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Key Account Manager/Sales Manager Resume Example

Resume Score: 80%

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SCOTT J.
ZOLOTSKY
  • https://www.linkedin.com/in/scott-zolotsky-8760abb/
Professional Summary

Dynamic Commerical Leader with 25+ years' global experience and a strong technical background playing a vital role in the development, management, growth and retention of key accounts in the Cement and Mining Industry. Service-centric leader dedicated to fueling revenues, enhancing client experience and achieving top brand loyalty. Highly adept in performing within high-pressure and deadline-driven environments, driving full sales lifecycles with focus on large, complex projects.

Skills
  • Budgets
  • Marketing
  • Timeline management
  • Advanced problem solving
  • Project estimation and bidding
  • Team development
  • Goal Setting
  • Coaching and mentoring
  • Review of contracts
  • Sales presentations
  • Business development and planning
Education
Alfred UniversityAlfred, NYB.S: Ceramic Engineering, MathematicsMagna Cum Laude, GPA: 3.7/4.0, GPA: 4.0/4.0, Henley Business School FLSmidth Global Talent Programme Miller Heiman Conceptual Selling and Strategic Selling Iacocca Institute, Lehigh University Finance and Accounting for the Non-Financial Professional
Work History
FLSmidth Inc- Key Account Manager/Sales Manager
Bethlehem, PA10/2000 - 04/2003
  • Exceeded sales budget for capital equipment projects up to $10 million for existing cement plants to increase their capacity and efficiency.
  • Ensure that equipment/process proposed meets with customer's requirements and satisfaction.
  • Develop motivational sales presentations and provide input to company ads, brochures, and publications.
  • Manage district sales offices and sales engineers.
  • Develop sales forecasts and budgets.
  • Negotiate mutually acceptable sales contracts with clients.
Fuller Company- Sales Engineer
Bethlehem, PA06/1997 - 10/2000
  • Exceeded sales budget for capital equipment projects up to $10 million for existing cement plants to increase their capacity and efficiency.
  • Ensure that equipment/process proposed meets with customer's requirements and satisfaction.
  • Develop customized, motivational sales presentations and provide input to company ads, brochures, and publications.
  • Write and present technical papers at cement industry conferences (IEEE).
  • Organized and set-up marketing displays at industry conferences.
  • Prospect for and initiate contacts with potential customers, assess needs, develop and maintain business relationships.
FLSmidth Inc- General Manager Sales
Bethlehem, PA06/2005 - 05/2020
  • Developed and strengthened high-performance sales team turning over $[Amount] per quarter.
  • Managed newly-formed Holding Department which oversaw account sales, marketing, insurance and credit sales, rental, and towing, and customer satisfaction.
  • Applied established sales techniques and persuasive communication skills to meet personal sales objectives.
  • Coached [Number] sales associates in product specifications, sales incentives and selling techniques, increasing customer satisfaction ratings [Number]%.
  • Maintained extensive knowledge of company products and services.
  • Motivated team members to meet and exceed objectives by setting goals, tracking performance on daily basis and implementing improvement strategies.
  • Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
  • Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
  • Managed revenue models, process flows, operations support and customer engagement strategies.
  • Accomplished sales goals and boosted revenue by $[Number] through product knowledge and customer relationship management.
  • Initiated new sales and marketing plans for product roll-outs, including developing sales, distribution and media strategy.
  • Led solution selling strategy initiatives to maximize sales of [Product or Service].
  • Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Reduced costs [Number]% through client and distributor price negotiations.
  • Maintained up-to-date knowledge of competitor products and pricing in market served.
  • Developed compelling presentation decks to gain approval for ideas and communicate results.
  • Liaised with customers, management and sales team to better understand customer needs and recommend appropriate solutions.
  • Liaised with sales, marketing and management teams to develop solutions and accomplish shared objectives.
  • Developed and executed sales presentations as well as both internal and external product training workshops.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Prepared sales presentations for clients showing success and credibility of [Type] products.
  • Maintained up-to-date knowledge of [Product] and performed competitor analysis.
  • Held one-on-one meetings with [Job Title]s to identify selling hurdles and offered insight, including [Area of expertise] into how best to remedy such issues.
FLSmidth A/S- Project Manager
Copenhagen, Denmark05/2003 - 01/2004

· Part of a team to manage a greenfield project consisting of 2 x 5,000 ton/day cement production lines in Nigeria with a total order value of $170 million

· Directed and coordinated the engineering departments to meet the project time schedule

· Acted as a liaison between the Danish and American project centers

· Maintained the project Oracle database to ensure correctness

  • Maintained tactical control of project budgets and timelines to keep teams on-task and achieve schedule targets.
Accomplishments
  • Highly organized and driven technical sales leader with broad international (Asia, Europe, South America) and domestic experience selling to all levels of complex organizations.
  • Proven ability to strategically manage the sales process and teams to achieve successful order intake utilizing well-developed sales, negotiation, presentation, project management and leadership qualities.
  • Areas of expertise include: Key Account Management Cement/Mining Industry Ability to Adapt Globally Business Development EPC Project Development Public Speaking & Presentations Negotiation / Contracts Advanced Sales Training (Miller-Heiman) Project Management Cross Functional Team Building Video Conferencing/CRM/Oracle Value Propositions & USP Work General Manager - Sales: Experience: FLSmidth Inc., Bethlehem, PA (27 years, 10 months +).
  • Responsible for major project sales of cement manufacturing equipment in excess of $50 million/project.
  • Maintain/develop customer relations and translate the customer's needs within the organization.
  • Manage project team for successful completion of sales process/plan.
  • Lead contract negotiations and perform risk assessments of projects.
  • Develop, refine and present the Value Proposition for products and services.
  • Assist marketing department with analytics, campaigns and business intelligence.
  • Lead cross-functional team to expand emissions control business and report monthly to executive management.
  • Supervise, assist and mentor Sales Managers and Sales Engineers.
  • Act as Sales Department representative for LEAN Management initiatives.
  • Super-user for Microsoft CRM (Customer Relationship Management) software.
  • IEEE Cement Industry Conference (CIC) member and Local Organizing Committee participant Project Manager: FLSmidth A/S, Copenhagen, Denmark.
  • Solely managed the project execution including the sale, engineering, manufacturing, delivery and start-up phases up to project values of $2 million.
  • Trained department personnel on Atlas Oracle database.
  • Presented cross-functional and cross-cultural information and analysis Sales Manager: FLSmidth A/S, Copenhagen, Denmark.
  • Proposed and managed worldwide cement plant capital projects with values up to $70 million.
  • Acted as a liaison between the Danish and American sales departments.
  • Trained sales department personnel on Atlas Oracle database.
  • Developed consolidation system for worldwide organization of project sales information Project Manager: FLSmidth A/S, Copenhagen, Denmark.
  • Part of a team to manage a greenfield project consisting of 2x5,000 ton/day cement production lines in Nigeria with a total order value of $170 million.
  • Directed and coordinated the engineering departments to meet the project time schedule.
  • Acted as a liaison between the Danish and American project centers.
  • Maintained the project Oracle database to ensure correctness.
Affiliations

IEEE

IAS

PCA

Keramos

Phi Kappa Phi

Tau Beta Pi

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Resume Overview

Companies Worked For:

  • FLSmidth Inc
  • Fuller Company
  • FLSmidth A/S

School Attended

  • Alfred University

Job Titles Held:

  • Key Account Manager/Sales Manager
  • Sales Engineer
  • General Manager Sales
  • Project Manager

Degrees

  • B.S : Ceramic Engineering, Mathematics

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