Sales, Channel Sales, Customer Excellence

Alfred Fitzpatrick

Tomball, TX • 281-***-**** • adv12i@r.postjobfree.com •

linkedin.com/in/al-fitzpatrick-500b417/

Director of International Sales

Global Sales and Marketing • Salesforce and Channel Management • Customer Service Excellence

Proven success directing sales forces and channel partners in planning/executing global sales to drive revenue growth

Performance-focused Director of International Sales with 15+ years of experience directing global sales and customer operations leveraging strengths in channel management and development, customer excellence, and operations leadership. Well-versed in building, coaching, and leading cross-functional team of sales professionals and international channel partners in selling product offerings and driving top-line revenue across territories. Expert in overseeing marketing initiatives and defining go-to-market strategies for territories while driving alignment between sales and marketing efforts. Recognized for enabling customer health and growth with quality customer service and support.

Core Competencies:

Global Sales Administration Innovative Sales Strategies Marketing Direction Go-To-Market Strategy Salesforce Leadership Top-line Revenue Growth Global Business Development Sales Pipeline Mgmt. Channel Development Channel Partner Mgmt. Business/Contract Negotiations Customer Relationship Mgmt. Global Accounts Creation, Customer Excellence Initiatives. Sales Accountability

Professional Experience

CLARK-RELIANCE CORPORATION, Strongsville, OH (Remote) 2017 – 2022

Director, International Sales

Directed international sales operations with responsibility for building and leading a high-performing team of sales professionals and developing and implementing innovative sales strategies to drive top-line revenue. Managed a full sales pipeline with qualified prospects and increased market share. Attracted, hired, and developed international Independent Channel Partners to sell product lines. Oversaw business development by liaising with in-country Sales Managers to uncover new opportunities.

Achieved consistent new revenue generation and an improved hit-rate of 35% by conducting sales accountability and performance evaluation meetings with 100+ channel partners in order to retain better qualified partners and through Sales Effectiveness, increasing their sales ‘win’ rates.

Raised net promoter score 50% with exceptional customer service and support by designing and implementing a companywide customer excellence program, as well as training departments and holding managers accountable.

Hire and develop international Independent Channel Partners and direct sales team to be successful and confident in representing and selling our product lines.

Business Development: work closely with international, in-country, local regional sales managers to uncover new growth opportunities with prospects and new industries.

Global forecasting; sales business planning and budgeting; establishing market potential by global territories and by product lines.

Improved sales and opportunities by designing and implementing global strategic plans, as well as managing communications with global Channel Partners and direct sales team, providing technical and sales training.

Develop and implement strategic international expansion plans in areas of: sales, rental fleet; Repair Centers, and light manufacturing.

Actively involved in the operation, success, development, and strategic direction of two Joint Ventures (India and Brasil).

LEONI CABLE, INC., Sugar Land, TX 2015 – 2017

Director, Sales and Marketing – Industrial Projects Division

Oversaw sales and marketing operations that involved providing executive-level leadership to a dynamic sales team and manufacturing plants in Germany and Mexico. Compiled reports and feedback for President and Board of Directors representatives. Drove top-line revenue growth and liaised with cross-functional partners to influence client adoption and usage of products. Created a supportive, passionate culture/workplace and strengthened technical presence in North America.

Increased bookings and sales over 100% by skillfully expanding product offerings and developing and implementing products for new markets and industries with consistent high customer satisfaction scores.

Grew sales pipeline and active quotes from $17M to $52M by pre-qualifying leads, targeting specific, high-probability accounts and a greater focus on sales effectiveness.

Boosted MRO business and ability to meet short client delivery times by offering local inventory and reduced lead-times while consistently driving continuous process improvements.

Delivered 150%+ improvement in opportunities won with improved delivery times by liaising with operations and manufacturing to transfer unused manufacturing equipment from Germany to the Mexico plant.

Improved channel-to-market strategy and coverage by developing partnerships with Distributors, Independent Channel Partners, EPCs, end-customers, and direct sales teams.

METRIX INSTRUMENTS CO., Houston, TX 2007 – 2015

Global Sales Operations Director (2009 – 2015)

Headed global sales operations to include developing and implementing targeted sales strategies that achieved top-line revenue and significant financial growth. Established profitable, global accounts in collaboration with Legal and Finance while managing selection, contract negotiations, and terms and conditions.

Reduced customer defections by developing a voice-of-customer strategy and a complaint coding system to address and resolve complaints leveraging customer research. Improved financial margins by developing and delivering pricing strategies and special corporate pricing agreements.

Elevated staff talent bar by partnering with HR to co-develop a new hiring and retention process in order to attract, recruit, build, and develop a team of top performing sales professionals.

Produced quarterly record sales growth for 18 consecutive quarters by developing global channel partners and direct sales force, as well as creating effective sales strategies and reward programs.

Director, Sales and Marketing, the America’s (2008 – 2009)

Administered sales and marketing operations while managing customer relationships to enable customer health and growth. Maintained cost containment with budget expectations through data-driven analysis.

Strengthened client relationships by initiating and conducting bi-monthly voice-of-customer meetings with representatives from all functional departments to identify and resolve pain points of clients.

Maximized sales and company recognition by developing an on-line web store and help center with access via the homepage. Coordinated monthly training, collaboration, and open feedback for sales team cohesiveness.

Director, Customer Service (2007 – 2008)

Steered the delivery of outstanding customer service and experiences while consistently improving the efficiency, effectiveness, and consistency of the customer service, support, and success delivery model. Instituted career paths and cross-training which raised employee retention and appreciation.

Lowered freight costs from 3.02% to 1.1% as the percentage of sales by cultivating relationships with freight carriers, introducing competition, renegotiating contracts, and upholding quality standards.

Cut dropped phone calls from 17% to 1% in 8 months by fostering teamwork and introducing staggered shifts and cross-functional training. Exceeded customer delivery expectations by providing feedback during each stage of the build and delivery process.

Improved on-time delivery from 37% to 87% in 8 months by coordinating and chairing an operations cross-functional team and addressing the major causes.

Additional Experience

Director, Customer Operations, Toshiba International Corp., Houston, TX

Significantly reduced customer defection and poor customer service by building a customer-centric work environment and improving the communications between the front office operations and factory.

Customer Dealer Services Director, Subaru Of America, Inc. Corporate, Cherry Hill, NJ

Operational improvements with 14 Distributors and over 700+ Dealers in the US.

Military Experience: USAF

Education

Balanced Scorecard Activity Based Costing

RICE University, Houston, TX

Mechanical Engineering

Berry College, Rome, GA

Mechanical Engineering

St. Leo University, Homestead, FL

Certifications

Black Belt Six Sigma Certified

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