Experienced Technical Sales Engineer with 20+ years of success in supporting chemical, pharmaceutical, municipal and oil & gas industries with focus in pre-sale engineering and design. Possess deep technical acumen along with excellent communication and negotiation skills to close deals and drive sales achievements. Known for ability to support customers as technical and commercial advocate throughout entire sales process.
Project management – Technical consulting and support – Analytical problem solver – Solution selling – Contract review and recommendation – Relationship development – Pre/After-sales support – Problem resolution – Process improvement – Project estimation and bidding – Direct consultative sales approach – Microsoft office
Technical Inside Sales Manager04/2006 to 06/2020 Rotork Controls, Inc – Rochester, NY
Presented process solutions to diverse audiences, applying consultative sales techniques to secure new contracts.
Won projects nationally and internationally in range of $500k to $20M.
Attained sales goals increases of (30%) annually in first eight years of employment with implementation of diverse sales tools, recruitment and strategies.
Introduced and managed custom engineered solutions boosting revenue by $3M annually.
Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
On time quotation and delivery cycle improved to (3 - 8) % annually.
Prepared pricing, discount and commission strategies for current customers, representatives and distributors to enhance sales and increase profitability.
Aftermarket profit increased to +45% and OEM to +18% over target.
Liaised with customers, management and sales team to better understand customer process needs and recommend best suitable commercial and engineered solutions.
Managed projects from RFQ to delivery with improved avg 6% hit ratio.
Led solution selling and technical strategy initiatives to maximize sales of fluid systems products division.
Secured largest project in company history $20M.
Managed and trained six internal sales engineers directly and over fifty sales engineers indirectly (Americas) by coaching on effective sales techniques, product knowledge and monitoring performance.
Collaborated with internal, external teams and suppliers to evaluate customer process requirements.
Product Manager03/2002 to 07/2005 Pfaudler, Inc – Rochester, NY
Conceptualized and deployed enhanced product features in sealing material, mixing technologies, thermal efficiency service restoration and optimized implementation for use in marketing strategies generating 5M+ in sales.
Collaborated with sales, service, marketing and support teams to launch on time products and service within budget and profit targets.
Liaised with clients to develop deep understanding of process and business current requirement needs.
Spearheaded collaborative efforts between GE Water Technology and Pfaudler service department to bring new service to market.
Optitherm service generated (3 - 5)M in sales.
Managed benchmarks testing, analytical instruments product demonstrations and testimonials for performance evaluation.
Customer Service Manager11/1997 to 03/2002 Pfaudler, Inc – Rochester, NY
Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
Exceeded profit target (18 - 32)% annually.
Negotiated and closed long-term agreements with new clients generating $2M+ in new contracts.
Compiled product, market and customer data to forecast accurate sales and profit projections.
Managed after-market team of 13 sales representatives including 04 engineers in product development, design and sales activities with budget of $30M.
Represented company and promoted products at conferences and trade shows.
Technical Sales Engineer11/1994 to 11/1997 Pfaudler, Inc – Rochester, NY
Contributes to sales engineering effectiveness by identifying new opportunities and recommending engineered solutions.
Sold first Nutsche filter system worth $750K+.
Prepared cost estimates by studying customer documents and consulting with process managers.
Won first glass-lined packed column system $500K.
Provided technical troubleshooting and problem solving for clients with installed reactor mixing technology engineered systems issues.
Attended trade shows and seminars to promote products and learn about industry developments.
Managed company instrumentation product with Johnson Yokogawa supporting Reiner pH probe sales of $1M.
Bachelor of Science: Chemical EngineeringSUNY At Buffalo-
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Companies Worked For:
Rotork Controls, Inc
SUNY At Buffalo
Job Titles Held:
Technical Inside Sales Manager
Customer Service Manager
Technical Sales Engineer
Bachelor of Science : Chemical Engineering
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