Patrick Sommers
New Wilmington,PA
Summary
Strategic Sales Linchpin & Technical Resource with 15+ years of progressive experience spanning account leadership, market penetration, and conversion; specialized experience in OEM equipment sales. Corporate Change Agent with demonstrated success in identifying opportunities for improvement and developing profitable, best-practice-driven solutions, resulting in large-scale performance enhancement, efficiency, profitability, and sustainable growth. Transformative Relationship Manager skilled in building rapport with diverse prospects, clients, multidisciplinary partners, and cross-functional teams through a consultative, collaborative approach.
Overview
29
29
years of professional experience
1
1
Certification
Work History
International & OEM Account Manager
Conair Group
Franklin, PA
01.2015 - 09.2015
- Administered 4 Asian OEM subsidiary accounts.
- Provided on-site technical assistance and consulting on process improvements relating to SOPs, specifications, and ordering practices.
- Directly coordinated sales of all Conair auxiliary equipment, including, but not limited to dryers, conveyors, grinders, and shredders.
- Cultivated and maintained strong client relationships to ensure satisfaction and loyalty.
- Collaborated with cross-functional teams to optimize product offerings for international markets.
- Conducted negotiations with distributors, ensuring favorable terms and long-term partnerships.
- Monitored sales performance metrics, implementing corrective actions to achieve targets.
Eastern Regional Sales Manager
Sesotec Inc.
Bartlett, IL
01.2015 - Current
- Manage and continuously expand 500+ accounts across a 19-state territory spanning the eastern United States.
- Coach and manage the performance of 21 sales representatives.
- Consult on-site with OEM facility / plant executives to identify unique needs and formulate and present custom, relevant manufacturing equipment (metal detection, metal separation, magnetics) and solutions.
- Orchestrate full life cycle of sales management to include strategic planning, prospecting and leads management, resource deployment, benchmarking, implementation, and client communication; post-implementation, train end users on functions and controls of equipment.
- Serve as a technical resource and partner with OEM facilities on complex technical projects and systems implementation.
- Continuously identify new opportunities for sales, account growth, and service consulting (startups).
- Direct P&L, financial management, and forecasting for eastern region.
- Exceeded sales plan 2016 and 2017.
- Rehabilitated numerous failing client relationships into thriving accounts.
- Developed and executed regional sales strategies to enhance market penetration.
- Led cross-functional teams to drive alignment on sales initiatives and product launches.
- Analyzed market trends and competitor activities to inform strategic decision-making.
- Oversaw the implementation of CRM systems to streamline sales processes and improve data accuracy.
- Conducted regular training sessions for the sales team on best practices and product knowledge.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
Senior Inside Sales Representative
Reduction Engineering Inc.
Kent, OH
01.2011 - 01.2013
- Consulted with client plants to identify their unique needs and present OEM capital equipment solutions.
- Established reputation in insuring proper equipment and technical specification for process specific application; provided detailed training on equipment to customers and colleagues.
- Formulated and implemented Parts and Services department SOPs.
- Developed divisional salesforce and Engineering department to rapidly expand operation and achieve significant YoY growth.
- Selected, managed, and developed 4 direct reports within the Parts and Service department, charged with providing technical and process support to large client base.
- Interacted directly with Engineering and Manufacturing departments to assist with the engineering and manufacture of new product and product retrofit packages.
- Inspected blue prints to maintain exact tolerance requirement on parts and services.
- Procured competitively-priced components for Research and Development.
- Consistently monitored competitor data related to product lines and equipment to remain abreast of innovation.
- Interfaced with vendors to ensure quality control and competitive pricing.
- Developed and maintained relationships with key clients to enhance customer satisfaction.
- Conducted product demonstrations to showcase technical specifications and benefits.
- Collaborated with engineering teams to address client-specific requirements and solutions.
- Analyzed market trends to identify new sales opportunities within the industry.
- Provided technical support during sales presentations, ensuring accurate product representation.
- Implemented process improvements that streamlined communication between sales and engineering departments.
- Led training sessions for junior sales staff on product features and competitive advantages.
- Developed robust pipeline of sales opportunities by maintaining accurate information in CRM.
- Engaged large and medium end-users to deliver company's total value proposition to increase sales.
- Collaborated closely with engineering team to ensure accurate product knowledge for successful client demonstrations.
- Led strategic sales initiatives, increasing market penetration and customer engagement.
- Developed tailored solutions to meet client needs, enhancing satisfaction and retention rates.
- Analyzed market trends to identify growth opportunities and inform product positioning strategies.
- Implemented CRM systems for improved lead tracking and pipeline management processes.
- Conducted regular training sessions on product knowledge and sales techniques for team members.
