• Results-Focused Leader with a technical engineering background and seasoned key account management experience, possesses a diverse knowledge of large scale Technical Sales Engineering, Global Account Management, New Business Development, and Team Building / Training, as well as talents in Regional Operations, Strategic Analysis / Planning, Trends Tracking, Multi-Project Management, Continuous Process Improvements, Regulatory Compliance (ISO 0000 xxxxxx xxxx , xxxx , xxxxx 00000), and Customer Service for industry leading organizations.
• Top Performer with a proven track record of above-average career results, able to make sound decisions to reflect positively on operations in alignment with a compaxxxxxx s vision, value, and goals to attain a significant competitive advantage.
• Excellent Communicator who excels at building mutually beneficial relationships among technical and non-technical team members. Translates highly technical concepts to a non-technical audience, including executives, key stakeholders, finance, legal, internal and external sales, marketing, and business teams, engineering, R&D, quality staff, cross-functional departments, and clients.

National Sales Manager

  Capitalize on the opportunity to manage a results-centric sales team within a high-volume Surface Modification Technologies business segment the most profitable division in Daikin America, and work to promote innovative products such as fluorochemicals for oil, water, and soil repellency utilized within multiple industries.

  Conceptualize and execute sales strategies while leading salesforce across North America and collaborating with Marketing, New Business Development, Product Management, Accounting, Customer Service, Legal, Logistics, Quality, and Japanese corporate management to ensure sales objectives are met and profits maximized.

  Direct price management, new customer approvals, product sampling, budget creation, tradeshow participation, monthly forecasting, and annual sales budgets, along with developing and executing multi-year customer contracts.

  Drive new business projects to commercialization by coordinating efforts with Sales, New Business Development, and Technical group, and lead weekly sales progress meetings with Sales and New Business Development members.

  Lead competitive pricing, including setting prices and evaluating internal costs / transfer prices from other divisions.

  Facilitate major negotiations with key customers to establish supply contracts, price agreements, consignment agreements, rebates, returns, credits / debits, and product introductions while budgeting and controlling expenses.

  Review and finalize monthly forecasts and work with sales members to realize goals as expected, review details with management on a monthly basis, and coordinate internal resources to optimize sales and customer effectiveness.

  Identify process gaps for continuous improvements and operate via a philosophy based on product value and service.

  Continually identified as a high potential employee slated for fast-paced growth.

  Incentivized maximum capture of business by developing tiered pricing agreements.

  Selected for participation in Daikin America BootCamp, and ranked as a top performer.

  Yielded $2+ million by creating tiered pricing incentives to gain growth with key customers.

  Generated annual increases of $500,000 by implementing critical price increases as necessary.

  Consistently worked across cross-cultural lines by participating in global business meetings, as well as quarterly management meetings with top Daikin Industries executives from Japan.

  Created business unit focus groups by market segment to align resources between Sales, New Business Development, and Technical teams; broke down silos and ensured efforts aligned and focused on activity to drive sales to realize budget; practice was adopted across two additional major business units.

  Upheld a 45% average gross margin for products across the business unit, and successfully retained position as the most profitable business unit within Daikin America.

  Executed multi-year contracts with key accounts to secure business share of 90%+ of total demand with pricing that maximizes profitability.

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Global Key Account Manager (2015 2016)

  Strategically directed globally based accounts totaling $93+ million in annual sales, including mentoring and managing a top-performing commercial sales team. Served as the key customer interface / escalation point. Managed customer expectations tasked with negotiating and executing multi-year business contracts.

  Acted as the Voice of the Customer striking a balance between customer needs and corporate objectives; resolved complaints and assessed root cause and preventative actions to align with quality department teams.

  Optimized current business into new markets and customers while continually attaining customer service success.

  Initiated continuous improvements, product pricing, product qualifications, and pricing realignments to import into multi-year agreements.

  Improved comprehensive sales policies and procedures, including defining sales cycles.

  Proactively liaised among engineering and technology (R&D) teams on new projects / qualifications.

  Identified gaps and implemented fixes in alignment with operations, quality, finance, and engineering.

