Universal Resume

GARY M. MULCAHY

**** ********** *****, *******, ** 48609

989-***-**** ********@*****.***

DIRECTOR OF SALES & MARKETING

Strategic Planning / LTAs / Account Management

Budgets / P&L / Business Development / B2B

Turnarounds / Solution Selling / CRM

Competitive Analysis / Green Tech / OEM

International

I turned around sales within two years for a

struggling company, tripling revenues. I boosted

market share by developing aggressive market

penetration plans. Industries I have been

successful in serving include: semiconductor,

solar energy, refractory, and precision

machining. I have recruited and led a highly

successful sales organization of direct sales,

sales reps and distributors. Skills I offer

include:

- Setting and exceeding sales goals

- Increasing market share in difficult

environments

- Leading entry into new market niches

- Negotiating profitable long-term sales

contracts

- Training and motivating highly effective sales

teams

I attended The Pennsylvania State University,

earned an AA degree in Business Administration

and have just a few courses left to complete a

BS degree in Business Management. Have attended

multiple sales, marketing and leadership

programs. My customers and employers have

described me as a customer/service oriented

sales leader who can be creative in developing

new sales solutions and opportunities.

SELECTED ACCOMPLISHMENTS

Promulgated major sales swing. Recruited by

Carbone Lorraine North America (CL) to reverse

sharp sales decline. Conducted extensive market

analysis, then created and implemented both long

and short-term sales plans with aggressive sales

targets and budgets. Within two years tripled

sales and over the long-term increased sales an

average annual rate of 29%.

Improved quote conversion rate 40%. Responses to

CL customer quotes were taking too long,

resulting in loss of business or dissatisfied

customers. Created Prior Customer Questionnaire

which clarified quote details and connected CL

engineering with customer technical staff early

in the process. Product quotes met customer

needs more precisely and were responded to

quicker. Conversion rate and customer

satisfaction levels rose dramatically.

Improved demand forecasting capabilities. CL

needed to improve forecasting of raw materials.

Through researching customer needs, determined

many accounts looked for long-term supply chain

solutions. Negotiated $5M in long-term

agreements that offered customer cost-effective

alternatives, improved CL margins, and improved

forecasting capabilities

Increased sales 20% during Chapter 11. United

States Graphite filed for Chapter 11 protection

three times. Customers were nervous about

placing orders with USG. Established clearly

defined objectives to maintain key accounts. In

spite of competitions tales of impending

closure of company, was able to grow key

accounts in five states, increasing sales and

customer satisfaction.

Created aggressive sales plan, driving sales up

300%. CL market share in North America had

remained stagnant for a number of years.

Developed Target Market plan identifying key

accounts. Created call lists and personally

contacted account decision makers. Established

appropriate sales and technical teams to make

presentations to targets. Increased sales over

300% and market share by 5%.

CAREER HISTORY

Director, Sales & Marketing, Carbone Lorraine

North America, 1992-2009. ISO9001 and 14001

certified manufacturer of graphite products and

other high temperature specialty materials.

Developed and led long-term sales strategies in

12 countries through direct sales, international

CL affiliate business units and outside sales

rep organizations. Managed sales budgets to $30M

and staff to 15.

National Sales Manager, United States Graphite

Corp., 1982-1992. Executed LTAs even during

Chapter 11 filings, maintaining constant

revenue stream. Oversaw all sales activities by

direct sales, outside sales reps and

distributors. Managed sales budgets to $10M and

staff to 10.

Personal Interests: I enjoy playing golf and

basketball.

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