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Fluid Power

Location:
Struthers, OH
Posted:
June 29, 2021

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Resume:

Jerry P. Melillo, BS, MBA

Certified Fluid Power Specialist

*** **** **** ******

Lowellville, Ohio 44436

Phone: 330-***-****

E-mail: adnfun@r.postjobfree.com

PROFILE

Entrepreneurial Sales Leader with more than 25 years of experience managing sales and marketing initiatives at the Regional and District Levels. Motivational objective management style with a record of building and retaining highly motivated sales teams, distributor networks and manufacturers’ representatives.

Sales and General Management Core Competencies:

•P & L Management

•Sales and Business Development

•Strategic and Market Planning

•Budget and Expense Control

•Contract/Price Negotiation/Conflict Management

•Presentation and Training

•Six Sigma Greenbelt (GE)

•Total Quality Management Program (40 hrs.)

•Staff Development and Motivation

•Distribution and Sales Representative Channel Development

•Proficient with Act, Seibel, Sales Force, Sugar and Goldmine

•SAP, AS/400

•Proficient with Microsoft Office Suite and Lotus Notes

WORK EXPERIENCE

9/2019-6/2/2021 Regional Sales Manager Anfield Industries

The position is responsible for new business development direct to original equipment manufacturers and building the distribution channel in a 19 state region.

The core product lines are hydraulic pumps, motors, valves and pressure and temperature switches and sensors.

This is a newly created region with sales currently at $400,000 per year. There is a two year growth plan of $1.5 MM dollars. This will be achieved through adding aggressive and key partners within the distribution channel and an increase in sales directly to OEM's by adding new customers and penetrating existing customers with additional products.

Proactive in the development of the newly released dump pump gear products responsible for pricing and creating a strategic plan for the target markets and the marketing through direct sales and through the current distribution channel and creating a SWOT analysis to assist in the success of the products.

Position terminated due to Covid-19.

11/2016-2/2019 Zone Sales Manager Muncie Power Products

Responsible for the management of fluid power and power take off products in a five state region consisting of Ohio, Pennsylvania, West Virginia, Maryland and Delaware.

Responsible for the management of the distribution channel and OEM markets with over 600 accounts. Provided technical product training, sales training and field work with outside sales personnel.

Develop market and customer intelligence, as well as competitive data within the multiple markets.

Drive the entire sales cycle from initial customer engagement to product delivery and interact with cross functional departments to win opportunities, assist in product development for product improvements and engage in the manufacturing process with regards to quality control.

Over the past two years, I had grown sales 11% YTD over previous year sales. This was accomplished by continually educated the current customer base and penetrating into the account with products not previously sold as well as adding 20 new customers.

Member of the sales strategy team, pricing team and SWOT analysis team.

Due to restructuring of the company, I was laid-off.

2/14-11/2016 Sales Representative

I represented several fluid power companies including SMC, Airline and Permco. Responsible for the sales of hydraulic and pneumatic products throughout a multi-state region consisting of Ohio, Pennsylvania, West Virginia, Indiana, Maryland and Kentucky.

Primary markets are within the mobile truck on and off road, steel mill, plastics, mining and energy markets. Products sold primarily to original equipment manufacturers, distribution and MRO channels.

11/2004-2/2014 Regional Sales Manager-Eastern U.S. Metaris Hydraulics

Responsible for the Eastern United States region for the sales of hydraulic pumps, motors, valves, filters and power take-offs. Managed over 200 distributors, dealers and OEM's. Provided comprehensive sales training of products, sales process initiatives and partnering with channel members to win business.

Markets penetrated include mobile and industrial with segmentation into off road vehicles, trucking, automotive, aerial lifts, material handling, steel, foundries, agriculture, mining and plastics.

Primary responsibilities include expansion of the sales channel partners primarily distributors and dealers by analyzing current market needs and trends as well as geographical areas to determine which new partners to select based on strengths, weaknesses, threats and other determining factors.

The following are sales comparisons from fiscal year 2004 to fiscal year 2011:

•Fiscal Year 2005 increased by 43.06% over Fiscal Year 2004

•Fiscal Year 2006 increased by 18.17% over Fiscal Year 2005

•Fiscal Year 2007 increased by 21% over Fiscal Year 2006

•Fiscal Year 2008 increased by 16.7% over Fiscal Year 2007

•Fiscal Year 2009 increased by 11.1% over Fiscal Year 2008

•Fiscal Year 2010 increased by 12.0% over Fiscal Year 2009

•Fiscal Year 2011 increased by 33.1% over Fiscal Year 2010

•Fiscal Year 2012 increased by 19.7% over Fiscal Year 2011

The territory sales increases are due to expanding the sales channel distributors and dealers and adding new OEM’s.

Position status: laid-off due to buyout.

