Seeking Position As:
Technical Sales/Sales Engineer
15 years of achievement in Sales Engineering and Business Development with expertise in OEM, MRO, and Supply Channels Accounts. Proven track record of consistently meeting and exceeding sales goals while sustaining strong margin and high profitability. Ability to demonstrate expertise in technology of products and services with the flexibility to design and shape a solution to meet customer’s unique needs
Qualification and Strength Highlights
Engineering/Technological skills: Ability to provide engineered design and support on electrical, process control, test measurement products and solutions both to OEM’s, MRO’s and Supply Chain Accounts. Technical flexibility to shape a solution to meet customers unique needs.
Strategic Solution Sales: Experienced in “third Box” solution sales techniques which extracts key information regarding problems and difficulties of customer’s current situation and then translates it into specific need to your products and solutions.
Profit and Margin Attainment: Ability to utilize a structured “target and grow” plan with supply channels to insure sustained growth objective is being met.
Unique Selling Proposition: Ability to develop a USP that is specific to customer’s unique needs and difficult to imitate thus working as a valuable differentiator and creating a strong competitive edge.
Prospect & Identify New Leads: Prospecting key contacts through internet resources such as Hoover’s, Thomasnet, PEC reports, LinkedIn contacts, etc. Penetrate new contacts within existing accounts by leveraging relationships at several levels within customer’s organization.
Strategy and Time Management: Concentrate on results and not being busy. Be flexible to work in reactive issues and avoid interruptions. Carry concise conversation during meetings and stay on target. Optimize effort to ensure that time and energy is spent on the high payoff tasks.
Complex Problem-Solving Skills: Ability to solve customers’ problem by extracting information to determine the central issues of the problem, the objectives the customer is aiming to achieve and having the flexibility to shape and design a solution to fit customers unique needs.
Competitive Analysis: Ability to identify top competitors, internal strengths and weaknesses, external threats and opportunities by utilizing a SWOT analysis.
Interpersonal & Communication Skills: Effectively communicate and collaborate with team members internally to understand customer requirements and promote the sale of company products and services
Interpret Federal/Industry Regulations: Interpret and Apply OSHA’s 29 CFR1910;NEC & NFPA 70E; NEMA & UL; NECA as it relates to Electrical System Design and Safety
Public Speaking: Persuasive Sales Presentations; Technical & NFPA 70E Safety Training Seminars; and Trade Show representation
District Sales Engineer August 2010- August 2011
Cooper Industries
Key accomplishments:
Territory revenue increase from 3.6 Million to 5.1 Million
Took a negative 27% revenue territory to an increase of 43% within 12 months
Profit Margin increase of 24% within 12 months
National Award for Best District Sales Engineer of the Year
Received an “Exceeds Plus’ on performance review which is highest rank
Position Responsibilities:
Territory Management
Responsible for $3.6 Million dollar territory with expected growth of 20% at 25% Margin
Prospect new business by utilizing internet resources such as LinkedIn contacts, Thomasnet, Hoovers, PEC Reports and Dodge reports for leads. Utilize past business relationships and referrals to build on existing customer base. Penetrate new customers within existing accounts by leveraging all relationships within that organization.
Utilize a SWOT analysis to Identify top 10 competitor’s strengths and weaknesses; organizations internal strengths and weaknesses, and all external threats and opportunities derived from strengths and weaknesses. Execute a strategy plan to proactively seek out those opportunities and manage and eliminate external threats
Engineering:
Provide engineered design and support to OEM’s, Consulting Engineers Firms, Design-Build Contractors, End User’s, and Distributor Sales Staff
Evaluate existing design or new application needs at OEM’s and tailor a customized solution that is specific to customer unique needs
Provide training seminars on NFPA 70E and OSHA Standards for “ Arc Flash Safety” and “Electrical Safety in the Workplace”
Target panel build customer regulated to meet UL requirements and provide UL 508A training thus educating customer on Cooper products meeting UL requirements
Target build contractors to provide consultative training on NEC 700.27 requirements for coordination of Emergency System devices. Identity if selective coordination requirements are being met and properly engineer a sub assembly to meet those requirements
Train Engineers and End Customers on : Process to place equipment in an electrically safe work condition; How to comply with NFPA and OSHA regulations to further reduce worker exposure to electrical hazards; Training on Incident energy levels and PPE; Training on Photovoltaic systems
Provide downtime reduction services such as identifying unnecessary circuit failures
Provide an Arc Flash Hazard Analysis to determine AFPB and Incident Energy Levels & label equipment
Understand and interpret OSHA’s Standard for 29 CFR1910; NEC & NFPA 70E National Consensus Standards; NEMA & UL Product standards; as it relates to Electrical System Design and Safety
Provide product demos and technical presentations at Trade Shows and Sponsored events.
Supply Chain Management:
Formalize a strategy plan to gain market share that is achievable to territory. Increase productivity by spending more time with the right channels.
Utilize a structured “target and grow” plan with supply channels to insure sustained growth objective is being met.
Invest time into providing sales and technical training to supply chain personnel.
Hold monthly branch meetings to share valuable market insight and formulate marketing/ sales plans to achieve higher market share.
Quarterly business review on forecast, indicators of threats and strengths and vision alignment.
Annual contract pricing review and revision utilizing current commodity cost analysis and market pricing data to ensure high profitability and margin increase.
Manager-Business Development Group May 2009- August 2010
ACI Controls Inc
Key accomplishments:
Developed a business case for expansion of sales force to include a Business Development Group; Awarded funds to facilitate opening of a new branch office, source, hire and train 5 BDM individuals
In three months BDM’s average between 8 to 10 scheduled appointments per week for Sales Engineers
BDM’s close 4.1 Million in combined team revenue increasing department sales by 32% in fir...
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