Prescott Smith

**** ***** ***, #***, *********** MN 55416

LinkedIn • 317-***-**** • ad1xzy@r.postjobfree.com

Senior Sales & Marketing Executive

Multifaceted career with proven expertise in Pump, Boiler, Chiller, and Cooling Tower sales Solid history of leading market development and account management initiatives across multi-state territories and international markets. Analyzed and leveraged market opportunities to achieve $22 million in sales. Proficiency in product management and marketing as well as new product development. Skilled leader and project manager; able to direct multiple tasks effectively and comply with change requests by customers as well as keeping budget and deadline targets. Sales Planning & Forecasting / Project Management / Account Management and Retention Territory Management / Team Leadership & Training /Negotiation & Consultative Sales Expert PROFESSIONAL EXPERIENCE

Market Development Specialist / Consultant (8/2018 – Present) PRS Process, Inc., Indianapolis, IN Identified business opportunities and established distribution channels across multiple states for manufacturing clients. Researched the market and engaged with potential accounts; gained an in-depth understanding of their business objectives and presented customized engineering and equipment solutions.

Key Achievements:

Enabled clients’ expansion into new markets and provided valuable consultation services, resulting in improvements to products’ profitability and marketability.

Managed complex sales cycles from segmentation and prospecting to project management and commissioning of industrial and commercial Boilers, Cooling Towers, HVAC/R, and Pumps. Territory Manager (9/2004– 8/2018) Hydronic & Steam Equipment Co., Inc., Indianapolis, IN Held full P&L accountability for the initial development and growth of the Western Territory in the Midwest. Recruited and trained sales teams and generated regular forecasting, growth planning, and reporting for the territory. Consistently completed projects by budget, deadline, and deliverable targets. Key Achievements:

Marketed a portfolio of over 150 steam and hydroponic products and built relationships with 100+ accounts, including hospitals, wholesalers, schools, universities, mechanical contractors, and manufacturing or processing clients.

Oversaw product management and marketing; collaborated with internal teams to introduce improvements to specifications based on client feedback and requirements and strengthened company positioning by capitalizing on gaps in the market.

Managed $1.7 million project for the conversion of a steam plant to condensing boilers, which encompassed installation of new systems in facilities and steam plant decommissioning.

Negotiated and completed a project for the commissioning of HT-packaged water-pumping skids that controlled the process temperatures through automatic centrifuge pumping cooling and heating systems.

Achieved $500,000 annual profit in four years by capturing major HVAC business partnerships and improved retention rates and customers satisfaction. Account Executive (7/2002 – 6/2004) PRS Process, Inc., Indianapolis, IN Collaborated with Graco, Inc. and LEWA-Nikkiso America, Inc. to actively market and sell their process and metering pumps. Developed and executed call plans and managed a multi-state territory; organized site visits with clients and controlled travel, logistics, and expense controls to maximize profit margins. Key Achievements:

Obtained new business and grew existing relationships; expanded market penetration and name recognition, leading to new business referrals.

International Marketing Manager (4/1995 – 11/2000) Graco, Inc., Minneapolis, MN Managed and trained global teams of sales personnel; set monthly and annual targets and evaluated performance. Collaborated with the executive team to plan and implement the overall business strategy and held responsibility for new product development and line extensions of the process pumps and accessories.

Key Achievements:

Launched 12 new products internationally; developed pricing, logistics, operational, and marketing strategies and trained global sales teams to ensure local market penetration.

Doubled sales results from $10 million at the start of the tenure to $22 million annual sales in 2000.+ Vice President of Sales & Marketing (7/1991 – 2/1995)Yamada America, Inc., Arlington Heights, IL Directed sales and marketing for the United States and South American markets with full P&L responsibility for the import of Japanese pumps and distribution channel development. Analyzed competitors’ activities, market and industry trends, and business results to modify strategy. EDUCATION AND TRAINING

Bachelor of Science in Business, Management, Marketing, and Related Support Services Indiana State University, Terre Haute, Indiana

TECHNICAL KNOWLEDGE

Steam & Hot Water Boilers Cooling Towers Boiler Feed Packages Deaerators Blow Down Separators Controls BMS Economizers Fan Coil Units Fin Tube Radiation Expansion Joints Custom HVAC Pump Packages (Pressure Booster, Heat Transfer, Custom Boiler) Chiller Water Packages (Humidifiers, Steam Traps, PRVs, Temperature Regulation Valves) Pumps (Centrifugal & PD) Heat Exchangers (Shell & Tube, Braised, Plate & Frame) Steam & Water Coil Sizing & Replacement Water Heaters (Gas & Steam Fired) Snow Melt Radiant Floor Pex Tubing & Layout Design Analog & Digital Instrumentation