Professional Sales Manager/Engineer
Resume:
BRUCE T. WOLFE
** ******** ******* 717-***-****
Elizabethtown, Pennsylvania 17022 *********@**********.***
SUMMARY
Multi-disciplined professional who meets the demands set by marketing, sales, and customers expectations. Result-oriented Sales Engineer/Sales Representative with extensive business experience ranging from supporting existing products and introducing new products to building new territories from zero dollars to multi-million dollars. Expertise and an excellent track record in developing sales growth for new and existing territories while developing business plans for new products.
PROFESSIONAL EXPERIENCE
GEA PHE Systems NA, Inc. York, PA
2008 to Present Manufacturer of Plate and Frame Heat Exchangers for the Food, Dairy, Pharmaceutical, Beverage, Chemical, Power, Refrigeration and HVAC Industries.
Sales Engineer
Help develop new line of Heat Exchangers for the Dairy Industry (3A). Perform PowerPoint presentations of new line to potential distributors. Develop sales budgets and marketing plans for HVAC and Dairy Industry.
1 Have continued to increase sales through distribution in HVAC.
2 Working with Corporate Accounts and Engineering Firms to get on all bid lists.
3 Directly responsible for sales and marketing of a new product to the Dairy Industry. On budget to grow business from $0.00 to $1,000,000.00 in first year of production.
Total Lubricant USA, Inc., Keystone Division, Linden, New Jersey 2004 to 2008 Manufacturer of Lubricants for the Food, Dairy, Pharmaceutical, Beverage and Industrial Industries
Food Industry Manager
Develop and execute a business plan for a new position that will grow sales to the Original Equipment Manufacturers, Corporate Accounts and to end users through distribution. Perform PowerPoint presentations of products to customers. Develop sales budgets and marketing plans for new products. Proficient use of SAP by compiling monthly reports and tracking sales to customers.
1 In first 4 months signed on three new sanitary distributors that will increase yearly sales by $700,000.00.
2 Have continued to increase sales through distribution.
3 Have been promoted to Market Manager which is responsible for distribution and direct sales.
4 Closed a corporate account worth 1.4 million dollars annually.
APV/Invensys, Lake Mills, Wisconsin
2002 to 2004
Manufacturer of products for the Food, Dairy, Pharmaceutical and Beverage Industries
Business Development Manager
Develop and execute a business plan for a new position that will grow sales to the Original Equipment Manufacturer’s and Architectural Engineering firms. Perform PowerPoint presentations of products to customers and introduce new products. Develop sales budgets, sales projects and assist with the engineering of new products. Proficient use of SAP by compiling monthly reports and tracking sales to customers
1 Developed numerous new accounts that contributed to growing the territory to millions of dollars annually.
2 Grew the business from $1 million to $3 million which was a 50% faster growth than targeted.
TETRA PAK, Greenwood, Indiana
1999 to 2002
Manufacturer of carton and processing equipment for the liquid food industry
Processing Parts Supply Manager, Region Americas
Develop a business plan for a new position that secured business within the Tetra Pak organization in Canada, USA, Central America and South America (Region Americas) and managed inside customer service within the processing division. This required extensive travel to the market companies and end-customers in Region Americas. Travel to corporate office in Sweden for quarterly meetings, yearly sales budgets, marketing sales reports, presentations using PowerPoint and Excel, and performed demonstrations and training of products. Proficient use of SAP by compiling monthly reports and tracking sales to customers.
1 Increased sales from $3.2 million to $7.8 million which was $1.5 million over expected growth.
2 Received recognition for fastest sales growth in years 2000 and 2001.
ROWLAND SALES COMPANY, Hazleton, Pennsylvania
1995 to 1999
Distributor of products for the Food, Dairy, Pharmaceutical, and Beverage Industries
Sales Representative
Continued with the development of existing and new accounts in Western and Central Pennsylvania by generating sales budgets, sales projects, engineering projects and introduction of new products.
1 Added new corporate accounts and numerous new customers that grew the sales by over 50% .
2 Grew the territory to $2 million annually and largest in the company while having the smallest customer base of all sales representatives.
3 Was number one in sales yearly.
4 Closed three of the company’s largest projects orders (from $700 thousand to $1.5 million) which included controls and instrumentation.
UNITED DAIRY MACHINERY (UDMC), Buffalo, New York
1989 to 1995
Distributor of Stainless Steel and Sanitary Products to the Dairy, Food, and Beverage Industries
Sales Representative
Developed a new sales territory in Western Pennsylvania and maintained and grew accounts in Southern New York by preparing annual sales projections, promoting new products, and assisting with the Engineering of Projects.
1 Grew the Western Pennsylvania territory from 0 dollars to $2 million annually and to one of the largest in the company.
2 Closed one of the largest orders ($2.5 million) in the history of the company.
TOP LINE CORPORATION, Bradford, Pennsylvania
1985 to 1989
Manufacturer of Sanitary Pumps, Valves, and Fittings
Inside/Outside Sales Representative
Maintained existing accounts, developed new accounts and responsible for the development and sales for new Sanitary Valve and Centrifugal Pump product lines.
1 Increased sales by over 25% to become number 1 in yearly sales.
2 Business grew from $2 million to over $7 million.
EDUCATION
Bachelor of Science in Business Administration - May 1986
University of Pittsburgh
TRAINING
Dale Carnegie Sales Course
Power Base Sales Course
Value Base Sales Course
STLE Fundamentals of Lubrication
STLE Fundamentals of Equipment Lubrication
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