6/2002-10/2004 Eastern Regional Sales Manager General Electric (General Eastern)

Responsible for the sales of humidity sensors, humidity analyzers, and temperature and pressure switches and transducers. Products sold to OEM’s, distributors and sales representatives throughout various industries including automotive, steel and foundry, chemical, and medical.

Responsible for the management of sales and cost control for 14 Midwestern states and over 50 distributors as well as 5 Sales Engineers and 20 manufacturer representatives as well as Ford, GM and Chrysler.

Increased sales revenue over 20% each year employed by employing aggressive sales techniques, partnering with members of the sales channel, continuous product and sales training, continuous monitoring of customers and researching and targeting potential new customers.

First sales person to be honored for an increase in overall productivity results throughout the company.

Position terminated due to the closing of the division.

6/2000-8/2001 Sales and Application Engineer Component Technology

Responsible for the sales and marketing of hydraulic, pneumatic, and power transmission products and systems marketed to the industrial and mobile markets. Target customers were OEM, MRO and end-user accounts within the mobile and industrial marketplace. Market Segments consisted of trucking, agriculture, and steel, foundries, chemical and mining.

Newly developed territory consists of northeastern Ohio, northwestern Pennsylvania, southeastern Indiana, Kentucky and Tennessee.

Positioned terminated due to economic factors.

5/1998-6/2000 Regional Sales Manager Sauer-Danfoss

Effectively managed a combination of 27 direct OEM sales accounts and 10 distributors in a 5 state region consisting of Ohio, Pennsylvania, West Virginia, Indiana, and Kentucky for the sales of hydraulic pumps, motors and valves.

Responsible for successfully implementing directed plans and programs to insure long term sales stability and short-term loss.

Increased total sales by 33% from $6.7 million dollars to over $10 million dollars.

Secured 1100 hydrostatic steering units per month from a Fortune 50 Corporation

Responsible for developing a strategic distributor and dealer network as well as product

and sales training, field support and team building strategies.

Lead the SWOT analysis team.

Position terminated due to merger.

1/1998-5/1998 Sales Engineer Lehman Mills

Responsible for the sales of manufactured roller mills (three roll horizontal and vertical) as well as the repair, rebuild, reconditioning, modernizations and custom designed upgrades.

The ability to utilize my skill set to collaborate with engineering, manufacturing and purchasing personnel to acquire the best solution specifications for the company’s current and future needs.

I was responsible for providing quotation request as well as determining the price to achieve maximum profitability. I was also responsible for the development of all presentation material and deliver the presentation to a multidisciplinary audience.

Target markets were concentrated in the ink, soap and chocolate industries, as well as special applications.

8/1992-12/1997 Sales Engineer Ralph A. Hiller Company

Developed market strategies for the sales of hydraulic and pneumatic components, hydraulic power units and specialty valve actuators within the territories of northwestern Pennsylvania and northeastern Ohio.

Increased gross sales at an average rate of 12 percent per year and gross profit margin by an overall margin of 15%.

Products sold to end-user, OEM and repair and service facilities. Products primarily sold into the industrial marketplace with segmentation in the steel and tube mills, power plants, production machinery and off road equipment.

8/1989-8/1991 Assistant Plant Manager/Sales Engineer Economy Electric

Responsible for the management of 35 non-union employees, profit and loss, purchasing and sales for the manufacturing and rebuilding of diesel locomotive engines, dc generators; electric motors, bearings, fasteners, controllers, hydraulic pumps and cylinders and various electrical apparatus.

Initiated a program for the rebuilding of locomotive dc traction motors, and generators utilized in the railroad industry, which sales exceeded $800,000.

Presented with Salesman of the Year Award.

8/1985-8/1989 Project Engineer George G. Sharp Marine Systems, Inc.

Responsible for the development of new designs and modifications in the areas of structures, piping and hydraulic systems pertaining to the Navy’s Guided Missile Destroyer Ship Program.

Actively participated on the Design Review Board, Configuration Control Board and Scope Review Board for Strategic Planning Studies.

Provided leadership role to 15 engineers and technicians and responsible for budgeting and profit and loss statements.

Position terminated due to completion of the Military contract.

11/1981-8/1984 Design Engineer E.W. Bliss

Responsibilities include the design and analysis of mechanical and hydraulic presses and rolling mills. Primary markets were hot and cold roll steel milling machinery. Areas of concentration pertained to structural design and power transmission design.

EDUCATION

Engineering and Technology

9/1992-12/1996 Youngstown State University MBA Management

9/1983-6/1985 Youngstown State University BS Electrical Engineering (Incomplete)

9/76-6/1981 Youngstown State University BS Mechanical Engineering

AFFILIATIONS

12/1996-present American Society of Fluid Power Certified Fluid Power Specialist

1/2001-12/2003 American Society of Non-Destructive Testing Member

1/1989-12/1992 American Society of Plant Engineers Member



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