- Developed and maintained strong relationships with key clients, leading to increased account retention and growth.
- Resolved complex customer issues promptly by collaborating with cross-functional teams including logistics, technical support, and finance departments.
- Supported outside sales representatives during the closing stages of larger deals enabling a smoother transition for customers.
- Increased sales revenue by consistently meeting and exceeding monthly sales targets.
- Assisted in developing yearly sales forecast based on market analysis resulting in more accurate budget planning.
Project Development Manager
Wilson Excavating
New Wilmington, PA
01.2007 - 01.2011
- Chaired strategic planning and operations of a utility contracting company, with oversight of the natural gas and water line divisions.
- Facilitated and expedited utility excavation life cycle throughout PA, OH, and WV. Key responsibilities included due diligence, engineering and design, estimating, purchasing, permitting, contract management, and interdisciplinary collaboration.
- Directed construction crews of 4 to 20+ resources.
- Interfaced and negotiated with vendors to size equipment, layouts, and electrical components properly.
- Collaborated with engineers and customers to initiate strategies for existing and future jobsites.
- Regularly monitored project KPIs relative to return on investment for equipment, timeline, and personnel; developed data-driven solutions to reduce waste and increase enterprise-wide efficiency.
- Reviewed and revised blue print drawings, as needed.
- Achieve ongoing adherence with ethics, safety, and quality standards, as well as compliance with federal, state, local, and corporate regulations.
- Led project development initiatives, ensuring alignment with organizational goals and client requirements.
- Oversaw budgeting and financial forecasting for multiple concurrent projects to optimize resource allocation.
- Collaborated with cross-functional teams to streamline project workflows and improve operational efficiency.
- Implemented risk management strategies to mitigate potential project delays and cost overruns.
- Mentored junior team members, fostering a culture of continuous learning and professional growth.
- Developed comprehensive project plans, detailing timelines, milestones, and deliverables for successful execution.
- Analyzed project performance metrics to identify areas for improvement and drive strategic decision-making.
Technical Sales Engineer
Xaloy Inc.
New Castle, PA
01.2006 - 01.2007
- Developed technical presentations to demonstrate product features and benefits to clients.
- Provided pre-sales technical support, addressing customer inquiries and resolving issues effectively.
- Collaborated with engineering teams to customize solutions based on client specifications and requirements.
- Conducted product demonstrations, showcasing capabilities to prospective customers in various industries.
- Assisted in preparing proposals and quotations while ensuring compliance with customer needs and specifications.
Technical Sales Representative
The Conair Group
Franklin, PA
01.1997 - 01.2000
- Prepared comprehensive proposals tailored to meet unique client needs, increasing proposal success rate.
- Maximized revenue opportunities by conducting thorough needs assessments during initial client consultations.
- Leveraged excellent communication skills when presenting complex technical information to non-technical audiences.
- Collaborated with customers and asked questions to assess needs and budgets.
- Developed strong relationships with key industry players, enhancing company reputation and market presence.
- Drove team revenue totals by bringing in top sales numbers.
- Negotiated favorable contract terms with suppliers, reducing costs without compromising quality or delivery timelines.
- Resolved average of Number customer issues per month through active communication and dedicated research skills.
Education
Undergraduate Coursework - Business Management
Butler County Community College
Butler, PASkills
- Achieved improved customer satisfaction through effective management of Salesforce CRM functionalities Enhanced team productivity by optimizing workflows and automating processes Delivered actionable insights from CRM data to inform strategic decision-making
- Achieved streamlined customer relationship management through effective use of SalesLogix CRM Enhanced sales team productivity by optimizing lead tracking and opportunity management Improved data integrity and reporting capabilities, resulting in better decision-making
- Administered SAP applications to support enterprise resource planning and reporting functions
- Achieved streamlined project execution by implementing Microsoft Office solutions for documentation and data analysis Enhanced team communication through effective presentation design in PowerPoint Improved data management processes using Excel to facilitate informed decision-making
Certification
Certification, OSHA-10 Occupational Safety & Health Administration (OSHA) Washington, DC
Military Service
Enlisted, Honorable Discharge US Army Various Locations 1989-1997
Timeline
International & OEM Account Manager
Conair Group
01.2015 - 09.2015
Eastern Regional Sales Manager
Sesotec Inc.
01.2015 - Current
Senior Inside Sales Representative
Reduction Engineering Inc.
01.2011 - 01.2013
Project Development Manager
Wilson Excavating
01.2007 - 01.2011
Technical Sales Engineer
Xaloy Inc.
01.2006 - 01.2007
Technical Sales Representative
The Conair Group
01.1997 - 01.2000
Undergraduate Coursework - Business Management
Butler County Community College