Thomas P. McGuire

**** ***** ***** *** ***********, Ohio 43135

C: 740-***-**** E: acsvtb@r.postjobfree.com

Sales Manager New Business Development Manager

Proven business development executive possessing technical manufacturing and industrial sales expertise, with two decades of experience within industrial services, parts distribution, and glass material manufacturing market segments. Awarded three U.S. patents for critical processes and products earlier in career, more recently surpassed $23 million 2015 quota, generating 48% growth for seven-member sales force at 103% of objective while closing $7 million in contracts, and boosting sales growth by 8% while improving gross margins 5%.

Achievements encompass earning “Slayter award” for growing sales by $6 million, with track record of top performances resulting in company-wide recognition. Includes being honored with “top performer award,” and becoming two-time winner of “customer service of the year” and “worldwide best team” awards.

Expertise & Proficiencies

Applications Development

Budgeting & Expense Reports

Client Management

Communications & Follow Up

Contract Review & Recommendations

Cost Review & Expense Control

Creative/Strategic Selling

Customer Technical Support

Disaster Recovery

Major Account/National Sales

Management

Margin Improvement

Market Analysis/Research

Merchandising/Promotion

New Market Identification

P&L Responsibility

Policies/Procedure Development

Productivity Improvement

Program Implementation

Project Planning & Risk Analysis

Quality Control

Relationship Building

Sales Presentations

Staff Training & Development

Strategic Planning & Initiatives

Technical Training

Vendor Negotiations

Career Highlights

REGIONAL SALES MANAGER, MPW INDUSTRIAL SERVICES

Posted 18% 2014 growth at 108% of quota, surpassed by 2015 performance consisting of 48% year-to-date growth at 103% of quota which exceeded $23 million sales goal for year.

AREA SALES MANAGER, MPW INDUSTRIAL SERVICES

Achieved 25% of $1 million annual sales quota within only 3 months – growing sales to $365,000 only 30 days later – penetrating new market and becoming #3 player.

KEY ACCOUNT MANAGER, OWENS CORNING

Generated $7.4 Million in annual sales from 25-member product line, surpassing plan by 38% while growing total new geographic market share by 28%.

PLANT QUALITY ASSURANCE MANAGER, THOMSON, INC. (RCA)

Awarded three U.S. patents and introduced initiative generating $30 million in cost reduction improvements during tenure, winning two “worldwide best team awards” for oversight of 58 facility employees.

Professional Experience

MPW INDUSTRIAL SERVICES, Hebron, Ohio (July 2014 – September 2015)

Privately-held family company and leading provider of industrial cleaning, facility management, water purification, and container management services in U.S. With operations in 40 locations, firm has 3,500 employees and revenues of $100 million.

REGIONAL SALES MANAGER

Helped client base – consisting of coal fired power plants, steel mills, paper mills, chemical plants, automotive and heavy truck suppliers, ethanol facilities, and food grade facilities – improve operational safety, efficiency, and quality by selling line industrial cleaning processes within territory encompassing region from Pittsburgh, Pennsylvania to St. Louis, Missouri.

Accountabilities entailed directing five outside area sales managers and two inside sales managers in marketing service – including water blasting, large vacuum truck services, and cryogenic blasting process services – to clientele by making up to five calls per day. Coordinate group operating budget, devising group and individual sales strategies, and tracking all appointments, account conversions, and deal metrics. Once contract obtained, began client onboarding process, devising strategy for how to complete jobs with equipment needed and by deadline. Oversaw bid creation with $100,000 approval authority.

On daily basis, reported team performance and individual metrics to national sales leader, completing numerous comprehensive reports highlighting group sales production.

Posted 18% 2014 growth at 108% of quota, surpassed by 2015 performance consisting of 48% year-to-date growth at 103% of quota which exceeded $23 million sales goal for year.

Negotiated series of major multiple year and ongoing contracts valued at $7 million – with Krayton, Dayton Power and Light Stuart Station, Prairie State Energy, Vaughn Industries, Arcellormittal Steel, Shenango Steel, Appvion Paper, Solvay, and Ohio Valley Electric Corporation – closing several other smaller ongoing contract deals worth up to $50,000 per agreement.

Led development of new geographic markets in Cincinnati and St. Louis – with total revenue growth of $1.5 million – expanding market by 22%, and 8%, respectively.

Generated total customer cost savings of $1 million across 2014 and 2015, by overseeing total of 10 engineering projects simultaneously in various stages of completion.

Closed deals with or expanded client business portfolio consisting of such well known national and regional brands as Dupont, PPG, Valero, AEP, North American Stainless, Solvay, Emery Oleo Chemicals, Rich Products, and many others.

Guided team members to win “Sales Manager of the Quarter” and “New Sales Growth for the Quarter” awards for first three quarters of 2015, helping team obtain market share from competitors.

GENUINE AUTO PARTS, Columbus, Ohio

Subsidiary of Genuine Parts Company – founded in 1925, currently with 39,000 employees – organization, under NAPA brand, distributes auto replacement parts, accessory, and service items throughout North America, Australia, and New Zealand. Serving 6,000 stores across U.S., firm retains #3 market position in country.

DISTRICT SALES MANAGER (2013 – 2014)

Sold original equipment foreign auto parts under Altrom brand to both company- and privately-owned NAPA stores, to auto repair shops, and through distribution customers in regional territory spanning from Dayton, Ohio to State College, Pennsylvania.

