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CARLIE  BROWN

309 Farmington Court                                                        Telephone: 561-333-9876

Wellington, FL 33001                                                 E-mail: carlie@yahoo.com

SUMMARY 

Top performing sales and business development professional with fourteen years experience in Sales, Product Marketing, Business Management, and Distributor Management in the Electronics/Electrical, and Irrigation industries.  Demonstrated track record of solid increased contributions to revenue and bottom line profitability.  Excellent written and verbal communication skills.  

Areas of expertise: 

Sales	Sales Management	Business Management
Marketing	Key Account Management	Sales Negotiation
Distributor Development	Product Management	Contract Negotiation

Professional Experience

HYPERTRONICS – Hudson, MA               2011 - Present

Field Application Sales Engineer - Southeast

Manage strategic and global accounts in southeast territory consisting of Mil/Aero, Medical and Government applications with revenues of approximately $2MM for high reliability electronic connectors.

·         Accounts include Harris, DRS, Lockheed Martin, Honeywell, Raytheon, Invivo, Northrop Grumman, and UTC.

·         Managing programs such as NGATS, MTADS, THAAD, Orion, and various medical applications.

·         Quoted $1MM of new connector business on MTADS/Arrowhead with Lockheed.

·         Designed in new connector application at Harris valued at $100k for 2012, currently in IRAD.

·         Managing NGATS program with DRS-TEM and Jabil.

·         Quoted new connector opportunity for patient monitoring device at Invivo valued at $100k.

             

DRESSER WAYNE – Austin, TX               2009 - 2010

District Manager - FL

Manage and direct activities of 10 person Southeast Florida office for Wayne Services Group Division.  Responsible for P&L, sales, contracts, payroll, account management, quotations, and all operational activities involving the office.

·         Rebuilt relationship with ExxonMobil and Facility Maintenance for service contract business valued at $1M.

·         Increased ExxonMobil performance for routine repair from 67% to 93%, and emergency from 88% to 92%.

·         Hired and implemented training program for 2 new technicians.

·         Increased ASO 3R performance from an overall 40% average to 80% average.

·         Sold new service contracts to independent dealers valued at $50k.

·         Sold $75k in POS and system upgrades for PCI compliance.

·         Re-negotiated fixed fee contracts valued at $24k.

·         Developed new business with Donnini Reliance Petroleum to provide PCI upgrades and service; valued at $50k.

IDEAL INDUSTRIES, INCORPORATED – Sycamore, IL               2007 - 2009

Area Sales Manager

Aggressive Florida team member responsible for growing Electrical and Datacom products in SE Florida market.  Products include wire connectors, hand tools, digital multi-meters, clamp meters, power quality testers, F, BNC, and RCA connectors, testers for LAN, CCTV, Cable, and Fiber Optics.

·         Ranked in top 12% of sales force through Q2 2009.

·         Datacom and Instrumentation sales increased 116% and 123% respectively through April 2009.

·         Datacom sales up 124%.  Products include connectors, tools, and testers for LAN, CCTV, Cable, and Fiber Optics.

·         Mended strained relationships with distributors immediately and increased new product sales 70%

·         Implemented distributor marketing plan targeting 20% growth across focus product lines.

·         Added new full line distributors in territory where appropriate and grew non-traditional distributor channels.

·         WingTwist wire connectors increased 1M units for 2007.

·         Increased Wire-Nut connector sales 10% in 2007.

·         Datacom product sales up 180% in 2007.

ACME ELECTRIC CORPORATION – Power Distribution Products Division, Lumberton, NC               2006 - 2007

Product Marketing Manager

Team leader with global responsibility for $45M transformer product line and manager of Technical Support Department

·         Led ramp up and product launch of new product family, Transformer Disconnects.  2007 expected revenue $1M.

·         Developed product launch package for stainless steel enclosed transformers for field sales and distribution.

·         Wrote marketing newsletter to guide sales and customers through new DOE legislation mandating transformers meet TP-1 efficiency standards by January 1, 2007.

·         Worked with engineering to insure TP-1 compliant designs on core product were complete by January deadline.

·         Group leader for Buck-Boost marketing plan team designed to revitalize product and regain market share.

·         Leader for New Product Development team tasked with developing new product development process and          implementing across all functional areas.

·         Developed pricing structure on new TP-1 compliant transformers.

·         Maintained market level pricing strategy and competitive information.

·         MBF team leader for Finished Goods focusing on reducing PPV, and increasing low cost country sourcing.

·         Product Line Analysis team leader targeting margin analysis, product classification, sales trends, country of manufacture potential, product justification, and OEM justification for 2007 - 2008 strategic plan.

RAIN BIRD CORPORATION – Turf Division, Azusa, California               2004 - 2006

Sales Development Manager

Worked to quickly become an integral member of the Florida region, and led the South Florida sales team to increase revenue and market share in Landscape Drip, Accessory and NBD business units.

·         Landscape Drip sales up 114% YTD through April 2006.

·         Implemented strategic plan in 2005, which increased sales orders 27.7% in Landscape Drip.

