth which was in excess of company goals

Created market entry points for life sciences and food & beverage markets through in-depth market research and product need analysis.

Instrumental in initial launch of SalesLogix, defining input reporting methods to ensure data integrity and effective use.

Developed product and technology training for internal and external sales staff, creating a competitive advantage that resulted in increased sales and improved customer retention.

Created and implemented reporting methods that accurately defined the sales funnel, providing functionality to drill down to the individual issues surrounding each account activity.

Development methods for defining mutual plans of actions between the distributor and manufacturer to achieve predictable sales growth on an annual basis.

LUTZE, INC., Charlotte, NC

1998 to 2000

Manufacturer of cables, wiring systems for electrical control cabinets, power supplies, suppressors, relay modules and decentralized field I/O stations.

National Sales Manager

Manage all aspects of North American sales processes and organizations. Directly supervise and manage cross-functional organization including 4 inside sales staff, 1 application engineer and 3 regional sales managers. Oversaw strategic account initiatives, the development and management of sales operations and budgets, corporate sales management, e-commerce initiatives and alliances.

Successfully increased sales from $1M to $3M, meeting all growth requirements each year while exceeding all profit margin requirements too

Collaborated with global sales organization to establish universal CRM package that allowed for global transparency of projects and opportunities, identifying and implementing Superoffice.

Interviewed, hired, mentored and developed regional sales force to create nationwide sales coverage, resulting in better response to customer needs and requirements and continual growth.

Developed and implemented lead follow up program that tracked the success and effectiveness of marketing efforts and tried to establish baseline ROI figures, resulting in a cost effective marketing program and higher rate of sales success.

Northeast Regional Sales Manager

Directly responsible for growing and managing sales within the northeastern portion of the country. Duties included both key account management and Sales channel management. Heavy emphasis was directed to developing opportunities in the open architecture I/O solutions arena.

Previous Work Experience

ADVANCED INDUSTRIAL SOLUTIONS, INC., Rochester, NY

President

TECHNICAL COMPONENT SALES, INC., Rochester, NY

Vice President Sales

Sales Representative

Professional Affiliations & Organizations

SERCOS International Board Member

ODVA Marketing Advisory Board Member

ODVA Key Representative for Amphenol

PTO Marketing Advisory Board Member

PI North America Representative for Amphenol

Manufacturing Week Strategic Planning Board Member

Interphex (Reed Expo) Board of advisors

Technologies

CRM Packages including Prophet, Goldmine, SalesLogix, SalesForce.com and Superoffice.

Corel Draw, Adobe Illustrator, PhotoShop, Acrobat.

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