• Address: Bridgewater, MA 02324 (map)
• Date Posted: 09/30/09

Sean W. McNeill

hm(508)-279-1378
115 Greenbrier Lane cell(508)-245-9164
Bridgewater, MA 02324 swmcneill@yahoo.com

18 years working in a manufacturing market dealing with capital and industrial equipment with a career that spans multiple disciplines ranging from Engineering, Sales, Marketing, Business Development and P/L Management, with a demonstrated and documented track record of continued success and advancement.

*Team Manager *International/Domestic sales experience *P/L management
*Customer Focused *Sales/profit growth driven *Competitive analysis



Professional Summary





Instron Corporation (A Division of ITW), Norwood, MA

A manufacturer of capital testing equipment used in quantifying mechanical properties and performance of various materials, components and structures used in a wide array of environments.



Product Manager, Impact Testing Systems 2006 – June 2009




Product Manager experienced in the technical sales and marketing of electro-mechanical capital equipment into industry sectors including bio-medical and life science, machine tools, industrial, automotive components, and aerospace and defense. Consistent provider of revenue and profit growth in product management, field sales and inside sales/applications engineering positions. Expertise includes collecting customer requirements for product and application requirements, new product development and launch, product life cycle management, and project management of cross-functional teams.




· Lead a team of (3) employees (one based in Thailand, one in the UK and one in the US). Providing timely Sales/Technical support as well as PR and marketing content.
· Generated yearly/quarterly bookings, shipping and margin plan/forecast.
· Tracks product sales volumes, discounts and industry trends.
· Obsessive focus on customer satisfaction to ensure their success. Plan was 85% achieved 88%.
· Travels monthly to prospective US customer sites as well as to Asia annually to conduct technical training, product launches and key customer account visits.
· Generate annual Global MARCOM strategy. Works with domestic and international marketing/communications personnel to organize and implement lead generation activities.
· Provides content marketing/sales collateral for use on the web, print and advertising.
· Launched new 450 Joule Pendulum system to capture $1 M in additional business.

Accomplishments:
Reduced product lead times by 40%
2007 Global bookings goal $6.09M; achieved $6.06M
2008 Global bookings goal $5.80M; achieved $5.60M (ROS 160%)
2009 Global bookings goal for Q1 and Q2 $2.44M; achieved $3.54M (ROS 300%)














Assistant Product Manager, Electromechanical Testing systems 2004 - 2005

· Performed margin analysis and discount approvals for sales force in competitive situation.
· Provided domestic and international sales support for technical/competitive situations.
· Developed product positioning and got the message out, “We want the business” and “Affordable test solutions.”
· Analyzed competitors and compressed the content into a “silver bullet” punch list to arm the sales force.
· Conducts (VOC)-Voice of the customer to first time customers.
· Present at regional sales meetings (competitive data, bookings and marketing projects).
· Provide content for brochures, promotions, and website as well as product photo shoots.
· Traveled to Asia to explore and expand EM 3300 product line into the QC marketplace and conducted product launch training.


Accomplishments:
2004 Global goal $6.0M; achieved $8.0M


2005 Global goal $7.8M; achieved $9.0M




Senior Applications Engineer (Responsible for Apps Lab) 2000- 2003

· Conducted analytical testing on a vast range of materials (steel, plastics, geo-textiles) and finished products (hypodermic needles, bearings, etc.) determining material properties through the utilization of electro-mechanical machines and appropriate software.
· Provided highly-detailed analytical reports to help in the justification of product sales.
· Troubleshot application/product discrepancies between customer sites, product manufacturers, or against competitors.
· Working knowledge of domestic and international testing standards (ASTM, ISO, JIS)
· Exposed to a wide range of materials spanning from composites, castings, food, and bio-medical devices, as well as finished goods that included hubcaps, vials, sutures, and cables.
1. Specialized in the field of metals properties and their analysis.
2. Expertise is in the use and implementation of extensometers.
3. Created application reports as a sales tool for use in various market segments.
· Provided technical product and applications information to domestic and international field sales personnel in addition to post-sales support.
· Sales training conducted at semi-annual sales meetings, as well as on-site and in-house system demonstrations for customers.
· Traveled to domestic or international customer site to resolve urgent technical/application issues.

Accomplishments:
Reduced lab inventory overhead by $250,000 (48%) in 2003.











Double E Co., Inc. West Bridgewater, MA www.doubleusa.com
A manufacturer of lightweight, web-handling equipment for the paper, film and foil industry. Specializing in the use of carbon fiber composites.


Regional Inside Sales/Customer Service Manager 1997 – 2000
· Generate sales through prospecting, telemarketing and cold calling.
· Followed up with existing customer base to generate new product applications.
· Travel into territory twice a quarter.
· Generate call reports, month forecast and product quotations.
· Coordinate orders, scheduling and sales activities within the territory.

Accomplishments
1999 Sale team of month award: Jan., March, July, August, Nov., Dec.,
“1999 Sale team of the year”


Applications/Sales Engineer 1995 - 1997


· Traveled extensively to customers all over the country for application assistance.


· Served as a liaison between Regional Sales Managers and customers.


· Resolved customer problems.


· Field Engineer for installation of cross tension device (Web-Tamer).


· Generated “Servicing” procedure for ISO certification.


· Streamlined repair procedures and generated analysis reports


· Generated quotes, drawings (ACAD), and machine routing (Profit Key) for repairs.


· Conducted in-house and hands on product training seminars.


· Traveled to Turkey, China, Korea, Belgium, France, Germany and Mexico to help train new International Sales Managers.





Mechanical Engineer 1992 - 1995

· Reviewed, revised and improved existing product technology.
· Generated engineering drawings and parts lists from customer specifications.
· Consolidated stocked items by designing “make from technology”.
· Strived to simplify designs for ease of manufacturing.
· Traveled with Regional Sales Managers to better understand product applications.

Education

New England Institute of Technology, Warwick, RI
BS, Manufacturing and Product Design, June 1992
Tool Design, Strength and Materials, Robotics, Machine design and Designing with Plastics

Dale Carnegie Sales Training Course - November 1997
12 week course, Winner of the "Sales Talk Award" (40 people)

Community Service

Town of Bridgewater, MA Conservation Committee (Associate member since 2006)

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