Business Development Sales Engineer

PATRICK B. McCaffery

South Bend, IN • 574-***-**** • ************@*****.***

DRIVEN BUSINESS GROWTH LEADER

Global Sales Director • Market Expansion Leader • Sales and Marketing VP Strategic Account Management • Market Diversification Strategy • New Business Development Directed Sales/Marketing Operations • Expanded Market Share • Boosted Profitability WORK EXPERIENCE

Climax Metal Products Company; Mentor, Ohio May 2024 – February 2025 Director of Sales

• Managed and directed the execution of all sales ($120M) plans and initiatives with (Dodge Industrial) field sales engineer’s (FSE).

• Awarded a new contract worth over $1.123M in new business for both Climax Metal and Dodge Industrial.

• Responsible for direct and key account selling activities in all assigned regions.

• Called on both existing and prospective accounts including distributor branches and OEMs.

• Developed account plans for those accounts and directly responsible and conducted regular reviews of these accounts to achieve the plan objectives.

• Scheduled and ensure that all account plans are completed and reviewed in a timely and consistent manner including the use of Salesforce.com CRM.

• Oversaw (Dodge Industrial) field sales engineer’s (FSE) activities on Climax products in assigned regions including an annual plan to achieve certain sales objectives in that region.

• Contributed with quarterly business reviews with the (Dodge) Regional Managers of these FSEs.

• Participated in required company-specific and industry-specific trade shows.

• Actively participated in quarterly and annual company planning meetings and work with the rest of the Senior staff on overall forecasted sales levels and objectives. Kessington Aerospace; Elkhart, IN March 2020 - Nov 2023 VP of Sales and Marketing

• Negotiated high-value contracts over $3M, securing long-term client agreements.

• Reduced Commercial Aerospace dependence from 80% to 20% by 2021, diversifying sales portfolio; simultaneously grew Military/Defense and Industrial business segments.

• Achieved steady +10% YOY growth annually from 2019-2023, despite Covid-19's impact on air-travel and leadership changes across three company Presidents.

• Formulated and executed sales/marketing strategies for key accounts, propelling corporate initiatives despite hurdles like the 737 Max design flaws and Covid-19.

• Successfully transitioned customer base from Commercial Aerospace to Military/Defense and Industrial sectors, even with rising prices in the specialty raw material metals market.

• Launched a cutting-edge Kessington Aerospace website, highlighting our commercial aerospace skills, military/defense, and industrial competencies.

Kessington Aerospace; Elkhart, IN June 2019 - March 2020 Director of Sales and Business Development

• Advance new business opportunities development with annual revenue of $100,000 via part programs, prototypes and PPAP submissions.

• Drove strategic marketing plans, resulting in year-over-year growth of 10%-12%.

• Oversaw price reviews, developed new business opportunities and established customer partnerships. Had full authority for quotation feasibility and profit margin recommendations, achieving +10% annual revenue goals.

• Chaired Advanced Product Quality Planning (APQP), a key component of ISO9001:2008, completed during production quotes to customers with input from quality, production and engineering teams.

• Supervised a team of five, managing Sales Operations, Estimating, Customer Service and R&D from product identification to production start.

Peterson American; Southfield, MI Aug 2017 - June 2019 Industrial Sales Account Manager

• Generated $13.4M in new business opportunities, promoting company growth.

• Championed strategic management and proactive maintenance of Tier 1 OEM customer accounts across Agricultural, Appliance, Automotive, and Powersports sectors for sustainable growth.

• Accelerated business expansion by prospecting and securing new Tier 1 customers in the spring and wire form industry aligned with Peterson's corporate growth plan.

• Orchestrated Internal Cost Reviews with CEO, COO, CFO, Sr. Controller, VP of Sales, Plant GM to strategize capital investment for profitability enhancement.

• Promoted our new product's brand visibility by diligently attending Industry Trade Shows such as GIE Expo and Chicago Association of Spring Manufacturers.

• Negotiated pricing for "New Program" Quotes and Piece Price Increases effectively addressing Tariff Impacts and Raw Material cost escalations.

• Enforced Supplier Performance Score Cards rectifying any quality or delivery issues promptly for optimal service delivery.

• Facilitated travel to customer sites for high-quality support via technical presentations. Curtis Products; South Bend, IN Jan 1995 - Aug 2017 Director of Sales

• Advanced new business opportunities development with annual revenue of $100,000 via part programs, prototypes, and PPAP submission.

• Drove strategic marketing plans, resulting in year-over-year growth of 10% to 12%.

• Oversaw price reviews, developed new business opportunities, and established customer partnerships. Had full authority for quotation feasibility and profit margin recommendations, achieving +10% annual revenue goals.

• Chaired Advanced Product Quality Planning (APQP), a key component of ISO9001:2008, completed during production quotes to customers with input from quality, production, and engineering teams.

• Supervised a team of five, managing Sales Operations, Estimating, Customer Service, and R&D from prospect identification to production start.

Prior Experience: Curtis Products, Inc, Quotations Estimator/Sales, Production Control, Compliance Manager EDUCATION

Siena Heights University, Adrian, MI

Bachelors, Business Administration

Siena Heights University, Adrian, MI

Associates, Banking and Finance

TECHNOLOGIES

LinkedIn Sales Navigator, Google Analytics, Zoho CRM, DocuSign, Adobe Creative Suite, Salesforce CRM, Microsoft Office

Contact this candidate