Regional Sales Manager for this Woodinville, WA magnetic coupling and drive manufacturer. Our market segments are comprised of mining, water and wastewater, power and petrochemical. I am responsible for the sales of the Northeast Region of the US, northern Canada, Florida and the Caribbean. Additionally, I am responsible for developing and managing the sales distribution network for the region, setting and achieving sales targets, training of distributors, managing commercial issues, and supporting the corporate strategic sales strategy. I support our distributors’ sales efforts, including joint sales calls, end user and engineering presentations along with project recommendations and review. Month on month, I have consistently exceeded my sales objectives.

Sales Manager for this Dayton, OH based packaged pump system manufacturer. At this startup division of the Ruthman Companies, I was responsible for implementing the owner’s vision which included developing the sales strategy, market branding, distribution network and sales materials and documentation along with developing vendor relationships and customer base. In addition, I set up all the necessary procedures for a smooth operational process. Our customer base was comprised of both municipal and industrial users and we used a newly formed distribution network to go to market. On a day to day basis, I was responsible for working with distributors, customers and design engineers, reviewing inquiries, determining the system requirements and components, estimating projects, preparing proposals, and processing orders, including submittals and purchasing.

 Eastern Region Sales Manager for this Denver based packaged pump station manufacturer. I steadily increased my responsibilities starting with the Southeast region, and then adding the Northeast and Midwest regions, to the Eastern half of the US. I consistently exceeded my annual sales quota. Of significance, I successfully negotiated the single largest packaged pump station contract, with the highest gross profit margin ever achieved in the company’s history. Additionally, I successfully implemented a new rep organization network and structure, and was responsible for managing the day to day activities associated with the individual rep firms and their customers, along with managing the sales inquiries and activities in open territories.

Sales engineer for this control panel manufacturer. My territory encompassed the eastern half of Florida and South Georgia. I was responsible for maintaining and expanding the customer base in the existing municipal market. I worked closely with our customers and/or directly with the specifying engineers during the design phase of a project through start up and final completion of a project. I was also responsible for sales quotations, price and contract negotiations. Year on year, I met all my sales targets. Additionally, I secured an important OEM customer, which doubled my sales.

Eastern Regional Sales Manager for this vertical turbine pump manufacturer. My territory encompassed essentially the eastern half of the United States. I was responsible for executing Senior Management’s desire to set up a rep network for the industrial market, in addition to maintaining and expanding the rep network inthe existing municipal/commercial markets. I had full responsibility for hiring, training and support of the manufacturer’s representatives. I worked closely with the reps and/or directly with the specifying engineers during the design phase of a project. I was also responsible for reviewing, approval and the final drafting of all sales quotations, price and contract negotiations along with direct sales responsibility for all house accounts and areas without existing representation. I consistently met my sales quotas and was responsible for the specification and sale of the largest submersible pump project.

Sales and Marketing Manager for this computer-based automation and control division of Hathaway Corporation. Hathaway Industrial Automation provides turnkey control (DCS), data acquisition (SCADA) and Substation Automation (SA). I was responsible for the planning and implementation of sales goal and strategies, all marketing functions, budgeting, analysis and the hiring, training and managementof the sales team, along with the development of a nationwide rep organization. I successfully implemented a sales plan to facilitate the company’s desire to change their marketing focus from a primarily municipal market, which previously constituted 80% of gross sales to a focus on the electric utility market, constituting75% of gross sales.

President (1990 -1997) of this sales organization that specialized in the industrial use. The products included both domestic and international manufacturers of pumps, motors, drives, process equipment and electrical and electronic controls including VFD’s, PLC’s, industrial PC’s and SCADA/DCS process controls. Responsibilities included the planning and implementation of sales goals and strategies, budgeting, analysis and the hiring, training and management of the sales team, along with maintaining my own sales territory. • Superior customer relationship-building skills that resulted in successfully closing the company’s first multi-million dollar contract. Through the streamlining of sales tasks, extensive training and cross-training, building cooperation and trust amongthe team players, the sales team exceeded our goals by achieving growth in excess of 25% per year. During this time, we realized an increase in gross profit margins from 25% to 32% and 34%, respectively. Sales Engineer – Product Specialist (1986 – 1990) Responsibilities primarily consisted of increasing sales for my product lines. Major customers were contractors, industrial accounts and municipalities while I worked closely with the consulting engineers during the design stage of a project. Doubled sales of my product lines in less than two years while pushing them from fourth in the company for overall profitability and volume to first.