Accountable for regional operating budget, reduced costs by rotating inventories to ensure sales and inventory turnover. Also trained NAPA store employees and repair shop employees on benefits of and how to sell original equipment parts, creating variety of marketing collateral.

Produced annual year-over-year sales growth of 8% – meeting sales objectives for every quarter during tenure – by emphasizing value over price, and using solution-selling/consultative approach, situation sales negotiation, and SPIN selling techniques to help stores increase profitability.

Increased gross margins by 5% and gained new market share, by selling inventories in stores and locations without Altrom or original equipment market stock.

Took market share from Worldpack – #1 aftermarket original equipment supplier – expanding into new markets and posting efficiency improvements, by positioning optimum parts for sales in various market segments.

MPW Industrial Services, Hebron, Ohio (2011 – June 2013)

Fifth largest industrial cleaning company in North America with 3,500 employees and 40 locations.

AREA SALES MANAGER (2012 – 2013)

ACCOUNT MANAGER (2011 – 2012)

Marketed industrial cleaning services within North Eastern Ohio territory to oil rig representatives sub-contracted to Chesapeake Energy and other clients. Performed consistent cold calls to sell and set up jobs, providing direction to operational teams, outlining operating procedures, composing equipment lists, and overseeing completion of services by operational teams.

Obtained annual sales quota of 25% of $1 million within only three months of hire date. Increased sales from $0 to $365,000 in single four-month period after opening new territory and progressing from newcomer in marketplace to #3 player. After establishing new regional distributor network, went from $0 to $50,000 in sales in only two months, further expanding market share.

Overcame several barriers – such as understanding oil rig culture and operational techniques – prior to training company employees.

Developed and introduced “best practices” operational procedures utilized to coach operational teams, educating additional sales representative on how to best market company product line. Demonstrated expertise by managing multiple trade show booths, interacting with prospects, informing potential customers of services, and expanding local network.

Applied comprehensive process improvement experience to implement wide array of cost-saving tools, technologies, and techniques, cutting time required to clean oil rigs while maintaining quality and improving profitability.

OWENS CORNING, INC., Toledo, Ohio (2004 – 2010)

Founded in 1938, organization has grown to become Fortune 500 company and market innovator, offering glass fiber technology building material and composite reinforcement construction products.

KEY ACCOUNT MANAGER (2008 – 2010)

Within North American and international marketplace, managed, launched, and marketed 25-member non-woven glass-reinforcement product line to composite Industry – from point of manufacturing to close of sales process. Provided research and development direction, market analysis, inventory management, pricing and profitability analyses. Accountabilities included oversight for profit and loss (P&L), client base expansion – comprised of such customers as Ashland Distribution, Crane Composites, and Composites One – with 50% of product line produced in Europe but marketed primarily in North America.

Produced $7.4 million in annual sales, exceeding plan by 38% while attaining 41% of gross margin and growing new geographic market share by 11% via distribution and 17% through direct sales.

Obtained exceptional cost savings figures (in excess of $250,000 per initiative). Accomplished results by reducing manufacturing or logistics steps, providing proprietary engineering products, delivering exceptional customer service by listening to client needs, adjusting product specifications accordingly, and establishing exceptional client satisfaction record over course of career.

Generated tens of thousands of dollars in savings and margin increases through customer-price reductions. Attained results through shipping improvements, and integrating diverse initiatives which impacted corporate bottom line. Included inventory reduction and shipping route changes, altering truckloads to maximize quantities, and introducing rail shipments to specific customers.

AREA SALES MANAGER (2006 – 2008)

SALES ENGINEER (2004 – 2006)

Marketed thermal and acoustical insulation products to such industrial and HVAC clients as Boeing, Home Depot, and Lowe’s within territory spanning all of North America. Managed customer relationship, product/service quality, and sales responsibilities, and resolved multiple quality problems with major customers while being awarded one patent for product design. Supervised national, international, and regional distributor networks and led extensive training sessions to educate sales engineers on engineering processes and sales techniques, participating in comprehensive train the trainer programs.

Honored with Slayter Award for increasing sales by 40% annually in 1st year – from $15 million to $21 million – earned further recognition for introducing two products within only eight months. Subsequently assumed oversight of new markets team tasked with launching new company product lines.

THOMSON, INC. (RCA), Circleville, Ohio (1989 – 2004)

Glass manufacturer/supplier for RCA televisions with multiple world wide locations and operating revenues of $90 million.

PLANT QUALITY ASSURANCE MANAGER (2003 – 2004)

Directly accountable for all quality functions, profit and loss (P&L), and division budget with 58 total employees (quality managers, engineers). Oversight authority extended to management of 24x7x365 facility staffed by 1,200 employees with three external warehouses generating $90 million in annual revenues, coordinating supplier performances and operational quality for one of last U.S.-based television manufacturing sites.

Earned company-wide recognition by earning numerous awards recognizing contributions – including 2001 Top Performer Award, 2001 Customer Service of the Year Award, 2000 Customer Service of the Year Award, Worldwide Best Team Award (1994), and Worldwide Best Team Award (1992).

Achieved $30 million cost reduction improvement for single initiative, attaining other large cost reduction improvements over tenure while simultaneously delivering constant performance improvements.

EARLY CAREER

Account Manager/Area Manager Product Assurance (2001 – 2003) Field Engineer/Manager of Incoming Quality (2000 – 2001)

Quality Assurance Supervisor (1996 – 2000) Quality Assurance Engineer (1989 – 1995)

EDUCATION

Bachelor of Science in Industrial Technology

Ohio University, Athens, Ohio

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