Kenneth Laubacher
Spencerport,NY
Summary
Highly accomplished sales professional with 15 years of experience in physical security sales and over 30 years in technical sales. Proven track record of exceeding sales targets and building long-term client relationships. Possesses excellent communication and negotiation skills with a deep understanding of the physical security software landscape.
Overview
28
28
years of professional experience
Work History
Sales Manager
IK Systems, Inc.
04.2016 - Current
- Leads and manages a team of sales professionals to drive revenue growth and market penetration in the physical security software sector
- Develops and executes strategic sales plans to achieve sales targets and expand market share
- Cultivates and maintains strong relationships with key accounts and strategic partners to identify opportunities for business development and collaboration
- Provides guidance and mentorship to sales team members, including training, coaching, and performance management
- Collaborates with cross-functional teams including project management, engineering, and customer support to ensure alignment and customer satisfaction
- Utilizes CRM software to track sales activities, manage leads, and analyze sales performance metrics.
Sales Professional
Frontrunner Network Systems
05.2012 - 03.2016
- Initiated and cultivated the Physical Security Division for FNS
- Negotiated representation agreements with major manufacturers such as Genetec, AXIS & Hanwha
- Established Frontrunner as only Upstate NY Integrator
- Established new accounts driving revenue growth and consistently exceeding sales targets
- Developed and delivered compelling sales presentations and proposals to key decision-makers
- Negotiated contracts and pricing agreements to maximize profitability while ensuring customer satisfaction
- Provided ongoing support and account management to ensure high levels of customer retention and loyalty.
Sales Professional
Day Automation, Inc.
05.2009 - 04.2012
- Lead Project and New Account Sales for Rochester and Southern Tier for physical security sales in the Educational market
- Negotiated new Genetec Video and Autoview System at Monroe Community College
- Sold $500K in Genetec Software and $2.0M in AXIS cameras for 2011.
Business Development Manager
Square D/Schneider Electric.
01.2000 - 04.2009
- Lead Commercial Sales efforts for Variable Frequency Drives for the Pittsburgh Region that included Field Offices in Pittsburgh, Altoona, Erie, Buffalo, Rochester, Syracuse, Binghamton, and Albany
- Grew the overall business in the territory from $900K to over $5.0M
- Researched and developed supply chain to sell into the Mechanical Construction Division 15 market
- Developed relationships with key Consulting firms focused on Municipal Projects leading to a higher closing rate and margin rate for construction projects
- Managed take-offs, pricing levels and bid strategy for all projects over $50K
- Served on several project teams including new product development, marketing initiatives, and quality projects
- Mentored new hires within the Northeast Region.
Business Development Manager
General Electric Motors & Drives Division.
01.1996 - 01.2000
- Lead Project Commercial Sales efforts Motors and Drives for the Rochester and Buffalo markets
- Trained Blackbelt for initial Six Sigma rollout using DMAIC process
- Identified, measured, and completed a Six Sigma project
- Completed GE’s Leadership 2000 management program.
Education
Bachelor of Science in Electrical Engineering -
Union College
01.1990
Skills
- Strategic account management
- Team leadership and mentorship
- Client relationship management
- Solution selling and consultative sales approach
- Negotiation and contract management
- Market analysis and competitive intelligence
- Sales forecasting and pipeline management
- Excellent communication and presentation skills
References
Available upon request
Timeline
Sales Manager
IK Systems, Inc.
04.2016 - Current
Sales Professional
Frontrunner Network Systems
05.2012 - 03.2016
Sales Professional
Day Automation, Inc.
05.2009 - 04.2012
Business Development Manager
Square D/Schneider Electric.
01.2000 - 04.2009
Business Development Manager
General Electric Motors & Drives Division.
01.1996 - 01.2000
Bachelor of Science in Electrical Engineering -
Union College
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