Lawrence (Larry) S. Hairelson

ad30pa@r.postjobfree.com 205-***-**** – 929 Bluebonnet Ct., St. Louis, MO O • 205-***-**** • ad30pa@r.postjobfree.com • Linkedin.com/in/Lawrence-Hairelson

TECHNICAL SALES MANAGER / KEY ACCOUNT MANAGER

Sales & Key Account Management Contract Negotiation Solution Selling

Technically sophisticated sales management professional with 20+ years of success in driving business growth and achieving sales targets for high-profile companies. Out-of-the-box thinker with expertise in covering several territories while overseeing product design and development, project management, technical/customer support, and production activities. Known as an excellent communicator and decisive leader with the ability to lead teams, build trustworthy client relationships, and translate business needs into revenue. Reputed for partnering with sales and equipment manufacturers to ensure the delivery of products to clients to elevate sales and bring visible positive changes. Proficient in English and conversational in Spanish and German.

•Contract Negotiation

•Operations Management

•Strategic Planning & Analysis

•Team Building & Leadership

•New Business Development

•Exceptional Customer Service

•Process and Detailed Engineering

•Project Supervision and Management

•Relationship Building

•Issues & Dispute Resolution

Professional Experience

2020 - 2023: H E Engineered Equipment, St. Louis, MO • General Sales Manager

Direct overall the aspects of municipal sales functions across the sales territory, which included OK, TX, MO, IL and AR. Contribute to the success of company progression by overseeing direct sales of the Oklahoma region for engineered projects. Lead a cross-functional team of two outside salesmen and two inside sales staff. Collaborate with Consultant Engineers, Contractors, and Distributors to assist in designing new projects and bidding projects. Forge professional relationships with contractors and customers. Also performed take-offs for bids and managed projects and orders. Responsible for overall market strategy and management of relationships with manufacturers.

•Increased booked sales by 40% and doubled the amount of invoiced sales to attain impressive results for the division.

•Boosted sales and tripled margins by searching for and replacing a line of equipment with Onyx Valve.

•Raised profitability by 50% for the division by devising and formulating strategic plans.

•Acted as a Subject Matter Expert to negotiate contracts and agreements with manufacturers and customers.

•Provided engineering support for consultants, contractors and end users.

2018 - 2020: Layne Christensen, St. Louis, MO • Water Treatment Specialist/Sales Engineer

Partnered with and supported Consultant Engineers and end users in developing Water Treatment Systems. Interacted with Water Well Colleagues regarding water treatment projects as well as industrial and municipal applications. Prepared and presented consultant engineers demonstrations on engineering aspects of contaminant removal. Pursued water treatment projects and prepared specifications to bid on contaminant removal systems, which augmented sales and business. Delivered active functional support in the development of bench testing equipment. Guided Account Managers, Consultant Engineers, and End Users in the creation and execution of treatment systems, including: ion exchange systems, reverse osmosis, and aeration for groundwater treatment.

•Facilitated the designing and specification methods to remove contaminants, such as iron, manganese, arsenic, nitrates, and radium.

•Championed the development of treatment systems for the elimination of PFAS, a "forever chemical" discovered in groundwater.

•Fostered congenial relationships and professional communication with Consultant Engineers to identify new opportunities.

•Provided leadership in the management of regional sales of water treatment systems for the Midwest and Southeast.

2017 - 2018: PACK’R, Atlanta, GA • Sales Engineer

Built, maintained, and expanded customer base for liquid filling applications in a previously dormant territory. Developed quotations for consumers after sizing machinery and preparing estimates. Served as project director and coordinated with various suppliers. Gained broad knowledge and understanding of CRM system. Conducted visits to site locations with engineers to discuss needs and offerings. Organized training and development sessions for three team members to mentor employees. Enhanced customer experience by delivering support in the design of liquid filling, material handling, and control systems. Advised and supported customers on maintenance protocol for machinery.

•Yielded $3M in revenue by securing a significant order for an Automatic Drum Filling System for a Houston-based company known as Third Coast Chemicals.

•Grew 20% sales for Nalco/Ecolab clients and expanded the business with the head office in Minnesota, working closely with procurement and engineers, as well as visiting several of the company's locations.

•Expanded company revenue by hunting and securing six new customers.

2012 - 2016: Haver Filling Systems, Inc./Feige Filling, Atlanta, GA • Sales Engineer

Spearheaded various projects by navigating different phases of the project delivery cycle with the proper conceptualization, design, prototypes, and production of new products. Hired to structure and market automation, material handling, controls and liquid filling systems. Hold ultimate responsibility for selling Feige liquid filling equipment across North America. Created automated material processing devices for liquid loading facilities. Played a key technical role in designing pumping system for test facility. Provided project management for several complex orders.

