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Sales Representative

Overton, TX
March 25, 2020

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Keith Thomas

*** ****** **.

Overton, TX *****


As a Sales Representative with Warfab, Inc., (3/2016 to), developed business share in the industrial market outside the mining industry. Primary focus on NMSDC business growth. Renewed National Board of Pressure Vessel repair status with training, implementation of procedural handbook and outline for “R” Stamp inspection/repair work. Approved access into five (5) network diversity supply chains for the Power and Energy industry. Familiar with TOMSS (Transmission Outage Maintenance Strategy System) procedures when scheduling Power or Generating station outage repair work and coordination of schedules for project evacuation teams, contractors and generation schedulers. Major projects included Dubai offshore rig platform crane pedestals (8 months), Martin Marietta dragline roller circle upgrade (7 months), Delek refinery expansion joint project for 24” pressure line, GE transmission gear case project, on-shore and off-shore, (24 months), Keppel-LeTourneau swing sheave house project, design and implementation for six (6) off-shore platforms (15 months). Increased revenue of $3.5 MM and new business growth of 26% in a 3 year period. Warfab, Inc., specialized in on-site maintenance and fabrication primarily in the mining industry.

Project Manager Responsibilities:

oMet w/PM for Keppel-LeTourneau, sold them pedestal cranes for off-shore platforms, I took their design and modified the turn circle, and tower head for smoother more efficient operation, sent a crew of 12 journeymen welder/fitters to Dubai, UEA to retrofit 6 platforms with these modified pedestals. Performed modification in field. Installation and start-up on platform. ($575K)

oMartin Marietta dragline roller circle. Quoted and received PO for maintenance work. Separated dragline from roller base, using hydraulic jacks and timbers for support, removed old roller circle and reinstalled new modified roller circle, new rollers (26) and machined and modified center pin that had been distorted due to wear. Job expanded into walking cam replacement, and shoe repair. Total job ($655K)

oFabricated expansion joint of stainless steel plate and bar, and built round expansion joint cover/seal for leaking 24” HP Gas line in field. Went to site and took measurements, designed the seal/cover, proposed drawing and cost to refinery and performed the fabrication entirely of stainless steel

oGE sent drawings of transmission gear cases for off-shore platform units. Developed material cost sheet for gear case, proposed fabrication work, and oversaw all work related to fabrication. Each gear case weighed 29,000 pounds and was for maritime use.

oDesigned and implemented fabrication of sheave housing for off-shore pedestal cranes, each sheave house weighed 3500 pounds and had a total of four (4) sheaves, all 4.5 foot diameter. Pins fabricated for sheave bore were 4” and all design and fabrication had to be approved by ABS (American Bureau of Shipping). This is a certification classification for all maritime projects.

oPerformed maintenance scheduling for boiler tube replacement outage and handled the field management of 4 week outage with 10 TIG welders/helpers for section replacement.

oConstruction project manager for maintenance shop fabrication/install at aggregate mine site in South Texas. Supervised all foundation, steel erection and electrical work at site (15 Weeks).

Business Development Responsibilities:

New business development-network, use search engines and data search firms for information on possible new companies, explore trade shows and work various booths for new clients, word of mouth, and cold calls. Drive to a town, location and make calls on industrial companies, sometimes 20-30 per day. Gather leads, make calls to prospective clients, and schedule appointments with decision makers for new business. Focused team manager with combined fifteen (15) years of construction management, maintenance scheduling, and field project management geared toward customer satisfaction and above all, safety for crew and contract personnel.

As a Corporate Sales Manager with Horizon Cable Services, (8/2015 to 1/2016), focused on new business development and growth in the material handling/rigging field. Developing new market share with twelve (12) sales representatives in seven (7) state locations from North Dakota to Texas. Designed and implemented sales training on new product introduction, forecasting sales growth in mining, power generation, mobile crane, and refinery operations, increasing revenue by $400K/month over the last 4 months. Horizon Cable Services Company Corporate HQ in Oklahoma City, OK specializes in Sandline, Wireline, Drill Rig, and Mobile Crane wireline spooling services as well as wire rope sling, material handling and rigging material sales.

