Business Development Account Manager

Dwight M. Squires

Vernon Hills, Illinois ***** - Phone: 847-***-**** - Email: *************@*****.***

Business Development Management / Channel - Distribution Management / OEM, B2B, M2M Specialist

Market Development / Solution Based Consultative Sales Approach / Customized ROI-Value Proposal Generation

Strong Highly Technical Mechanical - Electro-Mechanical Design / Distribution Management Background

Presidents Clubs / Hall of Fames / Top Performer / Elite Trips Thought Career

CAREER HIGHLIGHTS

Essentra / Innovative Components

Regional Sales Manager (06/2023 - Present)

Summary: Sold customized injection molded, vinyl dipped molded, and custom metal components to large volume OEM and distributors.

+ Promoted and cross sold 5 different product lines to new and existing accounts to generate new growth revenue.

+ Markets – Automotive & motorcycle, metal fabricators BOM, farming combine-tractor equipment, aerospace, and defense.

+ Maintained and added to CRM prospect databases, pipelines, forecasting for region. Responsible for $2M base. 25% YOY increase.

BEX Engineering, Vernon Hills, IL

Regional Sales Manager (02/2020 – 06/2023) – 3 years

Summary: Sold industrial spray nozzles, atomizers, tank mixing eductors, and pre-treat replace header, inlet and riser assemblies.

+ Developed new and existing clients for long-term revenue growth. Worked with large national accounts in the Midwest Region.

+ Verticals - automotive, metal fabrication, water reclamation, farming combine-tractor equipment, aerospace, and defense.

+ Maintained +45% YOY new growth each year, top in company. Managed CRM databases, pipelines, forecasting for region.

Contract Positions, Vernon Hills, IL

Business Development (01/2016 - 01/2020) – 4 years

Designfusion / Siemens (CAD, CAM Software) Regional Manager 07/2019 - 01/2020

PCS International (IT PLM Services) Business Tech Adviser 01/2019 - 07/2019

One Source Inc. (Telecom Services) Business Tech Adviser 04/2018 - 01/2019

L&J Technologies Inc., (Electronic Devices) Product Mgr. / Sales Mgr. 03/2017 - 03/2018

DSI Software (ELD Software) Business Development 01/2016 - 02/2017

PrehKeyTec Incorporated, Buffalo Grove, IL

North America Channel Sales Manager (09/2014 - 12/2015) - 1 year

Summary: Sold and managed data input devices to channel, OEM-public safety, banking, health, gaming, retail, GOV, DOD markets.

+ Discovered many new vertical markets and established customized and executed direct sales for each.

+ Sold customized private label products directly to large OEM end-user accounts. $400K in new revenue growth per year.

+ Planned and executed distribution marketing campaigns and performed trainings in the field to develop product differentiation.

PMF / BE Aerospace, Hanover Park, IL

Business Development Manager (11/2009 – 08/2014) – 5 years

Summary: Custom fabricator/integrator of electronic components for telecom, banking, medical, RF, DOD, aerospace markets.

+ Developed and sold to 4 new vertical markets, targeting top 35 firms in each vertical. $500K new business per year.

+ Generated high sales pipeline levels via: cold calling, account research, customized proposal generation, closing presentations.

+ Managed new prospect databases, pipelines, forecasting, reporting, and introduced CRM to streamline internal departments.

Cognitive TPG-Formally NCR, Lincolnshire, IL

Regional Sales Manager (08/2008 – 11/2009)

Summary: POS & AIDC printer manufacturer used in OEM retail, hospital, medical, pharmacy, government, and banking markets.

+ Responsible for direct and indirect sales in Eastern half of North America. Produced 13 VAR’s to long-term agreements.

+ Identified and cultivated top OEM accounts through research, prospecting, generating: $1M in new growth revenue per year.

+ Managed direct and indirect promotions, vendor-client training’s, sales tool development.

Connectec RF Incorporated, Hoffman Estates, IL

Business Development Manager (12/2004 - 06/2008) – 4 years

Summary: Produced OEM custom interconnect coax, microwave cables, connectors, fiber optics, and wire harness to the medical, aerospace, defense, telecom industries.

+ Sold custom application wireless interconnection products to OEM / Channel / Fortune end-user direct accounts.

+ Identified and cultivated new 6 new vertical markets, targeting top 50 companies in each market. $500K+ new growth revenue.

+ Managed critical long-term strategic channel / distribution / direct sales relationships.

Therm O Web Incorporated, Wheeling, IL

Vice President, Machinery Division (09/1994 - 12/2004) – 10 years

Summary: Sold and managed division of large volume customized industrial production machinery and hot melt adhesive line.

+ Sold customized industrial production machinery & adhesive supplies to new National, International direct end-user accounts.

+ Averaged 108% - 284% of annual quota over tenure performance/margin expectations over tenure. Set company records.

