Experience

Bardac Corporation

• United States
• Industrial Automation
• 1 - 100 Employee

• South East Regional Sales Manager

  • Mar 2017 - Present

  Responsible for providing premier customer satisfaction for our partners in the Southeast Region of the US. The territory currently includes, North Carolina, South Carolina, Tennessee, Georgia, Florida and Alabama. Currently promoting our AC, DC, Vector, Servo Drives as well as Peer-to-Peer Ethernet based solutions. Responsible for providing premier customer satisfaction for our partners in the Southeast Region of the US. The territory currently includes, North Carolina, South Carolina, Tennessee, Georgia, Florida and Alabama. Currently promoting our AC, DC, Vector, Servo Drives as well as Peer-to-Peer Ethernet based solutions.



Parker Hannifin

• United States
• Industrial Machinery Manufacturing
• 700 & Above Employee

• Territory Manager

  • Apr 2013 - Mar 2017

  Managed direct sales to user, oem and government customers, as well as channel partners in the North Carolina, South Carolina, Virginia and Tennessee territory. Increased sales volume with existing and new accounts. Secured and maintained distributor and integrator agreements. Successfully sold our first maintenance agreement for an advanced cooled drive, which allowed us to stay engaged with a customer, as well as receive payment for our premier service. Worked with customers to complete numerous turnkey shut downs, which included product installation and system startups which helped customers eliminate costly downtime associated with system upgrades.

• Marketing Services and Training Manager

  • Jul 2012 - Mar 2013

  Developed and implemented strategies and programs for division marketing. Supported division marketing efforts related to advertising, promotions, collateral materials and e-commerce. Worked with corporate lead, international based team to release the Websphere based Parker.com. Developed and implemented the taxonomy, descriptive and defining attributes to be used with our core products. Developed and implemented internet training curriculum including classes on AC and DC Drives, as well as programming software, quoting software and more.

• Channel Support Manager

  • Jul 2008 - Jun 2012

  Managed international distribution and integration channel for Parker SSD Drives Division. Formed a Distributor / Integrator advisory council to help improve relations with our existing sales channel. Worked with council on MDM (Market Driven Management) strategy to update products and services. Perform monthly webinars to update channel on technical and marketing information. Updated integrator and distributor contracts to meet growth expectations. Created standard work and process flow diagrams for contract processing. Actively targeted new sales channels in open territories. Worked with territory managers to review channel partners on an annual basis to establish goals and incentives. Distributed and trained sales channel on products, applications and Express Quote Software (tool used for product, package drive and systems quoting). Provided high level product application and pre-system sales support. Addressed customer product issues with the quality department. Worked on new product development functions to leverage VFD technology in new markets which included hybrid, electro-hydraulics and grid tie solutions such as ocean wave technology, battery storage, windmills, and solar solutions.

• Pricing Manager

  • Jul 2006 - Jun 2008

  One of the key members of Parkers Strategic Pricing Initiative as published in the Wall Street Journal on March 27, 2007 – Seeking Perfect Prices, CEO Tears Up the Rules. Follow up article on March 29, 2007 – Parker-Hannifin Does Pricing the Right Way. Tracked and measured sell price gains. Set list prices of products based on Market Value to targeted customer segments. Used Lean Manufacturing methods to streamline sales functions to improve hit rate and span time. Developed exception pricing guidelines for SSD. Developed non-standard pricing policies. Developed OEM pricing strategies for SSD Drives US. Developed and enforced Tier levels for Integrators/Distributors and OEM’s. Worked with Parkers Winovation to help estimate product market profit potential and set the value adders for product development. Developed Business Progress Report to help track key metrics for inside sales / field sales quotations that aided management decisions to improve hit rate and profit margins. Set up short and long term goals for the strategic pricing initiative. Held meetings to help management make decisions on future product development and marketing strategies. Worked with manufacturing to set Factory Transfer Prices for intracompany sales. Defined the process, wrote specifications and debugged new product and systems pricing software (Express Quote). Provided product sales and pre-system sales support. Performed large quote evaluations as a part of the quote escalation policy. Provided management impact analysis for price down approvals. Developed value selling tools in Visual Basic.Net. Worked with Crystal Reports to draw data from our SQL database.

