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- 1. MARK COURTNEY 3340 Blossom Lane mcourtney27@roadrunner.com North Tonawanda, New York 14120 Mobile (716) 861-1062 PROFESSIONAL SUMMARY General and Sales & Marketing Manager - growth oriented, results focused Strategically serving diverse markets through technology-driven, industry leading manufacturers and distribution; 15+ years Staff development, talent identification, recruiting and HR activity LEAN techniques for continuous improvement in Sales and Operations Merger & Acquisition experience; identification, due-diligence, buying, integration, and selling BUSINESS EXPERIENCE B.J. MUIRHEAD Co., Inc. - General Manager 2009-2010 Full-Service Manufacturers Representative of Boiler and Combustion Equipment, Orchard Park, NY Formalized hiring to build Service Department; (3) technicians hired and (1) senior technician promoted to Engineered Sales Established new office; relocated dated facility from East Rochester to Victor, NY, established Feb. 2010 Negotiated and favorably revised two (2) exclusive contracts with major OEM manufactures; key revenue and margin contributors Established website committee, designed and launched new site along with matched, printed, promotional line-card for brand recognition Standardization of corporate compliance qualification and Terms & Conditions negotiations for obtaining exclusive work at key accounts Secured and managed Buffalo School Reconstruction Project, School #84, strong profitability ALLIED MOTION TECHNOLOGIES, Inc. - Sales Manager, Regional 2008-2009 Manufacturer of Motors & Electro-Mechanical Motion Control Products Tulsa, OK (home-based office, Buffalo, NY) Managed newly organized $3.5M territory creating $1.5M of incremental opportunities Secured $240,000 order, Kanban solution, a 30% revenue gain Lead contributor for Sales development of Quotation Process - Kaizen event ITT ALCON Inc. - North American Sales Manager (2004-2008) 1999-2008 Manufacturer of Fluid Handling Solenoid Valves San Dimas, CA Provided integration guidance to Senior Executives on $6M business; markets, customers, products and applications. Integration included group presentations, sales calls and trade shows. (07-08) Negotiated largest order, $1.3M, a 30% volume increase and 8% price increase Developed and Closed new major account with new product sales of $450,000 with 3 year doubling potential Secured $250,000 order; an engineered system solution, 50% volume increase Implemented integration plans making the new organization profitable within 1st year. Generated $7M in bookings within 12 months, an increase of 45%, increased 2nd year profitability 25% Page 1 of 2
- 2. Professional Experience (contd) MARK COURTNEY page 2 ITT ALCON Inc. - North American Sales Manager (2004-2008) 1999-2008 Developed and obtained approval at Board level, 5-year Global Strategic Plan, $5M to $25M, through acquisition and organic growth Executed 1st acquisition, Evolutionary Concepts, Inc., ECI, (2006) creating ALCON-ECI, San Dimas, CA., $6M US Sales Established new Sales & Distribution location, ENIDINE, within 30 days of acquisition (2004) transitioned from UK ITT ENIDINE, Inc. (previously an IMC Company) 1999-2008 Manufacturer of hydraulic, pneumatic, vibration isolation and electro-mechanical Products - Orchard Park, NY Product Line Manager, Global (2000-2004) Turned $1.2M private label program into $2M+ Distributed Product Line with 50% Operating Income increase, highest in the 10-year history Designed and published marketing collateral; Price Files, Catalogs, website content, and automated selection software Liaison for Sales and Product Line Management; UK, Europe, Mexico, Korea and Japan Industrial Sales Manager, North America (2000-2002) Led factory Regional Sales Managers, $12-15M annual sales; Direct & Distribution based business Identified and executed the most beneficial competitive distributor swap to secure national government orders, $500,000 distribution gain per year Established new account with leading National Distribution group, 1st year gain of $250,000 Regional Sales Manager, Southeastern US (1999-2004) 1st year Record Sales of $2.2M; a $400,000 increase, TOP GUN Sales Award $700,000 electro-mechanical actuator account for major medical device $680,000 fast-track contract with a US Nuclear Power Utility, Pipe Restraints o largest specialty order for niche-product, at record Operating Income T.P. WOODSIDE, Inc. - Sales Representative, Western New York 1988-1999 Manufacturers Representative for HVAC Systems Williamsville, NY Capital Equipment Sales, design and service; HVAC and Energy Recovery EDUCATION Rochester Institute of Technology - Rochester, NY May 1988 BS Mechanical Engineering (BSME) PROFESSIONAL DEVELOPMENT ITT Corporation Stage Gate, EVA Training, for new product development Dale Carnegie Effective Speaking and Sales Advantage Wilson Learning Sales Leadership Series, The Counselor Salesperson PERSONAL INFORMATION Computer Skills: Outlook, Word, Excel and Power Point, various MRP and CRM Ready to travel, valid Drivers License and Passport Domestic and International Healthy, Fitness oriented, non-Smoker, drug-free Page 2 of 2