PROFESSIONAL PROFILE
• Extensive experience in Sales, Product Management, Technical Support, Customer Service and Marketing
• Demonstrated success with a diverse multilingual clientele through the use of effective communication and creative problem solving techniques
• Committed to lifelong learning; strong academic background complemented by ongoing in-house and independent training in such areas as project management, communications and marketing
• Strong facilitation and presentation skills; designed marketing materials and delivered training seminars to over 300 staff and clients
• A successful negotiator with multinational experience in product marketing and sales
PROFESSIONAL EXPERIENCE
Mistras Group Inc, Princeton Junction, NJ 2006 - Present
(Mistras is a $10 million NDT (Non-Destructive Testing) equipment manufacturer and service provider to the Oil & Gas, Chemical, Nuclear, Power, Aerospace, Defense, Pharmaceutical, Metals, and Transportation industries.)
Regional Sales Manager
• Teamed with existing representatives to develop realistic sales plans and target accounts. Proactively monitored their progress, assisted with their presentations, and provided support throughout the sales process,
• Consistently met and exceeded quotas based upon 20% growth plan for 3 years, $300K FY 2007, $600K FY 2008, $800K FY 2009
• Broke sales record of $500 thousand within a 6 month timeframe for a product line.
• Attending the Calgary Gas & Oil Expo for the first time, identified and pursued several new clients within the petrochemical industry, generating $220 thousand in follow-up orders.
• Developed significant relationships with a Canadian consulting firm, Hatch Engineering, obtained single source specifications, and secured 3 sole sourced jobs worth $180 thousand
• Established relationships in Petrochemical, Power and Aerospace related companies as a beachhead for new business and attended new and key trade shows in territory
Siemens Energy and Automation, Fort Washington, PA 2004 - 2006
(Siemens Energy provides industrial automation, controls, motors, and drives to the Power industry. The Fort Washington branch is an $80 million operation, taking products to market via stocking distributors.)
Sr. Engineering Sales Specialist / Group Sales Coordinator
• Teamed with outside sales in pursuing new and existing clients, providing engineering support related issues for Siemens representatives in 4 Mid-Atlantic States for industrial, construction, and motion products, managed projects and price bids
• Instrumental in my department in achieving an increase in sales of over 100% during an 18 month period (2004-102%, 2005-103%)
• Provided customer service second to none, meeting and exceeding customer expectations. Proactively followed-up with customers in promoting new products, and teamed with them in resolving repair and installation issues, and delivery problems.
• Implemented new pricing and stock plans which resulted in exceeding sales group quota
Samson Controls Inc, Toronto, ON 2001 - 2003
(Samson Controls is a major manufacturer of control valves, regulators, and instrumentation, serving the Chemical, Petrochemical, Pulp and Paper, Power, HVAC, and Food and Beverage industries. The Ontario facility was a $5 million office.)
Applications Specialist
• Directly managed 5 Samson representatives within the US and Canada, growing sales to over $420 thousand within 1 year. Teamed directly with customers, and communicated with 2 outside account managers to ensure follow through.
• Generated a company revenue stream 25% higher than any other individual within the office, earning the title as the #1 inside sales performer.
• Supervised factory technicians during product assembly, installation, service, and repairs, and teaming with them, identified and rectified product issues and assembly problems.
• Coordinated all correspondence with the German home office, and rewrote European style sales literature, instruction manuals, user guides, and marketing materials-- “Americanizing” them so as to eliminate the stigma of buying from outside the country.
Canadian Standards Association, Toronto, ON 2000 - 2001
(Canadian Standards Association International is a leading provider of testing and certification services for products sold in the USA, Canada, and around the world. CSA is a Nationally Recognized Testing Laboratory (NRTL) accredited by OSHA and ANSI in the USA and by SCC in Canada.)
Technical Service Engineer
• Examined, reviewed and assessed product safety information implementing adjustments where necessary with large multinational corporations and OEMs
• Responded to customer inquiries, providing appropriate referrals to engineers
• Effectively provided professional technical services to an international client base
• Supervised and motivated staff by implementing teamwork environment with projects
ifm efector inc., Exton, PA 1995 - 2000
(ifm is an $80 million manufacturer of inductive, capacitive, photoelectric pressure and flow sensors for the automation market, primarily selling into the automotive and packaging industries.)
Product Marketing Engineer
• Introduced an innovative line of products into a new market for the company, growing sales to 15% of total company revenues by the end of the first year, to 30% of total revenues by year 3. Employed “voice of the customer” feedback to help identify potential opportunities, researched markets for similar and expanded needs, analyzed competitor offerings, and performed pricing studies.
• Successfully interfaced with worldwide regulatory agencies regarding product safety approvals
• Conceived company’s acumen “Quality through Automation”, a slogan that is still in use today. This generated customer awareness through our unique ability to reduce manufacturing defects through fully automated manufacturing processes.
• Teamed with other members of the global organization in analyzing product visibility, and created special application note packages to address specific lingering problems, growing sales opportunities by 10%.
• Supervised the junior engineering staff in the pursuit of projects, and trained 4 sales application engineers in up selling techniques and proactive questioning, greatly enhancing the performance of the support staff.
Product Application Engineer
• Reduced inventory by promoting new feature rich products and eliminating less profitable and obsolete product lines thereby initiating a 40% stock reduction
• Reinforced customer sales by creating “hands on” visual and training materials, giving the sales team the added momentum in demonstrating our economical problem solving abilities through real...
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