Regional Sales Manager in Detroit Resume Robert Liva by RobLiva

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									R OBERT J. L IVA                                                            Email:robliva@ymail.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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