Alex B.

Marcinek
2770 Bryon Station Drive SW
Byron Center, MI 49315
Home: 616-878-9195 Cell: 616-446-5966
Email: am7bdcf4@westpost.net
Summary:
Accomplished executive with expertise encompassing Sales Management, Operations
Management and Field Sales. Diversified business background including finance ac
umen, profit/loss accountability, human resources, inventory management and corp
orate strategic planning. Superior sales management and leadership skills in co
njunction with outside sales, inside customer service, field service department,
aftermarket products, and new capital equipment sales. Excellent relationship b
uilding and consultative style selling skills exercised throughout the selling p
rocess; including C-level presentations. Strong technical, analytical and engin
eering knowledge utilized for proficient client solutions, project management an
d problem resolution. Sound individual characteristics including honesty, self-c
onfidence, strong work ethic and loyalty utilized to develop and maintain substa
ntial client, employer and supplier relationships.
Experience:
RHM Fluid Power, Grand Rapids, MI (Branch Location)
?January 2007 to Present ? Business Development Manager/Senior Sales.
?1991 to January 2007 ? Operations/Sales Manager.
?December 1985 to 1991 ? Outside Sales Engineer (Residential office Kalamazoo, M
I).
RHM Fluid Power, Inc (www.rhmfp.com) is an industrial distributor specializing i
n hydraulics, pneumatics, compressed air and lubrication. Products and services
include design and build, MRO and aftermarket, trouble-shooting, field service a
nd system integration.
Key Accomplishments and Responsibilities:
?Created and implemented businesses plan for achieving Customer Service Excellen
ce resulting in a 20% increase in aftermarket and service products.
? Implemented new sales technique - Energy Audits. Results achieved a 25% incre
ase in sales opportunities and an 80% closure rate of quoted recommendations.
?Attainment of a financially under performing business. Achieved profitability
after one year and doubled sales revenue from $2 million to $4 million within fi
ve years.
?Increased employee moral, productivity and problem resolution by providing stro
ng leadership through team building and implementation of best practices.
?Accountable for inventory management, human resources, expense control, profit/
loss and developing forecast modules.
?Developed and executed strategic plans to achieve sales growth with new and exi
sting accounts, including OEM and User accounts.
?Execution of marketing campaigns including customer workshops, marketing brochu
res, email and trade shows. Accomplished new account acquisitions generating ove
r $500 thousand in equipment and service revenues.
?Increased aftermarket & services revenues $350 thousand by selling ?Package Car
e? five-year service/maintenance contracts.
?Implemented weekly ?top-job? follow-up process resulting in a 10% higher closur
e rate on active quotations.
?Direct & Development of Territory Mangers and Outside Sales with respect to acc
ount development, training, quotations, customer presentations and managing cust
omer relationships.
?Conducted account analysis for maximizing market coverage and recruitment of su
b-dealers/distributors resulting in a 15% increase of new and drifted accounts.
Analysis includes gathering information from contact management software, intern
al sales data and industrial directories then identifying key customers, drifted
accounts and target potentials.
?Develop and maintain strong relationships with customers, vendors and supply pa
rtners. Achieving trustworthiness for negotiating pricing and resolution to non-
conforming quality issues.
?Consistently increased sales by 7% (year over year) in assigned sales territori
es. 25% of the sales volume from new account development and acquisition.
?Determine financing options, ROI and negotiate price points on all major jobs w
ith suppliers, customers and sales team to insure acceptable corporate profit ma
rgins. Individual major jobs ranged from $50 thousand to $750 thousand in equipm
ent and or service sales.
?Adapt to changes in the market place/economy by adjusting business plans which
included right-sizing the work force, establishing new growth potentials, identi
fying process weaknesses and executing corporate objectives while maintaining th
e loyalty of key employees.
?Established corporate metrics for individual and departmental sales and profita
bility.
?Past Executive Officer with the Association of Ingersoll-Rand Distributors (AIR
D). Interfaced with fellow distributor owners and senior executive leadership (C
-Level) from Ingersoll-Rand Company. Activities included member recruitment, be
st practices, strategic planning, financial planning, regional liaison and co-ch
air for several committees and teams.
?Provide client solutions recommending technical support/specifications and desi
gn for new capital equipment expenditures - outlining service and aftermarket pr
ograms ? unbundling the value proposition for the client utilizing a consultativ
e style selling approach.
Education:
Bachelor of Science (1987) Western Michigan University
Production Technology Kalamazoo, MI
Associate in Applied Science (1982) Ferris State College
Mechanical Engineering Technology Big Rapids, MI
Additional Information and Accomplishments:
?AIRD (Association of Ingersoll-Rand Distributors). Past Executive Officer and b
oard member interfacing with fellow distributor owners and senior executive lead
ership from Ingersoll-Rand Company.
?Certified Fluid Power Specialist (1989 Certificate #1170).
??Up-a-Notch? Sales Training System by Dave Kahle
??Consultative Selling? Training by Jeffrey Gitomer
?Instructor at Kalamazoo Valley Community College - Kalamazoo, MI. for Industria
l Hydraulics and Pneumatics.
?Past President of St. John Vianney School Commission ? Wyoming, MI.
?Community volunteer activities include coaching boy?s baseball and hockey, vari
ous school, church and golf club committees.