SENIOR SALES EXECUTIVE
Domestic & International Business Development
An accomplished sales management executive with broad strengths in consultative/solutions sales, selling in fast-paced, rapidly changing markets, winning business at accounts previously dominated by the competition, as well as
developing long-term relationships with customers built on trust and exceptional service. Equally skilled at developing and managing high-performance sales teams. Exceptional planning, organizational development and superior leadership skills to produce consistently strong revenue, market expansion and delivered profit results.
Expertise includes:
Organizational and Business Leadership
Turnarounds and Revitalizations
Strategic Market Planning
Revenue and Profit Maximization
Team Building and Relationship Management
Partnerships and Strategic Alliances
C-Level Relationship Selling
Cross-Functional Operating Management
PROFESSIONAL EXPERIENCE:
2003 - 2007
HONEYWELL INTERNATIONAL INC., Phoenix, AZ
(Acquired Measurex Corporation in 1997)
DIRECTOR, AMERICAS SALES
Recruited as the Director of Americas Sales for the Industrial Division of Honeywell ($1Billion). Challenged to plan and orchestrate an aggressive turnaround and rejuvenation of the Americas’ sales organization. Held full
responsibility for the entire sales organization, strategic sales planning, financial performance, personnel development, resource allocation, and daily business operations. Senior member of Americas’ 15-person executive management team.
Scope of responsibility includes all sales, business development and customer management/retention operations throughout the United States, Canada, and Latin America. Led a team of 58 individuals, including Corporate Account Directors, Account Managers, Sales Managers, Pre-Sale Consultants, and Administrative personnel.
Drove annual revenues to $197 million in 2006, 12% year-over-year growth over the past four years in an industry market that is expanding at a 2% rate.
Consistently achieved profit targets despite industry dynamics.
Established and expanded business alliances that have equated to 5 points of incremental revenue.
Streamlined business procedures to optimize and improve efficiency of the sales team.
Strong organizational leadership and active participation in key account sales and business development led to new Master Purchase Agreements, and resulted in improved sales productivity, efficiencies in order booking process, and better terms and conditions.
2000 – 2003
DIRECTOR, GLOBAL CORPORATE ACCOUNTS
Revitalized corporate sales organization marketing large-dollar systems and solutions to existing large strategic key accounts. Cultivated accounts with high potential for future business. Facilitated C-level relationship selling to
improve business opportunities, increase market share, and increase profit margins. Directed and coordinated the sales and business efforts of six National Account Managers.
Increased annual revenues by 29% to $107 million.
Exceeded revenue forecast/quota every year.
Established committed business agreements with 92% of targeted key corporate customers.
Six Sigma Lead that resulted in $3 million in incremental revenue.
Received prestigious Golden Eagles Club Award in 2000 and 2002.
1997 – 2000
DIRECTOR, PREFERRED CORPORATE ACCOUNTS – NORTH AMERICA
Managed five strategic Corporate Accounts and developed an intimate knowledge of their markets, structures, and culture. Deep understanding of strategies, drivers, and decision making process as applied to the changing economic environment. Sold/marketed multi-million dollar systems and related services to corporate customers and their subsidiaries worldwide.
Increased annual revenues by 26% to $23 million.
Achieved more than $7 million in incremental revenue by developing and executing a strategic sales campaign for a Production Information Management System.
Established committed business agreements with 100% of targeted key corporate customers.
Received prestigious Chairman’s Club Award from 1997 to 1999.
1985 - 1997
MEASUREX CORPORATION, Cupertino, CA
SENIOR AREA MANAGER
Sold/marketed multi-million dollar control systems, information management systems and related services.
Emphasis on consultative and technical sales at all levels of an organization; identifying strong economically justified solutions for process and business needs, and selling solutions that provided incremental value in an intensely competitive environment.
Increased annual revenues from $500,000 to $3.5 million, exceeding revenue forecast/quota by as much as 87%.
Grew market share from 21% to 61% by capturing 13 major competitive accounts, including Mead Paper, which in 1996 delivered $3.8 million in systems business and an incremental $300,000 in recurring services business.
Collaborated with Field Services Manager to develop value-added service programs to new and existing clients. Accelerated the services business by 15% annually and the service support organization by 50%.
Consistently maintained 100% customer satisfaction with system solutions and services to 38 major clients.
Received prestigious Chairman’s Club Award for ten consecutive years from 1987 through 1996.
Promoted from Application Engineer within six months.
1979 - 1985
RELIANCE ELECTRIC COMPANY, Cleveland, Ohio
SENIOR SALES ENGINEER
Grew annual business from $300,000 to $2,750,000, selling electrical products to OEMs and end users.
Exceeded revenue targets by as much as 39%.
1976 – 1978
WINTERS NATIONAL BANK, Dayton, Ohio
PERSONNEL ADMINISTRATOR
EDUCATION AND DEVELOPMENT
BSBA – UNIVERSITY OF DAYTON, Dayton, Ohio
Graduate – Karass Effective Negotiating Course, Siebel Target Account Selling, The Gallup University Course
Certification – Six Sigma (Green Belt)
PROFESSIONAL and CIVIC AFFILIATIONS
Board of Trustees – MIAMI UNIVERSITY – Engineering Foundation
Board of Trustees – NORTH CAROLINA STATE UNIVERSITY – Engineering Foundation
Board of Trustees (Pending) – OHIO DOMINICAN UNIVERSITY
Mentoring Program – UNIVERSITY OF DAYTON, School of Business |
