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Sales Representative

Location:
San Francisco, CA
Posted:
June 03, 2016

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Resume:

BRIAN E. KENNEDY

**** ********* ***** • Westerville, OH • 43081

614-***-**** • acu2v4@r.postjobfree.com

EXECUTIVE SUMMARY

Results oriented sales and marketing professional working in electrical, electronic and electromechanical industries who leverages multiple strategies to improve sales organizations, solidify sales processes, increase sales volume and margins and who improves the bottom line through efficient project execution.

CORE COMPETENCIES

Sales management

Relationship selling

Sales process documentation and execution

Project management

Communicating complex technical concepts into easily understood, value added proposals

Integrating marketing and sales strategies by maximizing technology and minimizing expense

SALES, MARKETING AND PROJECT MANAGEMENT PHILOSOPHY

Relationship selling is the key to long term success.

Complex solutions must often be effectively communicated to both technical and non-technical audiences at the C level and below.

Targeted marketing efforts must be coordinated with many facets of evolving technology.

Sales forces need to be educated, motivated and trained on a consistent basis.

Marketing strategies need to be strong, measured and consistent.

Sales and project management processes need to be defined, refined and followed.

Sales channels must be defined, optimized and regularly reviewed

EMPLOYMENT HISTORY

Emerson Network Power, Liebert Corporation – 2012-Present – Regional Sales Manager; Product Marketing Manager

Sales management for a multi-state territory.

Utilized relationship selling with manufacturer’s representatives and customers.

Influenced sales of associated products and services by providing value added solutions.

Called on consulting engineers for educational seminars and system design.

Created sales enablement tools including print, online and presentations.

Technology and systems included single and three-phase Uninterruptible Power Supplies, AC power distribution, precision cooling, hardware and software based data center monitoring systems.

Generator Systems, Inc.: 2007-2012 – Vice President of Sales & Marketing

Directed Sales and Marketing for distributor of industrial grade standby power generators.

Achieved 25% sales growth over a two year period.

Obtained a State of Ohio purchasing contract and leveraged it, increasing sales to government agencies.

Influenced consulting engineers, resulting in product acceptance rising from the 20 to the 50 percent level.

Acted as sole Sales Representative and Project Manager for a multi-million dollar turnkey installation project involving several disciplines and sub-contractors as well as multiple integration scenarios.

Instituted contact management, sales forecasting, expense tracking, project management and integrated marketing strategies.

Technology and systems experience included low and medium voltage generators, transformers and switchgear.

BRIAN E. KENNEDY

Siemens Airfield Solutions: 2005-2007 – Regional Sales Manager

Led direct sales of airfield lighting systems in a 15 state area.

Increased sales by over $1 million in one year.

Managed a direct report staff consisting of project estimating, project management, inside sales and administration.

Appointed and managed vertical market specific dealers.

Interfaced with consulting engineers, contractors, end users and construction management firms.

Customers included military bases and civilian airfields.

Technology and systems experience included series regulators, low and medium voltage switchgear, incandescent and LED airfield light fixtures and signs.

Horton Emergency Vehicles: 2000-2005 – Factory Sales Representative

Performed outside sales for emergency vehicle manufacturer.

Consistently met or exceeded margin goals.

Increased territory penetration significantly.

Interfaced with elected and appointed officials involved in budget processes.

Acted as internal and external project manager.

Reviewed and wrote technical bid specifications and prepared formal bids.

Customers included fire departments, Emergency Medical Services providers and hospitals.

Technologies involved included diesel engines, electrical and multiplexed control systems.

GAI-Tronics Corporation: 1990-1994 and 1997-2000 – Sales Representative

Regional outside sales for manufacturer of industrial grade communications, life safety and telephone systems.

Consistently exceeded annual quotas ranging from $2 - $4 million.

Doubled territory sales volume.

Was aggressively recruited to return in 1997 after having left the company in 1994.

Reviewed and wrote technical bid specifications and prepared formal bids.

Functioned as internal and external project manager.

Customers included utilities, power plants, chemical plants, pulp and paper mills, water / wastewater plants, steel mills, automobile manufacturing plants, glass manufacturing plants, engineering firms, colleges and universities, electrical and general contractors.

Technology and systems experience included paging / intercom equipment, alarm systems, closed circuit television systems and emergency telephone systems.

EDA Controls Corporation: 1996-1997 – Sales Manager

Led as first sales manager via direct and dealer sales for manufacturer of gas detection and HVAC monitoring and control systems.

Established sales forecasting methods and departmental budget.

Designed marketing campaigns, literature, web pages and newsletters.

Planned, managed and staffed trade shows.

Planned dealer sales meetings.

Functioned as internal and external project manager.

Customers included refrigerated storage facilities and pharmaceutical manufacturing plants.

Technology and systems experience included HVAC controls, electronic monitoring and control systems and gas detection systems.

BriskHeat Corporation: 1994-1996 – National Sales Representative

Outside sales for manufacturer of custom heating and control systems used in aerospace structural repairs.

Aided transfer of military products to commercial markets to leverage technology and increase sales.

Customers included defense contractors, military and civilian aircraft production plants, military bases, engineering firms, colleges and universities, and aircraft repair stations.

Technology and systems experience included composite and metal bonding repair systems, heat / vacuum controls and industrial heat blankets.

BRIAN E. KENNEDY

Total Care, Inc.: 1988-1990 – Physician Relations Representative

Built relationships with physicians and their staff for a Durable Medical Equipment and Diagnostic Service provider.

Researched government regulations affecting physician referral processes.

Interfaced with insurance companies and government regulators.

Performed billing and collections functions before promotion into this position.

Technology and systems experience included medical equipment, home I.V. therapy and sleep diagnostic services.

EDUCATION

Bachelor of Arts in Political Science, Ursinus College, 1988.

Bachelor of Arts in Communication Arts, Ursinus College, 1988.

Minor concentration in German, Ursinus College, 1988.

Active in many student organizations; president of three.

PERSONAL / CIVIC LEADERSHIP ACTIVITIES

Amateur Radio Operator

Civil Air Patrol (US Air Force Auxiliary): 31 years. Command and staff positions including Director of Communications for Ohio, Group Commander - supervising and directing 150 volunteers.

Search and Rescue Pilot.

Central Ohio Flyers Association (aircraft ownership group): two terms as Trustee.

Central Ohio Mountain Bike Organization – five terms as member, Board of Directors

State of Ohio, Recreational Trails Advisory Board: member

City of Delaware, Ohio: two terms as member and past chairman, Airport Commission

LINKEDIN PROFILE: https://www.linkedin.com/in/brian-kennedy-22b9334?trk=nav_responsive_tab_profile



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