Sales Engineer
Resume:
ROBERT L McCOLLUM JR - BSME / MBA
Davidson, NC 28036
**********@***.***
PROFILE
SALES ENGINEER / SALES MANAGER with extensive experience in a wide range of
industries including instrumentation and controls, HVAC/R, pharmaceutical,
automotive, filtration, compressors, nuclear and fossil power, and military
applications. Well-rounded sales professional with an outstanding record
of increasing revenues and generating new clients in multi-state
territories. Have worked extensively with OEM's and end-users, industrial
distributors and manufacturer representatives. Outstanding written and
verbal communication skills, with polished sales and presentation
techniques. Independent self-starter with strong organizational and
computer skills (MS Office, Salesforce, CRM, etc).
EXPERIENCE
2012 - 2013 SCIENTECH INC (division of Curtiss-Wright Corp)
Charlotte, NC
Idaho-based manufacturer of hardware and software products for industrial
and power generation accounts.
Principal Sales Representative
Sold hardware and software to industrial manufacturers and fossil power
generation accounts in an 11-state territory in the Southeast. These
products help manufacturers monitor their critical plant assets and help
power plants monitor their performance and improve plant efficiency. Won
$100K order with Jacksonville (FL) Electric Authority. Also worked closely
with and won orders from Duke / Progress Energy, Star West Generation,
Energy Northwest, etc.
2009 - 2011 SCIEMETRIC INSTRUMENTS INC Charlotte, NC
Canadian-based manufacturer of in-process testing systems that help
manufacturers find defects.
Field Sales Engineer
Sold in-process testing and defect detection systems primarily to the
automotive components industry (Denso, BorgWarner, Aisin, Eaton, etc).
Sold to manufacturers and system integrators directly and managed
manufacturer representatives in an 11-state territory in the Southeast.
Won first $100K+ order with Denso (Athens, TN) in company's history. Also
won significant orders with Kohler, Aisin, Eaton, Cummins Turbo, JTEKT
Automotive, etc.
2008 CAROLINA CONTROLS INC Charlotte, NC
Industrial distributor of instrumentation and controls in the Carolinas.
Field Sales Engineer
Managed a $2M territory in the Carolinas selling pressure, flow, level and
temperature instruments to OEM's and end-user accounts (chemical, power,
textile, filtration, air handling, etc). Sold significant projects to
Milliken, Eastman Chemical, Lockwood Greene, Piedmont Natural Gas, Fluor,
etc.
2005 - 2006 MITSUBISHI HVAC ADVANCED PRODUCTS
Charlotte, NC
Manufacturer of commercial and residential air conditioning systems based
in Suwanee, GA.
Field Sales Engineer
Managed a $3.5M territory selling HVAC systems to owners, engineers and
contractors. Promoted and sold these systems to the following clients:
LabCorp, FEMA, universities, design/build contractors and engineering
contractors. Sold to building owners directly and managed manufacturer
representatives and industrial distributors.
2003 - 2004 WEDECO UV TECHNOLOGIES INC
Charlotte, NC
Manufacturer of industrial ultraviolet disinfection systems for water.
Field Sales Engineer
Managed a $2M territory selling OEM ultraviolet disinfection systems for
water. Promoted and sold these systems to the following clients:
pharmaceutical, biotechnology, food and beverage, semiconductor, power, and
consulting engineering contractors. Sold to OEM's directly and managed
industrial distributors.
1999 - 2002 DRESSER INSTRUMENT DIVISION
Charlotte, NC
Measurement group based in Stratford, CT, with $100M+ in annual sales.
Territory Specialist
Sold pressure transducers and pressure calibration instruments in an 8-
state region in the Southeast with $3M+ in annual sales. Developed new
original equipment manufacturers (OEM's) and expanded sales at existing
OEM's. Joint calls with other Dresser Territory Managers on end-user
accounts. Trained distributors and teammates on transducer theory,
products, applications, and selling techniques. Managed and trained 7
manufacturer representatives, and made joint calls with them to expand
sales in the power industry, the military and others.
. Developed relationship with key engineers at Ingersoll-Rand (Davidson,
NC), resulting in their switch from a competitor's product to Dresser's
more expensive, higher-performing pressure transducers. Achieved
specification of Dresser's product into current production compressors as
well as aftermarket compressors. Sales revenue for these transducers
went from zero to over $75K in less than two years.
. Converted Hill Phoenix (Conyers, GA) from a lower-cost transducer to more
expensive, higher-performing Dresser transducers that allow H-P's large
refrigeration systems to operate more efficiently.
. Displaced competitive unit with Dresser transducers at Michelin
(Greenville, SC). Closed the account through numerous presentations and
sales calls. Sales revenues for these transducers went from zero to over
$85K in two years.
. Won pressure calibration equipment order for $75K in May 2002 at
Westinghouse Savannah River Nuclear Station (Aiken, SC). Secured
Dresser's specification to the exclusion of all other competitors.
. Grew territory revenue from $2.1M to $3.0M during my tenure.
1991 - 1999 DWYER INSTRUMENTS INC
Charlotte, NC
Manufacturer of pressure sensing instruments and controls based in Michigan
City, IN with $65M+ in annual sales.
Field Sales Engineer
Managed a $4M, 4-state territory (NC, SC, VA, WV) selling pressure, flow,
level and temperature instruments, controls and valves. Developed new
OEM's and end-user accounts, managed distributors and called on consulting
engineers.
. #1 National Field Sales Award in 1996, based on top percentage growth
among Dwyer's 14 sales engineers.
. Developed long-term relationships with OEM's (Firetrol, Industrial Air,
Joslyn Clark, JD Hollingsworth, etc) and engineering contractors (Fluor
Daniel, Jacobs Engineering, etc).
. Grew territory revenue from $2.0M to $4.0M during my tenure.
1987 - 1989 CONTECH CONSTRUCTION PRODUCTS INC
Raleigh, NC
Manufacturer of construction products based in Middletown, OH.
Field Sales Engineer
Managed a $1.2M territory in central NC. Promoted and sold structural
plate, storm drainage pipe, sanitary sewage pipe, soil reinforcement
fabrics and other construction products.
. Called on municipalities, construction managers, consulting engineers,
and utility contractors to develop new clients, and increased territory
revenue by 14% in 1988.
. Completed a comprehensive two-week formal sales training program that
included essential sales preparation methods, strategies and presentation
techniques.
EDUCATION
UNIVERSITY OF NORTH CAROLINA AT CHARLOTTE
Charlotte, NC
Master of Business Administration (MBA)
NORTH CAROLINA STATE UNIVERSITY
Raleigh, NC
BS in Mechanical Engineering (BSME)
PROFESSIONAL TRAINING / CERTIFICATIONS:
. Passed North Carolina Board Engineer-In-Training (EIT) Exam on first
attempt
. Karrass Negotiating Program
. Franklin Covey Time Management Program
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