Sales Manager Technical
Resume:
BRIAN P. WALSH
T ECHNICAL SALES MANAGER
*****.*********@*****.***
https://www.linkedin.com/in/brianpwalsh410/
Denver, CO
About Me
As a seasoned Technical Sales Manager, I bring a proven track record of driving revenue growth and fostering lasting client relationships through comprehensive technical solutions. With a blend of technical expertise and sales acumen, I excel in articulating complex product features into compelling value propositions tailored to diverse client needs. My ability to understand clients' technical requirements and align them with appropriate solutions has consistently resulted in exceeding sales targets and expanding market share. My commitment to delivering excellence in both technical consultation and sales execution positions me as a valuable asset poised to drive success.
Experience - Territory Development and Growth: I expanded the sales territory for a California-based company to the western states, including Colorado, Wyoming, New Mexico, and Arizona. Took a brand new territory to $1.5 million in sales in 2022, over $2 million in 2023, and $1.4 million in the first part of 2024.
- Sales Forecasting and Reporting: Monitored sales performance metrics, tracked progress against targets, and generated regular reports for management review. Used sales forecasting techniques to predict future revenue streams and make informed business decisions.
- Sales Presentations and Proposals: Prepared and delivered compelling sales presentations and proposals highlighting the value proposition of micro-imaging products and services. Customized proposals to address clients' specific requirements and preferences.
- Client Relationship Management: Built and maintained strong relationships with clients in the micro-imaging industry. Understood their needs, challenges, and objectives to provide tailored solutions and exceptional customer service.
- Bonuses and Accolades: Earned yearly bonuses due to performance as well as recognition for territory growth.
- Sales Management: Lead and executed sales strategies within the assigned territory to meet and exceed revenue targets.
- Territory Development: Identified prioritized, and developed new business opportunities within the territory to expand market presence.
- Client Relationship Management: Cultivated and maintained strong relationships with key accounts and healthcare professionals to drive customer loyalty and satisfaction.
- Product Knowledge: Demonstrated a comprehensive understanding of imaging products, services, and solutions to communicate value propositions to clients effectively. CTK Instruments, 2021 - April 2024 - Denver, CO
Kavo-Kerr Dental Imaging/DEXIS - 2018 - 2020 - Denver, CO Technical Sales
Imaging Specialist/Territory Sales Manager
Olympus SEG - 2007 - 2018 - Denver, CO
Technical Sales/Territory Manager/Dealer Manager
- Marketing: Successfully marketed and provided comprehensive support for core, confocal, and digital microscopes and software solutions across diverse territories, including CO, NM, AZ, UT, KS, NE, WY, and El Paso, TX.
- Met Sales Targets: Surpassed annual quotas by a minimum of 15% through strategic on-site demonstrations of Olympus product lines and employed consultative selling techniques to customize solutions to client needs.
- Managed Sales Pipeline: Demonstrated exceptional growth in territory sales, achieving a remarkable increase from $800K in FY 2013 to $1.65M in FY 2015.
- Provided Technical Support: Cultivated enduring, trust-based relationships, resulting in referral sales within prominent corporations such as Honeywell, Seagate, Hewlett Packard, Intel, and various pharmaceutical and university laboratory accounts throughout the assigned territory. Managed the whole sales cycle.
- Continuously Learning: Proactively acquired proficiency in emerging technologies, instrumentation, and software platforms to effectively educate clients on the advantages for their respective organizations and laboratories.
Imaging
Microimaging
3D Imaging
Imaging Software
Precision Optics
Light Microscopy
Confocal Microscopy
Life Science
Materials Science
Dental Imaging
CBCT/Cone Beam
Education Expertise
Bachelor of Arts
Miami University of Ohio,
Oxford, OH
Carl Zeiss, Inc. - 2001 - 2007 - Denver, CO
Technical Sales Representative/Territory Manager
- Territory Expansion and Growth: I took a failing territory of Colorado, New Mexico, and El Paso, Texas, from fewer than $500,000 in sales to over $3 million in two years.
- Generated Sales Leads: Actively sought out new sales opportunities through networking, cold calling, attending events, and leveraging online resources to identify potential clients or customers.
- Negotiated and Closed Deals: Negotiated terms and pricing to reach mutually beneficial agreements with customers. This included understanding pricing structures, contractual terms, and competitive positioning to close sales effectively.
- Understood Technical Products/Services: Demonstrated a deep understanding of the technical aspects of the products or services being sold. This included staying updated on product features, specifications, and benefits to communicate them to customers effectively.
- Built Relationships: Established and maintained strong relationships with clients or customers to foster trust and loyalty. This involved regular communication, providing ongoing support, and addressing customer inquiries or issues in a timely manner.
Olympus cont.
- Accolades: Recognized as Salesperson of the Year for surpassing targets by 140%. Recognized as the recipient of the Quarterly Sales Award for the 2nd quarter of 2017, achieving 185% of quota. Top 10% of reps each year and 2nd out of 16 reps in FY2008 with sales of just under $1.3M. Promoted to Western Region Dealer Manager as part of restructuring the business in May 2009.
Certifications
PAR - Sales Training
Miller Heinman - Sales
Training
Woods Hole, MA - Three
months of intensive
instrument training
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