Sales Manager Us

OBJECTIVE

To expand my career as a sales leader drawing on over 30 years of experience building high performing teams and businesses in a variety of industries and markets including: Precision Metrology, Calibration, Precision Finishing Technologies, MEMS, Semiconductors, Optics, Medical Devices, Pharmaceutical, Automotive, OEM, Aerospace, Defense, Oil, Gas and Energy.

PROFESSIONAL EXPERIENCE

Sr. National Sales Manager US & Canada (Oct 2021 – Mar 2023), Fluke Electronics, Everett WA

Accomplishments:

Attained 15.3% YoY growth in 2022 US & Canadian annual bookings

Grew 2022 Key National and International account business by 23% YoY through volume purchase agreements and bundling of products and services

Attainment of <5% deviation of actual to forecasted bookings

Defined strategy and coordinated execution of an NPI (New Product Introduction) resulting in $6.3M in new funnel during first week

Jointly with the Product Development team created a new strategy for recurring revenue service offerings. Increased service options from 2 per product to 4. Options are based on customer priorities from VOC which uncovered new customer segmentations. This is currently in beta testing on the newest NPI

Partnered with an outside finance vendor to develop Fluke branded financing for products and service driving HaaS and SaaS business models. Set to launch in Q2 2023.

Sales Manager US East & Puerto Rico (Feb 2019 – Oct 2021), Fluke Electronics, Everett WA

Accomplishments:

Refocused the sales and marketing efforts the team to get closer to customers through Elimination of 3rd party representatives and focusing on industry thought leadership yielding SGO funnel creation of 110% of 2019 plan, 143% of 2020 plan & 125% of 2021 plan

In response to voice of customer requesting a single Fluke Calibration point of contact, realigned the North American go to market strategy moving from 5 to 9 regions

oPromoting Promoted 4 internal team members to new expanded roles

oSuccessfully hired and onboarded 4 ISS team members

Developed and lead a COVID-19 Countermeasure action plan resulting in $1.4M in Ventilator related calibration equipment sales in first three weeks of the work from home restrictions

Coordinated with Order Management and Customer Support implemented and launching Zen Desk support and Zen Desk Talk for Inside Sales (May 2020 Launch)

During the 2021 transition to One-Fluke tool on management responsibility for the entire North American Calibration Sales team resulting in

o$35% bookings overdrive for September/October (135% of plan)

oBringing YTD Bookings to 108% of plan

Regional Sales Manager (2011 – Feb 2019) and RSM Lead (2016 – Feb 2019), Fluke Electronics, Everett WA

Responsible for:

Up to $23M of the US $66.3M 2018 US commercial target annual sales

Leadership and Coordination of the direct North Central US Regional Team (2011 - Sept 2017)

Leadership and Coordination of the direct South Central US Regional Team (Sept 2017 - Present)

Coordination and support of the Electrical and Software Manufacturer’s Representatives in the North Central US Region

As US RSM Lead – Leadership, Onboarding and Ongoing Training of all US Regional Sales Managers

Accomplishments:

Developed, implemented and managed New Product Introduction (NPI) Sale Plan including leading and Lagging KPIs for US and Canada resulting in 105% and 424% Bookings to plan for the two products respectively.

Utilized the Fortive Business System Problem Solving Process to analyze, determine root cause and implement temporary and permanent Countermeasures for the late 2017/early 2018 funnel shortage in US and Canada. Bringing the funnel back to required levels and enabling a record year of $100M for North America and $200M for FCAL WW

Assisted Marketing and the Business units to gain Voice of Customer for many Pressure, Electrical, Temperature and Software applications which drive the product development roadmap.

Increase Sales Revenues of the North Central Region from $9.5M in 2011 to $19.5M in 2015

Year over year Sales Revenue growth of 125.3% for 2014 and 114.8% for 2015

Developed and implemented standard work for Regional Funnel Management and Forecasting, yielding an improvement in forecast accuracy from +/15% in 2015 to +/5% YTD in 2016

Leveraged a change in Go-To-Market strategy to cultivate inactive and underperforming accounts generating incremental annual revenues of $150K - $250K per account.

Worked in a Kaizen with a cross functional management team from Fluke Calibration, Fluke Process Instruments and Fluke Biomedical to develop common standard work for funnel management. Results were 80% harmonized work and automated reporting freeing up Direct Sales and Sales Management to focus on targeted growth activities.

International Sales & Marketing Manager, CMPC, Addison IL, a div. of Cabot Microelectronics Corp., Aurora, IL - 2006 to July 2011

Responsible for:

All Sales and Marketing activity for CMPC Surface Finishes division of Cabot Microelectronics Corp. (CMC) in addition to Sales and Marketing support for the Engineered Surface Finishes’ Business Development group of CMC

Responsible for negotiating annual contracts with all key OEM accounts in the Defense, Aerospace, Semiconductor, Optics and Metrology Markets including ASML, Sanmina SCI, GSI Lumonics, TA Instruments, Azores Corp., Goodrich ISR, Lockheed Martin, and Coherent Laser

Accomplishments:

Developed and executed a strategic and tactical plan for increased market penetration in the Defense, Aerospace, Semiconductor, Optics, Metrology and Heavy Equipment Markets yielding YOY sales increases of 41% in FY2007, 19% increase for FY2008, 19% in FY2010 and an 18% increase in YTD FY2011

Increased Variable Margin to 64% in FY2010

Called on 40 + customers and prospects per month, effecting an increase in customer base by 32%, and revitalized 100 inactive accounts

Drafted, submitted and implemented multi-year proposals for:

oFermi National Accelerator Laboratory worth $3.8M target. Awarded Phases 1, 2 and 3.

oComposite ceramics for defense applications worth $15M/year ramp started FY2011

Developed indirect semiconductor consumables tooling business with Intel and Micron Technologies with variable margins > 70%

Managed Tradeshow marketing efforts of Cabot Microelectronics’ ESF Group for 12 shows per year. Generated an average of 50 qualified leads per event

Developed and implemented an ITAR (International Traffic & Arms Regulations) compliant sales process

Coordinated and Administered field service work for customer installations in Taiwan, Japan and China

EDUCATION AND TRAINING

Education

oBachelor of Science, Electrical Engineering, University of Illinois, Urbana, IL

oCORe – Credentials of Readiness, pass with honors, Harvard Business School On-Line 2019

Professional Training

oDanaher/Fortive Business Systems

Problem Solving Process

Value Selling

Situational Leadership II

Kaizans

Funnel Management

Electrical Calibration Product Roadmap

CRM Standard Work

Pressure Calibration Product Roadmap (2019)

FCAL Manufactures’ Rep performance (2019)

Training and Facilitation Techniques for Instructors (2019)

People Leader Experience – Virtual (2020)

oCRM tools

Microsoft Dynamics CRM

Oracle’s Siebel CRM Tool

ACT

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