TOM ROCKWELL
Sales Executive/ Business Development Manager
Record-setting sales leader for Fortune 100 Corporation, directing teams and operations to optimal performance and tremendous corporate profits.
Regional leader, directing teams and operations focusing on business opportunities and driving conceptualize ideas to reality.
Achieve industry leadership through long-term commitment to corporate core values.
Build high-performance sales operations.
Perform data and situational analysis to draft innovative systems and disciplines.
Expedite revenue growth by millions of dollars through strategic planning and execution.
Establish strong sales pipelines by identifying business opportunities and securing lasting clients.
Customize service through application to unique customer objectives.
Raise corporate morale through exceptional staff relations.
Develop marketing initiatives to effectively generate results.
Advance critical projects in time-constrained, challenging situations.
Excel in rapidly evolving systems and priorities.
Demonstrate strong business acumen of financing business opportunities through nontraditional channels.
CORE COMPETENCIES
Corporate Leadership Strategic Planning Lead Generation Negotiations Deal Closing
Budget Management Capital Generation & Savings Individual Projects
Corporate & Client Relations Executive Presentations Streamlining Problem Solving
PROFESSIONAL EXPERIENCE
OHIO CATERPILLAR, Broadview Heights, Ohio 1984- 2009
Ohio dealership for construction equipment manufacturers with annual corporate revenue of $500M.
Used Parts Sales Manager 2001-2009
Perform sales of used parts and reconditioned components throughout North America, Mexico and Australia. Lead used parts and salvage parts operation as well as staff including salesperson, shop supervisor, warehouse assistant, and as many as 4 service technicians. Represent complete line of construction equipment, as well as industrial and highway engines in statewide operations consisting of 13 branches with parts, service, and sales divisions within each branch. Direct Internet and phone sales, oversee invoice processing, inventory files, used parts rebuilding projects, machinery purchasing, and maintenance of inside and outside storage facilities. Participate in the yearly capital planning process and P/L responsibilities for the department.
Corporate and Financial Highlights:
Catapulted gross sales from $3M to $4M in 2 years by computerizing inventory, evaluating local market opportunities, and securing inventory to meet local demand.
Focus on regional mining operations to increase rebuilds component sales. High concentration of large dozers D8s thru D11s, large wheel loaders 980s thru 994s and large trucks 773s thru 785s.
Launched computer inventory system for used parts operations, eliminating time required to compile transactional paper trail.
TOM ROCKWELL Page 2
Sales Executive 1987-2001
Worked sales territory on long-term basis, adopting comprehensive knowledge of product users within region. Assumed assignment of 50% of existing territory suffering under poor management. Conducted cold calls to every end user of product line, including contractors and industrial manufacturers. Introduced product to construction professionals discovered in field. Pursued potential clients on weekends and in evening hours, continuously building territory. Responsibilities included being an equipment consultant to the customer, advising customer of capital equipment strategies and advising of the importance of the Total Cost of Ownership. Selling involved features and benefits due to selling value not price.
Corporate and Financial Highlights:
Achieved and maintained Top 3 performance among salespersons in new machine deliveries, percentage of industry new sales, awareness, and earnings.
Expanded assignment through request to call on large accounts beyond territory.
Won Caterpillar 1998 Maui Vacation contest for top annual machine sales in dealership, as well as 2000 contest for top annual sales of Caterpillar backhoes.
ROCKWELL ENTERPRISES, INC., Akron, Ohio
Regional land Development Company of distinctive communities.
Business Development Manager 1996-2009
Developed capital priorities, opportunities and recommendations into the plan purpose of acquisition and construction of four residential developments ranging in size from six acres to fifty acres.
Organized project management teams to advance conceptualize business opportunities into a financially viable business plan. Prioritized goals and set benchmarks and timelines to complete the objectives. Utilized creative thinking strategies to formulate financing packages to optimize long term objectives. Marketing strategies and initiatives were developed in advance to minimize lost opportunity and to capitalize on the industry market trends. Collaborated with architects and engineers to create environmental friendly designs. Negotiated major project construction contracts, supervised on-site activities in accordance to expectations and followed up to address unexpected concerns. Delivered market viable product in accordance to preset goals and objectives.
Corporate and Financial Highlights:
First business development project 80% of product sold before completion.
Year 1999 Award Winning. Recognize by local government environmental agency as the Best Ecological Developer of the Year.
Year 2001. Recognize by the local Chamber of Commerce as the Developer of the Year.
Career note: Service Foreman at Ohio Cat 1984-1987, CDL License, Highway Construction Union Laborer, Rental Property Owner, Volunteer Fireman.
EDUCATION
Bachelor of Science [B.S.], Personnel Management
University of Akron, Akron, Ohio
PROFESSIONAL MEMBERSHIPS
Board Member of Caterpillar Dealer Used Parts Association
Member of Home Builders Association. Member of the
Cuyahoga Falls Planning Commission
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