John Andrews
Orlando
Summary
- Seasoned mature business development manager with a proven track record of driving significant revenue growth, and securing new business opportunities in the heavy equipment and material handling industry. With a strong background in consultative sales, successfully managed the full sales cycle for Fortune 500 accounts, excelling in sourcing, lead generation, contract negotiation, and closing deals. International experience includes managing sales teams and dealers across various regions, demonstrating a strategic approach to expanding business markets and fostering strong client relationships. Recognized for exceptional cold calling skills, self-motivation, and ability to deliver outstanding customer satisfaction throughout the sales process.
- Strong record of generating new accounts and exceeding goals in a wide range of industries; managing the full sales cycle, including sourcing, lead generation, prospecting, sales revenue forecasting, developing value proposition, contract negotiation and closing.
- Proficient in selling variety of heavy equipment, construction equipment, portable ship-loaders, container handlers, heavy forklifts, stiff boom and articulated cranes, generators and vehicles to ports, NGO’s, military and industrial accounts.
- International experience in managing sales, people and dealers in Canada, U.S.A., Europe and Afghanistan while growing new business/markets from conception by intelligent planning, persistence and tenacity.
- Extensive experience in life cycle/asset management/fleet management, and telematics tracking with heavy equipment and material handling equipment.
- Capital equipment and aftermarket sales to Mining, Municipal, Forestry, Pulp & Paper Mills, Marine, Oil & Gas, Governments, Ports, Military and NGO’s.
- Developed and maintained strong relationships with key clients, leading to repeat business and referrals, using consultative sales approach.
- Managed the entire sales cycle from lead generation to deal closure, consistently meeting or exceeding targets.
Overview
46
46
years of professional experience
Work History
Consultant/International Sales
Self Employed
Orlando, FL
05.2018 - Current
- Work with clients buying and selling small businesses looking under the E2 business visa, while actively looking for the right position in the equipment industry.
International Sales/Business Development
Forte-Trato FZ-LLC
Afghanistan/Dubai/UK
01.2014 - 12.2018
- Consultant focusing on mining, oil & gas companies, providing strategic planning, corporate governance, financial structuring, tariff & corridor, logistics and engineering planning /construction project management services to companies wanting to expand business opportunities in the emerging market of Afghanistan.
- Spearheaded all marketing and sales, qualifying opportunities and follow up, traveling to trade-shows and conferences worldwide, building revenue of $2M in the first year for this start-up.
- On-going relationship with several equipment manufacturers on dealership possibilities within Afghanistan.
Heavy Equipment Sales Manager
RMA International
Kabul/Kandahar, Afghanistan
01.2010 - 12.2014
- Recruited to drive the sales of RM Asia's JCB heavy equipment, trucks, vehicles, generators, parts and service to the next level in this challenging area of Afghanistan, while managing diversified sales and service people.
- Developed relationships by getting out in war zone and having face to face meetings with military and NGO accounts rather than sitting in an office completing RFQ’s.
- In the first 10 months, I sold/leased all the existing machine stock some of which had been sitting for over two years, at over 20% margin, which equated to over $1M clear profit.
- My success in the Kabul market resulted in being given responsibility for South Afghanistan with periodic trips to Kandahar to drive the sales, service and rentals of all the equipment and vehicles for RMA in that region.
- Increased parts revenue by recommending parts pack to customers with sale of each machine.
Dealer Manager, Europe
Thomas Equipment, Inc.
Eastern & Western Europe
01.2004 - 12.2010
- Transferred to UK to take up position as Dealer Manager Eastern and Western Europe for this Canadian OEM of Skid-Steer Loaders.
- Responsible for evaluating dealers, sourcing new dealers and replacing non-performing dealers, setting retail sales plan, equipment and parts stock, working and motivating salespeople in closing deals
- The ultimate achieved goal grew the dealer's sales of Thomas Equipment products as well as achieving the growth targets and improvement in overall customer satisfaction
- Continued to grow market share every year while providing unsurpassed customer product support.
- Increased parts revenue by 8% by providing parts pack with sale of each machine.
National Sales Manager (Industrial Equipment Group)
Dana Commercial Credit Div. of Dana Corporation
01.1998 - 12.2004
- Working autonomously and targeting (C-suite) executive level of (Fortune 500), completed sales process, cold calling, presentation, consultative selling (ROI), closing and managing key relationships; survey/analysis of each fleet location.
- Managing and mentoring six account managers across North America.
- Negotiated new pricing structure for capital equipment from the manufacturer.
- Personally built $28 million sales of leasing/fleet management program to industry in the first two years.
- Introduced forklift fleet management plan for four Bridgestone/Firestone plants in North America with savings of over $200,000 per month.
- One cold call to Ryder Integrated Logistics C.O.O. and several meetings with their asset management group resulted in negotiating contract for Dana to manage all Ryder’s material handling equipment throughout the US. This involved survey of locations, specifications of equipment, negotiating with OEM’s and leasing equipment.
- Won multi - dollar contract with Goodyear Tire to mange their forklift fleet in five plants.
Regional Vice President (Industrial Equipment)
First Fleet Corporation
Ft Lauderdale, FL
01.1996 - 12.1998
- Structured a material handling leasing fleet management program for companies which reduced their operating costs and capital expenditure by over 30%which educated companies as to why in certain circumstances, they should lease equipment rather than buy, and base the lease on economic life rather than term of lease.
- With tenacity and hard work, produced sales of over $6 million in the first year.
01.1980 - 01.1996
- Major account sales of Hyster heavy forklifts and container handlers to industrial accounts and ports in the Miami and Fort Lauderdale area.
- Stevedore managing the loading and unloading of passengers and supplies for cruise ships in Fort Lauderdale.
- Product Sales Manager for the sale of Caterpillar Container Handlers to the ports and intermodal industry in Western Canada.
- Sold the first Caterpillar Container/Trailer Handler to British Columbia Railway for their new intermodal division and the first unit ever sold into Canada.
- Business Development Manager for marine engineering company, specializing in repairs to cargo vessels in ports across Europe.
- Royal Navy, Electrical Engineering served on HM. Warships, Europe and Africa.
Education
Associate of Science - Multiple Courses
Dana University Business School
Skills
- Problem-solving
- Attention to detail
- Team leadership & development
- Client relationships
Timeline
Consultant/International Sales
Self Employed
05.2018 - Current
International Sales/Business Development
Forte-Trato FZ-LLC
01.2014 - 12.2018
Heavy Equipment Sales Manager
RMA International
01.2010 - 12.2014
Dealer Manager, Europe
Thomas Equipment, Inc.
01.2004 - 12.2010
National Sales Manager (Industrial Equipment Group)
Dana Commercial Credit Div. of Dana Corporation
01.1998 - 12.2004
Regional Vice President (Industrial Equipment)
First Fleet Corporation
01.1996 - 12.1998
01.1980 - 01.1996
Associate of Science - Multiple Courses
Dana University Business School