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Sales manager, sales director, new business development

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  • 1. Director of Sales, New Business Development, National Sales Manager, Industrial Products, Technical Sales Jerry Weir 601 Saddle Ridge Dr. Farragut, TN 37934 865-671-1729 jweir@tds.net
  • 2. SummaryProven high growth sales manager and sales engineer, supported by an MBA andsuccessful career progression with leading specialty OEM componentmanufacturers. A results oriented, creative, innovative, outside-the-box problemsolver and leader. Skilled and effective in value-added selling of complex technicalsolutions in the OEM and distribution markets. Proven record of market analysisand new market development, new product development, sales strategydevelopment, and delivering consistent double-digit annual growth.
  • 3. Core Competencies• Strategic Sales Planning and Execution• Technical Sales Management• Key Account Management• New Business Development• Value-Added Selling• Sales Team Management• Negotiating and Closing Sales• Budgeting and Forecasting• Market Analysis and Segmentation• New Market Development• Product Positioning• New Product Development• Project Management• Effective Communications
  • 4. Career Accomplishments SummaryAchieving Sales Objectives:• Achieved 18% average annual sales growth over 18 year sales career.• Exceeded aggressive new account acquisition goals. Achieved a 25-100% increase year on year.Leadership and Management:• Progressive sales positions and responsibilities. Recruited, developed, and led a sales engineering team.• Methodically designed and executed successful sales strategies and tactical plans.• Tackles difficult tasks with determination and creativity, and takes lead in driving through solutions.• Created detailed forecast systems. Targeted and consistently achieved 100% monthly forecast accuracy.Marketing and New Product Development:• Analyzed 3 markets for new product development, and developed new products for each market. One new product line went into production, resulting in sales increase of 13% in first year.• Adeptly analyzes applications and determines suitability of existing products or need for new products.• Persistently champions development of new products within the corporate environment.• Created strategy and implemented plans to successfully change market position.
  • 5. Professional ExperienceUS OEM Strategic Accounts Manager - Cooper Bearings, Knoxville, TN 2003–2012International manufacturer of split roller bearings.• Increased bookings 336% over 5 years, and increased OEM customer base from 5 accounts to 40 accounts.• Overhauled the sales approach. Created highly productive OEM needs-based value proposition.• Skillfully segmented markets into niche markets where OEM value proposition applied.• Created new cost analysis and pricing plan.• Accomplished shift from limited focus strategy, to broader lower-cost, differentiation strategy.• Recruited, trained, developed, and mentored 2 strategic account managers. Created team spirit.• Successfully penetrated key accounts and broadened installed base across multiple product lines. Generated sustainable future business.• Performed market analysis. Conceptualized and developed new product line. Enabled penetration of lower cost markets while maintaining differentiation. Increased sales 13% in first year.• Launched wind and water energy campaign, resulting in prototype testing on 5 new projects at 4 new accounts. Increased sales 6% in first year. Full market potential will double sales.• Championed development of selection software program to meet market needs. Sales increased 5%.• Identified as the only growing segment of the North American business.
  • 6. Professional ExperienceRegional Sales Manager - Sarnatech BNL, Knoxville, TN 1997-2002International manufacturer of thermoplastic ball bearing assemblies.• Increased sales 64% over 4 years.• Successfully managed 19 state region, focusing on high volume OEMs.• Received “Business Developer of the Year” award.• Conceived new product line, analyzed markets, initiated field test. Potential of doubling company sales.• Restructured stock levels of critical parts. Improved deliveries from 2 months to 3 days. Prevented loss of sales to competition.
  • 7. Professional ExperienceDistrict Sales Manager - THK America, Nashville, TN 1993-1997International manufacturer of linear motion systems.• Increased OEM sales 98% over 4 years.• Increased sales of integrated products from 0% to 10% of total sales in 2 years.• Effectively managed multiple sales channels (reps, distributors, OEMs).• Modified distribution plan to reduce channel competition. Increased each channel’s motivation to sell.• Created product support manuals for distributors. Adopted by regional management.
  • 8. Professional ExperienceProduct Manager, Project Development Engineer - INA Bearing Company, Ft. Mill, SC 1986-1992International manufacturer of needle roller bearing assemblies.• Effectively managed up to 200 projects at a time, from initial visit through first production delivery.• Acquired sourcing responsibility. Enabled better coordination between engineering and vendors. Resulted in 75% reduction of time required to quote projects. Met significantly more quote deadline dates.• Originated and developed idea to apply innovative, lower cost material to existing product. Repositioned product to a lower cost, higher volume market. Increased profit 25%.• Promoted from project development engineer to product manager.• New product sales increased from 5% to 20% of total sales.
  • 9. Education• Master of Business Administration (MBA) – University of North Carolina at Charlotte, 1990.• Bachelor of Science in Mechanical Engineering (BSME) – University of Tennessee, 1983. High Honors ‘81, ‘82, ‘83.• SPIN Sales Training Course.• Currently studying Spanish.

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