Accomplished and results-driven sales professional offers 28 years of leadership and account management experience as an integral part of fast-paced sales teams. Strategic thinker and proactive problem solver with expertise in consultative/solution selling, territory management. Highly-motivated sales professional who ultivates multi-year, international and global recruiting solutions for existing, new and win-back customers while educating and guiding them through new product releases. Strong presenter and communicator with ability to build long term internal and external relationships. Builds and retains high performance teams by hiring, developing and motivating skilled professionals. Extensive international sales experience.
Strategic market planning
Global revenue and market expansion
Global sales channel recruiting and development
Customer acquisition and penetration
- Lead international business development initiative that increased market share by 20%, resulted in opening of 3 new offices and recipient of Pennsylvania Governor's Export Award.
- Secured, implemented and managed 4 new private label business contracts that delivered 10% new revenue to corporate bottom line.
- Created and implemented new customer focused programs: National accounts program, Academic collaboration program, On-site consignment
Restek CorporationMay 2006 to October 2016Director of Sales Bellefonte, PA
Responsible for directing and implementing the strategies for International Sales, Customer Service and Tech Service teams.
Served as member of Executive Leadership Team to develop and lead corporate strategy.
Served a member on Business Leadership Team responsible for meeting corporate goals and business metrics.
Collaborate with key stakeholders, such as Marketing, Operations and the New Products groups, to determine business objectives and the strategy for delivery.
Restek CorporationJanuary 2002 to May 2006US Sales and Distribution Manager Bellefonte, PA
Direct, oversaw, and implemented strategic revenue plans for 12 Domestic Sales Representatives and 4 Distribution channels.
Created and directed sales channel training and development programs.
Assisted all technical sales representatives in territory management and SMART goals for their territories.
Managed sales incentives and bonus plans for sales department.
Developed and implemented formal discount and pricing strategies for domestic customers, preferred supplier agreements, national corporate accounts agreements to ensure corporate sales growth.
Restek CorporationJanuary 2000 to May 2001GC Columns Product Marketing Manager Bellefonte, PA
Oversaw all product line communication to customers and distributors, including the development of catalog text, product flyers, features and benefits packets, advertisements, and product updates.
Facilitated 5 new product introductions with appropriate manufacturing and innovations teams and developed marketing campaigns accelerate new product sales.
Designed sales presentations and product demos to train sales force on product benefits and offerings.
Tracked sales and correlated to specific marketing activities to determine success of such activities.
Evaluated purchasing trends or market conditions and created marketing incentive programs.
Restek CorporationMarch 1998 to January 2000Corporate Accounts Manager Bellefonte, PA
Cultivation and maintenance of major key accounts.
Provided sales and technical support to Restek's outside field sales reps and product marketing managers
Restek CorporationFebruary 1995 to February 1998Technical Sales Representative Bellefonte, PA
Tripled sales of Restek products to analytical laboratories in the Eastern sales region.
Provided technical training to customers in sales territory through on-site visits and seminars.
Restek CorporationFebruary 1992 to February 1995Technical Marketing Chemist Bellefonte, PA
Managed Restek's Technical Service Program (coordinated phone coverage of technical service chemists, trained new and existing technical service personnel, established and maintained department budget, and identified new product or marketing opportunities from technical service call questions).
Supported Western Europe and Latin American distributor activities.
Wrote and edited technical articles for the Restek Advantage, bimonthly newsletter, technical bulletins, journal articles, press releases, and advertisements.
Restek CorporationFebruary 1988 to February 1992Applications Chemist Bellefonte, PA
GC Applications development - columns and accessories.
Analyzed and developed GC methods for customers.
Presented technical seminars and papers at trade shows and conferences.
Ruetgers-Nease Chemical CompanyFebruary 1986 to February 1988Quality Control Chemist State College, PA
Performed GC & LC analysis on raw, intermediate and final products.
The Pennsylvania State University2007MBA: Business
The Pennsylvania State University1986Bachelor of Science: BiochemistryMinor in Technical Writing
Technical Skills and Qualifications
Miller Heiman Large Account Management, SPIN Selling, Negotiation Training, Leading Teams with Impact (PSU), Professional Product Management (AMA), Leadership training for Managers (Dale Carnegie)