Focused, highly motivated Salesman and Sales Manager with over 20 years experience in Industrial Sales and Marketing. Proven skills in product development, developing markets for new products as well as motivating and mentoring salesman to reach their peak performance. Experience in distributor sales as well as manufacturer’s sales and sales management. Marketing management experience including developing prospects with industrial databases. Excellent communication skills developed through conducting product training seminars and sales presentations.
May 2009 - Present
Aspire Technology Solutions
Sales and marketing for small IT consulting firm. Responsibilities include sales, marketing, literature design and local networking.
2006 - Jan 2009
Stationary Equipment Sales Manager
Stationary Equipment Sales Manager (2006 to Present) Work with Engineering to focus product design of portable grinding machines, dust collection systems and roll finishing machines for the industrial market. · Increase sales of this equipment 20 – 40% per year over the past 3 years. · Helped develop innovative portable dust collection systems for volatile metal dust. · Worked sales region that saw 40% increases over 3 year period · Outstanding Sales Growth award - Fiscal 06-07
2003 - 2006
Accessories Sales Manager
Developed small sales force to increase company’s market share in pneumatic accessories as well as larger equipment products (stationary machines). · Increased sales in these products by 25 – 40% per year over 3 years. · Worked with engineering and purchasing to increase the accessories products available. · Worked sales region that saw 20 – 40% sales increases over 3 years
1999 - 2003
Regional Sales Manager
Regional Sales Manager (1999 to 2003) Managed a regional sales force of between 8 and 13 salesmen. Developed relationships with their distributors and assisted them in increasing sales - Assisted in capturing major accounts with salesmen, working with distributors to maintain these accounts. - Worked with sales management to develop strategies to gain market share. - Helped develop reporting structure for salesmen for assessment of performance.
1993 - 1999
Market Development Manager
Cooper Power Tools
Developed marketing strategies and worked with sales management, both domestic and international, to implement them for a sales force that sold a wider product line. Supervised Customer Service Department. - Developed company presence on the Internet, including online ordering. - Developed catalog and new product literature for the market. - 8% Sales increase for 5 years due to increased exposure to international markets and market focus.
1988 - 1993
Product Development Manager
Cooper Power Tools
Worked with Engineering to develop new products, as well as to improve existing products. Developed and conducted product training courses for both sales force and customers. - Conducted 4-8 weeklong training courses, covering the entire product line, including tool selection and proper usage. - Developed automated tube rolling process working with contract engineering that had a 90% profit margin. - Developed a system to track product warranty issues and identify recurring problems to implement solutions.
1983 - 1988
Territory Sales Representative
Dresser Industrial Tools (Cooper Power Tools)
Sold multiple corporate product lines in Upstate New York. - Developed territory sales increases of 10% + per year over 5 year period. - Developed relationships with large corporate accounts to dominate their tool purchases.
1979 - 1983
J. S. Zahm Co.
Pneumatic Tool Distributor covering Western New York State - Developed new accounts in a changing market. - Responsible for developing tool repair business as well as new tool sales. - Trained in tool repair as a requirement for outside sales.