+ Concentration on new sales utilizing customized marketing plans to channel and large end-user direct accounts.

+ Identified and executed first international channel sales plan to new DMAR’s. 25%-35% new growth with international expansion.

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Dwight Squires (continued)

ADDITIONAL EXPERIENCE

Penril Datability Networks, Rosemont, IL 4 years

Positions Held: Regional Sales Manager, National Account Sales Manager

Summary: Sold telecommunications networking connectivity equipment /services to new large direct and distribution partners.

(Channel Banks, Multiplexers, Bridges, Routers, Modems)

+ Cultivated and sold to new vertical market clients, and indirect distribution partners. 45%-75% new growth revenue per year.

+ Top region in company. + Presidents Club-Over Tenure

Litel Telecommunications / LCI International, Rosemont, IL 6 years

Final Position: Association Sales - Consultant Liaison Director

Positions Held: Account Executive I - II, Major Account Executive, National Accounts Executive

Summary: Sold telecommunications networking equipment /services midsized to large direct and indirect clients.

(WAN-LAN- T1-DS3- Disaster Recovery Channel Bank, Centrex, Video Conferencing)

+ Cultivated and sold directly to new vertical market clients. 245%-475% of quota over tenure.

+ Top producer to quota in sales performance over tenure. + Presidents Club-Over Tenure, Elite Trips, Wall of Fame

EDUCATION

Harper Community College, Palatine, IL Business Administration 2 years

Culinary Institute Of America, Hyde Park, NY Culinary Arts 2 years

Completed 5 Formal Sales Development Training Programs: Each 1 Year + In Duration 5 years

David Sandler Sales Development

Miller Heiman Conceptual Sales

Selling Dynamics Sales Development

Dale Carnegie Sales Advantage

Vincent Peel-Pro Sales School

AWARDS & CONTESTS

+ Top in Company / New Growth Revenue 45% YOY Average 3 Past Years

+ Wall of Fame Member 6 Years

+ Presidents Club & Elite Trip Member 6 Years

+ Record Setting Results 14 Years

+ Won Many Sales Activity Awards Thought Career

PROFICIENT

Windows Pro Suite, ACT CRM, Salesforce CRM, Sugar CRM, Free CRM, Microsoft Office Professional and CRM, Excel, ProE, Solid Works, Word, MS Access, Adobe, BOM, Zoho CRM, Cloud based Applications, PageMaker, Photoshop, ROI, EDI, ERP, OEE, Internet Market Research, Company Site Content Development, CAS, CMM, Mechanical Drawings, Sales Tools / Channel Sales Training Program Development, SaaS, Golf..

CLIENT LIST (ABBREVIATED)

Abbott Labs, Baxter Labs, Dell-Perot Systems, CDW, Blue Star, Ingram Micro, Cole Parmer, Medline, Newegg, General Binding Corp. (GBC), Motorola, Jabil, Flextronics, Beckman Colter, GE Medical, Fleetwood, Winnebago, Bell Helicopter, HON, GE, Zebra, Eagle Test, Harley Davidson. Northrop, Briggs, Volvo Truck, Racing Electronics, Kohler, Hewitt, Bose, Polk Audio, Intel, Kodak, Ohio Medical, Nortel Networks, Benedictine University, Northwestern University Health, Perot Systems, Dell, PAR, Home Depot, McDonald Douglass, United Way, Archdioceses of Chicago, 3Com, ILTS, Motorola, L-3, Sanmina, Tectonics, Chicago Convention Beau, SBC, Kraft, Forest River, Thor, Tellular, NetCom, Flextronics, Vapor, Solectron, AT&T, International Game Technology, Local & Federal Government, Defense & Sub Contractors, UNICOR Federal, Shell, Exxon, BP, Citgo, Tesoro, Buckeye, Generac, John Deer, parker Hannifin, PPG, Mitsubishi, Waste Management, Abbott Labs...

KEY WORDS

Business Development Manager, New Business, Sales, Sales Manager, Regional Director, Regional Manager, Senior Level, Global Accounts, National Accounts, Major Accounts, Statistic Accounts, NAM, VAR Manager, Channel Sales, Distribution Sales, Presidents Club, Top Performer, Hunter, Account Executive, Sales Representative, Manager, Sales Pro, Industrial, Commercial, Mechanical, Petro Chemical, Electronics, Network, Adhesive, PSA, PUR, Converter, Labels, Pressure-Sensitive, SaaS, Telecommunications, Medical, Device, Medical Device, Automation, Controls, Switches, Hardware, Defense, Aerospace, Avionics, Metal, Fabrication, Manufacturing, DOD, Government, Hospital, Federal, NAM, SAM, ASR, RSM, Channel Manager, Supply Chain, Relations, OEM, Sub Contractor, RF, Coax, Computer, Quota, Forecast., Vice President, Production Automation, Machinery, Capital Equipment, Water Reclamation, Medical Sales…

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