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Troy R. Herman
Global Sales Director
Barto,PA
Summary
Experience highly motivated sales and marketing professional with proven success in managing global distribution and direct sales networks. Particularly effective in applying deep technical application of automation systems. Adept at creating competitive advantage by utilizing proven sales practices and cutting-edge technical acumen. Strong professional experience in complex, solution selling for sales into targeted marketplace.
Overview
21
21
years of professional experience
4
4
years of post-secondary education
Work History
Director
Fortive Corporation / Specialty Product Technolog
Elizabethtown, NC
10.2018 - Current
- Reports directly to Opco President - Responsible for $20M in annual global sales
- Increased sales in China 300% from $800K to $3.6M from 2018 to 2020 by developing and implementing “China by China” manufacturing strategy.
- Development and execution of sales channel for next generation products into ramping nuclear power market. Established by partnering with local valve companies and Government research firms
- Achieved marked growth from $800k to $3.6M in 24 months earning top sales achiever for 2 years in a row
- Engages customers at all levels and communicates VOC internally to drive product development and create value
- Maintains a deep knowledge of products, features, benefits and applications for entire portfolio
- 2021 - Tasked with market evaluation of Wind Renewable Energy market
- Presented full situation and Gap analysis along with investment and impact overview
- This resulted in inclusion into 3 year strategy with ramping sales from $0 to $5.4M by end of 2024.
Global Sales Manager
Specialty Product Technologies
Elizabethtown, NC
04.2016 - 10.2018
- Earned highest sales honor of “Presidents Circle” in 2018
- Established growth into highly competitive China Nuclear power market. positioning new technology and growing sales from $0 to $1M in 2018
- Maintained high profitability over three year period despite entrance of new technologies / competitors. Implemented sales strategies/processes based on FBS to grow sales 42% from $6.6M 2017 to $9.4M 2018.
- Improved efficiency and customer intimacy by streamlining our independent rep network in NA. Resulting in 4% growth in GM
- Manage and execute all sales activities via direct, OEM and partner teams
- Develop and maintain C level relationships
- Consistently exceeding growth and profit targets against multi-million- dollar quota’s
- Align product sales strategy according to annual Policy Deployment goals
Global Business Development Manager
Eurotherm by Schneider Electric
Ashburn, VA
07.2015 - 04.2016
- Achieved 181% of Synergy target in 2015 - Top Sales Earner for 2016
- Created and launched Unique Value Propositions for all required sub- segments
- Management position reporting to VP Business Development
- Utilize business and financial knowledge to assist in the development of the segment value proposition relative to Eurotherm.
Direct Sales Account Executive
Eurotherm by Schneider Electric
Ashburn, VA
07.2009 - 07.2015
- Grew the Territory to $14MM up 25.4% from FY2010 to FY2015
- 2011 Invensys Circle of Excellence winner
- Top-performing US territory 2010, 2011, 2012, 2013, 2014 and 2015
- Chosen for the 2014 Introduction to Management Program and successfully deployed a lead generation system responsible for weekly incremental sales
- Directly responsible for aligning top tier partners to eliminate white space Territory provided ~30% of total annual sales
Manager - North American Distribution
Danaher / Accu-Sort Systems
Telford, PA
02.2006 - 04.2008
- Managed $3.5M business unit in the development, manufacturing, and sale of laser, camera and RFID based identification systems to the retail, industrial, parcel, OEM, and defense markets.
- Increased sales revenue 3.3% in 2006 and 6.4% in 2008 while producing over $3.5M annually.
- Owned all aspects of sales planning, development, and team and account management for NA and LAT territory.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Business Unit Manager –RFID North America
Danaher / Accusort
Telford, PA
01.2000 - 04.2006
- Selected by Danaher Opco President to lead RFID commercial breakthrough team
- Designed and developed Radio Frequency Identification (RFID) based solutions for material handling, retail distribution and work-in-process applications
- Led the RFID integrations teams at Walmart and responsible for ground breaking tracking technologies for sortation. (achieved patent).
- Installed 360deg identification system at three Walmart distributions centers along with 2 Target distribution centers for proof of concept of full singulation sortation system.
- Oversaw the design of RFID Material Handling Systems, along with patented labeling rejection system for Videojet
- Presented lectures at affiliated trade shows and seminars globally. Identified as a leader in this new technology.
- Provided design coordination solutions to satisfy customers' needs
- Full P&L responsibility
- Developed and assist with project implementation schedules
- Monitored project costing
- Developed long term planning and implementation program
- Responsible for implementing Salesforce.com into RFID business unit
Education
Associate of Science - Electrical Engineering
Lincoln Technical Institute
Allentown, PA 01.1992 - 04.1996
Skills
Business administration
undefinedMarket Experience
Factory automation - 15 yrs
Airport logistics - 5 yrs
Retail & warehousing - 13 yrs
RFID in automation - 6 yrs
RFID in airport log. - 6 yrs
RFID in sortation - 6 yrs
Industrial Automation - 8 yrs
Nuclear power gen - 6 yrs
Timeline
Director
Fortive Corporation / Specialty Product Technolog
10.2018 - Current
Global Sales Manager
Specialty Product Technologies
04.2016 - 10.2018
Global Business Development Manager
Eurotherm by Schneider Electric
07.2015 - 04.2016
Direct Sales Account Executive
Eurotherm by Schneider Electric
07.2009 - 07.2015
Manager - North American Distribution
Danaher / Accu-Sort Systems
02.2006 - 04.2008
Business Unit Manager –RFID North America
Danaher / Accusort
01.2000 - 04.2006
Associate of Science - Electrical Engineering
Lincoln Technical Institute
01.1992 - 04.1996
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