Account Manager

Praxair
Burr Ridge, IL
April 9, 2008
 Education and Military Experience

BS Mechanical Engineering Technology

Virginia State University 2002

NBC Non-Commissioned Officer

United States Army Reserve 1992-2000
 Professional Experience

Project Manager
Sales Engineer
Territory Manager
Business Development Manager
Regional Sales Manager
 Regional Sales Manager
Responsibilities
Manage HX sales of 24 MUSD for Agro Markets
Manage multiple channels across 10 state territory
Sales
Sales/Market Plans
Management
Quarterly forecasting
Pricing strategies

Ongoing process optimization

Account
Management
Build/Maintain relationships w/ Top Eng/Design Firms
Contract/price negotiations
Manufacturing Interface w/ Customer
Project
Management
Drawings/Late Deliveries
Conflict resolution
Identify applications for new products
Product
Management
Introduce new products to customer & sales channels
Technology conversion
 Regional Sales Manager
Activities & Accomplishments
Biodiesel Sales 2006
Drove Technology Conversion
Secured 5 additional Biodiesel Customer Accounts
Managed +170% over 2.4MUSD

New Product Roll Out 2007

Identified niche application in Ethanol Market
Planned/drove customer blitz
Utilized existing customer relationships
High volume yielded +20% margin profitability

Total Heat Exchanger Sales 2007

Bundled offerings
Managed material price increases
Presence
Managed +24.6% over 26.4 MUSD
 Account Manager Strategy

Establish/Maintain Relationships
Organizational Structure
Value Added Support

Identify Customer Value Drivers

Customers Business Model
Manage Value & Price Perception

Know the Competition

Competitive Reference Value
Positive/Negative Differentiation

Presence
 Account Manager Challenges

Customer buying behavior

Competitors willing to buy job
Consistently create value
Identifying new applications
 Account Manager Issues

Administrative Demands
Application Support
Over-commitment
Time management
 Questions?

Thank you for your time and consideration.