Business Developer or Sales Manager or Account Manager or Sales
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John Kent Hildebrand 1110 Meadowood Drive a- Waterford, Michigan 48327 Home: 248.681.4377 Cell: 248.408-6676 http://www.linkedin.com/in/kenthildebrand [email protected] Exceeding expectations SALES / MAJOR ACCOUNTS / TERRITORY MANAGEMENT New Business Key Accounts Market Research Analysis Sales Life Cycle Propos als Presentations Negotiations Project Management Problem Solving Customer T raining & Support Relationship Management Account Administration Dynamic, self-driven and customer-focused technology sales expert with 16 years of experience increasing employer's revenues, profitability and client satisfact ion. Astute analyst, strategic thinker and creative problem solver with demonstr ated initiative and management talents. Articulate and persuasive, able to inspi re trust and respect at all levels of the client organization. Developed solutio ns to boost productivity and profitability for firms such as AT&T, Chrysler, For d Motor, General Motors and Corning. Re-invigorated sluggish system integrator network & top performer of all business developers. CAREER TRACK BUSINESS DEVELOPER 2009 - present GRAY MATTER SYSTEMS L.L.C. Representing GE Intelligent Platforms, formerly GE F anuc * Direct sales of Gray Matter services and GE Intelligent Platforms applications including iFix, Cimplicity, iFix HMIas, Tracker, Troubleshooter, Cause+ and the full MES solutions from GE. * Accounts include Ford Motor Company, Chrysler, as well as non-automotive firms & water and wastewater facilities. BUSINESS DEVELOPER 2007 - 2009 WONDERWARE CENTRAL (Wonderware is a division of Invensys) ington Hills, Michigan Farm
Provide effective sales expertise identifying and winning new business opportuni ties in a territory spanning Lower Michigan, but with customers in other US stat es and in overseas locations. Identify key decision makers, establish trust, and work closely with customer executives and managers analyzing business needs and presenting appropriate solutions. Utilize skills as both a hunter and farmer to meet revenue quotas. Client base includes large corporations in multiple indust ries, including Chrysler, Ford, GM, Pfizer, Amcor Pet, and municipal governments . 1/3 of the worldas manufacturers and nearly all industries use Wonderware for real-time, actionable data. * Targeted and won new clients and past clients with at least a 12 month gap bet ween last purchase of Wonderware products. Work in concert with CEOs, Operations , Engineering, Plant Operations, and supply chain organizations throughout the c ourse of the sales cycle ranging from one day through several years for multimil lion dollar opportunities. * Established and then collaborated closely with a network of 10 Wonderware syst
em integrators and colleague team members throughout engagements. Closely monito r projects, resolve issues in a timely manner, and maintain close contact with c ustomers throughout the sales cycle to facilitate post-sales opportunities, refe rrals and maintain loyalty and satisfaction. Coached sales staff on goal setting , ID prospects, time management, proposal generation and closing. * To date, consistently met or exceed departmental and regional sales goals. ACCOUNT MANAGER 2006 - 2007 CIMATRON TECHNOLOGIES Waterford, Michigan Energized sales for a global provider of software solutions for manufacturing, t oolmaking and NC programming. Devised strategies to achieve sales goals for a 12 -state Midwest territory. Generated leads, cultivated new business and developed existing accounts. Consulted with client engineers and defined unique requireme nts for CAD/CAM, EDM and CNC systems. Crafted competitively priced proposals. Co ordinated complex implementation projects; delivered excellent user training and support. * Enacted marketing / sales tactics that grew territory sales by 258% in 2006; t roubleshot problems to ensure total customer satisfaction. ACCOUNT MANAGER 1999 - 2005 CLASSIC DESIGN Troy, Michigan Supplied vision, energy and expertise vital to meet targets for business growth of this leading supplier of tool design and industrial automation solutions. Des igned and drove marketing initiatives to manufacturing companies in all industri es across the United States and Canada. Evaluated needs; formulated pricing, pro duct recommendations and negotiated sales agreements. Administered accounts and provided service that promoted customer loyalty. * Sold $4,700,000 in 2000, exceeding the quota by 470%; surpassed quotas in 2001 and 2002 by more than 300%; generated 80% of business from new accounts. * Provided equipment, robotics programming and simulation tools, custom software development and web services; worked in environments with material handling, we lding and conveyors. ACCOUNT MANAGER 1994 - 1999 LECTRA SYSTEMS Michigan Waterford,
Drove territory marketing and sales of integrated technology solutions to largescale industrial users of textiles and leather in Michigan, Ohio and Indiana. De veloped relationships with corporate decision-makers and provided expert consult ation on CAD systems for industrial design and production applications. * Sold knife and laser, reciprocating knife exceeded annual quotas in 1996, 1997 and 1998. REGIONAL MARKETING MANAGER 1993 - 1994 JATO DYNAMICS Waterford, Michigan
* Developed and managed relationships with pricing managers, product planners an d engineers within accounts that included Chrysler, Ford, General Motors and Sat urn. SENIOR MARKETING REPRESENTATIVE 1990 - 1993 FORD / LORAL AEROSPACE (Now Lockheed Martin) Dearborn, Michigan * Sold CAD / CAM equipment, custom software development services, systems and co nsulting services to General Motors, Chrysler, Mazda, TRW and Ameritech. Previous employers include: Alcatel / Idea SERVCOM a- Datanational LEARNING CREDENTIALS POST-BACHELORATE STUDIES IN FINANCIAL ACCOUNTING Oakland University Rochester, Michigan BACHELOR OF SCIENCE Michigan State University East Lansing, Michigan Additional courses, seminars and workshops include: Cimatron: Microsoft Customer Relationship Management (CRM) a- Lectra Systems: Sa ndler Sales Training a- Ford/Loral Aerospace: Sales Training a- IBM Customer Ori ented Selling / Financial Marketing SOFTWARE PROFICIENCIES Operating Systems: Linux a- Windows a- MacOS Applications: SalesForce, Siebel, Microsoft Excel / Word / PowerPoint a- ACT! aVarious CAD / CAM systems PROFESSIONAL MEMBERSHIPS Professional Member of Automation Alley Member Engineering Society of Detroit Michigan Israel Business Bridge Organization Left all prior positions at or above position performance requirements, but beca use the employer closed or changed structure.
