SUMMARY:

• Accomplished technically sophisticated Automation Business Development professional responsible for new sales growth in the industrial market. Responsible for selling and developing Automation Solutions and changing customer specifications according to application.
• Strategic thinker who can plan and implement sales strategy, marketing, and business initiatives to support corporate objectives and Sales Growth.
• Drive distributor behavior through example and training.
• Over 20 years of professional sales and negotiations in the automation industry contributing to over $175 million of electrical and industrial sales for a multitude of markets: Automotive, Marine, Food & Beverage, Paper, Corporate Accounts, & OEMs. Leveraged previous relationships with technical aptitude to convert business from Confidential to Confidential .
• Evaluate Distributor performance and recommend corrective action.
• Conduct training in order to increase performance. Recruited and helped place Engineers and Business Developers at Confidential, Confidential, and Key Customers.
• Demonstrated how to expand existing OEM customers with additional products and solutions.
• Currently working on an engineering solution that will increase a $300K customer to over $1M in a year by leveraging technology and by Top Down Selling. Managed Ship Builders $1M Project needs by connecting a Marine OEM and a specialized Marine Systems Integrator.

TECHNICAL SKILLS:

• New Business Development
• Prospecting
• Sales & Marketing Strategy
• Opportunity Management
• Customer Project/Price Negotiations
• Distributer Development
• Relationship Development
• Solution Selling
• CRM Reporting
• Account Management
• Territory Penetration, Development & Management
• Automation, networks
• PLC, Drives, HMI
• SCADA
• Controls Panels
• Industrial Controls
• AutoCAD
• Trade Show Presentation
• Territory Analytics and Trending
• Training
• Team Leadership
• Mechanical Apptitude

PROFESSIONAL EXPERIENCE:

Confidential

Business Development Executive

Responsibilities:

• Developed Channel to Market
• Created an Industrial Business Plan for New Tridium Industrial Market
• Aided in the Creation of New Product Offering and Collateral Information for a “Go to Market Strategy”
• Responsible for Customer Presentations and technical discussions on the Niagara Framework

Confidential

Account Manager

Responsibilities:

• Developed Engineering Services, Solutions, and commodity items for a full line Confidential Electrical Distributor.
• Created new relationships/business with End Users, Marine Accounts, Systems Integrators, Panel Shops and OEMs.
• Used CRM reporting to track key projects from inception to close.

Confidential, NE

Regional Sales Manager

Responsibilities:

• Developed Engineering Services and Training Simulator opportunities to the Power and Process Industry
• Created new relationships/business with Power EPCs, Cooperatives, Plants, and Consultants
• Responsible for Marketing Strategy including promotion and project tracking.
• Used CRM reporting to track key projects from inception to close.

Confidential

New Business Development Manager & Geographical Sales

Responsibilities:

• Responsible for targeting new Business Accounts (Marine Solutions and OEMs)
• Track and Report major opportunities using a CRM Program.
• Knowledgeable about several different disciplines for selling (Customer Centric Selling and Value Selling).
• Grew business 143% in 2014
• Worked with Distributor Channel to increase market penetration.
• Responsible for selling complete Confidential Automation Solution

Confidential, Roanoke, VA

Account Sales Engineer

Responsibilities:

• Developed a $6M Territory into an $8.5M Territory in 2 years.
• Managed Distributor Channel and administered commercial programs.
• Responsible for selling complete Confidential Automation Solutions to varying industries including Automotive, Forest, Marine, and Government.
• Won 3 Black Belts for our disciplined sales process.
• Mentored several new Sales People.
• Referred several candidates for Distribution and Channel.

Confidential, Greenville, SC

Industrial Sales Engineer

Responsibilities:

• Responsible for converting a major Automotive in SC. The conversion accounted for several million dollar’s worth of new business during the plant expansion.
• Silver Award Winner in 2001 for performance exceeding 150% of plan.
• Developed and managed Industrial Distributor Network in South Carolina
• Led Solution Selling Initiative with Senior Management of a large focus account.

Confidential, Roanoke, VA

Account Sales Engineer

Responsibilities:

• Consistently Grew Business in excess of 15% year over year.
• Responsible for $8M territory consisting of Bottling OEMs and Fortune 500 companies.

Confidential, Knoxville, TN

Applications Engineer

Responsibilities:

• Quoted LV MCC’s, Medium Voltage, Automation, Drives, & Control for major projects as well as a Power OEM.
• Negotiated pricing with different product divisions.
• Managed technical phone support for internal and external customers.
• Supported local Novell Network as well as business systems for the office.
• Provided Application Support for a variety of industries