SR. SALES ENGINEER SR. ACCOUNT / BUSINESS DEVELOPMENT MANAGER Electrical/Power Distribution Equipment and Electrical Testing Services
Profile Accomplished commercial/industrial sales and project management executive with
advanced knowledge of electrical testing and maintenance services, electrical distribution
and water/wastewater products.
Expert in growing and managing large territories, building long-term relationships, and
closing multimillion-dollar sales with Fortune 500 companies, national electrical
distributors/manufacturers, and municipalities.
Adept in communicating with electrical, mechanical, and civil engineers, with
outstanding project management skills for complex commercial/industrial installations.
Key Skills Consultative Selling Strategic Relationship Building
Pipeline Management Engineer Presentations
Territory & Account Management/Growth Project Management
Bids/Proposals/RFP-Responses Business & Channel Development
Distributor Partnerships/Support Tradeshow/Networking Management
Product Power & Electrical Distribution Systems Motor Control Centers
Expertise Electrical Control Panels & Switchgear Variable Frequency Drives
Submersible Water/Wastewater Pumps Advanced Metering/SCADA
Strong proposal writer
Consultative sales techniques
Legal implications knowledge
Analytical problem solver
06/2011 to Current
Senior Sales EngineerElectrical Reliability Services － Santa Fe Springs, CA
Recruited to overhaul under-producing California territory for sales of electrical testing
and maintenance services to Fortune 500 companies.
Hands-on project management with
engineers, including setting timelines, test scheduling, and other engineering services for
safety programs to meet state and federal guidelines.
In first 12 months, resurrected a territory that was underperforming by 31% ($1.1M
vs. 1.6M quota) to achieve $2.1M in revenue.
Developed relationships with COGEN facilities at NRG and WCAC (total 12 sites),
producing $2.5M in revenue since 2012.
Network extensively to rebuild faltering/failed relationships with Disneyland, AT&T,
Valero Oil Refinery, and California Resource Corporation to achieve revenue of $7M+,
to-date, with on-going annual maintenance contracts of $2M.
2016 Western Region Award: Highest Revenue, Engineering Services ($450K).
11/2007 to 02/2011
Sales EngineerBarney's Pumps, Inc. － Coral Springs, FL
Developed and managed relationships with municipalities, consulting engineers, and the
private sector for sales of pumps, pump controllers, SCADA, and variable frequency drives
for municipal water/wastewater treatment facilities.
Provide pump knowledge to
consulting engineers, recommend control panel components to ensure specification of
represented product lines meeting end-user needs, and delivered large group training on
submersible pumps in lift station startups.
Generated over $1M in sales within first twelve months of hire (exceeding projections
by 40%) and consistently increased sales by 10% annually in all ensuing years
despite recessionary economy, lack of industry contacts, and zero prior experience in
submersible pump sales.
Targeted and closed key win with coveted Miami-Dade County, locking out
Experience competitors on multiple countywide projects.
Cultivated enduring relationship to generate six-figures, year over year.
Built relationship with City of Ft. Lauderdale to generate recurring annual sales of $500K
to $600K+ in lift station and control panel components for three years in a row.
06/2006 to 10/2007
Senior Account ManagerSiemens Energy & Automation － Boca Raton, FL
Identified and developed relationships with electrical distributors, consulting engineers,
and electrical contractors to drive sales of power distribution equipment (e.g., switchgear,
panel/switch boards, transformers, busways, motor control centers).
relationships with consulting engineers for water/wastewater projects to specify Siemens'
power equipment in commercial and industrial applications.
Duties also included
substantial networking at tradeshows and management of product learning opportunities
for consulting engineers and electrical contractors.
Transformed dormant, single-county territory averaging less than $1.2M annually into
a multi-county powerhouse, with first-year revenue of $2.3M.
Converted numerous prospects from GE or Square D loyalty to solid, lasting Siemens
accounts, including $750K+ win with South Florida Water Management Authority.
Fueled impressive distributor channel development that included establishing
relationships with eight Palm Beach County branches of CES, Inc.
a national electrical
distributor) to begin sales of all Siemens' electrical distribution products (representing
estimated annual revenue of $700K).
05/1997 to 05/2006
Senior Sales EngineerSquare D Company / Schneider Electric － Miami, FL
08/1994 to 05/1997
Senior Application EngineerSquare D Company / Schneider Electric － Smyrna, TN
Advanced through a series of promotions, culminating in oversight of a two-state territory
and $5M account portfolio.
Sold power distribution equipment to wholesale distributors for
installation at high-profile projects, established/nurtured relationships with electrical
wholesalers to increase product sales and expand distribution channels, and provided
mentoring/guidance to four inside sales and support staff.
Orchestrated and managed
distributor-focused promotional activities to expand sales/market reach and led training on
company's pricing and customer service software programs.
Supported distributor channel to beat out Siemens and General Electric, winning
major projects such as Miami Port Authority ($750K), Miami International Airport
($5M), Ritz Carlton Biscayne Bay ($575K), Westin Diplomat Hotel/Ft. Lauderdale
($935K), and Nashville Arena ($700K).
Routinely exceeded $2M annual quota as senior sales engineer by as much as 150%,
generating per-annum sales ranging from $3M to $5M+.
Wrote winning bid and negotiated deal landing 100-location new construction project
with Office Depot, Inc.
and collaborated effectively with key wholesale/ contractor
partners to win $750K Miami Heat Arena account.
Distinguished as the sole Square D sales engineer to target a direct end-user account,
resulting in major win with sought-after Odebrecht Group (a global developer) that
generated more than $7M for employer over a five-year span.
As senior application engineer, negotiated $10M to $15M annually in PowerLogic
products, including SCADA systems, projects, and engineering services with clients
Set new record in winning 75% of all presentations.
Education and Training
Bachelor of Science: Electrical Engineering TechnologyWESTERN KENTUCKY UNIVERSITY － Bowling, KYElectrical Engineering Technology