• Account Specialist

  • Oct 2003 - Jun 2006

  Managed brand label agreements for large international companies, which consisted of AC, DC, Vector and Servo drives. Provided customers with continuous updated information regarding production, pricing, software / hardware changes and application assistance. Developed demonstration units, PowerPoint presentations, quick start guides, video tutorials and literature to help promote the product. Presented quotes for specialty applications to help customers target new markets. Reported problems of on site failures to assure proper engineering turn around and product perfection. Developed Parker SSD Drives marketing budget, which consisted of seminars, trade shows, magazine advertisements, catalogs, application notes and web site expenditures. Performed internet research to produce corporate databases on national target accounts. Distributed the databases to regional sales managers to develop new sales channels. Targeted unsupported account areas to help Parker SSD Drives sign up new distributors, integrators and OEM’s. Quoted coordinated drive systems involving, PLCs, Drives and Scada packages. Generated $1.5 million in new quotes and closed on $400k within the first three months. Developed and organized FTP pricing for trade between Parker SSD Drives international locations. Assisted the inside sales department with customer issues and public relations. Updated US product pricing to correlate with our competition and market demand. Modified quoting system and quoting software using Visual Basic 6.0. Developed application software using Visual Basic.Net.



Wolock & Lott

• United States

• Sales Engineer

  • Jun 2001 - Sep 2003

  Established and managed priority accounts relating to industrial control systems. Discussed product implementation and performance with customers to help improve overall system integrity. Worked with Original Equipment Manufacturers (OEM’s) to develop cost effective control system solutions for their equipment. Provided customers with software solutions to their applications and technical support of their equipment. Performed PowerPoint presentations to express key ideas for machine upgrades. Developed marketing material to help sell products and service. Consulted customers on types of Man Machine Interfaces and network solutions to interface equipment. Developed projected earnings reports to help schedule material delivery and engineering resources. Developed one-line diagrams of users machine control. Performed payback calculations for end users to justify the expense of systems based on increased machine performance and scrap reduction assumptions.



Longo Electrical Mechanical

• United States
• Machinery Manufacturing
• 1 - 100 Employee

• Application Engineer

  • Feb 2001 - May 2001

  Provided engineering assistance for AC, DC and Vector drive applications. Produced in depth PowerPoint presentations on various drives and their capabilities. Produced product comparison and pricing sheets. Worked with vendors to introduce products to our Field Sales team. Traveled with sales to provide quotes for large turn key jobs. Typical systems involved HVAC, Pump and various industrial applications. Vendors included Reliance, Cuttler Hammer, Benshaw and AC Tech. Provided engineering assistance for AC, DC and Vector drive applications. Produced in depth PowerPoint presentations on various drives and their capabilities. Produced product comparison and pricing sheets. Worked with vendors to introduce products to our Field Sales team. Traveled with sales to provide quotes for large turn key jobs. Typical systems involved HVAC, Pump and various industrial applications. Vendors included Reliance, Cuttler Hammer, Benshaw and AC Tech.



Eurotherm Drives

• United States
• Consumer Services

• Field Service Engineer

  • Feb 1996 - Feb 2001

  Provided startup and troubleshooting service Nationally/Internationally of AC, DC, and Vector drives, Programmable Logic Controllers and supervisory systems. Drives ranged from fractional HP to 2000 HP applications. Implemented system controls for winders, extruders, mills, ski lifts and many types of conversion processes. Obtained proficient understanding of material processes pertaining to textiles, plastics/synthetics, paper and metal industries. Educated end customers on system operations, product applications and performance.