Territory Sales Management/Business Development Management responsibility with an industrial or technical equipment organization where demonstrated skills with all levels of people, technical sales, business development, marketing, purchasing, administration, and customer service can be translated into improved personal/company growth and profitability. Dedicated to excellence and committed to continuous improvement.
Value added, Solution, and Consultative Sales skills.
Business Development Manager experience, skilled in negotiation.
Networking and contact skills to talk to the decision makers.
Communication and Motivation skills.
Sales and Marketing strategies.
Ability to identify the "pain" and alleviate the performance gap of the current supplier.
Benchmarking Analysis skills, and industry knowledge to establish credibility.
Proactive in uncovering concerns and the cost involved.
Ability to justify solutions and address the value gap.
Michael Wilson
1878 E. Sheffield Court • Chandler, Arizona • 480-821-8692 Home • 602-769-0523 Cell
• mwilsons[at]cox.net •
Career Summary
My most recent experience was working as a Territory Sales Manager for Quixote Transportation Technologies. I was the primary contact responsible for generating sales from the creation of new accounts and adding to existing accounts within my assigned territory of six states. I worked closely with the Domestic Sales Manager to develop, forecast, and meet all sales goals. I provided forecasting as requested for my assigned territory. I performed all aspects of the sales process, which included, but was not limited to the prospecting, qualifying, providing product presentations/demos, training/supporting distributors, RFP/RFQ reviews, quote/proposal generation, contract execution, order entry processes, and pre and post shipment customer interface. I generated proposals to meet customer’s requirements on product/system offerings, including working & coordinating with engineering and operations departments to write technically accurate proposals. I traveled regularly to distributors and customers locations, pursued sales opportunity leads, analyzed information from various market sources, and utilized proficient time management skills to maximize return on investment. I closed sales based upon value added concepts and not always low price, and in doing so, supported/responded to issues during project execution in order to maintain solid business relationships with customers after the sale. I also conducted distributor and customer product demos/training, presentations, and field demonstrations to enhance knowledge and awareness of products and services. When needed, I conducted site surveys and on-site evaluations for potential projects. I attended and supported trade shows, exhibits, and conferences to stay abreast of new products, technological advancements, competition, and to increase sales revenue.
Prior to that, I was Regional Manager for OPEX Corporation. OPEX Corporation manufactures remittance processing and imaging equipment for allocating and processing payments in banks and other large financial institutions. They manufacture document and imaging processing equipment that provides OCR and ICR technology. I was responsible for the sale of equipment, software, and service contracts, plus I managed/supervised and trained 20 technicians in a four state territory. I trained management and supervision at the customer base, as well as the contracted support technicians on the current product environment and added software/hardware features and enhancements. As a technician manager, I handled and reported on all necessary personnel administrative duties required such as performance reviews, tracking sick leave, personal time, work schedules, and vacations. As Regional Manager, my duties also included project management job responsibilities from pricing and proposals on new business contracts for both software and hardware, to negotiating adjustments to existing contracts, massive equipment moves, along with ongoing training and problem solving. I interfaced and negotiated through written correspondence and on-site visits with high level decision makers on a regular basis to maintain good business practices, and to maintain a positive partnering business relationship.
I worked as an Applications/Sales/Service Coordinator for FTI Flow Technology, a manufacture of turbine flow meters for the measurement of liquid and gas flow, and flow meter calibrators to set and validate standards. In this position I sold equipment, provided application information, generated quotations, and promoted plus instructed on the features of new software products. I also reviewed and promoted upgrades to the existing platforms, while providing training and technical assistance, product information, and calibration information conducive to the application of gas and liquid flow management systems. This exposure expanded my product knowledge which proved instrumental for information sharing across all product lines. My job responsibilities also included providing technical service coordination and calibration information for calibrators, turbine flow meters, PD meters, amplifiers, temperature and pressure sensing instruments, and flow computers with corresponding software components. My ability to problem solve allowed me to provide technical support and calibration specifications to company representatives and distributors, along with system engineers and end users of flow equipment and related software. This elevated me to the training of both customers and company personnel on the product lines. I also coordinated service, repair, and calibration of all products, and supervised electronic and mechanical technicians to insure customer requirements were met.
Michael Wilson
EMPLOYMENT EXPERIENCE
Quixote Transportation Technologies, 1862 Craig Park Court, St Louis Missouri 63146
• Territory Sales Manager ( 2006 – 2009 )
• Actively applied consultative sales techniques to existing and prospective customers within the distributor networks
• Performed direct sales of products to new or prospective customers.
• Generated quotations to meet customer’s requirements on all product/system offerings, while working & coordinating with engineering and operations departments to write technically accurate proposals.
• Traveled 50% - 75% annually to distributors and customers in a 6 state territory.
• Attended and supported trade shows, exhibits, and conferences to stay abreast of new products, technological advancements, competition, and to identify new/additional sales revenue opportunities.
• Acquired technical knowledge of all products, applications, knowledge of the sales process, organization dynamics, and the marketplace.
• Key competencies include communication skills, people skills, time management skills, business skills, negotiation skills, and a strong customer orientation and focus.
OPEX Corporation, 305 Commerce Drive, Moorestown, New Jersey 08057
• Regional Manager ( 2001 – 2006 )
• Sale of Remittance Processing equipment, support contracts, and software.
• Responsible for 18-20 technicians who contractually serviced remittance processing equipment and software that processed payments in banks and other financial institutions.
• Trained technicians on the maintenance, support and upgrades on all electro/mechanical and software products
• Increased customer’s knowledge on all product lines, including the features and benefits through verbal and written communication.
• Interfaced with Presidents, VPs, Managers, and Supervisors, who were under contract to review performance report cards, including improved processes and upgrades to equipment and software.
• Adjusted & maintained various databases providing accountability reports for my territory and technicians.
• Perform annual performance reviews of all technicians and incumbent personnel duties.
• Traveled throughout a four state territory to maintain the current customer base and increase product sales, contracts, knowledge, and productivity.
FTI Flow Technology, 8930 South Beck Ave, Suite # 107, Tempe, Arizona 85040
• Application Sales\Service Coordinator. ( 1996 - 2001 )
• Supported the application of all product lines, sales of equipment, prepared quotes for new equipment and software
• Coordinated service, repair, and calibration of all product lines.
• Interfaced with domestic and international representative, distributors, and customers to initiate new sales and service business.
• Problem solved applications and installations with engineering staff and equipment end-users.
• Engaged various databases for order entry and history reference.
• Supervised mechanical/electronic technicians to assure customers requirements were met.
Michael Wilson
MILITARY SERVICE
• United States Marine Corp. Reserve ( Honorable Discharge )
EDUCATION
• Ohio State University & Toledo University
• Community College, study of computer courses.
• Total Quality Management, Problem Solving, Front Line Leadership, Consultative Sales
• Universal CFCs
COMPUTER SKILLS
• Working knowledge of Microsoft Outlook, Word, Excel, and PowerPoint
• On-Contact, Access, ASK, Optimation, Foresight ( CRM and Order Entry Databases )
• Various other programs and CRM data bases
REFERENCES
• Mr. Kurt Kinion – Domestic Sales Manager – Quixote Transportation Technologies
Phone: 314-705-0791
Email – kurt.kinion[at]quixotecorp.com
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