DAVID BOBER
Summary
Experienced business development professional with exceptional interpersonal, negotiation, and leadership skills. Proficient in using a consultative, solution-based sales approach to build valuable client and corporate relationships across diverse industries such as food and beverage, energy, consumer products, automotive, mining and minerals, water/wastewater, ports and harbors, pulp and paper, chemical, life sciences and aerospace.
Overview
21
21
years of professional experience
Work History
Business Development Executive
GrayMatter
07.2021 - 07.2023
- Led initiatives in co-innovation, advanced industrial analytics (AI/ML), and digital transformation for manufacturers, industrial companies, and utilities
- Consulted with clients to address business needs regarding People, Process, and Technology
- Delivered Operational Technology solutions, including cybersecurity and professional engineering services, to enhance client infrastructure and protect critical assets
- Developed and closed a key new logo client, Medicom (PPE manufacturer), with an $800K deal for an Enterprise SCADA and MES system, enabling global multi-site, real-time data comparisons that enhanced operational efficiency and product quality.
- Built the relationship and secured a key new logo deal with Givaudan (flavor and fragrance manufacturer), marking the first cloud-based GE MES SaaS sale for the organization, project valued at $400K.
ACCOUNT EXECUTIVE
InSource Solutions
04.2018 - 04.2020
- Manufacturing and Industry expert who guided clients with IoT and business transformation
- Focused on helping organizations become more productive and profitable through the use of industrial visualization, data and modeling toolkits, such as SCADA, IoT
- Analytics, machine learning, engineering, workflow, and asset performance management
- Representative of AVEVA software, providing perpetual enterprise software licensing, enterprise software as a service (SaaS), support agreement contracts, and engineering and consulting services
- Monitored client and industry data, assessed client potential based on technical readiness, ability to purchase, and business cycle
- Based on the assessment, prescribed solutions that address client’s workforce, process, and technology requirements
- Worked closely with clients such as Michelin, 3M, Starbucks, and Nucor Steel
- Increased sales by 4% in 2019 over 2018 in a year when total sales were down overall for the company
- Increased Gross Profit in this same period by 15%
- Achieved 99% of Gross Profit goal for Q1 2020
- Earned significant Management by Objectives (MBO) award bonuses in Q3 and Q4 of 2018, all four quarters in 2019, and Q1 2020.
ACCOUNT EXECUTIVE
Advantage Industrial Automation
03.2006 - 04.2018
- Positioned as a consultant delivering value propositions for operations performance management software solutions to C level and director level executives at Fortune 500 manufacturers
- Responsible for expanding the footprint and managing relationships at key accounts, demand generation, new logos, and support agreement renewal/retention for GE Digital
- Uncovered early adoption sales opportunities for emerging technology and digital transformation, closing the first 4 GE Workflow deals for the organization
- Led sales effort and selected by BMW as part of RFP requirements team to replace BMW manufacturing software at SC facility
- Developed the opportunity, managed the sales process, and won the contract for an intelligent manufacturing solution, digitizing plant operations and connecting the factory floor with the business systems at a former DuPont company, project valued at 1.4 million.
TERRITORY MANAGER
Advantage Industrial Automation
03.2006 - 04.2018
- Provided edge to enterprise software solutions, industrial automation hardware, and engineering services to increase productivity, reduce downtime, improve quality, manage energy, and provide a safer workplace for clients
- Charged with demand generation, new logos, account management, and territory sales for over 20 different suppliers of factory automation and software
- Represented companies such as GE Digital, Schneider Electric, Phoenix Contact, Yaskawa, and SICK Inc
- Created partnerships with executive decision makers to review operations and propose solutions to improve business results
- Worked collaboratively with the sales organization, engineering team, multiple vendor partners, and various customer business units to deliver complex solutions
- Developed the opportunity, built the client relationship, and sold advanced laser technology solutions at Georgia Port Authority, projects valued at over $2 million, mitigating risk and reducing downtime costs on high value critical assets
- Proposed and closed a controls and automation project for a MillerCoors manufacturing system, valued at $400,000
- Sold and implemented vision barcode systems with Proctor and Gamble valued at $300,000
- Improving efficiency and data visualization on detergent packaging systems
- Exceeded sales plan expectations in 5 of 6 years and promoted to Account Executive representing GE Digital in the Carolinas.
TERRITORY ACCOUNT MANAGER
WESCO - Control Corporation of America
04.2005 - 03.2006
- Represented Siemens Automation with territory responsibility for distribution sales of industrial automation and capital equipment
- Orchestrated the overall sales efforts, led presentations and proposal efforts, closed business, and managed the client relationship at key accounts
- Selected as part of Georgia sales team with responsibility to penetrate and secure a 700 customer, $4.4 million territory
- Responsible for growing overall business and expanded market share in newly developed South Carolina territory as part of implementing Siemens distribution model
- Successfully integrated newly formed partnerships with systems integrators in the region.
PROCUREMENT/ SUBCONTRACT MANAGEMENT/ SUPPLY CHAIN
Lockheed Martin Aeronautics Company
08.2002 - 04.2005
- Coordinated major procurements supporting C-130 and various aerospace programs with responsibility for negotiating purchases and managing the subcontracting and supply chain processes
- Worked effectively with various U.S and International clients to expedite timely delivery of materials and systems from suppliers to customers, reducing mission critical shortages worldwide
- Rebuilt key supplier relationships on a contract valued at $5 million, and significantly improved government customer satisfaction rating, personally receiving a company Special Recognition Award for contributions to team
- Nominated as one of 10 candidates for company-wide Operations Leadership Development Program for proven leadership qualities and exceeding performance objectives on projects
- Selected as member of a Special Emphasis Proposal Team, an acquisition strategy group formed to prepare a critical $180 million sales proposal in support of U.S Homeland Security efforts.
Education
Bachelor of Business Administration - Management
The University of Georgia
Athens, GA2002
Timeline
Business Development Executive
GrayMatter
07.2021 - 07.2023
ACCOUNT EXECUTIVE
InSource Solutions
04.2018 - 04.2020
ACCOUNT EXECUTIVE
Advantage Industrial Automation
03.2006 - 04.2018
TERRITORY MANAGER
Advantage Industrial Automation
03.2006 - 04.2018
TERRITORY ACCOUNT MANAGER
WESCO - Control Corporation of America
04.2005 - 03.2006
PROCUREMENT/ SUBCONTRACT MANAGEMENT/ SUPPLY CHAIN
Lockheed Martin Aeronautics Company
08.2002 - 04.2005
Bachelor of Business Administration - Management
The University of Georgia
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