Resume of Andrew Walker for sales and business development 6_30_17 #AndrewJWalkerPMP #AndrewWalker #Sales #BusinessDevelopment #welding #plumbing #RIDIGID #AllianceManager #TerritoryManager #SalesManager #Emerson Electric #utility #wholesaledistribution #WESCO #Graybar #CarnivalCruiseLines #projectmanager #PMP #LEAN #SixSigma #OperationalExcellence #PowerPointPresentations #MicrosoftOffice #CRM #Salesforce #BA

1. ANDREW J. WALKER
Cinnaminson, NJ
609.405.7916
andrew-walker@comcast.net
www.linkedin.com/in/andrew-walker-pmp
TECHNICAL SALES & BUSINESS DEVELOPMENT PROFESSIONAL
Accomplished professional with 15+ year career in sales, business development, contract and territory
management, including holding key positions of increasing authority and responsibility at four prominent
Fortune 500 corporations. Longstanding wholesale distribution experience with a strong emphasis on
consultative technical sales to construction and skilled building trades. In depth knowledge of commercial and
heavy industrial construction methods as well as EH&S practices. Active listener adroit at communicating with
key stake holders and decision makers to identify areas of business development. Highly skilled at driving sales
and revenue growth in highly competitive metropolitan markets. Versatile contributor adept at translating long-
term strategic plans into practical business solutions that close sales. Winning record of consistently achieving
goals and objectives in: regional territory management, manufacturer’s representation, and alliance partnership
development. Strong knowledge of competitive bid practices, negotiation, and contract development.
Established history of building, training, and leading, high-performing cross-functional sales and proposal
development teams to deliver desired results. Practical experience with long sales-cycles, multi-phased projects
and staged implementations in strictly regulated industries, well versed with the sale of specified and certified
materials, engineering submittal packages and the specification approval process. Excellent interpersonal skills
have formed long-lasting relationships with clients across industry, executives, associates, and vendors.
AREAS OF STRENGTH AND EXPERTISE
• Consultative Technical Sales
• Manufacturer Representation
• Key Account Management
• Project Management
• Business Development
• Meetings & Presentations
• Product Demonstration
• Closing Tactics
• Team Building
PROFESSIONAL EXPERIENCE
Source4teachers, Cherry Hill, NJ
Career Repositioning – Completing College Degree English Language Arts Teacher 2015-Present
Certified substitute teacher in Camden City School District pursuing NJ teaching certificate credential. Applying
integrated approach to learning with curriculum based on urban life experience using examples of inspirational
leadership from similar backgrounds. Strong emphasis on reading, writing, and cross-discipline lessons.
Increasing focus on family participation and greater peer mentorship to improve learning outcomes.
Key Accomplishments:
• Enrolled in college to complete undergraduate degree, specialized training, and teaching certification
• Raised 92% of students MAP standardized test scores in ELA subject matter area
• Consistently led middle school in reading at grade level, dramatically improving overall performance
Pacor, Inc., Bordentown, NJ
National Business Development – Aerogel Nanotech Insulation 2014-2015
Created and executed strategic business development and tactical sales implementation plan for Aspen Aerogel
line of nanotech insulation. Focused on growth in high-tech industries, aviation, and aerospace with a strong
emphasis on design, testing and fabrication services for specialized insulating kits and custom parts.
Key Accomplishments:
• Fast-tracked prototype development at CSE Corporation, putting parts into production in < 6 months
• Developed applications in collaboration with Boeing Test Lab, NASA (Orbital Science), and Space-X
• Achieved maximum margin potential targeting design, fabrication and manufacturing services
Graybar Electric, St. Louis, MO
Territory Manager Utility – NJ, PA, DE, MD, DC 2012-2014

