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CV Executive Sales & Marketing, Eaton, Foseco, Applied Industrial Technologies, Swagelok and TD William

Executive Sales & Marketing, Eaton, Foseco, Applied Industrial Technologies, Swagelok and TD William

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CV/Resume ID no.: 96705

Location (Residence): Houston, United States
Citizenship: United States
  Native: English United States
  Other: None
Education & Experience: Work Authorization & Relocation:
  Masters in MBA

Years of Experience: 19 years
Authorized to work in:
   United States
Present Location:
   US, Houston
   United States, United States
Category Subcategory Ability Experience
Sales/Marketing Business Development Expert 30 years
Sales/Marketing Marketing Expert 30 years
Sales/Marketing Technical Sales Expert 30 years
Management Sales/Marketing Expert 14 years
CV/Resume Details
1. Summary (Cover Letter) - CV/Resume Part 1 [Mandatory]

I have senior level experience in sales and marketing with both a major US distributor and major manufacturing organizations in North America. Additionally I have cross-functional experience in operations, engineering and manufacturing. My senior level experience includes:

• Senior executive sales and marketing person for a leading industrial distributor with $110 million in revenue.
• Extensive experience with electromechanical capital equipment, used in industrial markets.
• Executive market and development person for a leading fluid handling component and system supplier with $1 billion in revenue.
• Senior executive marketing and business development person for a manufacturer that has a global footprint and $400 million in revenue.
• Led sales teams of 20 or more across the US as well as management of sales people in Europe and Asia.
• Increased sales at 450 distributor locations across the US using innovative sales and marketing campaigns.
• Seven years of direct sales experience of electromechanical equipment.
• Over ten years of engineering experience in assembly, testing, manufacturing and operations.
• Cross-functional leadership in sales, marketing, product development, engineering and customer service.
• Experience in implementation of Stage Gate product development process.
• Created and implemented the marketing/sales boot camp.
• Created and implemented a homegrown CRM tool to manage the sales force and to leverage the sales skills across the company.
• Created and implemented the sales cycle process.
• Implemented sales training program for domestic and international sales force.
• Created and implemented the Product Health Analysis process.
• Created and implemented the Technology Summit annual forum.
• Created and implemented the Integrated Marketing Communication process.
• Created and implemented the Product and Technology road mapping process.
• Created and implemented the Commercialization process.
• Extensive experience in team building exercises.
• Created and implemented the Sales Success Stories process.
• Led the Annual Market Planning process and Strategic Development process.
• Extensive experience in creation and implementation of sales and marketing plans.
• Led the marketing due diligence and product line integration process for a major acquisition.
• Experience in writing and presenting technical articles and customer presentations.
• Led the implementation of Voice of Customer and Quality Functional Deployment processes.
• Significant experience in leading market pricing research and implementation.
• Created and implemented two web sites.
• Created an email campaign process with a marketing database.

Therefore, I have a unique set of skills in both distribution and manufacturing that can add value to your organization.

Building market value for companies for 25+ years is my expertise. Using product commercialization, strategic management and tactical deployment of integrated sales and marketing campaigns, I have contributed to strong revenue performances for a wide array of organizations, including Eaton, Foseco, Applied Industrial Technologies, Swagelok and TD Williamson. My senior-level experience includes all types of selling strategies and marketing initiatives - branding, joint ventures, financial forecasts, multi-channel sales strategies, market research, contract negotiations, new product rollouts, acquisition evaluation and strategic alliance/partnership development.

2. Work Experience - CV/Resume Part 2 [Mandatory]

TD WILLIAMSON, INC., Tulsa, Oklahoma 11/2006 – 10/2008
Products included pigs, smart pigs, smart plugs, closures and launchers, hot tapping and plugging equipment sold into water market, oil and gas market.

Director of Business Development and Marketing
Member of Executive Team and manager of 20 internationally geographically-dispersed associates.
• Created and implemented the Integrated Marketing process. Implementation of this process resulted in 100% improvement in alignment between sales and marketing.
• Led the business development process by researching global markets, identifying market trends , market sales potential, industry drivers, performing acquisition analysis of both companies and product lines.
• Led the development of the new TDW website to increase customer online interaction. This resulted in proactive email campaign, marketing database, customer segmentation, and website optimization.
• Created and implemented the road mapping process, identified key technologies that propelled the new product development and strategic planning effort.

SWAGELOK COMPANY, Solon, Ohio 7/2002 – 10/2006
Products included Tube Fittings, ball valves, check valves, butterfly valves, automated valves, pressure regulators, manifold valves, tubing, and actuators sold into oil and gas market and alternative fuels market.

