Experience Delivering Over-Quota Performance & Leading Organizations to New Levels of Growth

Sales and Business Development | Business Growth | Profitability | International Business Execution | Account Development | High-Impact Leadership | Team Building, Leadership and Coaching | Operations Management | Budget Preparation and Management | C-Level Relationships | Awareness Implementation | Strategic Partnerships-Alliances | Highly Motivated |

EDUCATION

·   University of Louisville, Louisville, Kentucky

·   University of Mississippi, Oxford, Mississippi

·   Major – BS Electrical Engineering – Completed May, 1992

•                                                        Minor - Math and Physics

PROFESSIONAL EXPERIENCE

Vice President of Sales & Business Development                                                                      2010 - Present

Jacobs Automation, Erlanger KY

Startup Company. Served as a leader in building a sales and engineering team to develop new business and strategic partnerships in parallel of a launching a startup with a new disruptive technology for the machine automation industry domestically and internationally.  Developed new branding, all marketing and business development initiatives to expand brand awareness, sales plans, growth to end-users, B-to-B, automation, and manufacturing industries.  Sales growth of more than 300% per year. Industries included: Consumer Products, Automotive, Food & Beverage, Semi-Conductor, Electronics, Packaging OEMs, Bottling OEM, Machine OEMs, and System Integrators.

·                Sales Management, Engineering, Capital Equipment, System Integration, Assembly Automation

·                Industrial Automation, Consulting, Executive Relationship Management

·                Annual Sales Plans & Strategy, Conceptual Sales, Multi-Million Dollar Orders

·                Expense Management, Annual Operation Budget

·                Develop Pricing Strategies and Sales Incentive Program

·             C-Level engagement and relationships

·                Information Management

·                Implementation of CRM

·                Brand Development

Vice President of Engineering Sales and Business Development                                          2005 – 2010

Bodine Assembly, Test and Software Systems, Bridgeport, CT                                                       

Engineering Sales and marketing development, to increased operational growth of Assembly Automation Equipment / System Integration, Contract Manufacturing and Automation Manufacturing solutions within the Medical, Automotive, and Consumer Industries.

·               Sales and Business Development, B-to-B, C-Level Relationships

·                Sales Management, Engineering, System Integration, Assembly Automation

·                Conceptual Sales, Capital Equipment, SaaS

·                Industrial Automation, Consulting, Executive Relationship Management 

Engineering Sales Manager                                                                                                  2000 - 2005

Wright Industries, Inc., Nashville, TN and Manchester, England                           

Developed and implemented national, international and regional sales and business plans to increase revenue growth for Automated Assembly Machines, Process Engineering, Tooling, Build-to-Print, Nuclear Systems Automation, Telecomm Equipment, Life Science Automation, for System & Software Divisions. 

·                Project Management

·                Project Scheduling, Primavera

·                Sales and Sales Management

·                Marketing & Sales Expansion Initiatives

·               Conceptual Sales, Capital Equipment

Sales Manager/Engineer Project Manager                                                                                    1995 - 2000

Seiko Instruments USA/Epson – Factory Automation Group, Torrance CA

Trained and direct a team of Sales Representatives and 2 direct Sales Persons.  Initiated and completed efforts to restructure product marketing documentation.  Lead project management of new product to market campaigns.

·                Project Management

·                Scheduling, MS Project & Primavera

·                Engineering Design, Control Systems I&C

·                System Integration

Project Engineering Manager, Electrical Engineer                                                                      1992 - 1995

Pfeiffer Engineering, Louisville, KY

Project Manager, managed multidiscipline of engineers with 4 direct reports, the development of engineering plans/designs for new programs & processes for chemical manufacturing sites, and customer relations and communication.

·               Planning and Scheduling – Initiated new project management using Gnatt timelines to visually see critical design/implementation dates to communicate effectively the progress of a given project. MS Project and Primavera.

·               Software -   VB+, C++, SQL, Allen Bradley PLC, Siemens PLC, HMI Software, MS Project, Primavera.

