Steven Raynor
Global Sales Director
Buffalo,NY
Summary
An executive with a career of success in delivering significant growth through the development and execution of strategy, process improvement, and building high-performing sales and marketing teams. Consistently meets or exceeds revenue and margin goals. Passionate about delivering on commitments to both customers and stakeholders. Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance.
Overview
19
19
years of professional experience
Work History
Sales Engineer
U.S. Marine
Regional Manager
The Kahl, Hewlett Packard
Global Director of Sales
GRAHAM MFG A DIVISION OF GRAHAM CORPORATION
Batavia, NY
01.2021 - Current
- Manufacturer of industrial process equipment for the Petrochemical, Geothermal, Water, Refineries, Alternative Fuels, and Food & Beverage industries
- Manage Sales, Marketing, Business Development, Aftermarket, and services
- Developed new strategies for evolving markets and corporate strategies
- Implemented aftermarket strategies transitioning the company from reactive to proactive; developing authorized distributors with service centers, utilizing customer installed database to proactively engage customers for repair and replacement opportunities
- Implement distribution training programs to increase product knowledge and tactics; improving win rates and customer experience
- Negotiated with customer sites and corporate offices for service agreements
- Develop international region-specific manufacturing plans for Middle East and SE Asia
- Implement processes and go to market strategies streamline the sales throughout the Middle East and Asia
- Introduced SMART goals and KPIs to improve and track the performance of both direct employees and distributors
- Implemented CRM to manage sales and customer relationship giving better visibility and measurable KPI’s
- Realigned sales and distribution channels to meet regional needs, which improved customer experience providing the level of services the customer needs and expects.
Global Director
INGERSOLL RAND ǀ MILTON ROY
Houston, TX
01.2016 - 01.2020
- Manufacturer of industrial process equipment for the Crude, Water, Wastewater, Petrochemical, and Food & Beverage industries
- Process Fluid Agitation Division
- Managed all aspects of the mixing division, including strategy and go-to-market tactics, and collaborated with manufacturing
- Turned around underperforming business unit, improving profits from -9% to 16% in three years
- Simplified the product strategy and implemented software tools to automate sizing, selection, and the quoting process
- Introduced KPIs to improve and track performance of direct sales and distributors
- Realigned sales channels to meet regional needs, which improved customer experience providing the level of services the customer needs and expects
- Challenged with distribution channel lack of interest in products, assessed needs, worked with new and existing distributors on business plans Training and KPIs which and increased activity by 250%+
- Implemented sales training and product education programs to improve product knowledge and selling methods by the sales team
- Transform aftermarket and service taking advantage of the installed base to improve sales and provide better customer intelligence back to the company
- Evaluate adjacent and existing markets, which expanded target markets for existing products and growth in the existing target market with product expansions.
Director
MIXING SOLUTION LTD
Philadelphia, Newberry
01.2011 - 01.2016
- Manufacturer of process equipment for the Water/Wastewater, Industrial, Pharmaceutical, Petrochemical, Crude, Nuclear, and Food & Beverage markets
- EMEA & Asia
- Appointed by the Board of Directors as Director and change champion driving United Kingdom subdivision to align with US headquarters
- Increased sales 142% over three years by implementing new and/or revamping processes and procedures which helped the division aligned with our parent company and help to changing a culture from reactive to proactive
- Instituted opportunity risk analysis process, improving and increasing the number of realistic opportunities while eliminating unprofitable jobs and reducing risk
- Initiated processes to align manufacturing capabilities and capacity, which improve profitability and customer experience
- Developed go-to-market strategy focused on manufacturing alignment and selling directly to owner-operators vs
- EPCs, which increased sales and profit while becoming a trusted partner
- Established aftermarket programs direct to customers, which increased sales and contribution margin and allowed greater customer retention
- Implemented training programs for sales and distributors, positioning them as subject matter experts.
Regional Sales Manager
PHILADELPHIA MIXING SOLUTION LTD
Philadelphia, PA
01.2004 - 01.2011
- Mid-Atlantic
- Met sales, Revenue, and profit goals; educating distribution partners on products, developed strategic accounts, and negotiated framework agreements.
Education
Lean Six Sigma Yellow Belt, AIGPE -
Master of Business Administration - undefined
CRANFIELD UNIVERSITY
Bachelor of Science - Electrical Engineering
UNIVERSITY OF FLORIDA
Strategic Selling, Miller Heiman; Strategic Selling Certification - undefined
University of Penn
Skills
Management & Leadership – US & International ǀ Sales Management ǀ Strategy Development & Executionundefined
Timeline
Global Director of Sales
GRAHAM MFG A DIVISION OF GRAHAM CORPORATION
01.2021 - Current
Global Director
INGERSOLL RAND ǀ MILTON ROY
01.2016 - 01.2020
Director
MIXING SOLUTION LTD
01.2011 - 01.2016
Regional Sales Manager
PHILADELPHIA MIXING SOLUTION LTD
01.2004 - 01.2011
Sales Engineer
U.S. Marine
Regional Manager
The Kahl, Hewlett Packard
Lean Six Sigma Yellow Belt, AIGPE -
Master of Business Administration - undefined
CRANFIELD UNIVERSITY
Bachelor of Science - Electrical Engineering
UNIVERSITY OF FLORIDA
Strategic Selling, Miller Heiman; Strategic Selling Certification - undefined
University of Penn
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