Sales Manager

PAUL M. MEDVEC B.A. Technical Marketing Management

P.O. Box 190082, Birmingham, Alabama 35219 adbip3@r.postjobfree.com 216-***-****

PROFESSIONAL EXPERIENCE

TECHNICAL SALES ENGINEER Mayco Industries Birmingham, AL 2016-12/19

Largest manufacturer of Lead Products in North America supplying Ballast, Radiation Shielding, and Ammunition products

Created Advanced Anode brand in 2016 supplying custom fabricated lead anodes to industrial chrome plate and anodize plants

Developed commercial and technical documents, marketing plans, and recruited manufacturer representatives

Conducted presentations to customers using cold call, face to face and electronic formats to customers across the US

Organized SUR/FIN 2016, 2017, and 2018 trade show booth resulting in new contacts, orders and representatives

Negotiated price, terms, and lead time resulting in new sales of over $300K in second half of 2016

Increased sales margins to current radiation shielding customers by identifying opportunities for additional value added services

SALES MANAGER Linden Industries Cuyahoga Falls, OH 2012-2016

Manufacturer of custom, high volume polyurethane processing and support equipment

Created highly detailed proposals for custom High and Low pressure dispensing equipment along with supporting “dry side” material handling equipment, bulk chemical storage, blending systems, and nucleation systems

Worked closely with customers and representatives to establish mechanical concepts, technical specifications, along with identifying budget and milestone targets

Prepared and conducted sales presentations to customers using both face to face and electronic formats

Closed on orders for standard components and custom systems resulting in sales of over $1.40M to new customers in 2014

Developed spreadsheets, quote masters and templates resulting in increased annual quote volume with a 2/3 staff reduction

SALES MANAGER Zagar, Inc. Cleveland, OH 2007-2012

Global Manufacturer of custom, high volume, multiple spindle, multiple axis machine tools

Created detailed cost estimates and proposals for multiple spindle drill and tap heads, fluid and ball screw actuated feed units, standard machines, and fully automated “turnkey” production systems

Identified new opportunities while avoiding potential projects to did not fit within the company core industries or competencies

Established mechanical concepts, technical specifications, along with identifying budget and milestone targets

Negotiated price, terms, and lead time for equipment resulting in sales of over $1M to new customers annually

Oversaw and directed up to five direct staff including inside sales, application engineering, and customer service functions

Established, tracked, and monitored quote volume and follow-up goals for sales and application engineering along with order entry targets for customer service

Developed internal systems that increased annual quote volume 15% with a 30% staff reduction

Implemented a restructuring plan that transformed a fragmented sales department into a sales team using strategic hires, dismissals and internal promotions

Communicated sales objectives, product promotions and goals to existing manufacturer’s representative and distributor firms while establishing new firms and dismissing under performers

PROJECT MANAGER Edgewater Design Cleveland, OH 2004-2007

Regional provider of “high quality” historic restoration services to residential and commercial customers in Northern Ohio

Designed, built and installed historically sensitive casework, cabinetry, lighting, glazing, stone, tile and ornamental iron

Hired, managed and supervised up to 10 direct staff along with multiple sub-contractors

Successfully managed and executed multiple projects from demolition to final sign-off

Tracked and controlled project costs with effective timing strategies

Successfully negotiating improved pricing and terms with vendors and sub-contractors.

Consistently reduced estimated versus actual costs for purchased components by 6 to 9%

Conducted on-going project performance and quality evaluations

Developed extensive project proposals that included 2D and 3D drawings, time lines, cost analysis and financial structures

OPERATIONS MANAGER TriVision International Eastlake, OH 1998 – 2004

Global supplier of replacement parts, tooling, and automated equipment to the Automatic Screw Machine industry

Oversaw a staff of 15 skilled and semi-skilled personnel included field service, safety, quality, production and assembly.

Implemented an array of systems, metrics and processes designed to improve quality, project performance and reduce costs.

Trained production staff to follow processes, procedures and policies by involving them as stakeholders, participating in process improvements and by generating credibility on the production floor with “hands on” skills and abilities.

Scheduled all custom projects, training, field service and production jobs from quotation to shipping.

Implemented customer order and inventory tracking systems that resulted in a 22% increase in on-time shipping performance while reducing inventories by 8%.

