Robert Liva is a senior level business development sales professional with 22 years experience and a comprehensive record of accomplishments in dramatically improving sales volume, specification generation, and new business development for a variety of industrial companies. He is an expert in mastering complex sales cycles, multiple products, contract negotiations, account penetration and increased profitability. Robert has a proven record of developing new markets, high-level contacts and long-term customer relationships.
R OBERT J. L IVA Email:email@example.com Macomb, MI 48044 Phone: (248) 321-4787 Regional District Sales/Manager Senior level business development sales professional with 22 years experience and a comprehensive record of accomplishments in dramatically improving sales volume, specification generation, and new business development for a variety of industrial companies. Expert in mastering complex sales cycles, multiple products, contract negotiations, account penetration and increased profitability. Proven record of developing new markets, high-level contacts and long-term customer relationships. Proficiencies include: Major Account Sales Talent Development Relationship Development New Business Development Team Building Market Study & Analysis Channel Management Safety & Automation Influence and Persuasion PROFESS ION AL EXP ER IEN CE Regional District Sales Manager Cognex Corporation, Natick, Maryland 2009-April 2010 Global Manufacturer of Vision and ID products Regional District Sales/Manager Plan and implement sales and programs for Cognex product line Development and execution of sales strategies and corporate plans Strategy and timeline development to meet sales goals and objectives Major Account Sales: Alcon, Allergan and Harland Clarke Manage Sales and Profitability of $7,000,000 District Evaluate new product and international market opportunities, provide analysis and decisions to management New business vertical market initiative including: Automotive, Food and Beverage, Packaging, Security and Detention, Wastewater, Alternative Energy, Solar and Wind Power, and Life Sciences Manage 3 direct reports and complex channel Omron Electronics, Schaumburg, Illinois 2004 – 2009 Global Manufacturer of industrial automation Products Regional Sales &Channel Manager Channel Management, Quota, and Profit Responsibilities Strategy and timeline development to meet sales goals and objectives Major Account Sales: OEM and Automotive including Utica and Chrysler Manage Sales and Profitability of $20,000,000 region New business development through vertical market initiative including: Automotive, Food and Beverage, Packaging, Security and Detention, Wastewater, Alternative Energy, Solar and Wind Power, and Life Sciences Manage 12 direct reports and complex channel Accomplishments: Top producer responsible for 25% of the North American Market’s automation products for Omron Electronics Maintained number one ranking for sales region, while increasing revenue and gross profit Increased $15,000,000 sales region’s revenue by $4,600,000 Built a 12 person sales team throughout the region, including: Key Account Managers, Distribution Sales Managers and Field Application Engineers Redesigned complex channel though analysis, modification, termination and new start up Designed and implemented strategic sales strategies for the distribution channel, direct OEM‘s, and automotive sales by utilizing a top down selling plan Successfully changed product specifications while developing and enhancing relationships at new and existing accounts including: General Motors, DaimlerChrysler, Comau-Pico, Utica Engineering, Honda, Toyota, ABB, Kawasaki, Fanuc Robotics, Tower Automotive, and Paslin Company Negotiated complex contracts and resolve difficult situations to ensure achieving scheduled milestone and customer satisfaction ROCKWELL AUTOMATION, Troy, Michigan 2001 - 2004 A leading industrial automation company providing power, control and information solutions globally. Senior Sales District Manager National and Key Account Sales Sales, Engineering, and Distributors development for Channel Optimization Converted major OEM and End User accounts to gain market share Responsible to Initiate, Develop, Plan, and Execute technical training and associated promotional activities with Distributors and Representatives Accomplishments: Increased territory sales revenue $600 thousand to $3.5 million in 18 months Designed and implemented an OEM component sales plan locally and regionally which contributed $1,000,000 of increased market share Closed $1.7 million deal for 10,000-piece safety relay order with Ford Motor Company, the largest in the 100-year history of Rockwell Automation Achieved single source product at new and existing accounts including: General Motors, DaimlerChrysler, Fanuc Robotics, Goodyear, Tower, and Oxford Automotive JOKAB SAFETY NA/NCC ELECTRONICS, Westland, Michigan 1996 - 2001 International specialists in production integrated safety systems & controls for manufacturing industries North American Sales Director Manage sales and sales force in United States and Canada Establish and Manage Sales and Distribution Channel for United States, Canada and Mexico North American channel management responsibility to fully support distributors, independent manufacturer representatives, OEMs while selling and managing direct accounts Major account sales responsibilities including: General Motors, Mitsubishi, Chrysler, Paslin, GE Fanuc, Paslin, Comau Pico, and Utica Enterprises Market analysis and Development of sales strategies to support initiatives and channel implementation Budget, Quota, and Profit Responsibilities Accomplishments: Created Jokab Safety’s North American Distribution Channel, which included: Direct Sales, Manufacturer Representatives, Local and Regional distributors which included Canada and Mexico Increased sales volume from $500,000 to $3.5 million, while maintaining profitability Built a 20 person sales team throughout the United States and Canada Standardized and specified all products throughout client’s manufacturing facilities including General Motors, Ford, DaimlerChrysler, Mitsubishi, Fanuc, ABB Robotics, and Magna Generated $2.5 million in revenue by achieving single source specifications at General Motors Mexico Closed $1.3 million single source contract at Mitsubishi KENDALL ELECTRIC, Battle Creek, Michigan 1992 - 1996 A full line electrical wholesale distributor serving the industrial, OEM and construction markets Account Manager Tripled existing sales territory volume from $900,000 to $2.7 million through market analysis, planning, and execution of programs to develop new business relationships Earned Allen Bradley Competitive Edge Salesman of the Year twice EDUC ATION ADRIAN COLLEGE, Adrian Michigan Bachelor of Business Administration
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