I met Howard R Elliot, CEO of RS Technologies Inc. in 2012 during an Air Force Commissioning ceremony at Embry-Riddle Aeronautical University. He was impressed with my ability to supplement my income at Embry-Riddle and Guidance Helicopters via buying and selling high end Chronograph wrist watches. Howard offered me a job as the Southwest regional sales representative pending interviews and sales meetings with the supervision of Galen Fecht, RS Technical Director and Vern Ward, Central North American Sales Manager. Two weeks later RS received authorization from the board of directors to reopen the Southwest sales territory and offered me the position of Southwest Sales Representative. After only six months of supervised sales meetings and negotiations I was given complete autonomy to sell RS products in the Southwest. At the end of training I was finally given the opportunity to visit the RS manufacturing plant in Tilbury, Ontario, Canada to learn about the proprietary production processes. I knew the product had distinct advantages but I was able to leave the plant training with a sense of pride and responsibility for the people who developed and nurtured the product into the industry leading product it is today. Believing in what I was selling and owning a sense of responsibility to the workers helped solidify my sales process into a successful sales driving force. Soon after I was not just selling RS poles for pilot projects but negotiating and closing annual inventory sales to Southern California Edison, WESCO, San Diego Gas & Electric, OneSource Supply Solutions, Pacific Gas & Electric, and Arizona Public Service. Sending full truckloads of inventory to the customers was a great victory for everyone involved. On the surface it was simply economies of scale but the ancillary benefits were tremendous. Any other product comes in the size you order but with a pre-engineered product like an RS pole we created a flexible inventory that allowed for multiple approved size and strength options ranging from 35' to 60' using only two different module combinations. This revolutionary inventory system became a standard turnkey solution for emergency replacements for San Diego Gas & Electric. Most importantly it put the product in the hands of utility crews who wonder how they ever lived without such a reliable, easy to handle product. The installations became the best way to illustrate to the customer the extent to which I would go to help make the construction process as easy and pleasant as possible. I would arrive to the job early prepared with food, coffee, and helpful hints and insights to the product. I learned quickly that crews see the problems first with practical views before it becomes a project. When it comes to valuable information and tracking information, the crew insights became gold. This is how I learned to become a bridge of communication inside an organization. The most common communication deficits were between crew and engineers. They just don't like each other! The crews feel the engineers are arrogant, petty, and lack practical experience while the engineers complain the crews do not follow their instructions and falter when it comes to safety. I found that they appreciated my ability to be a mediator so they could avoid the petty office drama and productively move a project down the pipeline. However, I was the only salesman involved with the product which allowed us to spec the project where only an RS pole would meet all of the bid requirements no matter the competitor's price. This allowed the engineers to bypass bureaucracy and the purchasing department. After working a number of conferences around the United States it became clear the utility industry is extremely small. More often than not utility employees had spent close to 30 years in the same industry. The importance of trust and competency was tremendous. I believe the trust and proven projects were a direct result of a balance of product and industry competency matched with a versatile and reliable product serviced with the utmost professionalism. Helping a customer with project challenges quickly translated to sales and more effective communication with a customer. Once again solidifying my notion of trust being the most effective tool for conducting business and sales. Trust allows the majority of the customers focus to be on their creative facilities to find a working solution. Unfortunately the RS manufacturing facility only has 1 working line limiting the production process to one section at a time which doubled and tripled our lead time. The infrastructure set back resulted in losing almost all emergency replacement and time sensitive orders in response to fire season in the Southwest. With all of the major utilities inventory satisfied in the Southwest, sales came to an immediate halt as lead times only increased with every order. After more than a year of failing to meet order lead time requirements the production prices increased, cash flow became an issue, the decision to merge the Southwest territory became the only option. The transportation costs alone priced out the RS poles for smaller utilities and the large utilities now have automated inventories allowing a senior sales manager to assume the role with ease. Now I will transfer the experiences and lessons I learned with RS back to the aviation industry. While at Embry-Riddle Aeronautical University I majored in the Aerospace Studies Program with Minors in Helicopter Flight, Aviation Business, and Securities. I coupled my studies with high altitude helicopter flight training with Guidance Helicopters Inc. because flying is and always has been my passion. As a pilot you learn quickly that we do not learn to like flying, you're born with a passion for flight. The position of Customer Service Representative with MD Helicopters looks like a great entry point into an accomplished aviation company with a cult like customer following. I plan to grow and learn on the ground floor with MD as a foundation before becoming a field service representative with a long term goal of Aircraft Sales Manager.
Energetic work attitude
Strong organizational skills
Creative problem solver
Adaptive team player
Ability to close sales
Inventory control familiarity
Customer service expert
Interviewed clients via market research surveys to identify product issues and customer needs.
Computed Data Reports
Provided required weekly, monthly and quarterly reports listing sales figures and client track records.
Consistently generated additional revenue through skilled sales techniques.
Assisted in redesigning the company website
RS Production Plant Audits
Client plant audits
Customer Inventory Control
Managed and replenished customer inventories.
Helped customers develop bid requirements for optimal results
Sales Representative08/2012 to 03/2015RS Technologies IncTilbury, ON
Delivered high performance utility pole solutions to the S.W.
United States market.
Market penetration based upon educating utility providers as to the short & long term benefits of the RS composite utility pole for transmission and distribution structures.
Organized weekly sales reports for the sales department to track product success.Created new processes and systems for increasing customer service satisfaction.Developed highly empathetic client relationships and Computed accurate sales prices for purchase transactions.Generated sales and inventory reports in Excel with data from a variety of sources, maintaining a 100% accuracy rate. Created and manged RS Map of global installations.Managed quality communication, customer support and product representation for each client.Attended local, regional and national trade shows for product development training as defined by territory needs.Worked under strict deadlines and responded to service requests and emergency call-outs.Interacted with customers and retail buyers to follow-up on shipping statuses and expedited orders.Guaranteed positive customer experiences and resolved all customer complaints.Kept abreast of innovative industryGenerated leads for new sales through telephone and email contact with customers. technology.
Bachelor of Arts: Aerospace Studies2012Embry-Riddle Aeronautical UniversityLos Angeles, CA, US