Summary

Used extensive training and experience in industrial automation to sell innovative, custom solutions, displacing strongly entrenched competition and solving thorny customer problems. Deep knowledge of PLC and DCS systems has allowed me to train distribution sales forces and multiply sales volume with high-tech end users. * 25 years of consultive sales for high tech products. * Emphasis on industrial automation products. * Graduate of several professional sales training programs * Extensive experience recruiting high tech automation distributors. * Experienced with CRM packages.

Work History

Work History
Nov 2010 - Present

Sales Engineer

Advantech Corporation

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Manage industrial platform sales to general accounts in 7 states in the Southeastern US. Responsible for 25% growth in territory with a 2011 Quota of $1,550,000.  Identify customer projects, custom projects, and assist with the specification of Advantech solutions. Provide system configurations, product recommendations and key differentiating features.

Jan 2003 - May 2009

Midwest Regional Sales Manager

Exor Electronic R&D
Control $1.5M territory encompassing central 3rd of US, Quebec, Ontario, 40 distributors, and 3 large direct accounts. Provide special large project assistance. Train distributors on newest product offerings. Closed $200K direct order at alternate energy OEM, which contributed to 20% sales growth within territory. Launched 2 new product lines to distributor base and devised materials for effective presentations.
Feb 1999 - Nov 2002

Developmental Sales Engineer

Mitusubishi Electric Automation, Inc.
I worked with our distribution network selling automation solutions including; Programmable Logic Control, Variable Frequency Drives, Graphic Operator Terminals, Motion Control and Servo solutions. I sold in Kentucky and Southern Indiana including; Northern Kentucky(Cincinnati), Louisville, Lexington, Evansville and Bowling Green. I maintained the highest percentage of goal in a significantly down market and sold into new applications.
Dec 1997 - Jan 1999

Sales Engineer

Total Control Products
I worked with a large distribution network selling and supporting hardware and software solutions. These emerging technologies include; PC (Personal Computer) Logic Control, PC based Human Machine Interface, Fieldbus I/O, integrated control and operator interface. I sold in five major marketing areas; Cincinnati, Dayton, Columbus, Louisville and Lexington. I was successful in launching two new distributors, adding 36 additional outside salespeople for a total of 65. I was able to add $300K in new business.
1990 - 1997

Senior Sales Engineer

Siemens Energy & Automation
I had direct major account responsibility in four market areas including Cincinnati, Dayton, Columbus and Charleston. I also had area sales responsibility working with distributor sales people in Ohio, Kentucky, Indiana, and West Virginia. Product responsibilities included; Programmable Logic Controllers, Process Control Systems, Operator Interfaces, Industrial Computers and Industrial Local Area Networks. I was a stabilizing factor in 7 years of continuous regional transition. I was successful in training new distributors, maintaining existing business and selling new projects.

Education

Education

Associates

University of Cincinnati