Bonfiglioli 2017-2019

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TOLA Region Business Development Manager

Responsible for all Sales Activities to OEMs and End Users. Focus was on introducing the planetary drive to the Oil and Gas Industry.  Bonfiglio build torque dense planetary gear units.  Applying them to high torque application with a reduction in footprint was the key value proposition used for this position. 

Project: Vertical Cutting Dryer - application of planetary gear unit in a way never seen before.  The project hinged around creating a 3 RPM difference a scraper blade and the screen.  By spinning the housing and not the output shaft we were able to create the mechanical rpm difference and prevent the drag that was inherent in the system when using a traditional dual drive helical bevel system. This cutting-edge idea was the key to a flow business of $1M in ARR. 

Accomplishments:

· Lead partner in the advancement of the market share and recognition of the planetary line into the oil and gas markets. Led the charge on the procurement of 3 contracts in the government sector of WWT and LST. Resulting in $11M in new company sales.

· Successfully revitalized a territory, generating an increase of $3 million in ARR. Drove a new standard for growth methodologies.

· Collaborated with customer engineers to create intrinsic proprietary solutions that improved margins and end-user satisfaction, resulting in increased revenue of $7.5 ARR. Developed supply chain processes to ensure product availability in the automotive sector worth $5.1 Million ARR. Focused on NAM Product specifications for contract procurement.

· Researched and capitalized on territory economics to determine target industries.

· Nurtured Channel Partners: provided training, vendor relations, and customer expansion.

· Negotiated for the establishment of Custom Build Centers, producing $12 million ARR.

Responsibilities range from effectively managing strategic marquee accounts critical to the success of the respective Business Unit assigned. Effectively drive the strategic implementation of growth initiatives including new & existing account penetration, development and nurturing. This includes ensuring customer service, engineering, and operational needs are actively working to meet customer and market demands. Facilitating communication and project management between internal and external customers including but not limited to field sales, marketing, engineering, and operating functions. Identify the key customer requirements and developing solutions to adequately address those needs. Excellent knowledge of key products, applications and industry terminology to successfully communicate our value proposition. 

Responsible for product specification and sales of Power Transmission Solutions products. Manage strategic / tactical plans, travel to work with customers and internal resources supporting programs pertaining to growth initiatives. Provide perspective and creative direction in the development of key initiatives and strategies. Manage and coordinate high priority / marquee OEM accounts which may require international travel, collaboration. Penetrate, development and nurture target accounts through entire opportunity life cycle from conception to post installation, which may require international travel, collaboration with PTS sales, other divisions and executive level communication. Anticipate global competitive conditions / activities, identifies key industry trends, economic environment, and creates strategies to address these challenges. Actively scope out objectives and tasks prioritizing them by the highest return to Power Transmission Solutions. Efficiently and effectively coordinate operations / manufacturing, marketing, and engineering in the pursuit of meeting key customer requirements and aligning resources to close new business.

Accomplishments

• Average 45% increase in company sales each qtr, resulting in overall growth of an average 60% annually
• Opened over 17 New OEM, 21 Channel Partner Locations
• Managed an average of $28.5 million in pipeline opportunities consistently
• Product/market Leader for new product development and market focused solutions
• Leader of the Airport Initiative that led to a $5.5 million award for new product line and design
• Product design lead resulting in $12 Million in new opportunities
• CRM Team Lead, implemented new sales tracking process and management system
• Sales Trainer, Sales Manager and Team Leader, leading team members to an 65% growth result

Managing a portfolio of 2.7 million in sales to Original Equipment Manufacturers.

Work with our current Original Equipment Manufacturers (OEM) to ensure our products meet their needs and are compatible with their current systems that they build. Participate in the re-design or development of new product or their current product line to better suit end user requirements or changes in the market demand. Work with end-users to ensure products are working correctly and that the OEM’s are using the proper gearbox and motor combination. Provide engineering specs to both the end user and the OEM on products. Provide training to both the OEM and the end user on proper use and maintenance of our product. Provide on-site field inspections on our products for failures and/or potential issues.

Management of 1.5 million dollars in Channel Partner Sales

Work with 6 Channel Partners, 87 total branches and over 200 salesmen to support their sales efforts. Provide sales support of on-site sales calls to their customers. Work with the sales teams to grow the market penetration level of Nord products. Complete training for both the Channel Partners inside and outside sales teams. End User training provided to help support the sales team's effectiveness. Make joint calls on new or potential customers with the sales team to open new accounts.

Direct Sales:

Work with my territory making cold calls and prospecting at trade show to find potential customers. Establish a working relationship that leads to designing and prototyping a new drive system. Provide engineering data to ensure proper specifications are met. Work with the State and local governments on Wastewater Treatment Plant’s to ensure proper sizing and drive capabilities. Work with the Engineers to provide the proper specifications for RFP’s and RFQ’s to be posted for purchasing. Work with contracting on cost and work to ensure that price is compatible with the current budget. 

Accomplishments:

• 25% increase in company sales during the current O&G collapse.
• 11% increase in overall gross profit.
• Redesigned a 4.2 million a year product line for customer resulting in new sales of 2.4 million in 2016.