To use my experience in capital equipment sales and rep management to transition into the solar/renewable energy field.
JANET C. KEVLIN
Qualifications for Sales Management
Focused, goal-oriented professional equipped with extensive experience managing capital equipment sales in the US, Mexico, and Latin America; possesses a unique perspective on overseas markets. Drives sales success through effective support of and communication with representatives. Works well under pressure to meet aggressive quotas; offers strong prioritization, delegation, and multi-tasking skills. Trilingual: English, Spanish, and French. Expertise encompasses:
* Strategic Planning
* International Business
* Product Marketing
* Forecasting
* Territory Development
* Proposal Preparation
* Training
* Budgeting
SELECTED ACCOMPLISHMENTS
* Generated $500,000 in projects for Kongskilde in first six months of a startup territory.
* Re-energized Chicago Blower's Southern California territory by supporting the rep, prospecting and direct sales.
* Significantly improved the quality of Cumberland Engineering’s sales force by adding three new representative groups: two new and one upgrade. Closed sales with new customers in spite of a difficult market.
* Spearheaded the introduction of a new brand of plastics recycling equipment into the US market for Plastec North America Inc. Fueled sales growth from $85K to $600K in three years.
* Drove a greater than 30-fold increase in annual sales, from $100K to $3M+, of Plastec USA Inc.’s auxiliary equipment line; transformed the department from a cost center into a profit center by year two. Improved the independence of the sales force and eliminated the need for additional staff by developing effective sales force training materials.
* Quadrupled sales in two years for Delcorp Inc./Harbor Group. Expanded the representative group from two to ten, covering most major markets in Latin America.
* Doubled sales in two years in an earlier position with Cumberland Engineering, exceeding quota by 50% each year. Upgraded representatives to substantially boost major territory sales.
CAREER TRACK
KONGSKILDE INDUSTRIES – a manufacturer of dedusting, edge trim conveying, conveying and railcar unloading equipment for the plastics and paper industries.
West Coast Area Sales Manager 2009
Direct and rep sales in California, Nevada, Washington, Oregon, Idaho, Utah and Montana. Appointed 4 rep groups with a total of 9 individual. Generated $500,000 in projects in first 6 months.
CHICAGO BLOWER CORPORATION – a major manufacturer of industrial fans and blowers.
Regional Sales Manager, Western Region 2009
Responsible for equipment sales in the Western and Mountain States, as well as British Columbia and Alberta. Supervised 8 rep offices with 15 individual salespeople.
CUMBERLAND ENGINEERING – a division of ACS Group and one of the world’s leading manufacturers of plastics recycling equipment
Regional Sales Manager, Western Region 2007 to 2008
Oversaw sales of plastic recycling equipment in the western and mountain states as well as the Texas territory.
Supervised and supported 12 independent sales agents from a home base in southern California. Performed
direct sales to key accounts and areas not covered by representatives.
PLASTEC NORTH AMERICA INC. – a startup distributor of Moditec specialty recycling equipment in the US market and a market leader in Europe
National Sales Manager 2004 to 2007
Established a representative network that covered a majority of key markets. Selected, trained, supported, and supervised up to 22 sales staff in eight representative groups. Chose product mix and strategies for the target market. Developed sales and product placement strategies. Ordered machinery and parts; controlled inventory. Held P&L responsibility.
PLASTEC USA INC. – the predominant distributor of plastics machinery to Mexico and South America
Sales Manager, Auxiliary Products 1996 to 2003
Supported and trained company sales representatives and direct employees in Mexico and Latin America. Designed and quoted central drying, conveying, chiller/tower systems. Provided product management of up to eight major lines and six minor ones. Selected and negotiated complementary lines. Held P&L responsibility.
DELCORP INC./HARBOR GROUP – holding companies that encompass AEC and Sterling, major manufacturers of primary and auxiliary equipment to the plastics industry
Sales Manager, Latin America 1993 to 1996
Selected representatives and set up appropriate distribution channels in Latin America and Mexico for this startup operation based in Miami, Florida. Recommend product placement, advertising, literature, and tradeshows appropriate for the market.
CUMBERLAND ENGINEERING – a division of John Brown Inc. and one of the world’s leading manufacturers of plastics recycling equipment
Regional Sales Manager, Western Region 1992 to 1993
Oversaw direct equipment sales in southern California and Arizona. Managed the service center, including parts warehouse, contract service, and rebuilds. Supervised representatives in northern California, the Pacific Northwest, and British Columbia.
Regional Sales Manager 1986-1992
Promoted from Agent Sales Manager to direct sales in the Midwest, Southwest, and Western territories. Provided leadership to 20 manufacturers’ representatives in nine organizations.
Previously employed by Litton Datamedix Inc. as an International Sales Manager and by John Brown Inc.’s Plastics Machinery Group as a Market Planning Specialist for Latin America.
EDUCATION
Master of Business Administration in Industrial Marketing Management
Boston University Graduate School of Management
Bachelor of Arts in Spanish and French Language (Double Major, Cum Laude, Phi Beta Kappa)
St. Lawrence University
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