Expert Details

Expert in 3D Printing, 3D Scanning, Additive Manufacturing, Products and Services

Expert ID: 736481 Illinois, USA

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Division Leader – Effective Technology Consultant – Product Value Identification - Strategic Planning – Direct Contributor – New Product Development – Market Analysis

Productive Group Leader with expansive experience as Sales Team Executive, AM Product Expert, Direct Contributor, and Project Manager; with a proven record of identifying new product markets; strategic account specialty. Broad product and manufacturing experience; balancing margins and practical production methods. Selection and Coaching of record setting teams and establishing high performing distribution channels. Extensive experience with 3D Printing (Additive Manufacturing) & 3D Scanning, Engineering Services, Digital Transformation, Contract Manufacturing, Plastic Molding, and CNC Machining. Direct experience in Medical Device, Transportation, Consumer, Energy, and Military markets; with connections ranging from the manufacturing floor to executive offices. Skilled in advanced selling, (Challenger, Sandler), of complex packages involving capital equipment and product systems; including hardware, software, and engineering service elements.

Particularly skillful at new business development, technology integration, market analysis, and setting strategy; including Client Value Identification, Product Manufacturing, and CxO engagement.

OVERVIEW
16+ years experience with 3D printing & 3D scanning; Directly employed with 3D printer OEMs and 3D Printer/3D scanner resellers.
Trained in multiple 3D printing technologies, applications, and manufacturing.
Additional 10+ years applications & business development for manufacturing, including CNC machining, plastic injection molding, and sheetmetal stamping and tooling.
Direct experience in Automotive, Medical device, heavy industry, consumer goods, and automated manufacturing. Engineering degree, Sales management, and business development.

Expert may consult nationally and internationally, and is also local to the following cities: Chicago, IL - Milwaukee, WI - Indianapolis, IN

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Education

Year Degree Subject Institution
Year: 1991 Degree: BS Subject: Engineering Physics Institution: Bradley University

Work History

Years Employer Title Department Responsibilities
Years: 2020 to Present Employer: Undisclosed Title: Regional Sales Manager Department: Sales Responsibilities: Central US Manager for emerging technology 3D printer. New market introduction and product analysis contributor for large format OEM equipment. Strong product evangelist and sales solution experience, with direct hardware and software application involvement. Industry expert in Additive Manufacturing across multiple markets; NPD, Medical Device, Automotive, Consumer Products, and Heavy Industry. Proven experience achieving goals and introducing new technology into new markets.

- Product Introduction; Product Value & Application analysis, margin and aggressive growth responsibility.
- Complex Applications; Direct solutions delivery, and high visibility capital equipment ROI justification.
Years: 2019 to 2019 Employer: Computer Aided Technology (formerly Fisher Unitech) Title: Regional Sales Manager Department: Sales Responsibilities: Business Development Manager for the #1 3D printer reseller in North America. Trained in multiple 3D printing technologies (plastic, metal, composite, electronics) including advanced manufacturing applications. Strong product evangelist and sales solution analysis experience, with direct hardware and software experience. Proven experience achieving goals, and applying tactics and strategy required to achieve success; with long term, high value, broad visibility, capital projects; including early stage, market introduction, & new client adoption.
Years: 2016 to 2019 Employer: L&T Technology Services Title: Sr. Business Development Mgr Department: Sales Responsibilities: Business Development for Global Engineering Services across multiple markets; High Tech, Medical Device, Automotive, Consumer Products, and Heavy Industry. Deep understanding and connection with Fortune 100 clients involving Factory Modernization, Digital Transformation, IoT, AI, and Smart Manufacturing. Directed team tactics and strategy required to achieve success for key client projects, including capital expense, multi-year, implementations. Achievement of new client expansion, and profit increase goals, across region.
Years: 2014 to 2016 Employer: Trident Manufacturing Title: Sales Manager Department: Sales Responsibilities: Execute a national medical market pioneering effort, exclusively for medical device contract manufacturing and assembly. Involved in project analysis and engineering feasibility regarding plastic injection molding, capital tooling, automated and manual assembly. Knowledgeable in ISO13485 certification and FDA registration; including clean room environments, tooling, prototypes, electronics, and supporting processes and validation procedures. Increased pipeline and quote value, including expanding market share, and depth of client engagement.
Years: 2011 to 2014 Employer: Assembled Products Title: Director of Sales and Marketing Department: Sales Responsibilities: Envision and execute national sales, and marketing strategy; for key account growth and new business development. Directly manage (6) reports, and coordinate large scale, multi-year, programs for OEM customers, resulting in increased revenue and profit. Financial accountability for product margin, project sustainability, and forecasting accuracy. Wide responsibility; top line sales growth, margin improvement, recruitment, and team coaching. Key member of Executive Council for P&L planning, capital equipment, and new product development; manufacturing & operations.
Years: 2010 to 2011 Employer: Grayhill Inc Title: Regional Manager Department: Sales Responsibilities: Management of region, (9 independent agencies across 18 states), with emphasis on new business development, strategic accounts, and improving efficiency of the existing sales process. Focus on top line sales growth, recruitment, and training in target market segments of Heavy Equipment, Military, and Medical.
Years: 2004 to 2010 Employer: 3D Systems (formerly Z Corporation) Title: Regional Sales Manager Department: Sales Responsibilities: Responsible for overall territory management, 3D printer introduction and applications across Midwest and Northwest Regions. Key focus on market analysis and expansion of dealer network across regions. Provide direct sales management and training for large scale, complex, capital equipment projects. Select, train, and evaluate the sales channel staff regarding Major Account Sales, SPIN Selling, and Sales Excellence program, resulting in improved close ratio. Involved in new printer product development related to client/product interface.

Additional Experience

Training / Seminars
Personal / Professional Development
Challenger Sales Training / Solution Selling
Stacey Hanke / SPIN Selling / Six Sigma
Salesforce.com / Karrass Negotiation / Sandler
Other Relevant Experience
Previous Other Experience: (10) years increasing responsibility in direct CNC application engineering. Formation of national sales team w/(9) total reports & independent sales representative network; including marketing, tradeshows, and distribution channels. Hands on installation and assembly of various manufacturing production line assemblies; including stamping, wire form, part analysis, and automated systems.

Fields of Expertise

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