Outside Sales Technical

Executive Profile

As an established technical sales management/sales professional, my career has been filled with fantastic challenges, opportunities and experiences working closely with automation, manufacturing and energy development disciplines.

Directly sell to and work with clients using fluid power, mechatronics, robotics, automation control systems, HMIs, and vision system products to identify the best products and solutions for their applications.

Working with oil and gas clients in the Rocky Mountain Region, I produced sales for upstream and midstream clients, providing solutions and cost control to help their projects stay within budget and schedule.

My approach resonates positively with established high performers and draws in new employees throughout an organization due to a focus on empathy, consistent inclusive messaging, and accountability by all involved. I devise workable solutions with input from co-workers and colleagues involving training and changes to processes that result in measurable improvements in performance and efficiency.

Established industry experience and knowledge in Aerospace, Energy Development, Bio-Medical, Semiconductor, and Primary Metals manufacturing gives me the bandwidth to operate successfully in those market spaces.

I am a proven coach and leader with creative ingenuity and methodology to leverage, build, and strengthen customer and associate loyalty while identifying new adjacent markets and industries to pivot into by amortizing existing assets and talent.

Most Recent Position:

HTE Automation: VP of Sales/Director of Sales: 7/22 – 9/23

Responsible for the tactical and operational management and performance of our

Mid-Western sales operation covering Missouri, Illinois and Kansas

Trained new salespeople on professional sales tactics, outside sales call planning, closing, and quote/proposal designs.

Increased the volume of quotes being generated monthly by focusing on clients that matched up with our product offering more closely.

I instituted professional sales training behaviors to bring out the best in our talent.

Interfaced with the Engineering Team weekly to obtain feedback from account managers following protocols and collaborating with inside sales to confirm processes were being followed.

Added new machine vision product lines to our portfolio to provide our clients a wider array of options.

Trident Steel: Vice President of Sales Operations 12/14 to 7/22

Responsible for the tactical and operational management and performance of our

Mid-Continent sales operation.

Helped the team increase sales from $ 107M in 2015 to $ 235M by the end of fiscal year 2021.

Implemented a “customer-centric” culture to improve quote generation and closure ratios by 3.7%.

Implemented a process to track our “kill ratio” more closely and adjust tactics more quickly.

Increased the volume of quotes being generated monthly by focusing on clients that matched up with our product offering more closely.

Eliminated time and energy-draining reports and meetings.

Engineered Sales and Air Draulics Engineering are subsidiaries of Applied Industrial Technologies

Engineered Sales: Sales/General Manager 07/12 – 12/14

Tactical, Operational, and Budgetary responsibilities for Sales, Engineering, Fabrication, and Service and Repair departments

Established baseline metrics to grow performance and accountability.

Rebuilt outside sales force and initiated training of both product applications and professional sales behaviors.

Cross-trained critical inside sales functions to prevent lapses in service and create a growth culture and opportunity for advancement.

Achieved sales increase of 11% during the 2014-15 fiscal year.

Applied Industrial Technologies: AirDraulics Engineering: Sales Manager 02/11-7/12

Top-to-bottom process realignment to focus on customer service and cost reduction

Reversed a 9-year slide in sales and gross profit margin.

Achieved 12% growth of sales and 1.2% increase in margins from 3/11 to 8/12.

Rebuilt outside sales team and implemented procedures and metrics by which to measure and track sales calls, projects, and closing ratios.

Improve employee/customer relationships and support and improve customer service.

Interface with current and potential suppliers, measuring their benefit/impact on our customer base and inventory levels and ensuring proper integration with the finance operations and sales management systems.

Sunsource Technology Services-SW, Arizona and Florida Operations 12/98-2/11

New Business Development Account Manager

Specializing in Mining, Aerospace, Power Generation, Injection Molding, Die Casting, Food Manufacturing, Mobile and Industrial OEM’s

Senior Account Manager, Account Manager

Promoted to New Business Development AM for SE Region: grew sales from $ 230K to $ 1.3M over 4 years. Generated $7M in new proposals.

Develop and implement overarching best practices and procedures that relate to territory growth, employee/customer relationships and support and improved customer service.

Interface with suppliers both current and potential, measuring benefit/impact on our customer base and inventory levels and ensuring proper integration with the finance operations and sales management systems.

Education &

Training

Keller Graduate School of Management, Phoenix, AZ.

MBA, Finance & Business Operations/E-Commerce

University of Dayton, Dayton, Ohio

B.S. Industrial Engineering Technology

Minor: Mechanical Engineering Technology

Professional and Social Affiliations

Certified Fluid Power Hydraulic Specialist

Society of Manufacturing Engineers

Institute of Industrial Engineers

National Association of Steel Pipe Distributors

Rocky Mountain Pipeliners Club

Denver Petroleum Club

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