Sales Manager
Resume:
Thomas A. Zeliznak
Strongsville, OH 44136
**********@*****.*** - http://www.linkedin.com/in/thomaszeliznak
EXECUTIVE PROFILE
Performance-driven Marketing Management Executive with 20+ years experience directing global marketing programs promoting technical, engineered products and services. Successful in achieving sustainable business growth in revenues, profits and market share through innovative marketing strategies, enhancing marketing capabilities and skillful planning. Self-directed executive who is very client & customer service focused, and well versed working effectively in a matrix organization.
CORE COMPETENCIES
Strategic Marketing/Planning Product Management Business Development Pricing Strategies New Product Development Market Segmentation Market Research & Analysis Marketing Communications Brand Development On-Line Marketing P&L Management Negotiations
PROFESSIONAL EXPERIENCE
TAZ Marketing Resources, Strongsville, OH 2010 – Present
Principal
Independent consultant dedicated to partnering with clients to explore business opportunities, optimize their market share and maximize profitable revenue growth. Provide insight and recommendations to address strategic or operational issues to elevate their marketing program performance.
STERIS Corporation, Mentor, OH 2002 - 2008
Leading $1.4 billion medical device manufacturer of infection prevention, contamination control and surgical technologies serving the international healthcare, life science and industrial markets.
Sr. Director Global Marketing 2005 - 2008
Directed global marketing program for $250MM Life Science, capital equipment and consumable business serving the pharmaceutical, research and bio-tech markets. Reporting to VP/GM, managed 8 globally based marketing professionals. Responsible for business unit P&L and marketing program budget.
• Generated $10MM of incremental revenue in first two years after implementing 5 year product roadmap / life cycle and portfolio management process. Chaired new product development process (using stage-gate process), designed to ensure launched products successfully achieve forecasted revenues.
• Contributed 3-5% annual revenue growth by developing aligned capital and service offering strategy
• Improved product gross margins 2-5% implementing defensive product line strategy, creating product line platforms and enhancing marketing processes.
• Implemented market analysis process and value-based pricing strategy designed to optimize same product revenues and improve product line profitability/business unit financials.
• Orchestrated execution of brand strategy aligning on-line media, sales collateral, trade show and advertising activities, contributing to 50% increase in lead generation.
Director Customer Solutions 2004 - 2005
Directed North America marketing and sales activities for $24MM Freeze Dryer (Lyophilization) product line.
• Secured largest single order ($15MM) for the program during first year.
Process Project Manager 2002 - 2004
Provided technical application expertise for sales activities in the Northeast sales territory for four account managers. Participated in sales calls, detailing product specifications within contract proposals, account
project management and developing relationships with accounts and architectural and engineering firms.
• Assisted territory account managers surpassing budgeted revenue by 40% during first year.
Thomas A. Zeliznak Page 2
• Secured key orders for territory – first territory to close sales for new products introduced into the market; closed key $1.2MM sale at Amgen – core focus on customer’s application needs and solution selling.
WEGOMA INC., Twinsburg, OH 1999 - 2000
Leading North American manufacturer of automated vinyl window assembly equipment and systems.
Central Regional Sales Manager
Sold to and maintained relationships with key strategic accounts including developing vertical solutions and proposals to “close” account opportunities. Managed and mentored one Sales Engineer.
• Increased revenues over 100% from previous year. Closed first major sale over the last three years in Canadian marketplace.
• Utilized marketing, industry networking and solution-selling techniques to develop new account relationships and gain business opportunities/market share.
Metaullics Systems Co. L.P., Solon, OH 1995 - 1998
Premier OEM of molten metal processing technology serving global primary and secondary aluminum and brass manufacturers.
Sales Manager, North America 1997 - 1998
Managed and directed sales activities for $13 million business. Directed seven territory managers and three distributors. Responsible for P&L, revenue growth, developing and executing account strategies, budgeting, planning, forecasting, recruiting and training.
• Increased revenues $1 million over prior year by pursuing new business opportunities at key accounts.
• Conducted product pricing /cost analysis generating $40,000/year improvement in profit dollars.
• Established reporting system for sales forecasting and scheduling to optimize customer order delivery.
• Reduced account receivables 40% in Mexico by implementing a DSO reporting process.
Product Manager, Melting Systems 1995 - 1997
Directed marketing and sales for new aluminum melting system/pump product line.
• Generated $200,000 first year sales revenue for new product developed and manufactured by Metaullics Systems.
• Implemented product license fee marketing strategy yielding $150,000 profit dollars.
• Created strategic marketing plans to meet corporate growth objective and direct sales force.
• Conducted market analysis to identify key account prospects and target key decision-makers.
AGA GAS INC., Independence, OH 1990 - 1995
Midwest regional $400MM industrial gas supplier.
Manager On-Site Systems Marketing 1993 - 1995
Manager Applications Equipment Development 1990 - 1993
EDUCATION
Master of Business Administration
Baldwin Wallace College, Berea, OH,
Bachelor of Science Mechanical Engineering
Purdue University, W. Lafayette, IN,
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