Sales Manager
Resume:
MICHAEL B. HEY
Argyle, TX *****
*****@***.***
PROFILE
Competitive and successful analytical instrument Sales and Service Manager with a proven track record of driving growth even in a lagging economy. Recognized for excellence in cultivating top performing sales teams and maintaining a broad network of influential clients. Expert in relationship building, strong negotiator, and experienced sales strategist. Able to coach and motivate even the most experienced sales professional.
PROFESSIONAL EXPERIENCE
Thermo Fisher Scientific/ Dionex Corp. Sunnyvale, CA 1988 - 2012
Thermo Fisher/Dionex is the market leader in ion chromatography and an international provider of top quality analytical instruments and control software.
Area Sales Manager, Southern U.S. 2011- 2012
• Accountable for sales of legacy Dionex Products throughout 14 Southern states.
• Managed two regional managers, with a total of 13 indirect employees.
• Finished 99.3% for second half of FY11
• Grew the business by 16.8% YOY
• Finished115% of plan for HPLC with 64.6% organic growth YOY
• One region finished 100.3% of plan with 17.6% organic growth YOY
• Six sales reps exceeded 100% of plan ranging from 110% to 135%
• Total revenue exceeded 15 million during second half
Director of Sales & Service, Southern U.S 2004 - 2011
• Accountable for Sales and Service of Dionex Products throughout 14 Southern states.
• Managed two regions including sales and service managers, and thirty total indirect employees.
• Achieved President’s Club in FY07 and FY08
• Grew business by 53%
• FY 11 revenues exceeded 31.6 million
• Managed an expense budget in excess of 4.7 million in FY11
• Successfully managed one manager who achieved Presidents Club for 4 out of 7 years
• Three sales reps achieved Presidents Club each of the 7 years under my management
• Business owner of Oracle Quote package implementation in North America- FY08
• Implemented “Service as a Business” in FY05 which resulted in a 43% increase in business by FY2011.
North American Key Accounts Manager 2000 - 2004
• Retained competitions market share to under 10%.
• Succeeded with eliminating competitors.
• Instrumental in introduction of a new product to market place and was most successful product introduction in Dionex’s history.
• Established key account status in several major corporations.
MICHAEL B. HEY PAGE TWO
• Assisted in development and implementation of a target account selling course for field sales.
District Sales Manager, North & West Texas and New Mexico ` 1996 - 2000
• Sales of Ion Chromatographs, HPLC, ASE, and Client/Server software packages; managed one direct report responsible for Oklahoma and Arkansas.
• Called on Semiconductor, Pharmaceutical, Environmental, Power, University, and Bio-Tech accounts.
• Presidents Club Award winner in subsequent years.
• Consistently exceeded forecast.
• Turned a non-producing territory into a top ten territory in six months.
• One of the top ten salespeople for the last ten years.
Senior Technical Sales Representative, North Texas & Oklahoma. 1988 - 1996
• Responsible for sales of Ion Chromatographs, HPLC, CE, SFC, SFE, and Data Acquisition software packages. Called on Semiconductor, Pharmaceutical, Environmental, Power, University, and Bio-Tech accounts.
• Presidents Club winner year over year
• Number 1 Salesperson for fiscal year 1991 and consistently exceeded forecast.
Previous Experience:
American Specialty Gas Technology National Sales Manager, San Jose, CA
• Sales and marketing of Microprocessor controlled Regulation and Control Systems, and distribution of Specialty Gas Apparatus, Linde Gases, Arc Machine Automatic Welders, and Beckman Industrial Process Instruments.
• Achieved sales growth of over 20% per year during the term of employment.
• Successfully landed largest single account in company's history worth 10 million dollars in sales.
• Won National Semiconductor account from a competitor and established ASGT as an approved supplier to such organizations as Texas Instruments and the National Security Agency.
Victor Equipment Company, Engineering Test Lab Manager, Denton TX.
Ohio Rubber Company, Orthane Division, Polymer Chemist, Denton, TX.
EDUCATION
M.S., Analytical Chemistry, University of North Texas, Denton, TX.
B. A., Mathematics, University of North Texas, Denton, TX.
PROFESSIONAL DEVELOPMENT
•Professional Selling Skills III
•National Training Programs Master Selling Course
•Winners Edge
Additional Skills
•SFDC
•Oracle
•Excel/Power Point
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