BUSINESS DEVELOPMENT MANAGER – FUELS Responsible for developing OEM type business throughout United States. Manage Marine Market, Power Generation Market and Transportation Market. Call on marine architects, boat builders and shipyards to get specified and develop OEM sales. Call on architects and engineers for the power generation market to get written into general specification. Call on engine distributor to build distribution network. Call on truck and bus and locomotive OEMs. Work with regional sales managers to develop fuel markets in their perspective territories.

NORTHEAST REGIONAL SALES MANAGERManaged distributors in Fifteen States, Eastern Canada and Puerto Rico for Power Generation Products. Created marketing programs to introduce new products and associated benefits. Implemented goals and objectives for distributors and employees. Assisted distributor principals and sales managers with restructuring to maximize productivity in sales, service and the parts’ operations. Established sales and operating targets. Organized sales programs and developed the structure for setting margins, sales strategy, and management of equipment ordering, customer credit processing and project management. Created multiple sales compensation programs designed to retain employees and increase sales performance. Performed product training and maintained pricing programs for distributor sales personnel. Prospected for new market opportunities, by networking with engineers, electrical contractors, consultants and end users, through personal visits, product presentations, seminars, and trade shows. Grew business in territory from $20 million to $44 million in four years.

NORTHEAST REGIONAL SALES MANAGER Developed market in nineteen states and Eastern Canada, through twelve distributors for this new manufacturer of standby generator sets, enclosures, controls, breakers and transfer switches. Developed sales through large retail chains and distributors. Established a dealer network to more effectively handle service and warranty issues. Forecast product sales for region by distributor. Performed sales and product training for the distributor and their dealers. Assisted the distributors and their dealers in looking for new business. Evaluated the distributor’s performance on a monthly basis, made changes to the distributor network, when Coleman’s standards were not upheld. Constantly networked with retail companies for new business opportunities whether for the distributor or dealer. Worked with Coleman’s engineering to assist in product improvement and new product development. Doubled sales in territory in first year.

TERRITORY SALES MANAGER/PROJECT MANAGERManaged all sales in Eastern Pennsylvania and Southern New Jersey. Developed sales of natural gas and diesel engines and generators, enclosures, custom controls, switchgear and transfer switches in territory through contacts with engineers, end users and contractors for co-generation, peak shaving, and standby power requirements. Wrote specifications, worked with utilities to obtain lowest price for fuel for long term projects, evaluated bid documents and negotiated sales as projects developed. Managed all aspects of sale from initial customer contact through equipment delivery, installation, start-up, testing and service.