Director of Product and Market Development
Member of Operating Committee and manager of 20 geographically dispersed associates internationally.
• New product introductions were not achieving market penetration. Created Market Commercialization process that generated $20 million in incremental revenue on a worldwide basis.
• Oil and gas market looked to suppliers to increase technician efficiency. Led the strategic direction planning process, which resulted in the development of automated valve technology.
• Developed the product health analysis process that resolves declining sales and margins on core product lines, thereby extending their product life cycle and increasing profits by 10%.
Prioritized key account objectives by reviewing key account call reports and directing the sales engineer call planning process, resulting in 25% increase in sales close rate.

APPLIED INDUSTRIAL TECHNOLOGIES, Cleveland, Ohio 1/2000 - 6/2002
Products included air preparation, pneumatic cylinders, pneumatic valves, fluid connectors, hydraulic power units, hydraulic pumps, hydraulic valves, hydraulic motors and brakes, hydraulic filtration and
hydraulic cylinders sold into industrial machinery, paper, plastics, mobile equipment, food, electrical, oil and gas, steel mills, automotive and concrete markets.

Marketing and Sales Director, Fluid Power Division
Member of Executive Team and manager of 25 geographically-dispersed associates domestically.
• Created the division’s first all fluid power catalog, featuring 400 pages of both pneumatic and hydraulic components, and unique presentation of fluid power circuits with superimposed components photos. This initiative established the true market price for fluid power products for AIT.
• Catalog increased margins on featured components by 10%. Catalog increased fluid power sales by $5 million per year for its first three years of existence.
• Led the development of innovative sales sheets that focused on market segmentation principles. Increased sales in target markets by 25% and gross margin dollars by 19% over a one-year basis.
• Developed the pricing segmentation policy to gain maximum margin from fluid power products, thereby increasing margins 3% in 2 years.

EATON CORPORATION, Cleveland, Ohio 1/1997 – 1/2000
Products included pneumatic and hydraulic clutches and brakes sold into metal-working, can making, automotive, oil and gas market, pulp and paper markets.

Market Manager, Airflex Division
• Created the division’s first marketing plan for the metalworking market to segment the market for the sales force. Metalworking marketing plan increased sales 10% in one year.
• Negotiated 15% lower purchasing cost from Italian supplier. Determined that purchasing product pre-assembled instead of assembling in house was a cost savings.
• Focused sales force efforts by introducing market segmentation principles. Two new segments were introduced that offered new opportunities. This resulted in development of a new product to attack one segment and development of an aggressive sales plan to attack the other.

FOSECO Inc., Cleveland, Ohio 1/1990 – 1/1997
Products included degassing equipment and metal treatment station sold into aluminum foundry, aluminum cast house and automotive markets.

Product / Sales Manager
• Produced the company’s first aluminum industry marketing plan. Increased market share from 10% to 45% in 5 years. Increased quantity of consumable products sold on a yearly basis by 150%.
• Created a market presence for a new degassing equipment product line. Product had only been in existence one year prior to me joining the company. During my tenure, the product line was broadened 50% to reach new market segments.
• Grew new products sales from $25,000 to $5 million over a 7 year period.

Argo Tech Corp. / (formally TRW) 1/1985 – 1/1990
Major supplier of military grade nuclear components to support the nuclear Navy.

Project Leader/ Test Engineer
• Directed the activities of twenty technicians. Several tests were being conducted simultaneously therefore as many as 10 technicians could be under my direction at one time.
• Operationally ensured the timely shipment of nuclear control rod drive mechanisms to the nuclear navy by managing the quality review process, testing process and assembly process.
 Managed the assembly and testing of the division’s largest nuclear control rod drive (CRD) production items. On time shipment represented $30MM to the company on a yearly basis.

Timken Co. 1/1980 - 1/1985
International supplier of tapered roller bearings to automotive and industrial markets.
Test Engineer

 Became bearing life test expert and directed the activities of test technicians. Conducted approximately 30 different life tests and work with retiring expert to gain reputation.
 Wrote FORTRAN software programs to conduct data analysis. The data analysis consisted of varies regression analysis and curve fitting methods.
 Presented test findings to automotive customers and company sales personnel. As part of the sales presentation to large automotive customers, bearing life test data were presented to customers.

3. Education & Training - CV/Resume Part 3 [Mandatory]

Master of Business Administration, 1990
Baldwin Wallace College, Cleveland, Ohio

Bachelor of Mechanical Engineering, 1981
Cleveland State University, Cleveland, Ohio

4. Computer Skills - CV/Resume Part 4 [Mandatory]
Experience in MS Office products and CRM programs
5. Other Skills - CV/Resume Part 5 [Optional]
6. Additional Information - CV/Resume Part 6 [Optional]


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Executive Sales & Marketing, Eaton, Foseco, Applied Industrial Technologies, Swagelok and TD William
CV/Resume ID no.: 96705

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