Sales Engineer Resume Example
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SALES ENGINEER
Summary
Automation engineer with over 25 years of experience in engineering, sales, channel management, marketing and I.T. with companies ranging in size from start-up to Fortune 50.
Skills
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Experience
02/2016 to Current
Sales EngineerWest Asset Management, Inc. － Trenton , NJ
- Establish and grow the presence of Heraeus Noblelight industrial infrared heating systems in diverse manufacturing markets across North America.
02/2008 to 02/2016
Technical DirectorAmerican Public Media － Pasadena , CA
- Manage the Instrument Top Sample Prep (ITSP) product line - a patented technology for automated solid phase extraction and filtration in sample preparation methods for chromatography.
- Develop applications and train global channel partners to sell and implement ITSP solutions on CTC Analytics PAL System robotic autosamplers.
- Monitored market conditions, product innovations and competitor activity, and adjusted account sales approach to address latest market developments.
- Acquired new customers through direct and indirect sales channels.
- Onboard new customers with installation, training, and programming support for ITSP method development and optimization.
- Consistently grew the business across the Americas, Europe, and Asia Pacific while the product line was a division of MicroLiter Analytical Supplies, Inc. to a level where it was spun off into its own company and I was promoted to Technical Director of the newly formed (2013) ITSP Solutions, Inc.
- Negotiated supplier and automation channel partner contracts to maximize margins and ensure consistent business flow.
- Drove sales and marketing to a level of success in direct and indirect sales and in trade shows and industry literature such that now the most prevalent robotic autosampler manufacturer in the industry has introduced their next-generation product line with embedded ITSP-enabled applications globally.
- In addition, all major analytical instrument companies in the analytical market are now at some stage of developing and marketing ITSP solutions.
02/2004 to 02/2008
Owner/OperatorLineage Logistics － Breinigsville , PA
- Owned and operated an independent insurance agency.
- Implemented multiple channels of prospecting.
- Developed and maintained clients through cross-selling several different lines of coverage.
- Negotiated contracts with major carriers in life, health, long-term care, disability, and annuities.
- Sold over 1,000 health, life, Medicare, long-term care, and annuity insurance policies in 4 years.
- Promoted 6 times reaching Sales Director level during a 1-year contract with a national agency of 450 producers.
- In that period attained responsibility for managing 2 first-level managers and 12 producers, several of whom were personally recruited.
- Recognized at annual convention as a "Top 10" producer nationally.
- While developing hundreds of personal clients in 4 years maintained 90% client retention rate by providing excellent customer service thereby creating many opportunities for cross-selling additional products and services.
02/1988 to 02/2004
Sales EngineerWest Asset Management, Inc. － Westlake Village , CA
- Sales and Marketing - carried and met both individual and group quotas at local, state, regional, and national levels.
- Developed and implemented sales and marketing strategies for breaking into new markets and accounts.
- Supported marketing groups and trained national sales force, management, distributors, OEMs, and customers on selling and using Honeywell solutions throughout North America.
- Provided sales support, technical support, and training to both direct and indirect sales channels for all Honeywell Measurement and Control product lines across North America ($100,000,000 business unit).
- Implemented and managed multiple global websites and salesforce automation applications for Honeywell field sales force and channel partner companies.
- Held various regional, national, and global roles as Account Manager, IT Lead, Field Instrument Specialist, Control Products Consultant, and Industry Marketing Specialist.
- 9 out of 10 years member of "100% Club" in corporate B2B sales.
- Developed marketing programs for and then executed successful sales pursuits of new technologies and applications in new accounts in new vertical markets.
- Published application papers in several vertical markets; published several articles and papers on advanced control technologies.
- Industrial Markets Served:
- Food & Beverage/Consumer Goods - The Coca-Cola Company, The Keebler Company, Flowers, Proctor & Gamble.
- Pulp & Paper - Weyerhaeuser, Georgia Pacific, International Paper.
- Energy/Utilities/Petrochemical - Florida Power & Light, Shell, Amoco, Atlanta Water Works, The Southern Companies, Atlanta Gas.
- Textiles - Shaw Industries, Milliken.
- Pharmaceutical - Johnson & Johnson Industrial Process Control and Sensing Products Supported:.
- Control Systems - discrete and multi-loop controls, PLC's, DCS's, process recorders, advanced control systems, data acquisition systems.
- Field Instruments - pressure transmitters, temperature transmitters, mass flow meters, magnetic flow meters, color transmitters, moisture sensors, analytical instruments (pH, purity, conductivity).
- Field Networks - Foundation Fieldbus, Honeywell DE, Rosemount HART.
02/1985 to 02/1988
Engineering ManagerEaton Corporation － Dacono , CO
- Sales, design, construction, installation, and startup of industrial control systems; customer training and support; design, installation, and management of in-house local area network and computer system; training and management of engineering staff Supervised design, manufacturing, and installation of control systems for six bottling lines for a major oil company, each complete line valued over a quarter million dollars.
- Designed and supervised manufacturing and installation of networked control system ($140,000) for batch control of a chemical reactor in a major pharmaceutical company.
Education and Training
B.E.E: Computer Engineering psychology and communicationsThe Georgia Institute of Technology － City, State, USA
Computer Engineering, Psychology and Communications
Activities and Honors
, Marketing, Telemarketing, Telephone Skills, Time Management, Recruiting, Sales Management, Ethics, Senior Market Advisor, . . .
*Financial training - Balance sheet analysis; Mortgage origination; Equipment leasing; Georgia licensing for Life, Health, Annuity, Property and Casualty, Certified Medicare Specialist, Corporate Financial Consulting, Personal Financial Consulting, Financial Needs Analysis, Financial Practice Development
*Six Sigma certified in optimization of business processes (DMAIC) - Green Belt
*Past member of ISA and current member of IEEE and ASMS
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Skills
a level, agency, automation, B2B, brochures, color, Consultant, contracts, CTC, client, clients, excellent customer service, customer service, data acquisition, insurance, local area network, long-term care, Director, managing, marketing strategies, marketing, market, Works, Networks, next, oil, optimization, PAL, PLC, policies, presentations, Process Control, producer, programming, Project management, public speaking, robotic, selling, Sales, sales support, sample preparation, seminars, Shell, technical support, Technical writing, trade shows, training manuals, Utilities, websites, articles
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Resume Overview
School Attended
- The Georgia Institute of Technology
Job Titles Held:
- Sales Engineer
- Technical Director
- Owner/Operator
- Engineering Manager
Degrees
- B.E.E : Computer Engineering psychology and communications
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