Sales Manager
Resume:
Janelle Nicole Armstead
**** ******** *****, ******, ** 60561
**********@*******.***
Summary
Professional with 15 years of leadership experience in customer relationship management, marketing, engineering and account management. Innovative and results oriented with an analytical approach to building corporate value, market share and customer loyalty. Proven results in competitive positioning and business strategy/planning.
Work Experience
Honeywell UOP
Sr. Technical Sales Engineer, Des Plaines, IL
May 2012 - Present
Won global catalyst sales support projects exceeded $15 Million for refinery and petrochemical producers.
Utilized SFDC CRM to generate reports for worldwide Reforming and Light Naphtha Isomerization market, develop experience lists, and generate other market data to support catalyst sales.
Provides technology based sales support for CA&S Naphtha products, for both incumbent and takeaway reload sales opportunities. Performs yield estimates to support positioned catalysts.
Participates in internal customer-specific strategy review meetings to understand customer needs and develop product solution and total package offering.
Develops and delivers external presentations and other tools at customer sites to communicate UOP’s value propositions. Aids customer to overcome existing technical barriers or ongoing issues.
Managed project to identify target Recycle Penex customers for strategy to revamp to Par-Isom technology. Developed qualification survey and solicited feedback. Analyzed results to identify higher priority customers. Conducted meetings with sales to gauge status and decision to move forward and engage customer.
Solicits VOC, both first and second hand and communicates to Naphtha business and other interested groups.
Facilitated Win-Loss meetings for reload opportunities with team. Identified lessons learned, best practices and competitive information. Communicated findings for future opportunities.
Completed Project Launch of R-334 CCR Catalyst. Led internal launch, developed messaging for both internal (UOP) and external (Customer) presentations, sales tools and value propositions.
Managed the development of the value proposition tool for CA&S Naphtha products. Coordinated the effort through various group meetings including brainstorming sessions. Tool details target customers, barriers to purchase and value to customer. Communicated tool availability to interested parties. Provides continuous updates to tool based on competitive intelligence and market feedback.
Incorporating new NOSE (NEEDS, OUTCOMES, SOLUTIONS and EVIDENCE) methodology into technical proposals. Developing Isomerization NOSE Library to be used for ease of proposal development globally.
Oil-Dri Corporation of America
B2B Market Analyst, Chicago, IL
January 2008 – April 2012
Designed and implemented formal lead development process and sales process for B2B group. Organized trade show leads and other inbound leads for inclusion into new leads process. Incorporated the new process into framework of the newly adopted Salesforce.com tool.
Captured and researched leads that were outside of core markets to identify new product offerings. Researched in conjunction with R&D personnel.
Tracked import/export trade information to develop competitive intelligence.
Became champion user of Salesforce.com within organization. Developed options for improved functionality and worked with IT group to implement suggestions. Facilitated setup of Salesforce.com CRM for the B2B divisions.
Developed and optimized reports to extract marketing and sales analytics from Salesforce.com CRM. Analyzed leads conversion to customer account by source.
Developed and administered group training for internal business groups for Salesforce.com.
Designed and administered market research surveys to gather qualitative and quantitative VOC. Analyzed results to develop long-term marketing and new product development.
Completed market research to facilitate developing pricing plan within B2B market segments using value pricing strategies instead of previously used cost-plus models.
Identified and procured leads generation software and tools and trade import/export tools. Experience with D&B Market Data and PIERS and Sicex trade data.
Praxair, Inc.
Sr. Marketing Analyst, Burr Ridge, IL
April 2006 – January 2008
Completed primary market research to identify potential customers. Developed leads via market research analysis that generated ~$500K of incremental revenue.
Managed inbound industrial gas leads from 1-800-PRAXAIR and recorded them in the sales funnel and routed to appropriate sales manager or business development manager.
Provided territory market analysis and geographic segmentation.
Analyzed market industry data, manufacturing trends and competitive intelligence.
Praxair, Inc.
Core Account Manager, Burr Ridge, IL
December 2004 – March 2006
Managed ~$5 Million territory of bulk industrial gas users. Exceeded 2005 plan, resulting in $330K additional revenue.
Prepared, negotiated and managed contracts, favorable pricing and associated T&C’s for renewals and new business for customers using industrial gas. Aligned account strategies with growth business objectives.
Collected past due balances from customers that were outstanding.
Coordinated with logistics to ensure on-time product delivery so as not to disturb customer operations.
Abbott Laboratories
Environmental Health and Safety (EH&S) Professional Development Program, Abbott Park, IL
November 2002 – October 2004
Implemented Abbott EH&S Standards and managed Risk Management process division-wide. Standards related to reducing environmental releases, minimizing industrial hygienic exposure and reducing safety risks in both office space and manufacturing plant environments.
Acquired hands-on International experience in pharmaceutical and nutritional plants in Mexico to perform ergonomics assessment. Analyzed data and presented recommendations and solutions to management.
Participated in international training assignment in Paris, France for Environmental, Health and Safety.
Obtained on-site treatment plant operations experience to support active pharmaceutical ingredient at fermentation plant.
Worked as plant environmental engineer, evaluating daily incidents and/or excursions from acceptable limits and completing reports.
U.S. Filter Operating Service (Chester Engineers), Engineering and Construction
Engineering Co-op, Moon Township, PA
January 2000 – September 2001
Performed extensive fieldwork at four sites to gather data and assess environmental risk for major steel client. Evaluated all oil containing receptacles over 55 gallons (including oil transformers). Identified if sufficient containment existed and determined nearest potential waterway release. Developed solutions for each occurrence and incorporated into Spill Pollution Control and Countermeasures (SPCC) plans at all four sites.
Completed several NPDES permits for various clients to comply with EPA regulations. Analyzed lab data and completed engineering calculations to facilitate completion.
Facilitated best practice sharing meetings for SPCC, Stormwater Pollution Prevention Plans (SWPPP), and Facility Response Plans (Required for all sites containing over 1 Million gallons of oil) for assigned projects.
Education
University of Pittsburgh, Pittsburgh, PA
B.S Chemical Engineering and B.S. Mathematics, April 2002
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