Identified and established new sources for commodities, MRO components, engineered systems, machining equipment and services resulting in an 11% cost reduction in buy-outs for remanufactured equipment.

Prepared detailed quotations, cost estimates, drawings, BOM and instructions for “turn key” applications.

PAUL M. MEDVEC B.A. Technical Marketing Management

P.O. Box 190082, Birmingham, Alabama 35219 adbip3@r.postjobfree.com 216-***-****

PROFESSIONAL EXPERIENCE (CONTINUED)

PRODUCT MANAGER Fluidtrols, Corp. Avon Lake, OH 1996 – 1998

Regional distributor of automation and pneumatic components along with modular aluminum extrusion system

Launched modular aluminum product line to industrial and commercial clients throughout the Northern Ohio region

Applications include guarding, conveyors, engineered material handling systems, trade show displays, lighting and workstations

Established close relationship with factory staff that resulted in the introduction of new products and markets

TOP 10 distributor within two years through creativity, aggressive marketing and value added services

Provided solutions resulting a 17% gross sales increase and increasing gross profit margins by 7%

Prepared detailed drawings of custom product applications, cost estimates and proposals

Identified and established new sources for components, engineered systems and services

Coordination scheduling of projects, operations staff and field sales staff within the product line

Worked with field sales staff to develop key account strategies, territory plans, develop sales forecasts and set territory goals

Developed and conducted "Lunch & Learn" product training seminars and software demonstrations were provided to clients

SENIOR DESIGNER CAMP, Inc. Cleveland, OH 1991 – 1996

Not for Profit liaison for promoting technology transfer between CSU and CWRU to Northeast Ohio manufacturers

Design and building of custom automated manufacturing equipment to suit customer requirements

Prepared detailed cost estimates and proposals from information gathered at customer facilities

Coordinated complete documentation packages required for fabrication, assembly, set-up and maintenance and including working drawings, bill of materials, manuals, maintenance schedules, field assembly and installation instructions for equipment built in-house

Oversaw scheduling and coordination of project personnel

Identified and established new sources for commodities, MRO components, engineered systems and services

Developed and implemented a blanket purchasing system for commodities and MRO components that expedited incoming materials while reducing administration costs by over 20%

Wrote safety manual along with implementing all internal safety processes and procedures

Completed Bachelors' degree while at this position

INSIDE SALES REPRESENTATIVE Horsburgh & Scott Co. Cleveland, OH 1987 – 1991

Manufacturer of custom, low speed, high torque open gearing, custom drive systems and inspection/repair services

Managed $2.5M+ of accounts in PA, WV and all of New England calling on steel, paper and mineral processing industries

Products were sold both by telephone and/or by face-to-face contact at customer plants and facilities

Key success factors were understanding the customer’s requirements and technical expertise

Developed close customer relationships that increased sales to existing accounts and successfully developed new accounts

Mechanical and technical abilities were required to communicate operating performance requirements and manufacturing methods to customers

Additional success factors included generating market based pricing strategies, and monitoring territory sales performance

Worked with a team to develop an automated, P.C. based program to estimate custom gearing costs and pricing

Started with organization as a contract designer, hired as a direct employee, and promoted to sales

EDUCATION / TRAINING:

Bachelor of Arts - Technical Marketing Management (Capital University 1995); Mechanical Drafting and Design - 1800 hours (Cuyahoga Valley Vocational School); Seminars in SolidWorks (3DVision Technologies); AutoCAD (Cuyahoga Community College), Cold Forming (National Machinery), Efficient Die Design (Chambersburg Engineering Company); Training in Total Quality and Continuous Improvement (Horsburgh and Scott Company), Leadership 1 & 2 (Alabama Workforce Training Center), Chrome Plating Essentials (National Association for Surface Finishing)

SKILLS:

Shared Logic, Macola, Visual Manufacturing ERP, DISK, QSS, AutoCAD 9 to 2000, Solidworks 2010, Draftsight, Intergraph Microstation and mainframe systems, MSWord, Excel, Access, Outlook, PowerPoint, Adobe, ACT!, GE Fanuc PLC, machining processes and systems, pneumatic systems, hydraulic systems, AC/DC electrical systems, MIG and TIG welding, tow motor safety certified.

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