Transcript

JOHN M.

OSWALD
Schererville, IN 46375 219-736-6990 [email protected] EXECUTIVE SUMMARY Director of Sales… Sales Manager… Delivering major accounts and multi-million dollar sales to small businesses and Fortune 100 corporations. Expertise in business development, strategic planning, driving profitability, and forging customer alliances to enhance the bottom line. PROFESSIONAL EXPERIENCE AND SELECTED ACCOMPLISHMENTS GRIPHOIST DIVISION OF TRACTEL, INC., Norwood, MA 2005 – 2011 Division of French/German based private company with main North American office & engineering in Canada specializing in lifting equipment and related products. Midwest District Sales Manager Managed 14 states with ten Manufacturer Rep companies, 100 OEMs and 275 dealers, as well as calling on the end user. 75% travel. Increased sales in territory from $120,000 to $950,000 annually within 36 months. Developed and implemented nationwide dealer product training program. First sales manager to penetrate largest industrial dealers including Grainger, Fastenal, McMaster-Carr and ACME Electric Tool Crib of the North. ABELL-HOWE CRANE DIVISION, Bolingbrook, IL 2002 – 2004 $10 million Regional manufacturer of custom fabricated industrial cranes. Regional Sales Manager Managed 30 accounts in two-state area providing application and material handling problem solutions including project management, estimating project costs, negotiating proposals, processing orders, purchasing assets, and reviewing engineering specifications. Re-established dormant 20-dealer network by reconnecting with customers by personal visits. Generated more than ten sales leads monthly by cold calling. KONECRANES, INC. Springfield, OH 2000 – 2002 $300 million North American division owned Finnish corporation manufacturing overhead cranes & hoists- largest in the World today Automotive Account Manager, Industrial cranes Responsible for product sales to automotive, general contractor and end user accounts in a four state region. Established first-time preferred supplier status with Ford and GM valued at $5 million annually. Delivered $1 million in sales within 12 months, and with a 20%+ profit margin. NPH MATERIAL HANDLING, Detroit, MI 1995 – 1999 $10 million company-owned store of Morris Material Handling selling hosts, cranes and parts and service. Regional Sales Manager Responsible for growing start-up operation servicing the auto belt area. Secured a preferred supplier/ tier one status with Ford Motor Company. Sold $1.4 million order for new equipment to Japanese construction company. Secured preferred supplier for Detroit Edison valued at $500,000 annually.

JOHN M. OSWALD

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MORRIS MATERIAL HANDLING CO., Oak Creek, WI 1989 – 1995 $800 million national manufacture of P&H Overhead Hoists & Cranes – largest in the USA. Regional Sales Manager – Large Cranes (1993 – 1995) Responsible for tri-state area covering Michigan, Ohio and Indiana. Generated personal sales of $2 million annually. National Sales Manager (1990 – 1993) Responsible for managing more than 200 dealers and 25 material handling centers in the US and Canada. $20 million in annual sales. Received outstanding customer satisfaction award. Regional Sales Manager (1989 – 1990) Responsible for managing eight material handling centers and 32 industrial dealers in five-state auto belt region providing necessary sales tools & communication needed to sell P&H products. Implemented nationwide dealer product training program reversing perception of overpriced product into a value-added full price solution, generating $500,000 in revenue within six months. Within 12 months, personally sold $280,000, gaining national sales recognition award. ACCO HOIST AND CRANE, York, PA 1974 – 1989 $350 million division of national manufacture of overhead hoists, cranes, transfer systems & grabs. National Sales Manager - Industrial Dealer Products (1987 – 1989) Responsible for 20 district managers calling on and selling through distributor network. District Manager. (1974 – 1987) Managed 60 industrial dealers & 40 OEM accounts in Tri-State area covering Michigan, Ohio and Indiana. Increased sales in territory from $100,000 to $1.8 million. Sold $500,000 by utilizing “tagalong” sales strategy with local distributor. Received initial approval at the Big Three automotive accounts. Performed in top 10% of national sales every year. Exceed annual sales budget by 40% each year. AMERICAN MONORAIL Div. of Eaton Corp., Cleveland, OH 1968 – 1974 $450 million national manufacture of cranes, monorails, hoists, stackers & laundry systems. Sales Engineer EDUCATION HENRY FORD COLLEGE, Dearborn, MI Courses in mechanical engineering. OTHER PROFESSIONAL DEVELOPMENT Xerox Professional Selling Skills Course Dale Carnegie Sales Management 14-week night course Northwood Toastmasters Club American Management Association 1966 – 1969