  Selected as member of a Senior Leadership assigned by the president as the beating heart of the organization tasked with collaboratively driving overall objectives.

  Participated in an elite corporate team development of Purpose & Pride a grassroots approach to reaching the entire organization of 2,800 global employees in order to drive a sense of pride and change in mission, value, and goals.

Regional Sales Manager ￨ Inside Sales Manager (2012 2015)

  Led key domestic and European accounts. Served as a project lead for major projects, including new product qualifications for key accounts while managing timelines and coordinating multi-department efforts.

  Maximized bottom-line performance by leading technical sales initiatives with a customer-centric focus on relationship management / retention and sales / market share growth via new product solutions development.

  Completed critical sales cycle management, including cultivating and converting leads to close on multi-year high-volume production agreements, as well as working with corporate legal teams on global business contracts.

  Increased customer satisfaction rating from 30% in 2012 to 70% in 2014 to 75% in 2015 (highest score across the compaxxxxxx).

  Optimized business share at all accounts, and ensured compliance with strict medical manufacturing guidelines (e.g. ISO 0000 xxxxxx xxxx , xxxx , xxxxx 00000) with zero quality defects and a continuous improvement mindset.

  Served as Voice of the Customer while protecting the compaxxxxxx s primary interests, managing customer communication, marketing; generating commercial QSI documentation; and developing tools and templates.

  Due to high level of performance, selected by executive management to participate in several management programs, including Mahler Executive Leadership Program and Materion s Leadership Development Program.

Sales Manager North America (2010 2012)

  Utilized broad scope of industry knowledge toward directing a team of sales engineers and outside representative firms, including closely collaborating with support staff and sales management across Europe and Asia.

• Developed sales targets for all territories, including coordinating and executing formal strategies to increase core business, as well as generating new business revenue with a focus on profitable North American growth.

  Applied sharp analytical abilities toward preparing sales department budget proposals, including monitoring expenditures to ensure budgets were not exceeded and reduced expenses without compromising core goals.

• Created formal QSI documentation for primary sales duties to ensure consistency among sales staff and new hires.

  Reduced expenses without compromising key objectives.

  Grew sales 20% while substantially increasing profit margins by 30%.

  Reduced annual budget spending by 15% without reducing operating resources.

  Introduced teamwork exercises sharing and creative go-to market, industry-specific approaches.

  Re-aligned sales territories and responsibilities to align with sales member s experience/ strength.

  Created and led long-term, multi-year contract proposals and material consignment inventory programs.

  Collaboratively worked with engineering and marketing teams to develop 55+ new products and support product advertisements, literature, and datasheets.

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Regional Sales Engineer (2008 2010)

  Spearheaded business growth and sales success by serving as a single point-of-contact and proactive liaison for all customer department requests, including facilitating quality, accounting, engineering, and purchasing efforts.

• Effectively conducted design-oriented engineering customer visits with supporting field sales representatives.

  Led new product requests based on customer design requirements.

  Expanded revenue generation in territory 35%+ during employment tenure.

  Successfully maintained 98.5% on-time delivery for all orders with <24-hour quote turnaround time.

Regional Sales Engineer

  Remotely led targeted decision-making across a large-scale Eastern U.S. and Canada territory for PVD products including extensively traveling to new accounts, as well as profitably completing critical sales cycle management.

• Expertly communicated complex technical sales information to customers in various positions, including demonstrating a broad technical background in materials engineering with in-depth knowledge of the competition, unique industry niche capabilities, material industry trends, metal processes, and methodologies.

  Reduced costs for customers while locking out the competition.

  Introduced individualized shield cleaning services for New England customers.

  Expanded value-added service to refine the business and closed the loop on precious metal management.

Sales Engineer

  Played a vital role in serving as the primary link between manufacturing, quality, and engineering departments.

  Built and sustained productive relationships between internal / external customers to provide quotations, as well as process and / or obtain specific orders and review specifications and drawings as necessary.

  Quickly resolved comprehensive quality issues to achieve critical objectives.

  Achieved rapid promotion to Regional Sales Engineer due to performance excellence.

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