231.348.5435 (h) Earl Raynal, Jr. 231.622.8600 (m)
Petoskey, MI Sales Executive
SUMMARY STATEMENT
Visionary. Creative, energetic and goal/results oriented Industrial Systems
Sales and Management Executive with 26 years in Sales/Marketing/ Customer Service
Management. Possesses highest standards and expectations. Proven P&L and
Sales/Marketing management skills for staff of 16+. Built loyal, high achieving
sales and marketing team to gain North American market dominance in specialized
material handling product line. Interpersonal skills to build/maintain rapport
from C-Level to Maintenance. Track record for identifying new markets and
industry re-defining products, leading management through new product launch,
selling numerous industry firsts . Throughout career, continuously improved
sales processes through collaborative sales team and management input, and
introduction of new technology. Thrives in face-to-face time with the client and
sales team.
AREAS OF EXPERTISE
* Build, hire, train high achieving sales and marketing team * Client and
co-worker collaboration * Collateral sales material generation, organization,
electronic access * Consultative selling in long sales cycle * Continuous
improvement and 5S/lean manufacturing * Global contract negotiation * New
market identification, new product development * Process definition *
Prospecting/Hunting/Cold Calling * ROI analysis * Sales channel management *
Strategic planning
PROFESSIONAL EXPERIENCE
======================================================
Egemin Automation, Holland MI - Vice President, Business Development
2007 - 2009
Leading North American Automatic Guided Vehicle System supplier for technology
and application innovation
Developed new business accounts in Automotive, Consumer Products, Food &
Beverage industries. Drove process improvement and website improvement
initiatives, supported trade shows. Managed company resources to effectively
respond to sales opportunities.
* Sold two new AGV systems in depressed market to first time clients, combined
value $1.2MM. Teamed with robotic integrator to supply industry first clamp type
AGV system servicing robotic unitizing cells
* Increased sales pipeline across multiple industries from $1.5MM to $25MM
* Introduced company to Salesgenie and Hoovers to identify target markets,
locate new prospect contacts. Set up 50+ new accounts and added hundreds of new
prospects to existing contact database.
* Led Sales Team to roll out Salesforce Customer Relationship Management (CRM)
software, guided CRM database normalization for 1500+ client records
* Introduced company to on-line Skype meetings, reduced travel and meeting
expenses by at least 10%
======================================================
Jervis B. Webb Company, Farmington Hills, MI 1981 - 2007
Worldwide leader in Material Handling Systems
Business Development Specialist, Harbor Springs, MI 2006 * 2007
Cultivated Automated Material Handling System (AMHS) clients for AGV, Automatic
Storage and Retrieval Systems, roller conveyor, and Warehouse Management Systems
including system upgrades and changes within manufacturing and supply chain
applications.
* Sold $1MM+ in AMHS upgrades and expansions, eliminated backlog in Customer
Service quote work
* Led implementation of Salesforce Customer Relationship Management (CRM)
on-line software to provide aggregate sales opportunities, significantly
improving company value prior to purchase by new owner
* Implemented 5S to streamline proposal generation, reduced time to write
proposals by 50%
* Designed, presented materials to clients and management to illustrate
benefits of Automated Truck Loading and SmartCarts, grew quoting activity for
these new products from 25% to 75% of total estimating workload
National Sales Manager, Farmington Hills, MI 2003 * 2004
Directed operations for staff of 16 Sales/Marketing/Support personnel with P&L
responsibility, launched two market re-defining products, held highly compensated
employee classification during company downsizing.
Signed up and directed training of first 12 SmartCart distributors, led to
$500,000 first year product sales.