·         Developed Marketing/Sales tool for field sales consisting of strategic product samples, marketing material, and competitive comparisons.

·         Performed monthly training courses on Low-volume products targeting contractors, distributors, and internal sales focusing on sales/marketing, design, installation, maintenance, and competitive comparisons.

·         Implemented marketing plan with local sales rep. and distributor for SW Florida which gained new business from 6 key Florida contractors in 2005; estimated value $240k.

·         Coordinated field-testing on newly developed products to obtain performance data in the Florida soils, and to gain production release.

·         Increased sales in Low Volume Irrigation by 20% and Accessories by over 50% in 2004.

·         Worked with DM to convert a key distributor in South Florida from Netafim to 100% Rain Bird Drip products.

·         Sold the first 3 suction lift pump stations for the Florida region; valued over $65k.

·         Obtained Certified Landscape Irrigation Auditor (CLIA) certification within the first year of employment.

TYCO ELECTRONICS - TDI Batteries Division, Chicago, IL               1996 – 2003

Business Unit Manager, Motorola               2002 – 2003

Led, managed and directed activities of cross functional product line team to focus on Product Development, Program Management, Sales, Profit, Customer Service, Engineering, Quality, and Manufacturing of custom designed battery packs.  Managed relationship with Motorola North and South America; FY 2003 budget $38.8M.

·         Motivated and led a 6-person team to achieve negotiated business awards and increase business share through new product development, program management, engineering support and product qualifications.

·         Supervised and directed program managers throughout the design, qualification, and production process to insure quality, maximize revenue, and minimize raw material exposure.

·         Surpassed quarterly budgets; increased 150% through Q3 of 2003.

·         Secured un-awarded business worth $750K for Q3 and Q4 with Motorola iDEN.

·         Increased revenue from $20M to $26M in 2002 with Motorola’s Consumer, Government, Industrial, Solutions Sector (CGISS) and iDEN business units.

·         Achieved 110% of sales budget for FY 2002.

Business Unit Manager, Motorola - continued

·         Managed and administered contract price negotiations with Motorola, Linvatec, and Sensidyne.

·         Awarded new business design on Linvatec’s new surgical saw platform.

·         Provided industry forecasts and presented strategic business plans to upper management.

·         Managed strategic relationships with Engineering, Commodity Management and Purchasing within Motorola.

·         Negotiated and implemented representative contract to cover the Brazil market. 

·         Conducted meetings in Brazil and South Korea to establish market size, product mix, and business potential.

Regional Sales Manager               2000 – 2001

Managed key account and increased new territory and market penetration within Eastern US.

·         Increased global contract with Motorola CGISS from $14M to $20M on existing products.

·         Secured new programs valued at $7M for Motorola.

·         Established new opportunities valued at $1.5M in the medical, data acquisition, and industrial market segments with companies such as Linvatec, Sensidyne, Tyco Healthcare, Hand Held Products, and UPS.

·         Successfully achieved 100% business awards on multiple battery products for Motorola.

·         Held global responsibility for Motorola CGISS.

·         Identified and established Manufacturer’s Representative organization for the Eastern region.

Sales Engineer               1999 – 2000

·         Managed sales relationship with Motorola CGISS, Paging and iDEN.  Handled distributor base in South Florida.

·         Increased global contract for Motorola CGISS sales for batteries from $9M to $14M.

·         Increased connector global contract with Motorola CGISS to $1.5M.

·         Secured $1.5M connector design on iDEN’s new product platform for 2001.

·         Secured $1.5M connector design on Paging platform for 2001.

·         Established key relationships with Global Commodity Managers, engineers and middle level managers.

Electronics Product Manager/Electrical Channels               1998 – 1999

Appointed to new position to grow revenue and profit through company’s electrical division.

·         Produced revenue and gross margin growth for all of T&B’s electronic products through electrical distribution channels.  Products included, DIN, D-Sub, SCSI, Switches, Headers, Terminal Blocks, Cardedge, and Flexstrip.        

·         Developed PowerPoint presentations and training binders used in training courses.

·         Traveled throughout the US conducting training classes for Field Sales, Manufacturer’s Reps, and Distribution.

·         Made sales calls to OEMs to increase sales, determine account/market potential, and gain new design wins.

·         Acted as corporate liaison between Electronics Division and Electrical distribution channels.

             

Associate Product Manager, Buchanan Terminal Blocks               1997 – 1998 

Key contributor to product management team.

·         Developed and initiated marketing material for new product releases.

·         Coordinated the marketing release of the IEC terminal block product line.

·         Managed relationships with private label brand manufacturers for Buchanan products.

·         Provided Ideal Industries with Buchanan Terminal blocks under private label agreement.

·         Initiated multiple product release updates through Business-to-Business Marketing Communications.

·         Responsible for Rockwell Automation (Allen Bradley) and Lucent Technology custom manufactured products.

·         Held worldwide P&L responsibility for $16M in sales.             

education

Studied Electrical Engineering at Wichita State Univerity, 1986 - 1989

BBA, emphasis in Sales/Marketing, Memphis State University, Memphis, TN, 1991

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