Resume - Highly skilled Sales Manager, experienced in industrial marketplace with profici...

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Resume #413

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QUALIFICATIONS

Highly skilled as a Sales Manager, having experience in the industrial marketplace with proficiencies in the Original Equipment Manufacture (OEM), electronics and metal sectors. Particular strengths include metallurgical, functional, and applied engineering technologies, as well as dealing with all levels of management.

PROFESSIONAL EXPERIENCE

SALES MANAGER    August 1995 to October 2001
The Doe Run Company
$750 Million Annual Revenue

Responsible for direct sales of 480,000 short tons of product to OEMs such as Johnson Controls, Exide, Olin/Winchester, Remington Arms, Blount Industries and wheel weight manufacturers. As the US representative, sold 2,000 tons/month of zinc, copper and lead in coordination with the Doe Run Peruvian facility. Developed 4 accounts in Mexico for 3,000 tons/month. Additionally, designed and implemented market strategy for value-added customized billet product. Sold 19 new accounts equaling $30 million in sales annually. Have continued to meet my sales goals in spite of company downturn of 30%.

Additional responsibilities include prioritizing production schedules, daily supervision of 3 customer service representatives and performed annual budgeting (price and tons) for 3 divisions.

SALES ENGINEERING MANAGER    December 1989 to August 1995
Big River Zinc Corporation
$145 Million Annual Revenue

Responsible for direct sales and management of Zinc Die Cast Alloys, Special High Grade, and Prime Western Zinc for the entire USA. Managed one sales representative. Initiated, implemented and directed programs to increase market share based on product options and competitive advantages. Sold spot and contractual agreements relying upon interpersonal relationships and the educational advantages of hedging programs to safeguard client business agreements.

Increased sales by 30% to North American hot-dipped galvanizers such as Boyles, North American, and Metalplate. Brought on board, developed and increased sales by 20% with Olin Brass, LTV Steel, and Nucor Steel.

FIELD SALES REPRESENTATIVE    January 1988 to December 1989
Edgecomb Metals, Inc.
$75 Million Annual Revenue

Responsible for direct sales of cold-rolled, hot-rolled and structural steel, stainless steel and aluminum to OEM accounts in a 7 state Midwest region. Established and penetrated new accounts as well as maintained existing clients. Implemented programs to increase market share and exceed territorial sales quotas.

FIELD SALES ENGINEER    March 1983 to September 1988
GTE Corporation, Technical Products Division
$18 Billion Annual Revenue

Responsible for direct sales to OEM accounts in a 23-state territory, including direct customer interface at all levels; upper management, engineering and purchasing. Initiated, implemented and controlled programs to increase market and penetration for new and existing accounts. Met territorial sales and quota for the silver contacts, thermostatic bi-metals, and copper clad materials for customers such as Cuttler-Hammer, Square D, Delta Faucet, and arsenal applications.

FIELD SALES ENGINEER    May 1981 to March 1983
Texas Instruments, Inc., Metallurgical Materials Division
$9 Billion Annual Revenue

Responsible directly for technical engineering and sales coordination over a 6-state region. Promptly established a renewed interest in Texas Instruments and its products. Penetrated many new accounts by establishing rapport directly to the telecommunication, aerospace, appliance, and circuit breaker industries. With newly identified New Business Opportunities, more than tripled Net Sales Billed within the first year.

MARKETING ENGINEER TECHNICIAN    September 1977 to May 1981
Olin Corporation, Brass Division
$750 Million Annual Revenue

Responsible for technical marketing coordination within 13 sales territories. Provided technical services to customers in blueprint evaluation, product sampling and finished product analysis. Worked with customer to reengineer lead frame applications using patented high performance copper alloys.

ASSOCIATIONS

Member of the Lead Industry Association (LIA), Independent Battery Manufacturer's Association (IBMA), Battery Council International (BCI), Battery Distributors of America (BDA), International Lead, Zinc Resource Organization (ILZRO), International Lead, Zinc Study Group (ILZSG), Advanced Lead Acid Battery Consortium (ALABC), ILZRO Funding Committee, American Galvanizing Association (AGA), North American Die Cast Association (NADCA) and the Technical Service Committee of the AGA.

EDUCATION

B.S.I.M. Krannert School of Management, Focus in Engineering
Purdue University, West Lafayette, IN ? Degree granted May 17, 1977
Student Athlete ? Varsity football scholarship.

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