1. Steven Carlino
15341 Cartagena Court ● Corpus Christi, Texas 78418 ● 361/949-3513 / 361-947-2708
● e-mail: sccarlino1@gmail.com
TECHNICAL SALES AND SALES MANAGEMENT
Expertise in Energy Services Sales and Management
Sales Manager with solid record of producing substantial gains in volume and profitability at favorable margins.
Excel at customer retention and leveraging professional relationships in the Energy Services field to create
opportunities with new and existing customers throughout the U.S. and internationally. An effective leader and
proven negotiator with expertise in Contract review, terms and conditions negotiations and completion of the sale
process to project readiness. Relentless pursuit of relationship and solutions sales opportunities. Experience
working with OEMs, Engineering firms, Utilities, Pulp & Paper, Petrochemical, Refinery and Oil/Gas production
customers.
Sales ▪ Sales Branch Management ▪ Solutions Selling ▪ Strategic Relationship Management ▪ Representative Organization
Management ▪ Revenue Forecast and Growth ▪ Sales Development ▪ New Business Generation ▪ Contract Negotiations ▪ Profit and
Loss Management ▪ Field Sales Management ▪ International Sales ▪ Market Identification ▪ Customer Retention ▪ Presentations ▪
Closing ▪ Market Research ▪ Power Plant Operations ▪ Design Analysis ▪ Steam Distribution System Operations ▪ Equipment
Rental
PROFESSIONAL EXPERIENCE
INDECK KEYSTONE ENERGY, LLC PRESENT
Sales Engineer – Texas and Gulf Coast
Responsible for presenting the Indeck Company Line of Boiler and Steam Producing Products and Services to
the customer base in the Texas, with emphasis on the Gulf Coast market. This includes all Utility, Refinery,
Petrochemical, Oil/Gas and Process Plants, Industrial and Commercial customers and Engineering organizations
in the region. Typical duties as follows:
Manage sales relationships and development of new and existing accounts within the Texas / Gulf Coast
territory;
Prepare and submit accurate and timely reports as required (weekly plan, daily call reports, etc.);
Applies sales, general, and administrative policies and procedures;
Assist in Contract and Commercial terms negotiations;
Meet or exceed agreed upon targets for sales, gross profit and general expenses;
Perform Presentations for new and existing customers regarding Indeck products and services;
Provide product/process assistance to customers;
Manage travel expenses and meet training requirements.
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HOLMAN BOILER WORKS – CORPUS CHRISTI, TX 2008 - 2012
Sales / Branch Manager, Corpus Christi Division 2010 - 2012
Led a team of Sales professionals and field service technicians in market development, sales and rental of
Energy products, equipment and services in the Corpus Christi Division. Manage and support account plans and
sales strategies and resolve product and service issues to achieve Corporate revenue goals.
Achieved 82% of FY2011 sales forecast in first six months of year.
Managed revenue streams to achieve revenue goals for first six months of FY2011 greater than ten of the last
fourteen full year revenue goals for Division.
Negotiated sales and rental contracts for the supply of Holman products.
Service Business in FY 2012 third behind two largest divisions of the Company.
Aftermarket Sales Manager, Dallas, TX 2008 - 2010
Developed Holman’s Aftermarket Sales program which included guiding activities of eight sales personnel.
Increased Aftermarket Sales Revenue by 12% in Fiscal Year 2010 over Fiscal Year 2009.
Instituted Cold Calling program to increase sales opportunities.
Redesigned and revised parts descriptions and part numbering to decrease customer response time.
UNITED TECHNOLOGIES CORPORATION (UTC)
FORNEY CORPORATION DIVISION– CARROLLTON, TX
Commercial Manager 2006 - 2008
Led Forney’s contract negotiation team to develop contracts resulting in profitable sales and within Corporate
commercial requirements for successful contracts. Managed the Forney Export Compliance and Business
Practices Programs to ensure product shipments properly met U.S. export law and all business practices
complied with Corporate Ethics requirements.
Negotiated more than 100 contracts successfully using aggressive Commercial negotiation strategies.
Investigated all reported violations of Ethics policies as Forney Business Practices Officer and implemented
policy and/or business practices changes and training to ensure the highest ethical behavior and awareness
in all business transactions.
Reviewed all export shipments from Forney USA and Forney Mexico to ensure shipments met US export law.
Sales Applications Manager 1996 - 2006
Developed proposal documents and provided technical expertise and support for Forney Combustion and
Support Equipment product lines – Flame Detection, Burner Management, Register Burner, Duct Burner and
Continuous Emission Monitoring Systems. Ensured compliance with customer specifications. Negotiated sales
contracts and commercial terms and conditions for domestic and international customers. Interfaced with and
worked in concert with Forney Representative Sales organizations with Utility, OEM, Pulp & Paper, Refinery and
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Petrochemical customers. Achievements included:
Closed five individual contracts valued at $1.64 million with first time European customer.
Instrumental in achieving $20 million in Combustion product sales in single year.
Led Duct Burner and Continuous Emissions Monitoring Proposal Development groups.
Developed and led Forney Vendor Lease Program.
ABB IMPELL / TECHNOLOGY RESEARCH CORPORATION 1990 - 1996
Oswego, NY and Waterford, CT
ABB Impell and Technology Research Corporation were Engineering services companies providing contract
services to Nuclear power stations world-wide.
Design Basis Engineer
Contractor assigned to develop and reconcile the design basis documentation for various safety systems at the
Nine Mile Point and Millstone Nuclear Power plants. Work involved field verification of design versus actual
installation and developing complete historical account for each system analyzed to ensure the plant system met
the design basis requirements of the facility operating license and as outlined in the unit Technical Specifications.
CONSOLIDATED EDISON COMPANY 1975 – 1990
New York, NY and Buchanan, NY
Consolidated Edison Company provides electricity and steam to New York City’s five boroughs and
outlying areas surrounding the New York City metropolitan area.
Nuclear Plant Operator 1979 - 1990
Direct operation, emergency maintenance and emergency response, at request of Central Control Room, of all
equipment in a 900 MW Pressurized Water Reactor Power Plant. This included steam and gas turbines,
emergency diesel generators, water treatment plant, feed water pumps, condensate pumps, house service
boilers, valves, air compressors nuclear plant support equipment and all electrical and steam supply equipment.
Trained Control Room Operator. Required to make independent judgment on safe operation of equipment and
take actions necessary to stabilize the plant and protect plant and personnel.
Outside Plant Steam Mechanic 1975 - 1979
Performed maintenance, replacement and operability testing of all valves, meters, steam control stations and
support equipment of Consolidated Edison’s steam distribution system in New York City.
EDUCATION
M.A., Business and Policy Studies: Empire State College - State University of New York
B.S., Nuclear Power Studies: Empire State College - State University of New York
TWIC for access to all refinery and process plants
