Post Job Free

Resume

Sign in

Business Development Manager

Location:
Morrisville, PA
Posted:
January 23, 2020

Contact this candidate

Resume:

Gary Goelz

**** ******* ****, *******, ** ***** adbeoy@r.postjobfree.com 215-***-****

Sales Professional Seeking Business Development

Opportunity to Deliver Revenue & Profitability

Overview

Results driven sales professional with a broad technical background seeking opportunity in the industrial and OEM marketplace. Strong builder of relationships fostering a “customer centric” approach. Adept at

“solutions” selling. Grounded background in manufacturing, assembly, test and process equipment markets. High achiever with consistent margins and revenue growth. Sales professional with a strong achievement orientation. Track record growing industry segments and new markets. Strong CRM background. Skilled at working across functional disciplines from Purchasing, Engineering, Design, Manufacturing and Service. Key Accomplishments

• Consistently improved sales levels within first year across differing market segments.

• Improved quote to order capture ratios to build bottom line results (27% to 40%).

• Developed rep sales force resulting in overall sales increases of 300 2MM annually.

• Actively resolved service/warranty issues post sale to drive follow-on sales. Professional Experience

Account Manager, Kaman Fluid Power, Pittsburgh, PA 2015- Oct 2019 Distributor for electromechanical, pneumatic and hydraulic components for industrial and OEM markets. Responsible for sales generation, pipeline development, servicing, follow-up and new market expansion.

• Expanded year-end sales levels +350% to $1.2MM over the first 3 years.

• Strengthened key relationships with major accounts driving sales and maintaining margins.

• Developed and implemented sales plans targeted to penetrate industrial market segments.

• Worked closely with customer engineers to develop equipment specs and process line requirements.

• Managed weekly/monthly call schedules and site visits for effective follow-up with accounts. Product Specialist, Diversified Plastics, Missoula, MT 2013 – 2015 Manufacturer of engineered injection molded parts for industrial markets and wastewater industry. Responsible for distributor pipeline development and regional sales generation across the mid-Atlantic and New England states.

• Efforts directly contributed to increasing water/wastewater sales over 24% in first year.

• Implemented focused sales strategies with regional distributor staffing to drive increased sales levels.

• Expanded distributor sales base by deepening relationships with regional sales teams across multiple distributors.

Independent Sales Agent 2012 – 2013

Managed individual sales efforts for payment processing services and insurance benefit programs to the general marketplace.

Regional Sales Manager, Johnson March Systems, Ivyland, PA 2007 - 2011 Manufacturer of custom chemical feed pump systems serving the power generation, petro-chemical and water/wastewater industries throughout the US, Canada and Pacific Rim. Responsible for meeting with accounts to track and review developing projects, spec project requirements and technical issues, review proposals and gather competitive information to secure business.

• Expanded revenue across 3 market segments: Power Generation, Municipal Water and Process.

• Increased client base 28% within 18 months leading to increased sales volumes in following quarters.

• Tailored marketing materials to focus on solutions selling vs. hardware features. Sales & Operations, TSG Automation, Warminster, PA 1994 – 2007 OEM for industrial automation targeting assembly, test and process requirements for the electronics, medical sensor and general manufacturing industries.

Owner and founder with P&L responsibility for sales management, operations and project engineering.

• Direct management responsibility of 12 person staff covering design, engineering, sales and service.

• Established strategic alliances, resulting in annual revenue increases of 12-15%.

• Increased margins averaging 4% on sales by providing “value added solutions” to projects. Sales Manager, MTI Corporation, Ivyland, PA 1983 – 1994 Tool and die company serving the electronics packaging industry. Developed and sold specialty automation systems to the electronics and general manufacturing industries. Responsible for lead development, specification review and creation, cost estimating, bid pricing and proposals, client presentations, proposal follow-up, competitive reviews and pipeline management.

• Increased division sales from $420K in the first year to annual sales exceeding +$2MM in year three.

• Established cold-calling, lead generation and follow-up protocols through CRM to extend customer reach, improve customer contact and lead tracking performance.

• Improved independent sales representative performance to ensure performance against goals. Education

Lehigh University Bachelor of Science, with dual majors in Finance and Marketing Interests

Soccer Coach/Referee

Road Bicycling



Contact this candidate