Mark S. Gabriel

**** *. *** *., ***********, UT 84014, Office: 801-***-****, Mobile: 801-***-****, actohc@r.postjobfree.com

SUMMARY:

Has 15+ years’ proven experience as an Industrial Technical Sales Professional, Sales Management Leader, Distributor Channel Sales Manager, Manager of Independent Sales Reps, and Business Development Management Leader. Successfully demonstrated the ability to adapt to any products and technologies and effectuating consistent, well above average sales growth. Has a proven track record of securing trust, building long-term internal and external customer relationships, and forming strategic alliances. Has proven skills in start-up and turn-around.

Independent Sales Management Consulting 11/2013 - Present

Client- Molecular Diagnostics, Director, Field Sales, Business Development, and Strategic Partnerships & Alliances

ASCOA, Hanover, MA: Ambulatory Surgical Center Hospital Joint Ventures, Acquisitions, Turnaround, and De Novo/Development, Interim Vice President Acquisitions & Development

Becoming Your Best Global Leadership, LLC, Orem, UT: Leadership & Employee Training & Development and Keynotes, Interim Business Development Executive

Polymers Technical Sales & Management & Related Experience

CAREER EXPERIENCE (W2 Employment):

A.W. Chesterton Co., Conroe Div., Groveland, MA 8/2012 – 10/2013

Engineered Polymer Sealing Technology to Medical, Oil & Gas, Mining, and general industrial manufacturers

Business Development Manager-North America

Sold industrial OEM manufacturers on consulting their product design implementing Chesterton products.

Averaged 10+ new applications/projects per month.

Established several new Specialty Industrial Seal Distributor network.

Achieved 100% of 2012 Performance Objectives and on track to surpass 2014 sales budget.

Trelleborg Sealing Solutions, Fort Wayne, IN 12/2006 – 8/2012

Industrial Engineered Polymer and Metal Sealing Technology to Medical Device, Aerospace, Oil & Gas, Mining, and other OEMs

OEM Sales Engineer and Distributor Channel Manager – Utah

Through proficient technical aptitude and applied expertise in consultative technical sales and became proficient selling a new line of highly technical engineered industrial polymer sealing products.

Through creativity and fostering good client relations; created, developed, and implemented successful strategic growth initiatives.

Developed the largest aerospace aftermarket business in the company world-wide.

Achieved annual sales growth of almost 30%.

Achieved “Preferred Supplier” and “Supplier Partner” status with key customers.

Medical Device Packaging Sales Consultant/Boston area 2001 - 2002

Through sales leadership and value added selling, grew territory and established products gaining larger market share at 25% year over year sales growth.

CAREER EXPERIENCE (W2 Employment):

Adhesive Packaging Specialties, Inc./TechFilm, Inc., Peabody, MA 1996 – 2000

Start-up manufacturer of b-staged thermos-plastic adhesives and materials for industrial equipment and product manufacturing

Global Program Director/Sales Director, TechFilm, Inc.

Co-Founder and Principal of TechFilm, Inc. built company from the ground-up.

Established solid OEM customer base and specialty distribution channel of companies such as: Medtronic (as well as other medical device manufacturing companies), T.I., Sikorsky Aircraft, M/A Com, Landauer, Ericsson, Thermacore, E-Systems, Raytheon (large PC board laminating).

Applied corporate recruiting skills to bring aboard top-notch technical staff to develop products and

manufacturing processes.

Assisted in establishing a new ISO 9002 certified facility.

Through skilled industrial sales and marketing leadership; achieved approximately $1 Million in annual sales which accounted for over 90% of TechFilm’s sustained sales growth over that next 5 years and was eventually acquired from APS, Inc.

CAREER EXPERIENCE (W2 Employment):

Ablestik Laboratories, Rancho Dominguez, CA 1994 – 1996

Formulator and manufacturer of specialty semi-conductor thermoset polymer adhesives and materials

Senior Account Manager and IBM Microelectronics Account Manager - Eastern US & Canada

Proficiently sold electronic materials to IBM for telecom/datacom and wireless manufactured components as well as other to other customers such as Benthos (Tap Tone Div. hydrophone manufacturing) D.E.C., T.I., Analog Devices, Fairchild Semiconductor MA/COM, and Lucent.

Territory sales grew in excess of 10% despite many pre-existing obstacles salvaging many

customers and relationships due to previous customer service issues.

VPI Mirrex Corporation, Delaware City, DE 1992 – 1994

Wide range of Calendared Rigid polymer films for large thermoform packagers

Northeast Field Account Manager - New England and Upstate New York

Originally started as a Sales Management Consulting Contract to evaluate reason for previous year’s flat sales and to turn around the northeastern territory, which declined from $10MM to $6.8MM.

After 6 months was made a full-time employee.

Through consultative and value added selling skills, recaptured 3 previous key accounts from competition.

1993 sales increase of 20+% and 68% by 1994.

