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OBJECTIVE:
An industrial sales manager position in an organization seeking someone with extraordinary leadership and management skills, a record of generating new accounts, earning the business of National Corporations, exceeding sales targets and enthusiastic customer relations.
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SUMMARY:
Highly motivated, creative and versatile V.P. Sales-Strategic Accounts/Sales Manager with extensive experience in the Industrial Sector. Excellent management, negotiation, public relations and closing skills. Built effective, productive working relationships with customers and staff. Consistent ability to deliver results in a fast-paced, demanding environment. Have a solid record of achievement, high energy level, and contacts at the highest levels. Seeking a challenging management position in the Industrial field that offers extensive contact with customers (Key-Major-National accounts), continuous interaction with the sales force and a mission statement to break into new markets and dramatically increase sales and customer base.
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PROFESSIONAL EXPERIENCE:
2005 to Present
Consultant for Automotive Tier 1 Suppliers
1983 to 2005
Major Integrator/Distributor – Supplied welding related products, automation and services to the
Fabrication Industry. Customer base included Automotive Manufacturers,
Tier 1 and Tier 2 automotive components and sub-assembly suppliers,
tank manufacturers and the general Industrial and Manufacturing Sectors.
2003 to 2005 – Vice President Sales/Strategic Accounts
** Designed, developed and implemented a successful business model.
** Authored major business plans and established lasting partnerships with key customers.
** Successfully met strategic company objectives and goals within timeframe and budget.
** Evaluated sales trends and variances, on an industry and company level.
** Managed and met or exceeded sales targets from $1 million to $30 million.
** Coordinated and scheduled all sales and customer related functions, including equipment weld
line build, support and training.
** Established attainable and realistic compensation, incentive and rewards programs for effective
management of the sales and support team.
** Completed quarterly and yearly sales forecasts.
** Met and exceeded organizational goals and objectives.
** Negotiated long term contractual agreements with suppliers on behalf of customers.
1997 to 2003 – Sales Manager
** Maintained and expanded customer base year over year.
** Created new opportunities in non-automotive markets.
** Monitored existing and potential supplier base for new product opportunities.
** Continuous monitoring of competitive activity.
** Instituted "Guaranteed Cost Reduction" program for National Accounts
** Directed and managed the sales team efforts in the following areas:
--- Training and development, knowledge of, and activity level within, key accounts, individual
sales trends, time and territory management, customer relations, management of target
accounts and prospecting new accounts and business opportunities.
** Completed quarterly and yearly sales forecasts.
** Networked with customers, suppliers and competitors.
** Closed millions in consumer and corporate sales.
** Built self-sustaining sales teams.
1983 to 1997 – Salesman
As part of a start-up company, worked with ownership to achieve the following:
** Set company goals, objectives and mission statement.
** Establish primary and secondary market focus.
** Target key accounts in each market.
** Build a strong supplier base and support staff.
Sales Highlights:
** Successfully met or exceeded sales target and company profitability goals for 14 consecutive
years, with a minimum 20% increase in sales dollars per year.
** After 2 years, customer base included automotive manufacturers, tier1 and tier 2 automotive
sub-suppliers, tank manufacturers and U.S Military contractors.
** Earned and maintained single and multiple year blanket contracts for goods and services with
many key accounts, including General Motors, Toyota, Mazda, Benteler Automotive, Delphi,
Tenneco Automotive, Faurecia Automotive, Dana, L&W Engineering, Bosal Automotive,
Arvin/Meritor and Bradford White Corporation.
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EDUCATION-PROFESSIONAL-PERSONAL:
Certifications/Seminars Attended:
** ITW Hobart Institute – Weld Analysis
** ITW Hobart Institute – Non-Destructive Weld Testing
** ITW Hobart Institute – Basic Welding and Terminology
** ITW Hobart Institute – Advanced Welding Concepts
** ITW Hobart Institute – Weld System Troubleshooting – Cause and Effect
** Miller Electric – Synergic Welding and Equipment
** Miller Electric – Metal Inert Gas Welding
** Miller Electric – Tungsten Inert Gas Welding
** Miller Electric – Welding Arc Metal Transfer Modes
** ABB Robotics – Robotic Integration Concepts
** ABB Robotics – Welding Automation
** Esab Welding and Cutting – Arc Welding Correspondence Course
** Professional Selling
** Complex Sales Negotiations
** Time and Territory Management
** Handling Customer Objections
Speaking Engagements
** American Welding Society – Grand Rapids, Mi. – Flux Cored Arc Welding:
** American Welding Society – Saginaw, Mi. – Synergic Arc Welding
** American Welding Society – Hartford, Ct. – Flux Cored Arc Welding
** American Welding Society – Rochester, N.Y. – Reducing Weld Costs
Instructor – Customer Technical Training Classes:
** Faurecia Automotive – 4 Plant Locations – Weld Troubleshooting – Cause and Effect
** Faurecia Automotive – 4 Plant Locations – Weld Training and Terminology
** Tenneco Automotive – 3 Plant Locations – Weld Troubleshooting – Cause and Effect
** Tenneco Automotive – 3 Plant Locations – Weld Training and Terminology
** Benteler Automotive – 5 Plant Locations – Weld Troubleshooting – Cause and Effect
** Benteler Automotive – 5 Plant Locations – Weld Training and Terminology
** U.S. Manufacturing – 2 Plant Locations – Weld Training and Terminology
Undergraduate Studies at:
Washington College - Business/Mathematics
Johns Hopkins Night School - Business
Leisure Activities:
Softball, Bowling, fishing , 5K and 10K runs
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PREFERRED LOCATION:
** None. Will relocate for the right opportunity.
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Resume Effective Date: March 1, 2008 |
