Experience

 

15 years in selling industrial automation products and services B2B primarily to Original Equipment Manufacturers (OEM’s). 

● Services include: engineered sales, market penetration, market planning, and planned growth. 

● Products include: electrical enclosures, motor controls, connection/wiring products, PLC’s, HMI’s, industrial network communication devices, surge suppressors, variable frequency drives, electronic soft starters, and transformers.

● Brand names include: ABB Low Voltage Products, Micron Transformers, Lumberg (Belden Automation), Finder Relays, SSAC, Industrial Enclosure Corp., Entrelec, Weidmuller, Cooper/Bussmann/Magnum, Idec, Panduit and hundreds more.

 

 

Business Development Manager & Sales Coordinator

In charge of managing the outside sales force. Determined effective strategic marketing and sales strategy based on in-depth research. Integrated company procedures to clarify and prioritize goals. Key vendor contact, cultivating profitable relationships and overseeing sales processes. Managed an account/vendor base of $10M/year and 4 direct reports including 2 outside salespeople and 2 inside salespeople.

● Ensured sales growth targets were met by designing marketing plans for each vendor.

● Authored employee job descriptions to improve HR effectiveness.

● Developed CRM software tools, processes, and procedures to track field activities, increase efficiency, improve forecasting, provide quick quotes, and share data with outside partners.

 

 

 

Distribution Manager

Managed the sales efforts of local distributors totaling approx. 50 personnel and a $5M/yr. account base. Created sales plans, directed activities, and set expectations for distributors. Drove every aspect of the sales process, from cold calling to closing. Mastered all phases of the selling process, including sales calls, sales forecasting, creating and issuing quotes, and technical support, as well as sales call reporting, and attending industry trade shows.

● Supported disparate functional groups daily, both inside and outside the company, including salespeople at all levels, customer engineers across a broad range of industries, vendor marketing and product managers, and customer and distributor purchasing staff.

● Designed company branding, including a company logo, website, and line card, using Adobe Photoshop, Microsoft Office, and video editing software.

● Managed the IT / IS department.

 

 

Outside Sales Engineer

Expanded customer base and increased sales by creating demand and selling all products on the line card. Supported customers and distributors by leading training meetings, providing technical support, and acting as liaison to factories. Accompanied field sales managers on sales calls.

● Won a $2M/year sales contract, the largest sale in company history, and the culmination of a 3 year project.

● Recognized as “Sales Representative of the Year” in 2004 by Standard Electric Supply Company, the largest distributor at Mercer Midwest.

● Generated $300K/year in sales and developed a monthly activity reporting tool and process for an established vendor.

●  Increased company profits by cultivating business opportunities; utilized value added services to generate additional sales.

 

 

Branch Manager

Developed and implemented strategic sales and marketing plans. Established sales goals in relation to compensation. Increased sales force efficiency by instituting activity procedures. Annual branch sales of $5M/year. Managed 11 direct reports comprised of 1 technical support/sales engineer, 3 outside salespeople, 4 inside salespeople, 2 warehouse workers, and 1 accountant.

● Accountabilities included P&L, purchasing, inventory control, order fulfillment, and personnel management.