INTRODUCTION:
I am a polished sales and marketing professional with over 10 years of domestic
and international technical sales and marketing experience. I have a proven track
record of creating value and enhancing an organization’s performance level by
increasing new and recurring sales through strategic pipeline development,
relationship building, and skilled negotiation.
EXPERIENCE:
Sales Manager Woods Cross, UT
Contour Composites, Inc. February 2009 – Present
I currently oversee the sales efforts for a build to print manufacturer of
composite parts used primarily in aerospace/aviation and military communication
applications. I possess a working knowledge of composite materials, resins, and
manufacturing processes. My ability to quickly build relationships and experience
of guiding sales activities allow me to maximize revenue-generating opportunities
for Contour.
Accomplished and currently perform the following:
• Sales Management – established sales processes and protocols, which included
creating the customer database, creating sales forecasts and reports, sales
commission structures, and accounting for sales performance, which included job
cost tracking and revised pricing methods. These efforts yielded an average
increased job profitability of 3% over the last year. I have also provided
strategic direction and assistance in:
o corporate branding and graphic design efforts.
o program management for high profile jobs including risk management, production
scheduling, cost and revenue schedules, and milestone processes to ensure quality
and on-time delivery.
o Contour’s production growth, including the acquisition of a company to extend
production capabilities.
• Sales Growth – by becoming involved with industry associations, and looking
for local manufacturing partnerships, Contour’s exposure increased, which in turn
lead to an increase in opportunities (over $200,000 in new manufacturing
contracts) and also a 10% sales volume increase from the 5-year average.
• Account Management – Roughly 60%-70% of my time is spent managing contracts
with existing accounts. I have been able to improve the working relationships
with these customers through frequent and open communication as well as
efficiently coordinating design and development efforts, which have yielded
greater efficiency in production. These efforts have assisted with the successful
negotiation of payment terms with primary customers to improve corporate cash
flow. I am the primary contact for the following major accounts:
o L3 Communications
o General Atomics
o Sierra Nevada Corporation
o DB Systems
o Zero Manufacturing
o Aurora Flight Science
• Sales Duties – I also perform lead generating activities such as tradeshow
attendance, visiting potential and existing customers, and cold calling potential
customers. I have the capability of working a sales opportunity from initial
contact to close by working closely with customer and in house design teams –
understanding expectations in custom projects. These efforts as well as working,
production, and quality personnel to establish job cost, pricing, profitability,
allow me to prepare and respond to RFQ/RFP’s with confidence making the
purchasing process less stressful for my customers.
Global Sales & Marketing Manager Salt Lake City, UT
Entec Composite Machines, Inc. June 2005 – January 2009
A ZOLTEK Company (www.entec.com / www.zoltek.com )
Producer of filament winding technology including filament-winding machines,
software, and auxiliary equipment, used in the production of composite pipe,
pressure vessels, and sporting goods. Major markets include aerospace,
automotive, and alternative energy. Through this experience I now possess an
understanding of mechanical, electrical, and software engineering and design as
well as composite production processes.
Experience in successfully fulfilling the following responsibilities:
• Summary – I was responsible for management of company revenue generation
efforts. Entec showed profitable annual margins under my sales management, which
included obtaining the largest filament-winding contract in company history. I
also fulfilled and additional role as sales liaison for Zoltek carbon fiber to
potential filament-winding customers as well as existing filament-winding
customers to incorporate Zoltek large-tow fiber. My duties also included:
o the development and execution of the annual marketing plan including email
campaigns, event planning, and trade publication listings.
o management of the sales team and international distributors (sales agents) in
Asia and Europe.
o providing monthly, quarterly, and annual sales reports/forecasts.
o working closely with design engineers to develop solutions to meet project
objectives and specifications, as well as identifying customer needs and develop
specifications for new projects.
o preparing job production and cost schedules.
o preparing and presenting detailed sales proposals and pricing in response to
RFP’s.
o strategic planning and implementation of new revenue generating programs in
line with Entec’s corporate goals, which included online demonstrations,
quarterly software trainings, and control system upgrades.
• Experience – During my time at Entec I gained valuable experience:
o selling automation control solutions with alliance partners such as Siemens
and Allen Bradley.
o successfully performing contract negotiations, which typically involved
providing customers with sufficient information to justify the purchase of Entec
equipment at a higher price than primary competitors.
o closing contracts up to $5 million.
o working with and selling to companies such as:
• ATK (USA)
• Marshall Space Center (NASA) (USA)
• Lockhead Martin (USA)
• Honeywell (USA)
• Luxfer Gas Cylinders (USA/France)
• General Dynamics (USA)
• Lincoln Composites (USA)
• Daicel Chemical (Japan)
• Toyo Tanso (Japan)
• Finetec (Korea)
• Cyclone Aviation (Israel)
• Israel Military Industries (Israel)
Event Manager & Account Marketing Coordinator Logan, Utah
Spillman Technologies, Inc. (www.spillman.com) May 1999 – May 2005
Developer of database, and information management software solutions for public
safety and law enforcement (police, sheriff, dispatch) agencies.
Gained valuable marketing experience in the following areas:
• Event Management - I was responsible for the organization and execution of up
to 50 tradeshows annually, as well as other corporate events, working with
numerous third parties and conference organizers, and managing event staff. I was
also responsible for:
o Meeting goals and objectives while staying within an annual budget.
o Making sure all leads generated were entered into the CRM system and
qualification process (nearly 1,000 annually).
o Overseeing and preparing logistics and marketing communications for
multi-state user-group meetings and Annual Users Conference.
• Account Sales Marketing – Roughly 33% of Spillman’s revenue was generated
through sales of additional software modules to existing customers. I provided
strategic planning and implement of programs to identify sales opportunity and
market new developments to the customers. I successfully performed this
responsibility by maintaining and tracking individual territory pipelines and
provided this data to the territory sales reps to coordinate, host, and conduct
on-line product demonstrations (webinars) and open houses. These efforts along
with working closely with Customer Relations, R&D, and other departments to
implement programs proved to enhance customer satisfaction and loyalty.
EDUCATION:
Utah State University: Logan, Utah
Master of Business Administration December 2003
Bachelor’s Degree: Marketing December 1999
Minors: International Business, Chinese
Ricks College (BYU Idaho): Rexburg, Idaho
Associates degree: Arts & Science April 1997
COMPUTER SKILLS:
• Microsoft Office (Advanced Skills in Excel, Word, and PowerPoint)
• Adobe PhotoShop
• Adobe PageMaker / QuarkXpress
• Various Cad Viewers
• CRM: SalesLogix, Goldmine, ACT
• Webex
• Basic networking capabilities and database architecture knowledge
• Ability to learn new applications quickly
FOREIGN LANGUAGE: Mandarin Chinese
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