Scott Miller
Newport News,USA
Summary
Dynamic Sales Account Manager with extensive experience at Wartsila North America, excelling in customer relationship management and sales forecasting. Proven track record of driving growth through innovative service proposals and technical troubleshooting, significantly enhancing market share and customer satisfaction. Adept at CRM maintenance, ensuring accurate sales funnel management for optimal forecasting.
Overview
38
38
years of professional experience
Work History
Sales Account Manager
Wartsila North America
07.2020 - Current
- Handle commercial marine, Canadian Navy & Canadian Coast Guard existing SLS portfolio.
- Cultivate customer relationships and promote new seal retrofit opportunities for competitor seals as well as seal upgrades.
- Expertly handle all technical aspects for customers regarding seal issues.
- Also work with other sales account managers for seal training and scope creation for accurate service offers.
- Successfully sell white metal bearings into the marine market for non-Wartsila bearings as well as our fitted bearings.
- Work closely with service sales support to provide accurate service handovers to meet customer’s needs.
- Properly Maintain CRM for sales activities to ensure sales funnel is accurate for forecasting.
- Work closely with propulsion teams to ensure our SLS services are represented and eliminate any silo building that could arise.
- Ensure my line manager is kept abreast of any potential issues which could hinder customer conflicts or sales potential.
- Work closely with SLS PCM to ensure our parts offerings cover all required parts so we don’t have issues when attending service jobs.
- Also handle Dales Welding and Supply for the US inland waterways market for PSE Seals.
Sales Account Manager
Wartsila North America
10.2018 - 07.2020
- Engage Wartsila marine customers by promoting Wartsila parts and services from our vast Wartsila portfolio to meet company financial objectives and to increase our market share.
- Maintain positive customer relationships with emphasis on meeting customer needs and constructive feedback.
- Parts and Service offered include S&B, Propulsion, 4-stroke Engine and 2 Stroke engine opportunities.
- I utilize CRM for new Wartsila opportunities, and I use CRM daily to ensure they are kept accurate and current for order intake and forecasting.
- I work closely with various sales support and PCM personnel to ensure offers are developed to meet customer needs and expectations.
- Some of my current accounts include Crowley, Maersk, Eagle, Andrie, Seabulk, OSG, USS Chartering.
General Manager (GM) Sales
Wartsila Defense Inc (WDI)
12.2014 - 10.2018
- Trusted with care of Sales Account Managers, Customer Service representatives and Sales Support Technical personnel and S&B BD employee.
- Coached Sales Team on creation of sales proposals, promoting non-portfolio parts and services.
- Provided annual and periodic personnel reviews for each employee for proper feedback on expected performance.
- Responsible for all WDI S&B Service sales activities for business with the Department of Defense (DoD), Homeland Security, and US Army Watercraft Division.
- Developed yearly budgets with the team to ensure we are showing growth for WDI.
Sales Account Manager NORTHEAST
Wartsila Defense Inc (WDI)
05.2009 - 12.2014
- Promoted Seals & Bearings Services opportunities for WDI customers and various shipyards in the region.
- Maintained customer relationships for installed base and looking for growth opportunities to expand beyond our S&B portfolio.
- Some examples non-portfolio include Inconel Shaft Liners to Military Sealift Command (MSC), machining services for bulkheads to shipyards as well as hundreds of bearings and washers for Electric Boat, and T-AKE rudder fin (MSC).
- Was Instrumental in developing turn-key solution packages for customers which was extremely profitable for WDI as well as keeping majority of tech reps utilized.
CPP and S&B Service Technician
Wartsila Defense Inc (WDI)
04.2007 - 04.2009
- Responsible for propulsion and S&B related equipment and troubleshooting.
- Attended dry dockings as well as pier side repairs using various technical manuals, procedures and drawings to bring equipment back to OEM standards.
- Performed in-shop repairs on equipment as well.
- Directed shipyards personnel on carrying out repairs and documented in service reports.
- Worked with Account Managers to provide customer feedback on various jobs to ensure communication was properly channeled.
- Also worked on how jobs are quoted, to ensure the sales team are covering all aspects when quoting.
CPP Service Technician
Rolls-Royce Naval Marine (Formerly Bird Johnson)
06.2001 - 04.2007
- Responsible for overhaul as well as maintaining Controllable Pitch Propeller (CPP) Systems for United States Navy vessels to ensure fleet operational readiness.
- Attended underwater propeller changes underwater pier side as technical advisor.
- Troubleshoot various CPP hydraulic issues onboard.
- Traveled worldwide to support the fleet including emergency attendance as well as dry dockings.
Service Estimator & Coordinator
Bird Johnson Company
06.1993 - 06.2001
- Duties include quoting service attendance & scheduling service for eighteen technical representatives who were located throughout USA.
- Processed weekly expense reports, time sheets, service reports, job growth estimates and ensured final billing was carried out with customers in a timely fashion.
- Raised technical issues with engineering to ensure all issues were resolved with customers.
Mechanical Quality Assurance (QA) Inspector
Bird Johnson Company
01.1988 - 06.1993
- Responsible for all incoming machined propulsion parts from approved vendors.
- Inspections were carried out using various calibrated precision measuring tools to verify critical dimensions.
- Conducted nondestructive testing of CPP repair parts which were sent back on a rotating basis.
- QA Lead for all shop work for proper overhauling of CPP Hub Assembles and propellers sent in for refurbishment.
Education
Associate Degree - management
Thomas Nelson Com College
06.2021
Associate degree - munitions systems
Community College of the Air force
10.2018
Associate degree - transportation
Community College of the Air forcE
04.2006
Skills
- Customer relationship management
- Sales forecasting
- Technical troubleshooting
- CRM maintenance
- Service proposal development
- Market analysis
- Client needs assessment
- Strong interpersonal skills
Military Experience
- Munitions Systems Master Sergeant, Maryland Air Guard, 04/17, 07/25
- Air Transportation Technical Sergeant, US Air Force Reserves, 09/01, 04/17
- Air Transportation Tech Sergeant, RI Air Guard, 04/96, 09/01
- Machinery Repairman 2nd Class, US Naval Reserves, 05/87, 04/96
- Machinery Repairman 2nd Class, US Navy USS Constellation (CV-64), 05/84, 05/87
Timeline
Sales Account Manager
Wartsila North America
07.2020 - Current
Sales Account Manager
Wartsila North America
10.2018 - 07.2020
General Manager (GM) Sales
Wartsila Defense Inc (WDI)
12.2014 - 10.2018
Sales Account Manager NORTHEAST
Wartsila Defense Inc (WDI)
05.2009 - 12.2014
CPP and S&B Service Technician
Wartsila Defense Inc (WDI)
04.2007 - 04.2009
CPP Service Technician
Rolls-Royce Naval Marine (Formerly Bird Johnson)
06.2001 - 04.2007
Service Estimator & Coordinator
Bird Johnson Company
06.1993 - 06.2001
Mechanical Quality Assurance (QA) Inspector
Bird Johnson Company
01.1988 - 06.1993
Associate Degree - management
Thomas Nelson Com College
Associate degree - munitions systems
Community College of the Air force
Associate degree - transportation
Community College of the Air forcE
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