1. Robert Small
803 Park Ave, Pekin, IL, 61554, United States, 309-202-3118, bobsmall1951@yahoo.com
PROFESSIONAL EXPERIENCE
Dust Control Technology
February, 2015 – June, 2015
Summary:
I started at Dust Control Technologies in February for 2015 as a technical sales consultant.
• Quoting of custom configurations for customer's special requirements.
• Helped outside sales meet customer needs.
• Entered purchase orders with product manufacturing firm.
• In charge of product troubleshooting.
• Helped with development of new products.
Enercon Engineering Inc, East Peoria, IL, United States
November 1975 - December 2013
Summary:
I started with Enercon in the shop and worked my way into engineering as a draftsman. Became
a design engineer, then project engineer and then assistant engineering manager. I was
responsible for introducing Enercon to computers in the engineering department and
implementing AutoCad. From engineering, I moved into sales.
• Plan and modify product configurations to meet customer needs.
• Confer with customers and engineers to assess equipment needs and to determine system
requirements.
• Collaborate with sales teams to understand customer requirements, to promote the sale of
company products, and to provide sales support.
• Secure and renew orders and arrange delivery.
• Develop, present, or respond to proposals for specific customer requirements, including
request for proposal responses and industry-specific solutions.
• Sell products requiring extensive technical expertise and support for installation and use.
• Recommend improved materials or machinery to customers.
• Prepare and deliver technical presentations that explain products or services to customers
and prospective customers.
• Research and identify potential customers for products or services.
• Visit prospective buyers at commercial, industrial, or other establishments to show
samples or catalogs, and to inform them about product pricing, availability, and
advantages.
• Helped to develop, and apply for patents on new product totally unrelated to the c
company's core business.
• Keep informed on industry news and trends, products, services, competitors, relevant
information about legacy, existing, and emerging technologies, and the latest product-line
developments.
• Attend company training seminars to become familiar with product lines.
• Provide information needed for the development of custom-made equipment.

2. • Write technical documentation for products.
• Develop sales plans to introduce products in new markets.
• Identify resale opportunities and support them to achieve sales plans.
• Document account activities, generate reports, and keep records of business transactions
with customers and suppliers.
• Train team members in the customer applications of technologies.
• Attend trade shows and seminars to promote products or to learn about industry
developments.
• Report to supervisors about prospective firms' credit ratings.
• Managed a multi-million dollar account while in sales. Responsible for maintaining the
relationship.
• Managed and worked a large territory on the east coast including Virginia, Maryland,
Washington D.C., Delaware, New York, New Jersey, Pennsylvania, Massachusetts, Maine
and Vermont. Traveled frequently to the area.
• Exceeded targeted sales goals ($4,000,000.00 annual goal) by 15 - 20%.
• Answered customers' questions regarding products, prices and availability.
• Taught potential clients and consulting engineers about products through seminars, lunch
and learns plus other special events.
• Organized joint sale calls with current customers and outside vendors.
1. Assisted in development, testing and patent application for a new product totally unrelated to the
company’s core business.
EDUCATION
Washington Community High School, Washington, IL, United States
Attended Western Illinois University.
ADDITIONAL SKILLS
Proficient in computer use including Microsoft Word and Excel. Also familiar with Auto Cad, Sales
Force ans NetSuite and still use a version of AutoCad.