Professional Summary

Skills

Work History

W O'B170 North Lincoln Avenue, Mundelein, IL 60060 • Home: 847-566-4429 • Cell: 847-372-0518 •

william.obrien170@comcast.net

Results-oriented and energetic Sales Engineer/Sales Managerwith expertise in lead qualification andclosing strategies. Extensive sales training and presentation experience. Strong experience focused onprofitable revenue growth and market share increases. An interest in mentoring others as well as being ateam oriented professional.

Strategic account developmentGoal-orientedPositive and upbeatStrong interpersonal skillsAnalytical problem solver

Technical understanding and aptitudeStrong Presentation SkillsTeam orientedTraining orientation

Key Account Manager--National Distribution, 01/2015 to 05/2016Lenze Americas – Glendale HeightsPrimary responsibility was to work with Applied Industrial Technologies, headquartered in Cleveland, inestablishing sales momentum and corporate presence.

Grew Lenze\'s business with AIT approximately 8% in an overall down year for AIT\'s business.AIT\'s primary industrial focuses are Oil and Gas, Aggregate, Automotive and Packaging.Initiated programs to increase Lenze\'s presence at AIT\'s individual branch or service center. Theprograms were centered around training, stock incentives, locally focused promotions and literature.Developed ancillary duties by working with the Lenze sales teams in establishing stronger regionalpresence at Lenze\'s tier 1 distributors. Created the mutual marketing plan that was used to identifymutual goals and activities.Created Drive for \'16 programs focused on working with distributors in training their outside sales inselling drives as well as identifying where drives were best applied. Trained Lenze\'s sales force inidentifying those opportunities as well and how to work through distribution in achieving customersatisfaction.

Area Sales Manager, 08/2007 to 01/2014Lenze Americas – Glendale Heights, Il.Responsible for profitably growing Lenze\'s market share and revenues within Northern Illinois, Iowa andNorthern Indiana through working with distributors, targeting new OEMs, and working with existingOEMs.

Lenze\'s product offering is comprised mostly of variable frequency drives, manufactured in US and

Education

Germany, servo drives in Germany, gearboxes and geared motors manufactured globally andautomation oriented product.Grew Lenze\'s revenue from $1.6M to just under $3.85M over the period by working with existingdistributors, OEMs and identifying and closing new accounts and creating new channels ofdistribution.Jointly established a global corporate agreement with a key OEM in packaging and materialhandling. The contract was worth $5M globally.Successfully grew all of the distributors within my territory by planning, training and properlyexecuting plans. Developed a mutual planning procedure that was used throughout the country.Exceeded goals every year including down economic years. Year over year increases ranged between6% to over 24%.Was awarded Sales Engineer of the Year for Automation product twice due to growth in revenues.Successfully closed the industry leader in screen printing with Lenze\'s gearedmotors. The OEMbusiness was channeled through distribution.

Senior Sales Engineer, 06/2003 to 07/2007Minarik – Carol Stream, Il.Minarik is a manufacturer of DC drives and a distributor of motion/automation/safety products. Myposition was in sales and I worked in the Northern Illinois territory.

Grew my territory from $.750M to $2.7M over that period.Prime customer was a defense contractor that bought $525K in actuators and motors from Minarik.Opened up a large packaging OEM account for Minarik DC drives. They bought about $250K from us.

Regional Manager, 11/2000 to 07/2003Powermation – Wooddale, Il.Powermation is an iconic Midwest located distributor of automation oriented products such as GE (PLCs,Motion Control), Banner Engineering (Photoelectrics, Vision and Safety), Turck (Proximity Sensors andencoders), Emerson (Servos, Drives), Control Techniques and Baldor among other products.

My region was Illinois and I managed the sales and operations of a 15 person team including outsidesales, customer service and inside sales, and warehouse.Sales for the region grew to $4.3M over my time as regional manager.Responsible for hiring and firing as well as inspiring outside sales.Vendor relations were central to my success in this assignment.Working closely with outside sales from identifying opportunities to closing profitable sales.Developed and executed training programs for outside and inside sales.

Bachelor of Science: Marketing, 1974Fordham University - New York, NY

MBA: Marketing Management, 1992Loyola University-Chicago - Chicago, Il