Raised American Mirrex’s vendor position from minority to majority/leading supplier, at several key accounts such as BARD Medical, Astra Pharmaceuticals (now Astra-Zeneca) Chesebrough Ponds USA, GE, Jay Packaging, Avery Dennison, and Danbury Pharmaceuticals.

Declined promotion to National Sales Manager and was hired by Ablestik Laboratories.

CAREER EXPERIENCE (W2 Employment):

Bostik, Incorporated, Middleton, MA (now Bostik-Findlay) 1987 – 1990

Hot Melt and other polymer adhesives for industrial manufacturing and packaging

Territory Distribution Sales Manager and Sales Engineer: New England and Upstate New York

Honored as Bostik’s “Sales Master” (coveted award) in 1989 for greatest annual sales growth (smallest territory) and greatest display of the "team concept".

15% overall organic growth through in 1989 through strategically hiring, training, and mentoring new and existing key distributors.

Through the proficient implementation of Bostik’s structural adhesives and dispensing systems for difficult Anodized Deep Draw specialty case surfaces, won prestigious new client, American Tourister/Samsonite by cutting their manufacturing costs by $250K/year on one production line and displaced 3M Company who was their incumbent supplier.

Highly successful implementing Bostik’s new PUR (Polyurethane) products into the mobile & prefab home, boat, furniture, and casket manufacturing industries.

Grew this new line of PUR business by 50% in 1990.

Through the displayed keen application and production engineering, helped in the design and integration

of Bostik’s custom engineered dispensing equipment at American Foam Company, which increased their

production by FIVE FOLD, transferring those human resources to other production areas eliminating the

need of hiring new employees as previously planned.

Increased region’s revenue an additional 10% by developing and introducing a totally new market for Bostik in the pool construction/installation industry.

Loctite Corporation, Newington, CT (now Henkel-Loctite) 1984 -1987

Specialty Industrial thermoset polymers, resins, adhesives, and sealants for medical device. aerospace & defense, heavy equipment, and electronics

Direct Account & Distributor Sales Representative and Adhesives & Sealants Specialist: Northeast Texas

Penetrated and established business with well-known companies, i.e., Luminator (metal structural lighting) Abbott Laboratories (plastics & metals bonding) Johnson & Johnson, Boeing Aerospace, LT Vought Aerospace & Defense, United Technologies, E-Systems, automotive parts re-manufacturers,

Texas Utilities (transformers) Morton Salt, and many more.

Demonstrated leadership skills by developing effective working relationships with distributors and helping many to achieve record sales growth, without compromising the fine balance between distributors’ business and my direct OEM accounts.

Distributor channel achieved 25% increase in product sales in 1987.

Effectively trained well over 1000 customer and prospective customer master mechanics, technicians, production managers and engineering professionals, in many Loctite sponsored group seminars.

Improved Texas Utilities transformer MRO operation by saving them $750,000 in MRO overhead.

Boosted Loctite's dispensing systems sales by 15% by innovating a new marketing approach through the distribution channel.

Successfully trained, motivated, & supported hundreds of distributor inside & outside salespeople.

Was one of Loctite’s select marketing reps., chosen to sell beta-test SMT adhesive technologies and dispensing systems to major accounts such as Texas Instruments and Rockwell International.

Other Sales Management Consulting 3/2000 – 11/2006

Integrated IT Solutions, Waltham, MA: Through outstanding consultative selling skills, sold IT infrastructure and network solutions to many and sundry manufacturing companies. And achieved high monthly sales production levels becoming the top producer upon leaving.

Artisoft, Cambridge, MA (IP-telephony software): Substantially increased sales prospecting success rate by 500% by developing and implementing new prospecting program for the VAR channel salespeople.

Marketing Consulting

Parker Chomerics 1996

Marketing Research Consulting Project (completed in the 2 month gap between Ablestik and APS/TechFilm, Inc.)

Through astute research and sound judgement, positive project results launched Parker Microelectronics into the microelectronics and semiconductor adhesives and materials market.

Other Sales Management Consulting 1990 - 1992

MN based specialty adhesives & chemical company: Eastern U.S. Regional Sales Manager (with inside sales supervisory duties).

oBuilt and maintained distributor channel growing sales 25%.

oAlso refined their distributor channel.

oThrough hard work and sales leadership, COMPLETED a 1 year assignment in 6 months.

Trianco Heat Maker, Inc.: Regional Sales Manager. With no prior industry experience was highly successful directing sales and growing a client’s $6 Million + business throughout the mid-Atlantic and northeastern states; increasing slumping sales by motivating, training, and mentoring their independent sales representatives.

oSurpassed sales forecasts by 20% during economic downturn enabling client to continue receiving their final round of funding from their UK source which saved their company from closing.

EDUCATION:

Brigham Young University; Bachelor Degree in Sales & Business Management

Ricks College; Associate Degree in Marketing

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