* Organized and cross trained multi-divisional sales team to form single
streamlined Webb sales team
* Collaborated with sales team to; select new target markets, qualify clients,
determine project concepts and feasibility, perform ROI analysis, define closing
strategies, present proposals to clients
* Established sales and marketing budget, and targets for sales team based on
company business plan
* Rewrote 20+ year old sales commission program, satisfying salespeople as
well as financial managers
* Reduced floor space requirements 25% for office space while improving
interdepartmental communications
* Introduced use of, and created sales processes for Webex meetings to reduce
corporate travel expenses, reduced travel expenses by at least 10%
Sales & Customer Service Manager, Harbor Springs, MI 1994 * 2003
Managed staff of 12 Sales, Support, Marketing personnel including
hire/fire/training/review, and P&L responsibility for multiple product lines -
Automatic Guided Vehicle Systems (AGVS), Heavy Duty Roller Conveyor and Sheet
Metal Enclosures (SME). Collaborated with Customer Service, Marketing,
Engineering, Accounting, Manufacturing and Senior Management to define and manage
company 's 3 and 5 year strategic plan for Sales, Marketing and Customer
Service. Defined plan and message for tradeshows. Responsible for website message
and presence. Defined, then provided regular senior management reports for Sales,
Marketing and Customer Service performance.
* Increased division sales from $11MM to $30MM annual sales, approximately
$200MM in cumulative sales
* Improved gross margin by nearly 50% on booked sales during same period
through improved value proposition, improved requirements definition, stronger
contract negotiations
* Defined proposal templates and complete sales processes for organization,
allowing staff to handle 33% more proposals and twice as many active inquiries
each.
* Defined and introduced multiple new products including; High Tonnage AGVs,
High Speed Transfer Cars, Automatic Truck Loading AGVs, SmartCarts, and Automatic
Battery Exchange Carts. Grew high tonnage AGV market from $0 to $50MM+ cumulative
sales over ten year period.
* Led SmartCart product development team in design for manufacturability and
lean manufacturing exercises to successfully reduce cost, simplify maintenance,
and reduce product lead time.
* Established performance standards for sales staff; sales volume, quoting
activity, travel and face time with clients, travel budget. Made changes to staff
until performance standards were met or exceeded.
* Created business case convincing management to accept product development
contract for OEM supply of specialty guidance package which became an industry
preferred design and led to additional $20MM+ sales.
* Defined results-based employee evaluation process, used it to provide clear
employee expectations. Was able to document sales performance deficiencies for
two sales people and constructively lead them to alternate employment.
* Created company 's first Customer Satisfaction measurement and follow-up
system, used data to justify re-tooling Customer Service department, in turn
eliminating customer complaints and service backlog, reducing part delivery from
6 weeks to less than 2. Increased parts sales 40% and profit by 50% over 4 year
period.
* Led re-write of all AGV, ASRS, Roller Conveyor and Sheet Metal Enclosures
(SME) marketing material for company 's first fully electronic catalogs and
on-line ordering system.
* Interacted regularly with unionized shop floor personnel, provided input to
COO regarding union contract negotiations, helped create employee
suggestion/reward system to build rapport, seek valuable input to improve product
quality and total customer satisfaction.
* Led ISO 9001 Certification process for Sales Department, with minimal impact
to existing processes
Field Sales, Farmington Hills, MI 1983 - 1994
Account Development and Sales for Automated Material Handling Systems (AMHS) in
diverse range of Manufacturing, Warehousing and Distribution applications and
industries
* Consistently led total AGV market in yearly bookings, company sales and
gross margin for completed projects
* Regularly won contracts at above company and industry average pricing based
on thoroughness and quality of proposal work and trustful relationship with the
client
* Concepted, sold $50+ million of AGV, Heavy Duty Roller Conveyor and ASRS
projects
* Developed numerous innovative and industry leading AGV and AMHS application
solutions
* Authored/maintained key supplier partnership agreement for high tonnage AGV
market
* Provided strategic input on new product designs, market selection, internal
technology selection to guide company decision making, regularly introduced new
technology increase sales productivity
Relocated to Petoskey, Michigan when promoted to Sales Manager
Sales Support, Farmington Hills, MI 1981- 1983
Supported Webb Regional/Division/Subsidiary salespeople to concept and propose
Automated Material Handling systems including AGVS, ASRS, Roller Conveyor and
Factory Automation/WMS Software. Authored and contributed to material handling
and distribution studies in numerous markets.
* Developed Fortran based AS/RS simulation program for Webb 's ASRS product
line which was used for nearly 20 years by ASRS application engineering
* Provided AS/RS, AGV and Conveyor concept development, Return on Investment
analysis
======================================================
Petoskey Construction Group Ltd., Petoskey MI * President 2005 - 2006
Started up and operated own profitable residential constr |
