Colin E. OConnell
230 Surry Circle North
Pinehurst, NC 28374
C: 910-639-7251
colinoconnell[at]nc.rr.com
www.colineoconnell.com
www.linkedin.com/in/colinoconnell



DIRECTOR OF SALES: INDUSTRIAL
* Product Development
* Sales Management
* Marketing Strategies
Accomplished Sales Manager with the ability to drive top line sales growth and maintain margins in a competitive market. Outstanding background of rapid advancement and sales leadership in a corporate environment. Demonstrated ability to effectively manage inside sales teams, independent manufacturers representative agencies, and multimillion dollar house accounts.

CORE COMPETENCIES
* Market Analysis & Strategic Planning
* Contract Negotiations
* Sales Team Leadership
* New Business Development
* Sales Plan Development & Execution
* Forecasting & SIOP
* Lean Manufacturing Methodologies
* Mechanical and Electrical Systems
* HVAC Applications

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PROFESSIONAL EXPERIENCE

MARLEY ENGINEERED PRODUCTS, Bennettsville, SC2000 2009
The market leader in electric heating and ventilation products.
A division of SPX Corp (SPW)
Director of Sales Industrial Products (2004 2009)
Managed $30+ million North American industrial sales channel. Established scope and led the development and implementation of marketing campaigns, seasonal programs, and new product releases. Provided the sales leadership role on new product development, growth planning, and goal deployment teams. Recruited, trained, and supervised a high performing team of regional sales managers, national account reps, and manufacturers rep agencies. Reported directly to the VP of Sales and Marketing.
* Developed and implemented a strategic marketing plan that reversed a declining sales trend and achieved sustained year-over-year sales growth rate over 20%.
* Achieved double-digit price increases by gaining major customer buy-in regarding the impact of commodity, transportation, and market fluctuations to production costs.
* Used Voice-of-Customer (VOC) research to identify new product opportunities and create business plans resulting in the release of three new product categoriesincreased annual sales $2.5+ million.
* Awarded US Patent D559,962 for new product design resulting from VOC project that addressed an end user need by designing a toolbox feature into a contractor grade portable heater.
* Identified the need for a formal system of managing GSA, state, and local government business and developed tools and processes to ensure NAFTA, BAA, and TTA compliance were properly documented.
* Provided leadership on Lean Manufacturing projects that resulted in $3 million reduction in inventory and improved on-time delivery rate over 10%.

National Account Sales Manager (2002 2004)
Managed $20+ million national industrial distributor account base which included Grainger, McMaster-Carr, and MSC. Managed sales reps and partnered with operations and marketing to exceed sales objectives.
* Contributed to sales growth in excess of 30% through new account development, aggressive marketing programs, and a national sales initiative.
* Prevented loss of major account by connecting with key decision makers to rebuild trust and confidence, cementing a long-term relationship that grew sales over 300% in first two years.

Product Manager (2000 2002)
New product development team leader responsible for stage-gate processes, marketing plans, material development, initial product roll out, and market acceptance.
* Used Design for Manufacturability and Assembly (DFMA) process to identify and implement tooling, design, and assembly changes resulting in over $1.2 million annual cost savings.
* Implemented and participated as a core team member of the Sales Inventory and Operations Planning (SIOP) program, reducing back orders 60% and peak season labor requirements 15%.


SIEMENS BUILDING TECHNOLOGIES, Buffalo Grove, IL1995 2000
Building Security, Life Safety, and Building Automation systems
A division of Siemens AG (SI)
Product Manager II (1997 2000)
Established scope of product development projects and managed product market releases for an industry leader in Building Automation Systems (BAS). Executed new product design specifications, established and managed beta test sites, and coordinated the development of training and marketing materials. Managed budgets, schedules, and cost targets.
* Executed the development and market release of Apogee building automation system revisions providing an innovative combination of hardware, firmware, and software.
* Created standardized work procedures, canned programming sections, and proprietary tools for use by field technicians to reduce the time required to start up and troubleshoot an Apogee installationlabor savings nationwide were credited in excess of $3 million.
* Conducted on-site technical support and collected customer input during Beta testing of Apogee system at high profile facilities including National Institute of Health (NIH), University of NY at Buffalo, Texas A&M, OHare International, and Grainger corporate offices.

Senior Technical Instructor (1995-1997)
Developed and delivered application specific training programs for Direct Digital Control (DDC) and Energy Management Systems (EMS), including systems engineering and design, systems programming, and principles of troubleshooting. Designed and developed computer based training software for customer training programs.
* Developed and delivered lab-intensive training classes including Energy Management Optimization, Advanced Control Strategies, Laboratory Fume Hood Operation and Safety, and PLC Programming.


UNITED STATES NAVY 1986 1995
Machinist Mate First Class (Submarines) Secret Security Clearance
Work Center Supervisor / Training Coordinator, USS Frank Cable (AS-40): Charleston SC (1994 1995)
Directly supervised 25 personnel in all facets of pump, valve, and system repairs to hydraulic, pneumatic, steam, air conditioning, and refrigeration systems. Supervised and coordinated repair and quality assurance training for 100 personnel.

Instructor, Nuclear Power Plant Operations, Nuclear Power Training Unit: Charleston, SC (1991 1994)
Conducted training in theory, application, and operation of US Naval nuclear power plants to officers and enlisted students.

Supervisor, Nuclear Power Plant Operations, USS Alaska (SSBN-732): Bangor, WA (1986 1991)
Coordinated operation, maintenance, and repair of all nuclear mechanical systems onboard including; steam, pneumatic, and hydraulic systems, 175 ton R-114 A/C units, and fresh water distilling units.

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EDUCATION & TRAINING

Bachelor of Science, Liberal Arts
Excelsior College, Albany NY (1995)

Professional Development
* Navy Nuclear Power Training Program, Mechanical Operator (1988)
* Navy Nuclear Grade Welding School (1988)
* Quality Assurance Inspector School (1990)

Technical Proficiencies
MS Excel, Word, PowerPoint, Outlook, Access, Project
Lotus Notes, SalesForce.com, MAPICS XA, MS SQL Server, Adobe Photoshop