Sales Manager
Resume:
Brian C. Schaeffer
Phoenix AZ 85086
Phone: 208-***-**** **.*********@*****.***
PROFILE
A tested and proven, results oriented leader with 15+ years of successful sales and marketing experience in multiple global markets. Highly effective in developing and managing business client relationships resulting in increased sales and market share. Extensive experience in program management activities involving multiple locations both domestically and internationally. Exceptionally strong at the formation and building of a strong teamwork environment involving sales, marketing, and engineering teams globally. Communication skills include seasoned presentation abilities, efficient use of tools available within CRM. Effective communicator with all levels of management. Areas of expertise:
Business Development
Organizational Leadership
International Sales and Marketing
Relationship and Team Building
Account Management
Contract Negotiations
PROFESSIONAL EXPERIENCE
UNITED FLEXIBLE – ROMEOVILLE IL June 2016 – Current
Regional Sales Manager, Western Territory USA
Increase OEM and Distribution Sales throughout the Western territory for components critical for the safe and reliable transfer of fluids and gases in extreme environments.
Market engagements include Aerospace / Defense, Alternative Energy, Industrial, Semiconductor / High Technology, Medical, Oil & Gas and Automotive.
Utilization of key sales tools such as CRM to drive demand creation from inception to end of life.
Drive product development actions required to meet customer expectations and requirements.
Led and closed negotiations on multiyear contracts for Aerospace and Defense programs incorporating price escalation indices into the long term pricing equations.
SENIOR FLEXONICS – BARTLETT IL (DIVISION OF SENIOR PLC) May 2012 – Oct 2015
Business Development Manager, North America, FES and India
Identification and qualification of opportunities within the Medical, Industrial, Oil & Gas, Renewable Energy, Power Generation, Valve & Instrument Control, and Military & Defense market places.
Lead and manage customer programs with Program, Design and Manufacturing Engineers on innovative engineered product solutions and proposals.
Directly responsible for new program launches of over $14M in annual revenue.
Managed Product Development and Long Term Production contract negotiations.
Identified and managed promotional activity including trade shows, web content and SEO & SEM analysis.
Focused products include custom heat-exchangers, valve stem bellows, flexible metal and corrugated tubing, medical grade cooling coils, fuel nozzle and gas lift bellows assemblies.
Managed and directed programs entire life cycle including identification and design, PPAP / validation, production launch and end of life.
Developed and analyzed marketing and budgeting forecasts for territory. Utilization of Lean management principles and analytics such as A3, and Strategy Deployment charts.
Focused accounts include Honeywell, Boeing, Thermo King, AtriCure, Medtronic, Bloom Energy, Baker Hughes, Weatherford, GE Healthcare, Woodward, Capstone Turbine, Schlumberger, Abengoa Solar and others.
POWER & SIGNAL GROUP (DIVISION OF ARROW ELECTRONICS, INC.) 2008 – May 2012
OEM Account Manager, Western US & Canada
Increased demand creation by over $25M in my territory of responsibility.
Developed the sales and budget forecast, strategic and tactical planning, identification of organic and in-organic growth opportunities for my responsible territory.
Directed activities of manufacture representatives within my territory and presented monthly training seminars on new products and strategy updates.
Territory engagement involves significant number of OEM accounts focused on the transportation alternative energy marketplace, such as EV/ H-EV, re-chargeable battery technologies, compressed natural gas, and liquid natural gas technologies.
Product line includes Delphi, TE Connectivity, Cinch, Molex, Amphenol Sine, Omron, and Delfingen products.
Core accounts include Daimler Trucks / Freightliner, Tesla Motors, Westport Innovations, Motive Power, Plug Power and Delta-Q.
MOLEX 1992 – 2008
Global Business Development Manager, HP Imaging and Printing Division, Global
Increased revenue from $28M in 2003 to $56M in 2008 by developing and implementing sales and marketing strategies for both US and Far East Sales and Marketing teams.
Resided in Singapore for a 3 month, short-term assignment focused on business development and program execution activities at HP’s Printing and Imaging Division. Managed the activity with product design and product management teams in the Far East on new business opportunities. Led sales and marketing activities with the Molex sales force covering the electronic contract manufacturers, resulting in increased market share.
Developed an in-depth understanding of Far East business structures, practices, and cultures. Regular travel to multiple Far East countries included Molex, OEM and EMS customer sites, proved critical to the successful implementation of sales and marketing plans globally.
Oversaw technology identification and alignment of HP and Molex product roadmaps. Implemented roadmaps and strategies to US and Far East sales and product marketing teams, enabling Molex to plan product implementations and capacities to meet HP delivery requirements.
Managed the development of promotional material specific for HP Printing and Imaging technical requirements providing the sales force with effective sales tools.
Responsible for the development and execution of revenue and expense budgets on both a regional and global basis.
Developed and presented market analysis reports to global sales and marketing teams resulting in gaining a greater market share.
Developed, implemented and managed sales strategies with sales forces in both the US and Far East South regions resulting in achieving the global sales plan.
Account Manager, HP, Boise, ID
Instrumental in developing Molex as a strategic partner to HP’s Ink Jet, Laser Jet and Storage Divisions through strong business relationships developed at multiple HP facilities.
Increased geographic territory (Spokane) over 30% in 1.5 yrs time by developing a strong sales strategy and effective implementation with distribution management and sales team.
Increased sales volume revenue (+60%) and design activity levels at HP Boise and HP Vancouver such that an account manager for each location was needed and justified.
Leading member of Molex CRM Pilot Team providing account management input utilized to develop Molex communication tools between the sales force, product marketing and development, manufacturing and management.
Directed activities involving Manufacturers Representatives as programs transitioned from HP design labs to program launch at Contract Manufacturers.
Account Manager, Intel, Hillsboro, OR
Instrumental in developing Intel from $300K multi-national account into a multi-million dollar global account.
Effectively engaged with multiple Intel development labs to identify and develop connector opportunities for the PC and Server Industries as a whole resulting in increasing revenues over 100%.
Received Regional Sales Effort Award for largest percentage increase in revenue.
Travel to Europe to visit both Molex and Intel locations, increasing and solidifying the strategic relationships between both companies.
Sales Engineer, OR, WA, Vancouver
Increased both account base and sales by over 100% by developing strong relationships with key customers and distribution channels.
Responsible for monthly training seminars for distribution on new technologies.
Received TTi’s Distributor Support of the Year Award 3 consecutive years as a result of the strong relationship developed and increased sales revenue.
TEXAS INSTRUMENTS (METALLURGICAL MATERIALS DIVISION) 1989 – 1992
Sales Engineer, Santa Clara, CA
Increased sales of military, commercial and burn in and test connector systems and clad metals over 130% in sales annually in a five state territory.
Core customers included Fluke, Epson, Kaiser Aerospace and Electronics, Boeing, Ford Aerospace, AMD, Intel, and Micron.
Increased revenue through both direct and distribution sales channels
Scheduled monthly product training seminars focused on distribution sales.
Directed, managed, trained and reviewed / evaluated manufacturer’s representatives within my territory.
Direct reports included the inside sales team responsible for the five state territories.
EDUCATION
BS, Business Administration – Marketing, minor Finance, Weber State, Ogden Utah
Attended via full ride football scholarship
Received First Team All Academic award in Big Sky Conference for Sophomore,
Junior and Senior seasons
PROFESSIONAL TRAINING
Leadership and Performance Management
Negotiations Across Cultures
Negotiations Skills
Effective Communications
Coaching for Managers
Profitability Specialist
Competitive Analysis
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