Business Development Manager
Resume:
Kenneth C. McCown
**** ******* ***** ***** ****, Texas 77479
actw58@r.postjobfree.com 281-***-****
Sales Management Profile
Fueling profitability and market share in an industrial manufacturing and sales environment
Accomplished professional with expertise building and managing a competitive, world-class sales team to penetrate new markets and ensure company success. Extremely strong work ethic with a commitment to leveraging superior sales, communication, and interpersonal skills to lead by example. Experience in all aspects of operations, budgeting, marketing, product development, and organizational restructuring. Dedicated and innovative leader, capable of guiding a company to achieve ambitious profitability goals.
Core Competencies
Proven Industry Expertise
Powerful Leadership Skills
New Product Development
Business & Sales Strategy
Team Building & Development
Management & Sales Training
P&L Management
Penetrating New Markets
Strong Technical Aptitude
Professional Experience
INTECH Process Automation, Inc. – Houston, TX 03/2014 to 10/2015
Senior Business Development Manager
Responsible for development of business marketing and sales of engineering services and products to the Oil and Gas industry in North America..
Responsibilities include:
Development of presentations of company Engineering Services and Products to EPC’s, OEM’s and End-User clients.
Produce Winning project proposals to meet customer needs for control systems design and integration.
Identify and develop company resources to meet customer requirements.
Assist in negotiation of legal contracts; MSA’s and NDA, with new customers.
Develop and implement sales strategies and forecasts for region.
Key Achievements:
Developed and Closed business with new clients with a success rate of over 50%.
Served as mentor to junior sales associates and customer service representatives.
Developed and introduced New Strategic Marketing and Sales tool to the Upstream, Oil and Gas Markets as a supplier of Topside Control Systems Integration for Offshore production and exploration facilities.
ENGLOBAL US, INC. – Houston, TX 11/2009 to 03/2014
Business Development Manager
Responsible for development of new business marketing and sales of engineering services and products to the Oil and Gas industry worldwide.
Responsibilities include:
Development of presentations of company Engineering Services and Products to OEM’s and End-User clients such as ExxonMobil, Petrobras, etc.
Produce Winning project proposals to meet customer needs for control systems design and integration.
Identify and develop company resources to meet customer requirements.
Assist in negotiation of legal contracts with new customers.
Develop and implement sales strategies and forecasts for region.
Key Achievements:
Closed and booked over 150% of annual sales goal.
Serve on SIIS MDIS Subsea controls standards committee.
Developed and introduced New Products and Services to the Upstream, Midstream and Downstream Oil and Gas Markets.
MAVERICK TECHNOLOGIES – Houston, TX 06/2008 to 04/2009
Business Development Manager
Responsible for the sales of Maverick engineering services to the Energy, Petrochemical and Oil & Gas industries in the Gulf Coast market.
Responsibilities include:
Lead generation development
Cold calling on new customers.
Follow-up presentations of company services to new prospects.
Taylor project services to meet customer needs.
Identify and develop company resources to meet customer requirements.
Assisted in proposal generation and presentations to new customers.
Close and book business.
Develop and implement sales strategies and forecasts for territory.
MTL INCORPORATED – Houston, TX 03/2007 to 06/2008
Regional Sales Manager
Responsibilities include running the Gulf Coast Region along with relocating and setting up the North American headquarters for Sales and Marketing.
Regional Sales responsibilities included development of a hybrid sales model utilizing Sales Reps and a direct sales force.
Responsible for hiring new direct account managers and Sales Reps.
Coordination of Global account management and project tracking.
Coordination and relocation of customer service and inside sales from Hampton, New Hampshire to Houston, Texas.
Set up new North American headquarters training and conference center in Houston, Texas.
Coordinated Trade show activities for OTC, ISA and Automation fairs with Key Customer alliances, such as Honeywell, Yokogawa, ABB, Emerson, Invensys (etc.).
Set up and coordinated National Sales meetings.
Key Achievements:
Achieved 1st year sales target of 26% growth over previous year.
CONTROL DYNAMICS INTERNATIONAL – Houston, TX 01/2006 to 03/2007
Director of Sales
Responsible for developing and directing all sales and marketing functions for system integration and panel shop operations.
Drove the development of partnership alliances with GE FANUC and Rockwell as a preferred provide of integration services for the energy industry.
Spearheaded new product development with key customer and supplier partners.