•Recognized for improving average annual sales from $2M to $5.5M as well as achieving an annual gross margin in excess of 28%.

•Surpassed company’s goals by selling a large automatic drum filling project with a material handling system to Lubrizol for $6.8M with a gross margin of $1M.

•Succeeded in increasing sales by 25% and profits by 20%+ by heading all aspects of sales strategy.

•Received commendation from clients for exemplary performance by managing one purchase order worth $6.8M and total annual sales over $10 M.

•Managed project managers and draftsmen during project execution.

•Recruited a new salesman to support Feige sales efforts in the United States.

2007 - 2012: Bermad, Inc., Birmingham, AL • Southeast Regional Sales Manager

Supervised and managed a network of manufacturers' reps in the Southeast region (North Carolina, South Carolina, Georgia, Tennessee, Alabama, and Florida) and oversaw municipal sales for the region. Prepared and gave presentations for the Consultant Engineers and end users. Assisted representatives in project management and bid preparation while providing price and submittal documentation. Administered the recruitment and management of independent sales representatives. Installed new equipment and provided field support for existing installations. Advised clients with the design of hydraulic systems, as well as educated end users in the maintenance and operation of control valves.

•Generated sales by 25% by hiring and supporting highly qualified representatives in Florida.

•Credited for enhancing sales from $750K annually to $1M, as well as elevated sales by 56% since 2007.

•Positioned Region with highest overall sales by 23% over FY 2009.

•Orchestrated regional training seminars for five manufacturer’s representatives to enhance their capabilities.

Early Career

Hydra Service, Municipal Sales Engineer - sold pumps and process equipment for water and wastewater market; designed and managed the fabrication of water booster stations; provided packaged wastewater treatment plants.

J.H. Wright & Associates, Municipal Sales Engineer - sold pumps and process equipment for water and wastewater market; sold and assisted in the design of low pressure sewer grinder systems; provided packaged wastewater treatment plants.

GPM Environmental, Municipal Sales Engineer - sold pumps and process equipment for water and wastewater market

Pump & Process Equipment, Sales Engineer - sold pumps and process equipment for water and wastewater market; provided packaged water and wastewater plants for small municipalities.

Carl Eric Johnson, Inc., Sales Engineer – sold progressive cavity pumps, heat exchangers, filtration, strainers for industrial and municipal market

Klein America, Inc., Project & Field Engineer – belt filter press manufacturer; ran field tests and managed projects, designed and supervised the fabrication of a new trailer mounted belt filter press.

McAbee Construction, Draftsman- designer and draftsman for pressure vessels and piping systems

Uniroyal Goodrich – Co-Op Engineer – provided design and drafting for engineering projects, supported CAPEX and maintenance projects plantwide.

Key Projects

Emerald Coast Utility Authority: In 2010, Emerald Coast Utility Authority was relocating their main wastewater treatment plant from downtown Pensacola, FL to a site 20 miles north in Cantonment, FL. Bermad provided large diameter control valves to modulate the flow of treated wastewater to a spray field. Many on-site modifications were required.

Central Elmore Water & Sewer Authority (CEWSA) Lake Pumping Project: In 2007, most of the state of Alabama experienced a severe drought. This forced many municipalities to think “outside the box” to deal with dropping water levels at their main raw water-influent pump station. I sold and helped to design a system of floating pumps to pump raw water into the raw water pump station, complete with controls and satellite telemetry.

Oak Mountain State Park WWTP – Pelham, AL: In the spring of 2007, the State of Alabama needed to replace the aging lagoon system of treating wastewater at Oak Mountain State Park with updated technology. During a very contentious bid process, I sold a large packaged wastewater treatment plant that pleased the owner and contractor.

Lubrizol – assisted in the design and sold 3 automatic drum fillers along with conveyors, palletizers, empty drum storage system, controls, SAP integration and turnkey installation.

Education, Training & Awards

Bachelor of Science, Mechanical Engineering University of Alabama

Sandler Sales Training, 2022

Alabama River Pulp Scholarship recipient

Presidential Scholarship recipient – University of Alabama

Alpha Lambda Delta – Freshman honorary, University of Alabama

Gamma Beta Phi – Sophomore honorary, University of Alabama

Key Skills Include:

-Intermediate experience with Salesforce and other CRM platforms

-Intermediate experience with SAP

-Exposure to Oracle ERP and SKU creation

-Advanced project management and engineering experience

-Problem solving, detail oriented, critical thinker

-Leadership, teamwork, communication and time management

-Microsoft Office suite

-Budgeting and forecasting experience

‘I have been delighted to share that great experience of my career with Larry when we were both in Atlanta GA. He brought to the company we worked in, significant key projects with always proficient relationships with our local team and prospects new customers.”

Jeremie B., Project Manager, SERTA

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