SENIOR BUSINESS DEVELOPMENT MANAGER Summary Business development professional experienced sales management, marketing applications engineering filtration drying systems bio-pharmaceuticals, fine chemicals, agro-chemicals, industries. Highlights Accomplishments Supercharged sales high-valued filtration systems customers bio-pharmaceuticals, specialty chemicals, agro-chemicals, industries using consultative selling techniques, consistently achieve 50%+ year-over-year growth outstanding gross margins (Heinkel) Sales/Application Engineer: provided direct sales application engineering expertise users size-reduction, classifying, mixing drying equipment well down-flow/laminar flow booths active/passive isolation systems specialty chemicals, minerals industries. Used consultative sales/relationship-building generate outstanding bookings every year Supercharged sales high-valued filtration systems customers bio-pharmaceuticals, specialty chemicals, agro-chemicals, industries using consultative selling techniques, consistently achieve 50%+ year-over-year growth outstanding gross margins (Heinkel). Launched campaign rebrand company leading solution provider solid-liquid separation. Analyzed complex customer requirements, developed user requirement specifications (URS). Presented best solution customer. Generated new product revenue $1,750,000 (Heinkel). Consulted process solutions high-end battery chemicals manufacturer engineering firm. Created, confirmed fine-tuned testing, right solution demanding requirement. Collaborated closely customer engineering firm design complete solution package. Obtained $5.5 million equipment sales company 25+% gross margins (Heinkel). Developed 3-year road-map provided strategic guidance required improve financial operations, reduce costs capitalize company's core competencies. Hired/trained inside outside sales, reps/distributors. Result: ~200% top-line growth record margins (Heinkel). Developed sales channel ground up, including identifying, auditing, hiring training manufacturer's reps. Created/implemented strategic plan drive product sales channels. Achieved sales ½ million new $6 million rebuilt centrifuges. (Sanborn) Planned website content, layout, design, meta/alt tags SEO (search engine optimization). Developed internet marketing philosophy making website informative, intuitive interactive. Web site become major consistent source inquiries. (Heinkel, Sanborn). TOM P. PATNAIK Notable Achievements Continued Led cross-functional team identify customer's unmet needs. Set-up customer focus groups gather voice-of-customer. Developed ideas, generated concepts, carried business analysis new product concept. Developed prototype. Established/ran beta site. Commercialized launched high-value filtering centrifuge pharmaceutical chemical manufacturers. (Ketema) Experience Senior Business Development Manager May 2014 March 2015 Company Name － City State responsible growing engineering services major Food Beverage Chemical clients strategic alliances, creating new service solutions product lifecycle management, asset management, enterprise mobility Internet Things, enhance productivity reduce cost client operations. Familiar various onsite-offshore engagement models. Actively worked client scope propose dedicated near-shore engineering center. Major clients/targets include: Coca Cola, DuPont, BASF, among others Director, Sales Marketing April 2011 May 2014 Company Name － City State Turned around sales profitability European manufacturer centrifuges, filters, dryers ball valves, bio-pharmaceuticals, specialty chemicals, agro-chemicals industries, combination setting clear strategic direction smart tactical execution, using direct selling manufacturer's reps. Used thought leadership, consultative sales relationship-building double sales 2 years, creating robust sales funnel continued growth, promoting company's reputation expertise. Sales/Application Engineer June 2007 April 2011 Company Name － City State provided direct sales application engineering expertise users size-reduction, classifying, mixing drying equipment well down-flow/laminar flow booths active/passive isolation systems specialty chemicals, minerals industries. Used consultative sales/relationship-building generate outstanding bookings every year. Consultant January 2003 January 2007 Company Name － City State provided sales, marketing, process application engineering expertise users process equipment life-science, chemical, mining, industries forthis specialized centrifuge consulting firm. Manager, Sales Marketing December 1997 January 2002 Company Name － City State In charge sales marketing management launch several filtering centrifuge products pharmaceutical, fine chemical, biotech customers worldwide strategic planning, sales channel set-up, mar-com planning event management programs. Set-up design office manufacturing partner overseas. Provided sales/process expertise, applications product support. Product Manager April 1993 November 1997 Company Name － City State Responsible filtration equipment sales/marketing bio-pharmaceutical, chemicals, customers. Liaisoned Swiss partner launch high-$ filter US chromatography resin filtration. Activities: frontline sales/training customers/reps, develop marketing collateral material, pricing strategy, product positioning, gather competitive information, trade-show participation, among others. Education MBA Marketing BS MS (Mech. Engineering), MBA (Marketing). Presentations Business development professional 20+ years track record success, growing sales filter/dryer/centrifuge systems using direct sales rep channels US, Canada Mexico. Experienced developing comprehensive marketing programs using consultative sales techniques promote high-valued products/services. An adaptable communicator skilled creating visibility, engaging prospects, gaining trust fulfilling needs leading presentations levels customer personnel Skills Sales, Marketing, Sales And, Consultative Sales, And Marketing, Marketing Management, Of Sales, Product Support, Strategic Planning, Direct Sales, Engineer, Mixing, Chromatography, Equipment Sales, Filtration, Marketing Collateral, Pricing, Product Manager, Product Positioning, Sales/marketing, Training, Sales In, Selling And, Strategic Direction, The Sales, Thought Leadership, Asset Management, Business Development, Clients, Offshore, Operations, Product Lifecycle, Product Lifecycle Management, Solutions, Auditing, Business Analysis, Developed Sales, Financial Operations, Internet Marketing, Million, Optimization, Outside Sales, Product Concept, Prototype, Prototypes, Sales Channels, Sales For, Sales Of, Search Engine, Search Engine Optimization, Selling Techniques, Seo, Testing, Through Sales, Voice, Mba