Sales Customer Service

*******.*****@*****.*** RANDALL L. ALTER *** . *** . 8821

SUMMARY OF QUALIFICATIONS

An experienced sales and management professional averaging $ 1.5MM annually in Reliability Engineering and Consulting service sales. Time-proven leadership skills in developing staff, implementing improvement programs, and managing operations to support private, commercial and government business reliability efforts. A team leader focused on service excellence, client relationship building, expansion and retention. Some highlights:

•Extensive management experience focused on sales, service excellence and client relationship building.

• Employ a consultative sales and service delivery approach that consistently increased productivity and profitability levels for Fortune 500 company clients.

• Posses a broad knowledge of company operations resulting from over 750 in-the-field work experiences at manufacturing plants to effectively influence change at all management levels in the decision-making process.

• Resourceful and diversified sales, engineering and consulting professional supporting Manufacturing, Food/Bottling, Pharmaceutical, Utility, Office/Warehousing and Hospital clients’ operational and reliability processes.

• Extensive Strategic/Capture Team Selling and relationship-building techniques that assure post sales delivery effectiveness and high customer service satisfaction

• Top Secret Clearance – Inactive

AREAS OF EXPERTISE

• Strategic/Capture Team Selling

• Complex Sales Expertise to Senior Management

• Business Process and Risk Assessment

• Regulatory/Safety Conformance

• CMMS/CRM/ERP Systems

COMPUTER SKILLS

PowerPoint Professional, Word, Excel, Project, Act, Salesforce.com, Lotus Notes, Outlook

PROFESSIONAL EXPERIENCE

Direct Sales-Independent Consulting 05/2009 – Present

New York Life, Long Fence, Top Shelf Distributors, Penn Global Solutions, Neeraj Bhushan, MD

Serving as an Independent representative/contractor; evaluating, developing and implementing new business process approaches to increase existing and new business revenue.

Senior Business Consultant - ABB, INC 05/2005 – 02/2009

HSBRT was acquired by ABB in 2005; I worked in sales group for the Automation and Power Products division conducting plant equipment readiness surveys that produced engineering and consulting services revenue in excess of $ 5MM.

• Received the prestigious ABB Circle of Excellence Award for my contribution during the 100 day post acquisition of the Hartford Steam Boiler Reliability Technologies and driving $ 2MM annual operations retention revenue under new contracts.

• In 2008, ABB relocated USA service division to Mexico, subsequently eliminating USA positions.

VP, Sales - Engineering & Operations - HSBRT 03/1981 – 05/2005

Promoted 5 times and managed the operations of a 20 person account engineering team delivering reliability improvement services. Implemented a client satisfaction/quality assurance program to conduct free semi-annual on-site client visits to review the progress of their operational improvements that resulted in first year additional $1.1 MM annual revenue.

• Higher satisfied clients welcomed additional visits from our key prospects to firsthand share and convey their successes; often leading to new business opportunity for all parties.

• Increased engineering service profit margins by 25% to 45% by streamlining operations delivery to effectively meet clients’ changing needs

• Satisfied clients remain as clients; account retention increased from 74% to 97%.

• Implemented sales and engineering bonus referral bonus program that increased annual operations revenues from $ 2.4MM to $ 3.7MM.

• Created a formal career progression path for critical engineering professionals that increased average employee tenure from 3 to 10 years.

• Conceptualized and implemented a strategic sales teaming approach resulting in a first ever 5-year, $ 5MM corporate sale.

• Generated new business revenue in excess of $ 10MM by creating and utilizing a more consultative needs assessment approach focused on corporate opportunities.

• Instituted onsite client visit program for face-to-face review of reports to management, plant tours to identify and discuss actionable improvement recommendations.

• Spearheaded the development of engineering and consulting sales support documentation, media presentations, proposal formats, and client testimonials that effectively shortened sales cycles.

• Developed needs assessment processes to qualify prospects and determine return-on-investment business cases for increasing overall equipment effectiveness (OEE) and reducing safety risk.

Maintenance Manager – Crown Central Petroleum Corp. 02/1972 – 03/1981

Responsible for all facets of facility maintenance at 31 gasoline dispensing stations; including 20 automatic car washes in Virginia.

• Supervised all contractor performed projects and repairs.

• Day to day responsibilities included equipment troubleshooting and performing hands on repairs of electrical, mechanical, plumbing, pump and tank, hydraulic and lighting equipment assets.

• Implemented state-wide preventive maintenance program that reduced car wash downtime from 45% to 6%.

• Reduced overall maintenance costs by 11% and increased car wash revenues by 35%.

EDUCATION AND TRAINING

• Graduated Fork Union Military Academy

• Attended Virginia Tech

• Enlisted in the US Navy (Advanced Electrical/Electronics)

• Dale Carnegie Sales and Mgmt. Courses

• Supervisory Skills Workshops

• Management Leadership Workshops

• Sales and Technical Proposal Writing

• Leadership Challenge Certification

• Risk and Business Ethics Workshops

• Workplace Discrimination Workshops

• Employee Review Process

• Negotiations Training

PROFESSIONAL AFFILIATIONS & LICENCES

Member US Jaycees (Dranesville, VA, 1989-1993, Chapter Director 1992)

Member of Society of Maintenance Reliability Professionals, International Dairy Food Association

Licensed Insurance Agent - Life, Heath and Long Term Care, Property and Casualty

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