Sujey R. Gafford
Houston,TX
Summary
Results-oriented Technical Sales Representative with 15 years in business development across regional and international markets. Skilled in identifying opportunities and fostering strong customer relationships within the oil and gas and manufacturing sectors. Demonstrated expertise in negotiation and communication, consistently driving sales growth and exceeding targets.
Overview
18
18
years of professional experience
Work History
Senior Business Development Manager
PMI
Houston, Texas
03.2021 - 02.2023
- Lead efforts in discovering new business avenues and overseeing key account management while cultivating robust relationships and making strategic decisions to enhance sales growth.
- Managed distribution channel relationships to optimize supply chain efficiency. Executed business negotiations, resulting in successful partnerships.
- Established critical key indicators for quantifying and measuring KPIs across strategic and operational domains.
Designed internal procedures for processing incoming RFQs, facilitating tracking of lead sourcing and progress.
Created a tailored VB application program to streamline management of incoming RFQs.
Key Account Manager
ERIKS Seals & Plastic
06.2019 - 07.2020
- Achieved successful development and growth of 10 key accounts in Houston's oil and gas industry through strategic collaboration. Delivered innovative design, testing, and launch of new seal projects by coordinating with supply management, engineering, and purchasing departments. Negotiated competitive price lists and master purchasing agreements for national accounts with multiple locations. Enhanced customer relationships and provided valuable insights on industrial seals and materials, resulting in strengthened partnerships with global accounts.
- Administered key accounts to maintain high levels of customer satisfaction.
- Formulated strategic plans to align with customer needs and market trends.
- Partnered with cross-functional teams to provide customized solutions.
Regional Territory Manager
Norplex-Micarta
04.2018 - 05.2019
- Cultivated relationships with key clients, driving long-term partnerships and revenue growth.
- Expanded regional territory by identifying key growth areas and establishing a presence in new markets, driving increased market share.
- Cultivated new business with existing accounts in TX, OK, NM, LA, and AR by developing strong customer relationships and partnering for mutual growth, providing expertise on industrial thermoset materials to the O & G Industry and collaborating with engineers on project developments.
- Analyzed market trends and competitor activities to support strategic business decisions, enhancing competitive positioning.
Sales Engineer
Dynacast International
01.2017 - 01.2018
- Achieved successful establishment and growth of 15 new accounts in a multi-state territory through effective promotion of value-added services. Drove collaboration with engineering teams to enhance design and manufacturing processes. Managed sales stages and contract negotiations for custom-engineered components, contributing to the power generation and telecom sectors in southern US and Mexico.
- Collaborated with sales teams to identify customer needs and solutions.
- Developed technical presentations to explain product features and benefits.
- Conducted product demonstrations for clients to showcase capabilities.
Oil & Gas Sales Representative
Greene Tweed
01.2015 - 10.2015
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Generated new business and enhanced customer relationships, supporting revenue growth and market share expansion. Developed and implemented short and long-term strategies based on market analysis and sales potential, contributing to increased sales.
- Cultivated strong client relationships, driving significant sales growth.
- Increased repeat business by fostering trust-based relationships with key accounts through regular communication.
- Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Cultivated deep understanding of product features to answer questions and overcome objections.
- Collaborated with cross-functional teams to enhance product offerings and solutions.
Strategic Key Account Manager (North America)
Dynacast International
08.2010 - 12.2014
- Negotiated and finalized agreement with inaugural automotive OEM customer, resulting in largest revenue account in North America.
- Developed and implemented strategies to secure account of Fortune 500 company, overseeing 30+ programs.
- Led negotiation of multi-million dollar contracts, consistently surpassing financial and operational goals through ongoing evaluation and enhancement of existing programs.
- Recognized as Sales Engineer of the Year in first year, reflecting outstanding contributions to sales initiatives and client satisfaction.
Business Development Executive
TXU Energy
08.2008 - 07.2010
- Achieved 227% of sales quota within first year, demonstrating exceptional sales skills and commitment to organizational success.
- Established a record-breaking performance in new business sales, earning Sales Executive of the Month distinction within first three months of employment.
- Achieved a 38% increase in market share by effectively implementing marketing and sales strategies. Expanded customer base and developed new relationships, leading to significant market growth in the assigned territory.
- Led negotiations for high-value contracts, ensuring favorable terms and conditions.
- Increased client base by identifying and pursuing new business opportunities through market research and networking.
- Built strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Collaborated with cross-functional teams to align business strategies and operational goals.
- Created comprehensive business proposals that effectively communicated value propositions to clients.
Sales Manager
Airtel Wireless
08.2005 - 08.2008
- Increased sales revenue by developing and implementing effective sales strategies.
- Directed company expansion into Texas by executing targeted sales strategies and performing comprehensive market research. Established a new customer base and led the launch of integrated multi-channel print catalog, web, and direct marketing campaigns that significantly boosted sales for new products and services while overseeing a sales team.
- Designed comprehensive sales objectives and pricing strategies, alongside contract proposals, to enhance market competitiveness.
- Developed sales strategies to enhance customer engagement and retention.
- Built long-lasting client relationships through excellent customer service and consistent follow-ups.
- Learned to analyze market trends and competitor activities to identify new opportunities.
- Provided strategic guidance in the development of telecommunication and microwave systems to enhance regional connectivity in Southern Texas.
Education
Bachelor of Science Degree - International Business
University of North Carolina
Wilmington, NC01-2004
Certificate of Business Proficiency - Spanish
University of South Carolina
Beaufort, SC06-2002
Skills
- P&L Responsibility & Revenue Growth
- High-Performance Engineering
Plastics/Polymers (Thermoplastics &
Thermosets) - OEM & Tier-1 Account Development
- Strategic Partnerships & Channel Development
- Pricing Strategy & Contract Negotiation
- Market Share Growth Initiatives
- Cross-Functional Leadership
- Bilingual (Spanish)
Timeline
Senior Business Development Manager
PMI
03.2021 - 02.2023
Key Account Manager
ERIKS Seals & Plastic
06.2019 - 07.2020
Regional Territory Manager
Norplex-Micarta
04.2018 - 05.2019
Sales Engineer
Dynacast International
01.2017 - 01.2018
Oil & Gas Sales Representative
Greene Tweed
01.2015 - 10.2015
Strategic Key Account Manager (North America)
Dynacast International
08.2010 - 12.2014
Business Development Executive
TXU Energy
08.2008 - 07.2010
Sales Manager
Airtel Wireless
08.2005 - 08.2008
Bachelor of Science Degree - International Business
University of North Carolina
Certificate of Business Proficiency - Spanish
University of South Carolina