2. Andrew J. Walker, PMP, Page 2
Developed and executed new utility verticals short- and long-term strategic and tactical plan. Analyzed market
potential and current share, conferred with management to establish milestones, strategic goals and objectives.
Created and presented comprehensive integrated supply capabilities presentation. Demonstrated Graybar’s
ability to service complex integrated supply business solutions to secure new line of business in investor-owned
utilities. Established new utility accounts, territories, procedures, designing inside sales structure.
Key Accomplishments:
• Closed $1M sale for re-closer units in substation modernization project, Altran
• Acted as primary customer-facing representative and presenter to Public Service Enterprise Group (PSEG)
• Led PSEG cross-functional team in proposal development for comprehensive integrated supply program
• Selected by PSEG, Supply Chain Management, to bid for $470M Integrated Supply Contract
Wesco Electric Distribution, Pittsburgh, PA
Alliance Program Manager – PSEG (PSEG), Consolidated Edison (Con Ed) 2010-2012
Oversaw alliance program for two large investor-owned utilities, directing daily sales operations, cultivating
new business development opportunities, responsible for all client-facing activities. Led proposal development
and storm response teams, actively monitored contract terms and conditions to ensure deliverables and
maintain agreed upon key performance indicator levels. Presented numerous operational excellence and
integrated supply proposals, including warehouse management, Just-In-Time (JIT) deliveries, cross-docking,
bar-coding system, vendor-managed inventory (VMI), industrial vending, automated restocking and ordering.
Key Accomplishments:
• Increased billing margin 10% in a fiscal year (PSEG) Growing contract sales by 50%, $6M to $9M (PSEG)
• Prepared comprehensive business intelligence reports for third-party logistics proposal (PSEG)
• Awarded $3M Third-Party Logistics (3PL) contract, supporting North Central Reliability Project (PSEG)
• Analyzed and cleansed contract data sets to facilitate smooth Oracle ERP transition (Con Ed)
• Standardized vendors and rationalized inventory selections to achieve capital expense reductions (Con Ed)
Emerson Commercial & Residential Solutions (RIDGID Tool Co.), Elyria, OH
Manufacturer’s Representative – Territory Manager NJ, PA, and DE 2004-2010
Managed diverse network of 300 independent RIDGID distributors in $7.5M sales territory, consistently leading
Eastern region sales team for new product growth. Served on numerous planning committees for: program
development, training and pricing. Field tested new products for engineering and marketing teams including:
radio frequency (RF) transmitters, RF buried line locaters, and new designs of pneumatic crimping tools.
Key Accomplishments:
• Led Eastern region in strategic product growth with increases greater than 20% in all categories
• Winner, President’s Council Award for strategic sales growth achievement, 2006, 2007, and 2008
• Nominated, Salesmen of the Year, Eastern Territory, 2006 and 2008
• Developed RF locating training course to sell locating products and offer improved after-sale service
Excel Welding Supply & JA Cunningham (Weldsale), Philadelphia, PA
Territory Manager – Wholesale Distribution, NJ, PA 2001-2004
Managed outside sales territories in NJ, and PA for welding wholesale distributors. Interning with longstanding
welding supply firm (Cunningham Welding Co). Recruited to Excel Welding Supply to service long-term projects
on-site in heavy industrial segment, commercial construction, and large-scale periodic maintenance projects.
Key Accomplishments:
• Generated marketing outreach program to increase company brand image and broaden category sales
• Turned new client into number one revenue producing account in the company, growing annual sales 10%
• Created database, analysis and strategic plans for risk reduction increasing sales growth by more than 20%
Additional professional experience: Carnival Cruise Lines, Cruise Director: Host & Emcee, 1998-2001
EDUCATION AND TRAINING
BA Fine Art, History and Conservation Emphasis, Rutgers University 2015
Dean’s List; Honor Roll; President Art Students League
Project Manager Professional (PMP), Project Management Academy, 2015
Specialized Manufacturing Training
Aspen Aerogels Northborough, MA Nanotech Insulating Practice Pacor Inc. 2014

3. Andrew J. Walker, PMP, Page 3
General Electric Co. Dover, NH Advanced Electric Metering Graybar 2013
Greenlee Rockford, IL Hydraulic Tools Best Practice Graybar 2013
Miller Welding Co. Swedesboro, NJ Miller Welding Co. Excel 2013
Hubbell Power Systems Centralia, MO Electric Power System 101 WESCO 2011
Burndy Moorestown, NJ Utility Materials, Best Practice WESCO 2011
RIDGID Tool Co. Elyria, OH Technical Sales Training RIDGID 2004