Sales Manager

EDGAR SIMAS

**** ****** ***. • Long Beach, CA ***06 • T: 562-***-**** • E: *******@*****.***

SUMMARY OF QUALIFICATIONS AND ACCOMPLISHMENTS

Difference maker, result-oriented sales professional with great background in meeting and exceeding sales objectives

Extensive background in the following areas:

OUTSIDE SALES

DISTRIBUTION SALES

ACCOUNT MANAGEMENT

PROBLEM SOLVING

TECHNICAL SUPPORT

CUSTOMER SERVICE

• Prospecting, building a pipeline, moving opportunities through the sales cycle

• Proposing, presenting and discussing solutions with all levels of decision-makers

• Great persistency and ability to negotiate with professional skill and expertise

• Uncommon follow-up skills with customers, internal staff and management

• Remarkable ability to craft a solution that meet business goals based on client discussions

• Promoted to three highly visible positions at Astec Power within four years

• Onyx Power - Increased inverter sales 35% from $1.6M (2007) to $2.16M (2008)

• Onyx Power - Increased inverter sales 25% from $2.16M (2008) to $2.7M (2009)

• Total Online Protection - Increased overall sales 25% from 2010 to 2011

• Reduced DPPM (Defective Parts Per Million) and improved overall product quality for top tier accounts

PROFESSIONAL EXPERIENCE

Total Online Protection (Critical power service provider)

November 2010 to Present

SALES MANAGER

• Sell service contracts and equipment for the critical power industry

• Promoting and selling broad range of critical power products and services

• Responsible for sales forecasting and leading the business development and sales efforts

• Responsible for ensuring department attains its booking gross margin objectives and developing and executing sales strategies to meet or exceed territory target

• Interact within the company as well as outside sources to obtain information to prepare and submit quotes for customers

• Identify, plan and implement strategic personal objectives to ensure increased sales within the region

• Following up on quotes, interaction with the customers and vendors and the ability to see the transactions through to final resolution

• Negotiate and coordinate pricing strategies, based on market conditions and changing dynamics in the area

ONYX Power, Inc. (Manufacturer of high power transformers, magnetics and inverters)

February 2008 to July 2010

REGIONAL SALES MANAGER

• Meet and exceed set inverter power sales quotas for defined area/region

• Make prospecting an integral part of my regular routine ensuring new prospects are being added to the sales funnel on an ongoing basis

• Move the sale through the entire sales process, actively engaging other company resources as necessary to ensure success

• Process and track fulfillment of customer orders, troubleshoot customer problems and ensure total client satisfaction

Component Distributors, Inc. (High Tech Electronics Distributor)

August 2006 to January 2008

TECHNICAL SALES MANAGER – BAY AREA

• Manage the power (off-the-shelf power, ac/dc, dc/dc and power conversion components), RF/Microwave and Sensor Measurement components business in assigned territory

• Successfully penetrated and won business at Pananas, Stryker, Pelco, Aurora Networks, Meru Networks, AJA Video, Fat Spaniel Tech and FP international

• Assess clients’ business and technical needs

• Well informed about current industry trends and talk intelligently about the power industry

• Propose solutions utilizing existing products/services

Magnetek, Inc. (Manufacturer of power conversion and power management solutions)

March 2005 to June 2006

WESTERN AREA SALES MANAGER

• Manage overall sales performance for the Western United States and Western Canada through distribution and rep channels

• Created an overall strategy to manage, market and sell AC/DC (standard & custom) power supply products

• Provide product training to assigned representatives

• Increased sales in the territory by 22% over the past year (from $24M to $29M)

• Won accounts such as Racal, L3, Avaya, Cisco, 3PARdata, Google and Siemens

Norvell Electronics (Distributor of power supplies, thermal cooling, filters, protection devices and magnetics)

February 2004 to March 2005

FIELD SALES

• Increase sales and manage accounts in an assigned territory for a power and cooling solutions distributor

• Exceeded sales forecast for May, June and July 2004 by 61% (from $180K to $290K)

• Exceeded 2004 sales forecast by 33% (from $900K to $1.2M)

• Won new programs with such companies like GVG/Thomson (increased 2004 sales from $175K in 2003 to $275K), Airespace, Alloptic, CloudShield, Visx, Varian Medical and Zultys

• Penetrated and ceased new accounts like Harmonic, Trident, Advantest, Ocean Broadband, Nvision, Tidal Networks, Lyncean, Tharas Systems, Matisse Networks, Acculeon and Radar Golf

• Work with engineers and buyers on current and future requirements

Matsusada Precision Inc. (Manufacturer of high voltage power supplies and amplifiers)

June 2003 to February 2004

SALES MANAGER – NORTHERN CALIFORNIA

• Generate revenue, sales forecast and expand sales in Northern California for a high voltage power supply, x-ray generators, photomultipliers and inspection system’s company

• $1.1M 2004 forecast. Projected 1.5M

• Met first three months sales forecast of $255K

• Worked with companies such as Becton Dickinson, Applied Materials, KLA, Oxford, Stanford Research and Lam

• Generate strategies to launch new products

• Coordinate seminars and trade shows

Astec Power Solutions (Manufacturer of power conversion and power management solutions)

May 1997 to September 2001

ACCOUNT MANAGER

• Maintained and managed a 20 million-dollar account, Cisco Systems ($600M TAM), for a worldwide and leading supplier of standard, modified standard, custom AC/DC and DC/DC power supplies

• Closed two program deals for a combined $2 million dollars in the first 6 months

• Responsibilities include new business development, account management, development of relationships, account administration and product knowledge

PROGRAM ENGINEER, NORTHWEST REGIONAL MANAGER

• Point person in the sales process by providing the technical/engineering side of the proposal

• Collaborate with a wide variety of functional areas such as sales, engineering, marketing, manufacturing, and operations to develop and provide production definitions responsive to customer needs and market opportunities

• Serve as the liaison between Astec and customer engineering

TECHNICAL MANAGER, PRODUCT SUPPORT GROUP (PSG) OPERATIONS

• Serve as the liaison between the main office and repair facility in Mexico regarding matters concerning product repair, product scheduling and supervision of all batch RMA activities

• Reduced DPPM (Defective Parts Per Million) and improved overall product quality for top tier accounts Credence, ForeSight, InFocus and Brocade

• Manage and coordinate on-site/off-site rework projects

• Provide the customer with product and technical support

• Analyze, report and present quality statistics

• Provide cost quotes for product modifications and value added projects

STAFF ENGINEER

• Primary customer contact for all quality and technical issues. Establish relationships with quality staff within key accounts

• Manage the completion of CAR's (corrective action request) and improve the corrective action

• Present monthly quality, repair and manufacturing performance reports – Create reports, spreadsheets and charts

Tandem Computers/UB Networks (www.hp.com)

June 1996 to May 1997

SUPPLIER QUALITY ENGINEER

• Responsible for ensuring process and product quality

• Assigned to multiple suppliers of fans, blowers, and power supplies

• Create and write specific quality requirements and processes

• Assure compliance to establish product standards and practices

• Analyze supplier quality data systems to understand the effectiveness in finding component and process problems

CD Associates, Inc (Manufacturer of CD/DVD analyzer systems)

March 1994 to June 1996

ENGINEER TECHNICIAN

• Troubleshoot, repair and calibrate CD/DVD analyzer systems

• Work with the design engineering team on the next generation of products. Assist in the design and testing

EDUCATION

ITT Technical Institute

Degree: BSEE

Major: Electronic Engineering

GPA: 3.6 - Honors Graduate

• Attended Miller Heiman and Sandler courses in Strategic Selling

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