Brian Otte Email & Phone Number

Duluth, Georgia, United States

AC & Refrigeration segment

Duluth, Georgia, United States

Responsible for United States territory marketing heat exchangers to industrial customers◆ Proactively building sales leads and converting targets to new customers within emerging markets for SWEP's BPHE products.◆ Improving relations by providing technical and commercial expertise to active and potential customers/partners.◆ Driving marketing activities to targeted segments.◆ Coordinate with internal departments to maximize end user satisfaction and SWEP goals.◆ Forecasting annual sales budgets, reporting monthly results and conducting business reviews.

Gaithersburg, Md

Managing 8 state southeast territory selling Ultraviolet technology, products & services to existing customers and new prospects. Acting as primary liaison in the marketplace to help users understand our value proposition through technical presentations and in-plant demonstrations. ◆ Applications assistance to industry professionals developing new or improved processes.◆ Fostering relationships with chemistry suppliers and trade associations for mutual benefit.◆ Utilizing NetSuite then Microsoft Dynamics CRM tools for capturing data and reporting purposes.◆ Providing first level technical support and assessments on performance of existing equipment.◆ Forecasting sales and reporting on industry trends and competitive activities.◆ Serving a wide variety of industries including electronics, automotive, medical / healthcare, promotional products, glass and plastic deco, cosmetics, wood, chemical, building products, steel and metal, graphic arts, variety of converting markets, and OEMs.www.Heraeus-Noblelight.com

Waukesha, Wisconsin

Business plan development for 9 state southeast territory for manufacturer of industrial and sanitary Direct Steam Injection heaters, custom skid and control systems. Manage network of over 30 Manufacturer's Representatives and other channels to market including OEM's and Value Added Resellers.◆ Increased average sales volume 26% in second year.◆ Utilized Saleslogix (Info CRM) for territory activity, tracking, and follow up.◆ Developed presentations and delivered training classes, educating manufacturers' representatives on product line and explaining industry applications.◆ Selling to wide variety of industries from Chemical and Pulp & Paper to Pharmaceutical and Food & Beverage.

Gurnee, Illinois

Directed 8 state territory selling sophisticated variable data printers to the Graphic Arts and Packaging Industries. Selling direct to owners or Plant Managers of large, nationwide companies.◆ Awarded “Most Valuable Person” on Digital Printing sales team for 2006.◆ Increased territory sales nearly 400% in second year.◆ Earned Digital Print “Salesperson of the Year” for 2008.◆ Drove most net new business by carrying out cold calling and hunter methodologies.◆ Created strategic alliance with business partners, bringing new thermal DOD product to market with highest level of activity and sales within North America.◆ Top user of new Salesforce.com CRM tool.

Dallas, Texas

Brought on to manage Southeastern United States sales for the world's second largest manufacturer of printing presses. Performed all aspects of territory sales management including prospecting for new clients, delivering presentations at potential end user sites (Commercial Printing and Folding Carton manufacturers), negotiating sales contracts and forecasting.◆ Exceeded corporate expectations by selling $4.9 million in printing presses.◆ Developed and implemented new forms listing largest customers and best sales prospects to provide an efficient method for communicating territory activities to senior management.

Phillips, Wisconsin

Recruited from competitor company to develop sales territory and create new client accounts for Eastern North America (31 states and provinces) for a manufacturer of precision sheeters and corrugated equipment. Met with owners, plant managers and other management personnel and established relationships with corporate executives of large multi-location companies. Developed and delivered graphical presentations detailing design advantages and competitive comparisons of equipment. Determined need and cost benefit analysis potential (ROI) for future equipment purchases.◆ Increased annual sales from $1.5 million to $7 million in first three years while maintaining an average negotiated discount significantly lower than company’s average.◆ Achieved an 80% closing ratio for targeted markets of Folding Carton and Paper Converters.◆ Initiated and completed standardized quoting system to improve efficiency of fulfilling customer inquiries and enhance the accuracy and appearance of documentation.◆ Extensively revised computer software program to perform production calculations based on customer specific data and machine configuration, eliminating errors and expanding capabilities to enhance flexibility and adaptability to other applications; authored in-depth manual for training and support.◆ Consistently eliminated the need for costly modifications and delays in machine installation by developing accurate plant layouts for customer specific equipment configuration.