OVERVIEW:

An experienced, highly adaptable Account Manager / Technical Sales Engineer with a proven record of success in a variety of Aerospace, Construction, Rail, Marine, Electronics, industrial & commercial sectors.

Strong relationship management, sales, negotiating & new business development skills.

Commercially astute & financially aware with project/programme management experience.

Experienced B2B Technical Sales ;including Structural Adhesives, & Composites Materials, ; direct and strategic marketing, commercial presentations, key, major and national account management, with the ability to develop sales through new and existing clients via direct and distributor sales channels.

CAREER HIGHLIGHTS INCLUDE:

· Experienced in managing a 'Blue Chip' client base with individual accounts of £3M plus

· Skilled in analysing and evaluating markets to identify & exploit business opportunities

· Proven ability to effectively manage large sales territories and protracted sales cycles

· Consistently achieved above target performance

CAREER HISTORY:

September 2007 to present: Technical Sales Engineer, Poletech Systems Ltd.

• Appointed to expand lighting equipment business, selling to local authorities and contractors.

July 2006 to September 2007

Working from home on a Consultancy basis; networking and assisting clients, for example in their preparation and presentation of Technical Literature.

2000 to July 2006: TECHNICAL SALES MANAGER

Bitrez Ltd

· Responsible for developing new business within the light electrical/electronics market

· Appointed to research, identify, establish and develop new markets and opportunities

· Achieved new business in the Electronics, Marine, Industrial Coatings sectors

· Established and developed relationships to sell bespoke products made to order

· Managed performance of distributor network providing strategic guidance & support

· Handled account development programmes, direct & strategic marketing initiatives

· Monitored forecasts and Key Performance Indicators to ensure target achievement

· Identified potential target companies & prospects to create new business opportunities

· Co-ordinated territory management, sales, marketing & business development activity

· Maintained product knowledge in a continually advancing technological environment

· Conducted a strategic review of the market to identify new channels & opportunities

· Managed discussions & negotiations to tailor products to clients requirements profitably

· Championed delivery of effective customer service & customer support performance

1994 to 2000: TECHNICAL SALES REPRESENTATIVE

AlliedSignal astor (Kommerling UK Ltd)

· Responsible for maintaining and developing business through Key account channels

· Achieved new sealants business and expanded distributor network

· Achieved newStructural Adhesives and composites matrix systems business

· Appointed to manage sales processes in securing orders from £1000 to over £0.3M

· Providing effective on-site technical support to industry sub-contractors.

· Improved profitability by purchasing epoxy resins and curing agents more effectively

· Increased revenues & profit by developing business through new & existing accounts

· Utilised territory management skills to ensure achievement of set company targets

· Evaluated and analysed customer needs and market trends and reported accordingly

1991 to 1994: SENIOR SALES ENGINEER

Ciba Composites ( now Hexcel).

· Responsible for business development in the keyAerospace, Rail & Automotive sectors

· Established, maintained and managed relationships with new & existing client accounts

· Identified & developed opportunities for Companies sub-contract fabrication services

· Liaised with project management team on RFQs &ITTs to produce & deliver proposals

· Played a leading role in co-ordinating negotiations to win new contracts and accounts

· Successes included developing Rolls Royce to a £3Million per annum turnover account

· Outstanding success and achievements in previous role acknowledged by promotion

1987 to 1991: TECHNICAL SALES REPRESENTATIVE

Ciba-Geigy Plastics - Industrial Resins Group

· Responsible for developing sales to the paint & civil engineering formulator industries

· Identified new developing companies to capitalise on the dynamic growth of the market

· Consistently delivered revenue & profitability performance in excess of company target

1981 to 1987: TECHNICAL SALES REPRESENTATIVE

Ciba-Geigy Plastics -Electrical/Electronics Group

1972 to 1981:TECHNICAL SALES REPRESENTATIVE

Ciba-Geigy Plastics

EARLY CAREER INCLUDES:

· Sales Representative - Ciba-Geigy Plastics

· Management Trainee - Ciba-Geigy Plastics

· Laboratory technician - Ciba-Geigy Plastics

SKILLS SUMMARY:

· New Business Development

· Account Management

· Customer Relationship Management

· Technical Knowledge

· Negotiation & Presentation

· Prospect Identification

· Professional Selling

· Distributor Management

· Long Sales Cycles

· Territory Planning

PROFESSIONAL:

· Xerox Professional Selling Skills

· Mercuri International - Advanced Selling Skills

· Mercuri International - Effective Industrial Selling

QUALIFICATIONS:

· ONC Chemistry & Physics; GCE 'A' (3) and 'O' levels (6) Mike Smith