Traveled on weekly basis to seven states and worked with sales personnel to develop their sales skills in hunting and capturing new business customers, as well as gaining new business from existing customers. Planned sales meetings, and round table discussions for ideas from sales personnel on what problems they had and how I could address them to help overcome those problems and attain sales goals.

As a Corporate Sales Representative with Bell Supply Company, (8/2013 to 3/2015), the primary focus was on small to medium size independent oilfield operators in the E&P, and operation fields. Worked with major pipeline, midstream and construction contractors on projects for crude oil and gas production. Negotiated contracts from $50,000 to $2,000,000 and added approximately 85 new customers to the ArkLaTex region. Conducted strategy meetings with Regional and District managers to increase market share and maximize revenue growth of area branches. Bell Supply Company

Corporate HQ in Gainesville, TX is an oilfield supply company with twenty-six (26) branch locations throughout the Continental US in all major play areas.

Assisted District and Regional managers with sales meeting and sales planning to help gain more revenue from new accounts and new companies.

I was tasked with development of mid and small independent oil and gas producers to gain business share, market product and develop revenue growth thru maximizing networking, meetings and field operations. Established sales format/skill assessments to better assist regional and district managers in developing their sales force.

As a Regional Sales Manager with Delta Services, (02/2008 to 05/2013), developed and implemented sales training procedures, consistently exceeded monthly sales forecasts, maintained an average 35% total revenue profit margin, negotiated sales contracts in excess of 1.5MM in 2009 thru 2012 and increased sales by 37% over the past four (4) years. Maintained market awareness thru training and networking with district and regional sales managers, and cross training of sales team members to expand growth. Developed and implemented programs with suppliers, such as “banc” programs, which improved company buying power, increased discount percentages thru greater buying power, and improved shipment of product to customers. In 2010, developed service division in El Paso area branch and trained personnel. Growth in area in 2010 was 1.2 million, and in 2011 and 2012 the area expanded to New Mexico area and gained two (2) military bases, three (3) mining operations, and several refineries and power plants. Service revenue of 3.8 million in 3 years. Elevator rental and service programs for customers exceeded $560K/year for last four (4) years. Delta Services was an overhead crane and industrial elevator sales/service company based in Hurst, TX.

I developed the “banc” program so that we as a service provider could reap the rewards of stronger buying power, between all branches thereby, creating deeper discounts on products by purchasing more product. In turn we could offer discounts off pricing to our customers and improve our market share in such a competitive market.

Project electrical scheduling for new overhead crane installation and/or elevator installation or overhaul. Worked from design drawings for conduit/wiring install and electrical panel or elevator keypad installation. Complex 18/24/36 control cable wiring projects for pendant or remote control systems with drive and PLC interface.

Performed Safety training, prior to all installations, with emphasis on LOTO (Lock Out, Tag Out) for all electrical, regardless of job requirements. No electrical work was performed without LOTO procedures in place.

As a Branch Manager with Konecranes, (04/2004 to 02/2008), developed follow-up procedures with existing customers with emphasis on improving our service skills with the customer, and improving our efficiency as a service branch. We improved inventory control procedures and increased warehouse efficiency and reduced costly delays of products. Developed incentive programs for employees to improve their skills, and increase their promotional qualities within the company’s organization. Increased branch growth each year by 15%, from 3.8 MM to 6.1 MM. Konecranes, Inc. is the world’s largest overhead crane/hoist manufacturer and service provider for industrial cranes and is headquartered in Springfield, OH.

As an Outside Sales Representative with Konecranes, consistently had annual sales of $ 2.0 to $2.5 million each year. Negotiated blanket sales contracts with major companies such as TXU (Luminant), American Electric Power, Valero Refineries, Eastman Chemical, and Trane Inc. Helped customers increase productivity and availability by the implementation of Preventative Maintenance programs customized to their performance needs.

Education and Training:

University of Texas-BBA

Tyler Junior College-AA

Specialized AutoCAD Training

Specialized Warehouse Inventory Management

Advanced Sales Management Training

Organized Sales Teams

Licensed Elevator Contractor

National Board of Boiler and Pressure Vessel Inspection Training

NBBPV “R” Stamp Certification

Proficient in MS Word, MS Excel, PowerPoint, SalesForce, & Outlook

Career experience and references by request

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