Brooks Instrument is a multi-technology instrumentation company serving a range of demanding markets. Brooks has a proven history of innovation, including the original commercial design that set the standard for today’s thermal mass flow controllers, first high-performance digital mass flow controller, first gas and range programmable thermal mass flow controller (MultiFlo™), the first watertight and explosion proof thermal mass flow controller (Mf Series), the first thermal mass flow controller with Foundation Fieldbus (SLA Series) and the first variable area meter with Foundation Fieldbus (MT3809 & MT3750).www.brooksinstrument.com

I was brought in to this manufacturer of high performance, low pressure drop check valves and full port ball valves to integrate an acquisition and grow revenue for the combined companies as part of an overall strategy to expand the product portfolio and deepen penetration into new market categories. I conducted an analysis of the market, the existing customer base, and the competition to identify opportunity for new products and revenue, while defining and executing a business development strategy comprised of new products and global strategic partnerships. I also managed and evaluated our distributor and manufacturer’s rep go-to-market strategy. I called on key customers, prospected for and qualified potential new business, and led a redesign of the company website.Impact highlights included…• Increased sales double digits from new and existing accounts vs. entire previous year.• Landed a hundred-thousand-dollar contract with NASA contractor, the single largest deal in company history.• Broke into one new market segment and one new product category, representing tens of thousands of dollars in revenue and deepening value proposition with customer.• Built the company’s first comprehensive database of current and prospective customers used to drive targeted account penetration strategy.

I was recruited to this distributor of engineered elastomeric seals, gaskets and custom molded rubber products to innovate and reenergize the sales team and strategy in driving revenue growth for meeting the requirements of an increasingly competitive and demanding marketplace. Leading an eight person, $20M sales organization with a customer base of 1800 companies, I developed and implemented marketing strategies, assessed and categorized the customer base and defined a growth strategy based on new and organic revenue. Additionally, I implemented sales productivity processes, expanded the product portfolio and supplier base, and strengthened the skills of the sales team. Operationally, I implemented a quotation and project tracking system, and managed supplier relationships and co-op programs.Impact highlights included…• Generated consistent growth in new revenue over the ten years, representing millions of dollars.• Delivered millions of dollars in gross profit.• Won hundreds of thousands of dollars in new business from a new market penetration (EOG) program.• Boosted inbound leads dramatically, and built an active pipeline with hundreds of opportunities representing millions in potential revenue.• Improved the close rate by double digits.

Selected to lead a $20M sales territory for this global market leader for solenoid valves, overseeing a team of 14, including nine outside sales engineers. This entailed managing a distributor network of nine distributors producing millions of dollars in revenue. I provided strategic and tactical planning, market analysis, channel evaluation and development, territory sales plans, and new product design and development. I also instituted a solution-based, value-added selling process, and co-developed an innovative customer training for the pharmaceutical industry along with product training for distributors, OEM customers and consulting engineers.Impact highlights included…• Consistently exceeded sales targets annually.• Beat out competition by focusing on solutions based selling on a high profile hundred-thousand-dollar-plus order.• Increased OEM pricing annually.• Spearheaded a capital project management team that captured a seven-figure contract. • Integrated customer/sales database into CRM and represented the CRM program for all field sales offices.

I was promoted from field sales to run a $13M sales territory overseeing team of seven, including four outside sales engineers. This included managing a multi-million-dollar distributor network of seven distributors. I also reengineered and automated the order entry and pricing process, and reorganized field sales offices and territory coverage.Impact highlights included…• Exceeded sales targets.• Improved quality and accuracy of customer inquiries, order tracking and work flow efficiency, saving tens of thousands of dollars. • Merged two sales offices into a district office.• Selected to represent field sales force at Emerson Electric’s Planning for Growth conference.

I was recruited to run this $2.5M sales territory, where I established customer relationships with OEMs, stocking distributors, consulting engineers, and major industrial user accounts. I also conducted product trainings, joint sales calls, demand forecasting, major user seminars, and customer surveys with major stocking distributors. Based on my performance in the job I was selected to present at national sales conferences.• Increased sales double digits every year.

Hired to manage a territory of new and existing MRO and OEM accounts for this privately-held fluid power distributor. I supported sales, while providing application engineering, customer service, and field troubleshooting.Impact highlights included…• Increased sales significantly.• Sustained among the highest gross profit percentages in company history.