Sales Manager, Proposals Manager, Commercial Manager
Resume:
Brian Riedel
Richmond, Texas *****
******@*****.***
www.linkedin.com/in/brian-l-riedel
Commercial and Sales Management - Change and Growth Leader 35 years of experience in multiple management, technical and commercial positions in an engineering and manufacturing environment. Excellent oral and written communications skills with an aptitude for leading both local and remote teams. Key driver in business development through building strong customer relationships and leading the proposals team to create customer centric solutions. Point leader for continuous improvement, developing standards and streamlining processes with measured success through KPI’s. Successful negotiator of international projects with multi-cultural customers of varying levels and disciplines. Experienced international traveler for sales, technical and HAZOP meetings, presentations, and performance of site surveys at onshore/offshore projects. Programs and Systems utilized include Microsoft Office Suite, Syteline ERP, Salesforce CRM, Daptiv PPM, Ultipro, and SuccessFactors. PROFESSIONAL EXPERIENCE
DE NORA WATER TECHNOLOGIES TEXAS LLC, Sugar Land, Texas 2/1985 – 6/2020 Proposal Manager (8/2019-6/2020)
Developed aggressive technical sales processes by formulating and implementing departmental goals, strategies and operational policies and procedures for both the North America and global hubs to ensure customer and sales growth.
Led and managed a team of five Technical Sales Engineers, achieving and exceeding targets through training and one-on- one mentoring with proven success through Key Performance Indicators.
Approved decisions regarding bidding, costing, system design, proposals, margins, and terms and conditions for domestic and international projects. Reviewed and negotiated purchase orders and contracts of up to $4M while improving order intake margins.
Engineering Manager (5/2017 – 7/2019)
Led and managed a team of 26 in Engineering, Design, Project Execution, Documentation and Proposals.
Successfully integrated product lines from the Miox acquisition into the business through a focus on engineering and proposals process integrations, harmonization, and collaborating cross functionally with key stakeholders while ensuring achievement of project portfolio metrics.
Completed review, revision, and Implementation of a Project Execution Plan, quality management system operating procedures, and supporting work instructions, ensuring compliance to ISO 9001 quality management system requirements and improvement in project execution, margins, and on-time delivery.
Directed a project portfolio of greater than $15M to achieve improvement in on-time delivery to exceed target and closeout of historical project activities ensuring compliance with contract requirements and facilitating collection of outstanding revenue for effected projects.
Global Proposals Manager (3/2014 – 4/2017)
Managed and led a team of 7 Global Offshore and Marine Technical Sales engineers located in the US, China, and Milan Italy and close coordination with teams in Singapore and United Arab Emirates.
Developed aggressive technical sales processes by formulating and implementing departmental goals, strategies and operational policies and procedures for both the North America and global hubs to ensure continuity between remote teams, customer satisfaction and sales growth.
Approved decisions regarding bidding, costing, proposals, margins, and terms and conditions of projects. Reviewed and negotiated purchase orders and contracts of up to $8M with international clients.
Participated in launch of Salesforce CRM with improvement and integration of proposals processes into Salesforce. Commercial Manager (7/2008 – 2/2014)
Provided leadership to the Technical Sales team through formulating departmental goals, strategies, operating policies and procedures, and working closely with contract management to mitigate risk and improve order intake margins
Approved decisions regarding bidding, costing, proposals, margins, and terms and conditions of international projects. Reviewed and negotiated purchase orders and contracts with international clients.
Prepared monthly revenue and margin forecasts, proactively working with Sales Managers and the Business Unit Manager to ensure financial objectives were achieved.
Worldwide Sales Manager (4/2005 – 6/2008)
Created sales strategies and plans, increased market share for marine products and realized new opportunities with international shipyards, ship owners, marine consultants, marine agents, oil & gas companies, navies, key house accounts and distributors.
Converted prospective projects into opportunities directly and through new or established international sales channels.
Provided guidance and support to the proposals team to develop winning solutions and achieving revenue and margin targets.
Established new market for marine product line, exceeding year on year revenue targets. Proposals Supervisor (4/1998 – 3/2005)
Authored processes, procedures, and work instructions for executing the proposals process.
Design of engineered systems and preparation of proposals to meet customer and industry standards.
Provided technical and commercial guidance and assistance to Proposal Engineers.
Lead technical review and HAZOP meetings with customer personnel during the proposal evaluation stage and performed onshore/offshore site surveys. Conducted contract review and project kick-off meetings.
Conceptualized, designed, quoted, and sold a fully automatic tablet chlorination system for an offshore installation. Quality Assurance Manager (6/1985 – 4/1998)
Assembly Technician and Materials Specialist (2/1985 – 6/1985) Skills
Servant Leadership, Metrics Management, Training & Mentoring, Contract Negotiation, Contract T&Cs, Proposal Writing, Process Development, Cost Estimating, Sales, Problem solving, Specification Review, Technical Service, Design, Maintenance, Quality Management, Sales Process, Pricing Strategy, Continuous Improvement, International Sales, Sales & Technical Presentations, pricing, Design, Quality Control, Product Development, Sales, Customer Satisfaction, Business Development, Strategy, Salesforce CRM, Interpersonal Skills, Team Leadership, Team Motivation, Teamwork, Staff Development, Business Networking, Engineering Management, Personal Development, INCO terms, Daptiv PPM, Gross Margin, Request for Quotation (RFQ), Channel Management, Health & Safety Metrics.
VOLUNTEER
Served for 15 years as Secretary/Treasurer and Investment Officer elected to the Board of Directors for North Mission Glen Municipal Utility District.
Served over 10 years on North Mission Glen Homeowner’s Association Board of Directors. VETERAN - UNITED STATES NAVY
Propulsion Engineering – Machinists Mate Third Class Petty Officer E4. Selected for advancement to second class E5. Machinists Mate of the Watch (MMOW) engine room supervisor. Experience in operating, maintaining, and repairing all propulsion and auxiliary equipment associated with a closed loop 1200 lb. steam propulsion system. ACHIEVEMENTS
Awarded Navy Expeditionary Medal and received Letter of Commendation from Commanding Officer for establishing and implementing the gauge calibration program on board the ship. EDUCATION / TRAINING
US Navy Propulsion Engineering School - Operating, maintaining, and repairing propulsion and auxiliary equipment associated with a closed loop 1200 lb. steam propulsion system ATEX/IECEx Fundamentals - Essential Skills of Leaders - Hands-On Proposals Workshop - ISO 9001 Lead Auditor & Assessor - International Commercial Contracting – State of Texas Public Funds Investment Act - Sales Development Leadership - Turning Prospects into Customers - Welding I & II - Welding Inspection & Quality Control
Contact this candidate