Senior Sales and Marketing Professional

WAYNE BARTECKI

*** ******** **** **** 770-***-****

Senoia GA 30276 E-mail **********@***.*** Cell 713-***-****

Senior Sales and Marketing Professional

Highly accomplished visionary manager with extensive experience in product and service growth into a wide range of industrial markets. Results orientated leader with proven success in new market identification, strategic thinking and problem solving. Proven track record of increasing sales, market share and profitability. Ability to thrive in a changing market environment while remaining pragmatic and focused.

Core Competencies

• Visionary Leadership P&L Management Operations Management

• Strategic Business Planning Market Identification Sales and Marketing Team Development

• Accomplished Spokesman Mentoring and Coaching Product Development

PROFESSIONAL EXPERIENCE

Gardner Denver CF Blower Division, Peachtree City GA 30269 2006 - 2008

Aftermarket Manager of the $13M aftermarket business consisting of; parts, repairs, remanufactured equipment and field services, sold through a sales rep organization and direct:

• Managed a 15 person dept of: customer service correspondents, field service technicians, sales manager and supervisory personnel.

• Established (20) independent local authorized service shops increasing local service capability and sales.

• Implemented product upgrade provisions on repairs and improved Q/A resulting in product differentiation.

• Rationalized parts pricing and established a comprehensive aftermarket inventory plan to support these programs resulting in a 10% increase in sales.

• Developed a comprehensive parts packaging and OEM logo program for over 30,000 indigenous parts.

WEIR ENGINEERING SERVICES, Chicago, IL 2004 – 2006

A $2.0B global manufacturer of pumping equipment and aftermarket services.

Regional Sales Engineer

Developed a $2.0 M new business base for this division of Weir Pumps, for a new Midwest service facility.

• Identified and developed a base of 75 core customers in the power, process and general industry markets for equipment repair and field services, by qualifying customer requirements and developed specific sales capabilities presentations addressing those needs.

• Structured business plans for targeted customers by differentiating our capabilities to serve their requirements.

CRANE PUMPS & SYSTEMS, Houston, TX 2003 – 2004

A $300M supplier of pumps and systems.

Regional Business Manager

Managed a $6.0M budget in a 3 state business region with 30 distributors, promoting new equipment sales and aftermarket services to the municipal, commercial and industrial markets.

• Increase sales by 15% by evaluating and realigning the existing distribution channels, canceling ineffective distribution and signing up better-structured distribution channels to effectively promote core products.

• Provided product training and sales marketing to distributors.

• Conducted joint distributor sales calls to key engineering firms and end users.

JOHNSTON PUMP COMPANY, Houston, TX 1996 – 2003

A $100M manufacturer of engineered specialty pumps and aftermarket services.

Contracts Manager 2002 – 2003

• Managed $38M dept with 4 project managers and support staff responsible for processing new equipment sales orders through: customer submittals, approvals, manufacturing, testing and shipment, which were an increase of 10% over prior period.

• Reviewed credit, commercial and technical contract specifications.

• Formulated data into internal commercial, engineering and manufacturing databases for release to manufacturing.

Service Center Manager 2000 – 2001

Managed and had P&L responsibility for a 12 person repair center with 4 direct sales reps covering the: process, power and general industries markets, responsible for $5M in equipment, parts, repairs and field service.

• Turned around an operation losing money and in the first 1st year turned a profit of 30% gross margin and 3% EBIT on sales versus a -16% EBIT for the prior year.

• Developed and expanded the customer base which focused on more profitable work.

• Improved shop efficiency by developing work standards and procedures.

• Formalized job costing procedures used to bid jobs and to measure actual performance.

Aftermarket Sales Manager 1996 – 1999

Managed a 9 person direct sales force covering 3 service centers located in Houston, TX, Mobile, AL and Salt Lake City, UT serving the CPI, HPI process and related general industries in the sale of $16M of equipment and aftermarket services; parts, repairs, upgrades, re-rates and field services.

• Developed regional marketing analysis of current core business and the sales and marketing plans for growth into new markets and customers.

• Coordinated with each sales rep development of an individual sales plan, product training, career development.

• Developed 10 maintenance contracts with individual plant locations and customer headquarters based on structuring services to their specific requirements.

• Developed the marketing plan for expanded Custom Parts Division.

INGERSOLL DRESSER PUMP COMPANY, Taneytown, MD 1993 – 1995

A $1.0B global OEM of engineered pump products and services.

Sales and Marketing Specialist

Involved in all aspects of new equipment sales into the municipal market place. Interfaced with both the direct company sales force and independent agents in reviewing plans / specifications, preparing detailed bid packages and buyout of indigenous equipment such as motors and controls.

DRESSER PUMP (Div. of Dresser Industries), Taneytown, MD 1972 – 1992

Eastern Region Aftermarket Sales Manager 1991 – 1992

Managed a 24 person sales force covering the Eastern U.S. with $38M in direct aftermarket sales of engineered; parts, repairs and field services to targeted markets.

• Developed target account analysis, strategies, goals, time and territory planning, won-lost business analysis.

• Developed parts and service contracts with selective high-potential accounts increasing sales volume.

• Implemented telemarketing and coordinated sales / marketing bid strategies to specific requirements.

• Integrated sales and operational marketing plans into 4 repair center support capability.

Northeast Regional Sales Manager, Philadelphia, PA 1990 – 1991

Managed 17 person sales team covering the Eastern US, with sales of $31M in new products, parts, repairs and services through both direct and distribution sales channels.

Manager Parts Marketing, Taneytown, MD 1988 – 1990

Directed a 12 person marketing and order processing unit, responsible for $11M annual parts sales.

Field Service Manager, Taneytown MD 1986 – 1987

Managed a 25 person national service organization responsible for start-up of complex engineered pumps and systems.

Manager Parts Marketing, Harrison, NJ 1982 – 1986

Managed a 25 person marketing and order processing unit handling $22M in government and commercial parts sales annually. Developed marketing and profit plans and their implementation.

Account Sales Engineer, Pittsburgh, and PA 1972 – 1982

Responsible for $1.5 million in annual sales of standard and engineered pumps to major engineering contractors, direct users and industrial distributors.

UNITED STATES ARMY, Captain, Honorably Discharged.

EDUCATION

B S in Engineering Management, Norwich University, Northfield, VT

Certificate in Marketing, University

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