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Sales Management

Location:
Sidney, OH, 45365
Posted:
December 07, 2016

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Resume:

Larry O. Jones

Sidney, OH ***** 937-***-**** acxsu6@r.postjobfree.com Linkedin.com/in

Business Development & Operations Executive

Sales Force Management New Product Development (NPD) Strategic Planning

Accomplished, resourceful, and results-oriented professional with a comprehensive management background encompassing the areas of marketing, new business development, sales, product management, and channel partner management. Strong leadership abilities in managing complex projects; directing domestic and global sales/marketing operations; and supervising sales staff. Extensive experience in applications/project engineering and engineering management. Consistently recognized by peers for exemplary performance in developing strategic marketing plans and building professional alliances. Career track record of successful accomplishments.

Profit & Loss Responsibility

Strategic Planning / Deployment

Sales & Marketing Operations

Major Contract Negotiations

Distribution Networks

Global Sales Activities

Engineering Management

Budgeting & Finance

Sales & Product Training

Market Research & Analysis

Relationship Management

Multi-Channel Sales Mgr.

New Product Development

Sales Strategies & Forecasting

Performance Optimization

Core Accomplishments

11 years of successful experience including P & L responsibility in an ownership position.

Recipient of awards for exemplary performance, including a ‘3 Star’ Raytheon award and Supplier of the Year awards from Honda and Toyota.

Skilled in managing numerous prominent accounts, including: AIDA, BMW, Cummins, Ford, GM, General Dynamics, Halliburton, Honda, Mitsubishi, Motoman, Nissan, Procter & Gamble, and Toyota.

Experienced in serving clients from diverse industries, including aerospace, automation, automotive, communication, defense, industrial, and medical industries.

Proficient in educating individuals in complex products and systems by translating sophisticated terminology into simple language.

Demonstrated success in consistently achieving and exceeding established sales goals.

Extensive manufacturing experience in welding, metal forming, castings, molded plastics, & precision machining.

Professional Experience

IMI PRECISION ENGINEERING, Brookville, OH 2014 – 2016

Director of Sales

Responsible for driving all product development commercial activities for a company plant located in OH, which entailed assessing NPD priorities, establishing competitive market pricing, providing accurate sales forecasting, conducting Quarterly Business Reviews (QBR’s) with distribution partners, and collaboratively driving the profitability of a $40M site

Secured the first major OEM account ($5M) for electric actuators (on track for release in 2017).

Developed a priority list comprised of newly developed products for a product portfolio.

Strategically rebuilt damaged distribution channel relationships and improved (VOC) Net Promoter Scores.

Established KPI’s to ensure alignment with the site’s Strategy Deployment objectives.

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SANKYO AMERICA, INC. Sidney, OH 2012 – 2014

Automation Sales Manager / Director

Responsible for driving all sales and marketing operations for North America and Europe, with a focus on optimizing brand awareness and cultivating manufacture representative and distribution channels

Secured the largest order in the company’s history sold to Mazak Flextronics / Hallmark / Apple project ($5.5M).

Played a pivotal role in renaming the company to “Sankyo Automation” (branding and online presence).

Performed comprehensive market research and created a strategy plan to facilitate the introduction of a new machine tool product line at 2014 IMTS.

Acquired Long Term Agreements (LTA’s) with Mazak, Minster, Grob, and Automation Tooling Systems (ATS).

GLOBE MOTORS INC. Dayton, OH 2009 – 2012

Regional Sales Manager

Responsible for directing all sales operations (valued at up to $40M) in the southeastern and south central United States, while exceeding annual goals and building channel partner alliances

Played a key role in securing an opportunity at Honda of America Manufacturing for the “Electronic Assisted Power Steering” product line used in the ATV and automotive markets (estimated at $6.5M annually).

Earned a “3 Star” award for the successful product design of a missile guidance system developed for Raytheon.

Developed a new (DTH) down hole motor product line for applications with Baker, Halliburton, & Schlumberger.

STILLWATER TECHNOLOGIES INC. Troy, OH 2003 – 2009

Sales & Marketing Manager (Engineering Mgr. 06 to 09)

Responsible for developing sales staff and distributor networks; formulating sales/marketing strategies; and serving as primary sales closer on all major projects

Played an instrumental role in driving annual sales growth from $9M to $14.7M / yr.

Secured a $4.5 M project at BMW (second largest single order in the company’s history).

Won Supplier of the Year awards from both Honda and Toyota.

Authored new product profiles and existing product improvements to expand internal product lines.

Managed a multitude of prominent accounts, including: BMW, Ford, GM, Halliburton, Motoman, and P & G.

TOTAL INDUSTRIAL SERVICE & SUPPLY CO. Sidney, OH 1993 – 2003

President & Owner

Responsible for directing multi-faceted management functionalities in sales, marketing, project management, human resources, engineering, accounting, and P & L for a privately-held, self-owned/operated corporation

Utilized business development expertise that drove the business from 0 to $4.8M / yr. over its first four years.

Awarded contracts on five occasions to travel to Japan for special design & management projects.

Provided leadership and guidance to 18 employees in multi-site operation auto plants and projects.

Managed various accounts, including: Honda, AAP, GM, Ford, Dannon, Lear, Delphi, and CAPT.

Educated customers in services pertaining to engineered solutions and maintenance support, and products ranging from application specific systems to general purpose chemicals and products.

Education

Bachelor of Business Management, Indiana Wesleyan University, Marion, IN GPA: 3.83

Associate’s Degree in Mechanical Engineering, Edison State, Piqua, OH GPA: 3.45

Professional Development

Lean Six Sigma: IMI, Globe, and Raytheon Total Quality Management Training:

Sandler Sales Management Training, VOC (Voice of Customer), APQP (Advanced Product Quality Planning)

Software Proficiency

Act,Pivotal & Salesforce (CRM): AutoCAD, Catia, & SOLIDWORKS (CAD): JD Edwards (ERP) : Microsoft Products



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