Provide effective sales expertise identifying and winning new business opportuni ties in a territory spanning Lower Michigan, but with customers in other US stat es and in overseas locations. Identify key decision makers, establish trust, and work closely with customer executives and managers analyzing business needs and presenting appropriate solutions. Utilize skills as both a hunter and farmer to meet revenue quotas. Client base includes large corporations in multiple indust ries, including Chrysler, Ford, GM, Pfizer, Amcor Pet, and municipal governments . 1/3 of the worldas manufacturers and nearly all industries use Wonderware for real-time, actionable data. * Targeted and won new clients and past clients with at least a 12 month gap bet ween last purchase of Wonderware products. Work in concert with CEOs, Operations , Engineering, Plant Operations, and supply chain organizations throughout the c ourse of the sales cycle ranging from one day through several years for multimil lion dollar opportunities. * Established and then collaborated closely with a network of 10 Wonderware syst
em integrators and colleague team members throughout engagements. Closely monito r projects, resolve issues in a timely manner, and maintain close contact with c ustomers throughout the sales cycle to facilitate post-sales opportunities, refe rrals and maintain loyalty and satisfaction. Coached sales staff on goal setting , ID prospects, time management, proposal generation and closing. * To date, consistently met or exceed departmental and regional sales goals. ACCOUNT MANAGER 2006 - 2007 CIMATRON TECHNOLOGIES Waterford, Michigan Energized sales for a global provider of software solutions for manufacturing, t oolmaking and NC programming. Devised strategies to achieve sales goals for a 12 -state Midwest territory. Generated leads, cultivated new business and developed existing accounts. Consulted with client engineers and defined unique requireme nts for CAD/CAM, EDM and CNC systems. Crafted competitively priced proposals. Co ordinated complex implementation projects; delivered excellent user training and support. * Enacted marketing / sales tactics that grew territory sales by 258% in 2006; t roubleshot problems to ensure total customer satisfaction. ACCOUNT MANAGER 1999 - 2005 CLASSIC DESIGN Troy, Michigan Supplied vision, energy and expertise vital to meet targets for business growth of this leading supplier of tool design and industrial automation solutions. Des igned and drove marketing initiatives to manufacturing companies in all industri es across the United States and Canada. Evaluated needs; formulated pricing, pro duct recommendations and negotiated sales agreements. Administered accounts and provided service that promoted customer loyalty. * Sold $4,700,000 in 2000, exceeding the quota by 470%; surpassed quotas in 2001 and 2002 by more than 300%; generated 80% of business from new accounts. * Provided equipment, robotics programming and simulation tools, custom software development and web services; worked in environments with material handling, we lding and conveyors. ACCOUNT MANAGER 1994 - 1999 LECTRA SYSTEMS Michigan Waterford,
Drove territory marketing and sales of integrated technology solutions to largescale industrial users of textiles and leather in Michigan, Ohio and Indiana. De veloped relationships with corporate decision-makers and provided expert consult ation on CAD systems for industrial design and production applications. * Sold knife and laser, reciprocating knife exceeded annual quotas in 1996, 1997 and 1998. REGIONAL MARKETING MANAGER 1993 - 1994 JATO DYNAMICS Waterford, Michigan
* Developed and managed relationships with pricing managers, product planners an d engineers within accounts that included Chrysler, Ford, General Motors and Sat urn. SENIOR MARKETING REPRESENTATIVE 1990 - 1993 FORD / LORAL AEROSPACE (Now Lockheed Martin) Dearborn, Michigan * Sold CAD / CAM equipment, custom software development services, systems and co nsulting services to General Motors, Chrysler, Mazda, TRW and Ameritech. Previous employers include: Alcatel / Idea SERVCOM a- Datanational LEARNING CREDENTIALS POST-BACHELORATE STUDIES IN FINANCIAL ACCOUNTING Oakland University Rochester, Michigan BACHELOR OF SCIENCE Michigan State University East Lansing, Michigan Additional courses, seminars and workshops include: Cimatron: Microsoft Customer Relationship Management (CRM) a- Lectra Systems: Sa ndler Sales Training a- Ford/Loral Aerospace: Sales Training a- IBM Customer Ori ented Selling / Financial Marketing SOFTWARE PROFICIENCIES Operating Systems: Linux a- Windows a- MacOS Applications: SalesForce, Siebel, Microsoft Excel / Word / PowerPoint a- ACT! aVarious CAD / CAM systems PROFESSIONAL MEMBERSHIPS Professional Member of Automation Alley Member Engineering Society of Detroit Michigan Israel Business Bridge Organization Left all prior positions at or above position performance requirements, but beca use the employer closed or changed structure.
