VICTOR P. MAGLIANO

10936 Kristiridge Drive	Cincinnati, Ohio 45252	 [Send email to request phone number] 85-4218
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ENGINEER / MANAGER – TECHNICAL SALES

Business Development / Account Management / Customer & Vendor Relationships
Direct & Indirect Channel Marketing / Recruiting & Staff Development
Consultative Solution Selling / Technical Sales / B2B

Created and implemented diverse sales and marketing campaigns driving growth for
a diversified portfolio of standard and custom engineered products and
manufacturing services. Seized critical opportunities to accelerate market
expansion, improving profits. Created high performance self-sustaining teams.
Changed sales and marketing cultures, integrating consultative sales techniques.


Key Skills: Revitalize, reposition, and refocus product lines to maximize growth
and competitive advantage in challenging markets. Excellent relationship building
skills and a proven track record of success in both sales and leadership
positions. Build and lead strong professional teams. Drive “Out of the box”
thinking.

BS, MECHANICAL ENGINEERING, UNIVERSITY OF CINCINNATI
 
CAREER HISTORY AND HIGHLIGHTS

VPM SALES & CONSULTING, Cincinnati, OH	              2004 to Present
(Multi-man manufacturers’ representative agency and consulting firm marketing a
diversified portfolio of capital equipment, custom engineered products and
services encompassing automation, fluid power, process equipment, custom gaging &
workholding, robotics,  product & machine design, special machines, and
associated production components of metals and plastics.)

Sales Engineer/Application Engineer

Direct product and service sales throughout Midwest.  New business development.
Territory and project management. Custom solution application engineering. Direct
sales force and sales channel partner recruitment.  Sales and product training
programs.  Collateral sales and marketing material development. 
• Increased Comark Corporation’s regional sales and profitability 15% in the
first year by implementing new value added reseller network.  Signed agreements
with various distributors throughout region to increase new business development
efforts for building automation, industrial automation, kiosk, digital signage,
and marine/military markets.  This pioneered program was used as a template for
similar networks throughout U.S. 
• Acquired $150K order for industrial computer workstations from major food
manufacturing plant.
• Pioneered over $300,000 in new sales within Midwest region for a manufacturer
of CNC automated plasma cutting machines within first 6 months of acquiring
product line.
• Boosted sales in new region from $0 to $1M in one year and continued 10%
growth annually for multi-regional processor of post-industrial plastic scrap. 
Company wanted to expand into a five-state Midwest region. Developed strategic
and tactical sale plan to capitalize on market conditions. Created new
collateral, increasing brand awareness. Diversified marketing avenues and
fostered long-term key accounts. 
• Acquired $250K order for robotics packaging application from food
manufacturing plant.

MICROPYRETICS HEATERS INTERNATIONAL, INC., Cincinnati, OH2001 to 2004
($2M Manufacturer of thermal processing equipment, advanced materials, and
associated automation controls.)

Sr. Technical Sales Engineer / Product Manager

Developed strategic partnerships for innovative manufacturer of thermal
processing solutions, advanced materials, and associated automation controls.
Created sales and marketing business plans, increasing sales channel
diversification. Managed up to 20 indirect sales employees. 
• Won initial $250K order of $2M-plus order after leading collaborative R&D
efforts for customized infrared emitter for MHI client. 
• Increased personal sales 10% and channel sales 15% driving total revenue from
$1M to $2.1M over 3 years.  

ADVANTECH AUTOMATION CORPORATION, Cincinnati, OH        1998 to 2001 
($300M manufacturer of PC-based industrial automation solutions encompassing
industrial computers, peripherals, data acquisition, control systems, and
software.)

Regional Sales Manager

Opened Midwest office, growing regional sales through direct and indirect
channels for this $300M manufacturer of PC based automation solutions. Created
extensive distributor network, expanding region. 
• Negotiated $5M 3-year contract with systems integrator to provide panel PCs
for major automotive Tier 1 supplier manufacturing upgrade.
• Increased sales performance each year from $1.7M in 1998 to $3.6M in 2001.

AVG INDUSTRIAL AUTOMATION, Cincinnati, OH                                       
               1994 to 1998
($9M manufacturer of programmable limit switches, resolvers, decoders, and
position / motion control solutions. Operator interface visualization hardware
and software)

Regional Sales Manager

Hired to oversee major account direct sales and increase distributor network for
$9M manufacturer of automation position control solutions. Improved B2B
relationships, strengthening sales and brand awareness. Provided innovative sales
and marketing strategies to expand market share. 
• Increased regional sales 10% annually to $1.75M through establishment and
cultivation of high-level accounts.

PAUL C. CRAMER COMPANY, Cincinnati,OH                                         
1986 to 1994
($34M multi-man manufacturing representative agency concentrating on mechanical,
electrical and hydraulic control systems and custom engineered production
components of rubber, plastic, and metal.)

Sales Engineer / Inside Sales Manager

Recruited to Field Sales Division with Engineering project responsibility for
this $34M technical sales & marketing firm, specializing in mechanical and
electrical control systems including instrumentation, controls, hydraulics, heat
transfer, and custom engineered production components of metals, plastics and
rubber. Provided field sales technical support and management. Led new business
development efforts. 
• Attained exclusive selling rights from major distributor, increasing single
product line sales 92% (from $500K to $960K) in two years.  
• Developed new sales initiatives, increasing inside sales 10% and overall
personal sales 20+% annually.  Combined sales increased from $2M to $5.6M over 8
years.  Consistent sales growth achieved through extensive pioneering efforts for
new principal’s products and continued market development for existing product
portfolio.

PARKER HANNIFIN CORPORATION, Cincinnati,OH                                      
     1980 to 1986
(Leading manufacturer of hydraulic and pneumatic components.)

Regional Sales Manager

Hired to manage two fluid power distributors, additional direct and OEM
manufacturer accounts. Ramped up sales force, responding to fast paced market. 
• Sold $1.2M in first two years, achieving 125% of quota and consistently
achieved 10%+ sales growth for 3rd thru 6th year.  Results achieved through
utilization of consultative sales techniques, effective distributor management,
and direct target market/account development.

SAMPLE OF MARKETS SERVED
Agriculture, Aluminum, Automotive, Aerospace, Beverage, Food, Chemical, Ceramic,
Heavy Construction, Glass, Lawn & Garden. Heat Treatment, HVAC, Material
Handling, Machine Tool, Man-Lifts, Metals, Packaging, Paper, Plastics, Robotics,
Recycling, Stamping Presses, Steel, Trucking, Waste Water, and others.