·               Instrumentation and Controls

References Available Upon Request

EXPERIENCE OVERVIEW

Areas of Expertise

·               Sales Growth | Business Development | Pipeline Management

·               Global Business

·               Consulting, Conceptual Selling

·               Concept and Implementation/Execution

·               Analysis of Market and competition

·               Large Conceptual Solution(s) Selling

·               Improve P/L in Manufacturing

·               EVM - Earned Value Management

·               Leadership and Team Building

·               Out of the Box Visualizations and Execution

Sales and Management

·               Provide overall strategic direction and lead the execution of the strategic initiatives.

·               Lead the development and implementation of new sales growth strategies.

·               Lead the creation and maintenance of strategic business plans and budgets.

·               Meet budgeted profit goals.

·               Own and manage sales, margin and operating profit to meet targets; including, quotations, pricing, deliveries, terms.

·               Build working bounding sales and engineering teams to execute product and sales goals.

·               Improve inventory turns and customer service.

·               Initiate capital expenditure requests.

·               Approve human resource policies including all employee reviews, new hires, and terminations.

·               Insure production of quality products.

·               Own, manage, effect and optimize business processes.

·               Execute scheduled forecasting and be accountable for achieving forecasted numbers.

·               Overall operational performance.

·               Increase customer base and add to existing customer profitability.

·               Identify, design, develop and implement market-driven strategies to achieve revenue goals and the company’s mission.

·               Look beyond what is normal to increase market share.

·               Oversee marketing programs and partner channels that increase the company's revenues and mid-market customer base and expand existing channels.

·               Identify potential strategic partners, alliances and relationships to expand core product lines or bring new product lines to the organization.

·               Promote a customer-oriented focus and advocate consultative customer relationships.

·               Develop and maintain high-profile external relationships within customer constituents, professional organizations, etc. (public relations presence).

·               Act as primary contact for internal and external constituents.

Operation Management

·               Seasoned professional, with outstanding project planning, execution, monitoring and resource balancing skills with ability to support multiple simultaneous projects in a matrix organizational structure.

·               Oversee financial budgets and maintain P/L.

·               Define short & long term commercial plan(s).

·               Producing analysis of market environment and competition.

·               Excel at communicating with stakeholders to provide accurate reporting and information regarding the ongoing projects and initiatives.

·               Experienced in coordinating, negotiating and motivating outside vendors and off-shore resources in support of time line and IT project deliverables.

·               Effectively training, motivating and mentoring onsite and offshore junior managers, engineers, developers and technicians.

Planning/Scheduling

·               Provided an initial assessment of resources necessary to monitor the various projects.

·               Developed protocol procedures that identified systematic issues of importance.

·               Hired and trained support personnel, sufficient to coordinate daily activity.

·               Developed Gantt charts corresponding with Earned Value Analysis.

·               Provided separate charts on all projects:  charting mechanisms, value analysis, progress pictures and delays, incident reports, change orders, etc.

·               Developed CAD technical applications, incorporating 3D models of the project(s) status to allow for a visual illustration to commercial & government agencies, affording them the opportunity to track the project visually, as well as on paper.

·               Developed a standard application approach for identifying constraints that “triggered” delays.

·               Develop a training program to teach a standardized application in project planning and “mapping” techniques, incorporating Gantt chart and earned value analysis fundamentals.

·               Managed multiple design build projects, simultaneously.

·               Implemented vendor “vetting” pricing. Developing a cost means portfolio for prices relating to materials.

·               Developed “phase” in application charting, depicting progress, constraints, delays, predecessor(s) and successor(s).

Skills and Abilities

·               Proven leadership skills as an Executive in Management, Sales, Business Development with a complex professional and highly technical industry, such as manufacturing, automated assembly / systems.

·               Demonstrated track record of building business.

·               Proven and verifiable history of increasing revenues to meet benchmarks and company goals.

·               Strong communication and negotiation skills.

·               Keen interpersonal and customer relationship skill.

·               Proven plans to think outside of the box to create a new vision for opportunity and business growth.