Responsible for hiring and managing sales personnel.
Developed and maintained sales reports, proposals and project tracking systems.
Key Achievements:
Doubled sales volume first year.
Created and maintained alliances with key customers and suppliers.
WIELAND ELECTRIC – Houston, TX 09/2001 to 01/2006
Regional Sales Manager
Provide sales leadership for manufacturer of electrical interface products for the industrial automation and process control systems industries.
Spearhead product development, sales, and marketing functions to drive profitability and new business. Manage and continuously improve the regional sales channel. Develop revenue-generating strategies and offer engineering / marketing advice to launch new products in the Oil, Gas, OEM, Water, Waste Water, Power Generation, Offshore, and other industries. Serve as liaison between customers, Engineers, and Customer Representatives. Deliver product demonstrations. Supervise 35+ cross-functional personnel.
Key Achievements:
Increased sales by 12% and led the region to become #1 in sales in 2003; received Regional Manager of the Year in recognition for these efforts.
Defined specifications and standardized products to ensure the success of major offshore projects.
Conceived and managed the development of new products used in Hazardous Area applications; created Hazardous Location product requirements for power supplies, relays, and non-incendive barriers, and directed product approvals through UL, FM, and CSA.
Initiated and executed a product recall without sacrificing customer budgets or project schedules.
LUTZE, INC. – Charlotte, NC 05/2000 to 09/2001
Vice President, Sales
Led US operations, marketing, and sales for manufacturer of industrial and electrical products.
Developed a new vision for sales and operations, and managed budgeting, marketing, organizational design, and product development. Maintained full P&L accountability for North American operations. Revamped and improved the sales force. Coordinated marketing programs with outside advertising, PR, and trade show agencies. Supervised and trained administrative and sales staff.
Key Achievements:
Restructured sales and marketing functions, created a new pricing structure, and redesigned company policies to establish a more responsive organization in a changing marketplace.
Grew sales by 10% and increased distributor / sales channel by 30% despite a market downturn.
WEIDMULLER, INC. – Houston, TX 01/1993 to 05/2000
Regional Sales Manager
Formulated and implemented innovative sales and marketing strategies to directly impact revenues for this $46M provider of industrial and process automation systems. Provided decisive leadership to Distributors, Manufacturer’s Representatives, and Field Sales / Application Engineers. Created sales tools and project tracking programs to oversee international initiatives. Supervised 11 direct reports.
Key Achievements:
Drove regional revenues from $1.1M with two sales personnel to $11.6M with 12 employees by capturing business from the two largest competitors and increasing market share by 30%.
Championed marketing and sales strategies and secured warehousing and inventory requirements to launch new industrial enclosure products into the U.S. market.
Created regional field sales training programs that were adopted on a national scale.
MICON, POWELL PROCESS SYSTEMS – Houston, TX 10/1991 to 06/1992
Regional Sales Manager
Launched strategic marketing efforts to introduce new product sales to Oil, Gas, and Petrochemical industries. Consulted with customers to assess needs and present application engineering solutions. Led product demonstrations in a variety of technical formats. Generated sales and project tracking reports.
Key Achievement:
Established a powerful, vertical marketing strategy to sell new products into specific applications, such as distillation column automation, boiler management systems, and compressor controls.
TEXAS INSTRUMENTS, INC. – Houston, TX 06/1987 to 10/1991
Senior Account Manager
Marketed, sold, and provided corporate sales support for SCADA, DCS, PLC, RTU, and Tank Farm Automation products. Interacted with key decision makers of major multinational clients including Shell, Exxon, DOW Chemical, Hoechst Celanese, Citgo, BP, and ARAMCO.
Key Achievements:
Developed a ground-breaking marketing strategy that penetrated DOW Electrical and Instrumentation departments with T1 products.
Achieved the highest sales order volume in the city of Houston in 1990.
In previous position, assertively penetrated new markets and captured significant profitability as an Executive Sales Engineer for Bailey Controls, Inc. (1985-1987).
Education and Affiliations
Master of Business Administration Our Lady of the Lake University – San Antonio, TX
Bachelor of Science in Marketing University of Toledo – Toledo, OH
Professional Associations
American Petroleum Institute
International Society of Automation (ISA)
International Association of Drilling Contractors (IADC)
Gas Processors Association
Aircraft Owners and Pilots Association
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