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Sales Manager - Technical Capital Intensive Products

Clifton Park, NY
December 27, 2019

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* **** ****, ******* **** NY ****5


• Inside/Outside Sales Management • District/Regional/National • General Management

• Operations Management • Procurement/Sourcing • Government Relations

• Grant Acquisition • Global Branding/Distribution • Team Building/Coaching

• Lean Six Sigma Green Belt • QA ISO 9001 Auditor • Domestic/Int’l Travel


Master of Science (M.S.), Business Management, SUNY Institute of Technology at Utica/Rome, Utica NY

(Concentration in Management/Operations Science/Manufacturing Management)

Bachelor of Science Degree (B.S.), Business, SUNY Institute of Technology at Utica/Rome, Utica NY

Associate of Science Degree (A.S.), Business, Sullivan County Community College, Loch Sheldrake, NY

Graduate of Sandler Sales Institute Professional Sales Course and Richardson Selling Syllabus

Aviation Electronics Avionics Weapons and Communications Systems School, U.S. Marine Corps


Weil-McLain Boiler Manufacturing Company (Division of SPX Corp.), Michigan City, IN 2018-2019

Manufacturer of Industrial and Commercial Boilers

Director of Commercial Sales - North America

Managed internal Commercial Specialist Sales Team and 26 Manufacturers Representatives

Achieved sales growth year-over year 17% and 15% respectively - fiscal years 2018/2019

Instrumental in new product introduction (NPI) stainless steel fire-tube condensing boiler launch through both representative and distribution channels in excess of $2M Y-T-D

Secured in excess of 1.0% total market share in Cast Iron Boilers where this industry segment is declining 2 .5 % per year

Responsible for providing boiler product training to channel network including specifying engineers, contractors, end-user owners in vertical markets of industrial, municipal, commercial, schools, military bases, government

Unilux Advanced Manufacturing, LLC, Schenectady, NY 2016 - 2018

Manufacturer of Industrial and Commercial Boilers

Vice President, Marketing, Distribution, Exterior Relations

Managed Distribution network of 32 manufacturers representatives, inside sales staff, grant funding and acquisition, all levels of marketing including digital marketing.

Secured NYS and federal grants propagating complete systems overhauls

Established quarterly and yearly sales quotas for a representative network where such performance and sales loads were never implemented prior to my arrival

Implemented Lean Manufacturing, Kaizen, Six Sigma training which resulted in over 30% cost savings in core product line while reducing lead times over 26%

Implemented Goldmine CRM system in data recording of all sales processed while formulating first ever sales pipeline management system

Negotiated complete Dodge construction leads package for North America and implemented computer driven system that sends sales leads out automatically to each manufacturer's representative

Implemented ground up new branding, website, and digital marketing campaign, driving a 257% increase in digital marketing customer contacts

SuperPower Corporation (Division of Furukawa Electric Japan ), Schenectady, NY 2013 - 2016

Director, Worldwide Sales, Marketing & Government Programs

Sales & Marketing responsibility of the world's first manufacturer of 2G HTS Superconducting wire for variety of Grew Sales 83% Year-over-year from 2014 - 2016 Internationally and Domestically through all customer categories including OEM's, large end-users.

Transitioned the company more from a research and development (R&D) company towards commercialization by securing large OEM accounts worth $1 Million (Fortune 500 Company Customers)

Significant international travel building distribution network into high growth areas of China, Japan, and Korea with strategic growth in core customers within those countries

Integral in setting up corporate task force to work closer with applications engineering and manufacturing to deliver quality products to the customer with improvements on delivery, pricing, and value added competitive technology

Implemented first probability driven sales forecast/budget in the corporation which ensured immediate response to changing market conditions ensuring strategic focus to close orders

Blasch Precision Ceramics, Albany, NY 2004 - 2013

Director & General Manager of Global Specialty Products Division, Director of Marketing

Manufacturer of Industrial Ceramic Products

General Management Responsibility for Global Specialty Products Division to include inside sales, outside sales, and manufacturers representatives. This position involved seeking out finished goods suppliers internationally and developing long term supplier contracts, while integrating these products into company manufactured goods domestically. Also function as Director of Marketing, directing all aspects of corporate public relations, marketing, and trade shows, product brochures, e-mail and media campaigns. Traveled internationally to develop business relationships with foreign manufacturers, resulting in new products to compliment both new and existing markets. Responsible for marketing budget implementation. Instrumental in opening Latin American, and Asian Markets through distribution.

Developed fully integrated E-mail Marketing and Direct mail program.

Complete international product sourcing and securing vendor relationships for both raw materials and finished goods with extensive travel to China, Japan, Korea, South America, Europe

Grew Global Specialty Products Division from start to $ 1.5MM in 3 years

Recipient of company Top Achievement Award 2009

Developed new markets in Latin America and Australia

Contained and cut costs by 15-20% in negotiating foreign supplier/vendor purchases.

Award Winner for International Sales Growth 2010 and 2013 - Albany Tech Valley Global Business Network

National Equipment Services Corporation, Evanston, Illinois (Albany, NY Northeast HQ) 2001-2004

District Sales Manager

Responsible for $ 41,000,000 in Sales and Rental of Construction Equipment. Managed 21 Outside Sales personnel as direct reports in 8 branch locations throughout a 4 state geographical territory.

Managed all training, performance evaluations, and strategic planning at the regional and district Level.

Attained the number 1 sales position in the Northeast for 2003.

Carried out and implemented newly developed commission plan for the district. Managed sales of both new and used construction equipment.

General Electric Company, Syracuse, NY 1997-2001

Sales Manager/OEM & Large MRO Industrial Sales

Responsible for growing sales in Central New York for IEC, and NEMA controls and power distribution equipment for both OEM and construction markets. Specialized in control and automation applications as well as industrial power distribution up to and including 115KV.

Complete project management background for plant electrical distribution to $2 Million. Grew Sales 32% in 2001.

Have sold capital equipment to international customers. Coordinated manufacturing, logistics, and all distributor functions relative to customer demands.


United States Marine Corps (6 years - Honorably Discharged)

Avionics Shop Manager/Aviation Electronics for AV8A Harrier Aircraft

Department of Defense DOD *SECRET* Government Clearance (Inactive)

UNITED STATES PATENT FOR INVENTION, United States Patent Office, Washington, D.C.

Solely developed and submitted an automotive corrosion protective device. Have implemented plans for prototype through production run manufacture, and distribution. Processes involved material acquisition, testing and evaluation. Have coordinated all legal and marketing aspects as well. U.S. Patent Number 5,573,686.


General Electric Elfun Volunteer Organization - Worldwide volunteer community group

Supervised and orchestrated rebuild of R. McMann halfway house in Syracuse, NY

U.S. Marine Corps Toys for Tots Foundation

Managed this program for the Central NY region attaining top 10 region in the U.S. for most toys collected

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