Sales Management

BRYAN LUMAN abj0tn@r.postjobfree.com

***** ****** ***** + Littleton, CO 80124 + 303-***-**** cell

Industrial/ Utility Sales/Channel Sales and Market Dev ~ Energy

Transmission & Distribution Industry Sales

AMR and SCADA Industrial Equipment Sales ~ Wireless/telecom/AMR/AMI

Solutions for Muni's, Coop's, G&T's

Industrial Automation ~ Smart Grid Industrial Product Consultative Sales

Oil/Gas ~ Top Management

Utility Substation Control and Automation Products ~ Power Substation

Transformers

Sales Analysis/Management & Negotiations ~ Strong Collaborator and

Relationship Builder

New Business/ Key Relationship Development ~ Industrial Product

Distribution/Channel Sales Management

> Articulate, results driven, industrial sales executive with extensive

knowledge in territory and customer development; building and maintaining

relationships; customer service and support; very strong in creating

strategic alliances and developing distribution channels. Ability to

offer both strategic thinking and problem solving for industrial

territory and corporate development. Direct experience with selling at

higher levels of management, and C-Level executives.

> Strong background with both direct selling methodologies through B2B and

B2C distribution and VAR channels. Possess a strong ability to

understand technical aspects of industrial products, and the ability to

communicate benefits to customers through consultative selling and

understanding customers' unique needs and specifications.

PROFESSIONAL ACHIEVEMENTS

Work Experience

Electrical Technologies - 2009 -Present (Consulting)

Territory Consultant

. Responsible for developing sales channel and overall business

development with utilities and large industrial engineering firms

throughout TX and OK for substation automation products, power

(substation) transformers and switch gear.

. Specializing in "Engineered Electrical" industrial products, educating

and building relationships, design and consulting of transformers for

utilities, large industrials organizations, and electrical

contractors. Emphasis is placed upon power generation, transmission

and distribution (T&D), bulk power.

. Responsible for all P&L, forecasting and budgeting for territory for

business planning and organization growth.

. 5+ years of successful sales experience in the industrial and

electrical automation field. Experience selling process automation,

micro automation technology to large OEMs or industrial end users.

Experienced with automation, PLC's, SCADA monitoring & control.

Experienced with switchgear controls and breakers. Have current

strategic selling skills to utilities, large industrial firms, medium

and large distributors and OEMs ($2 - 10 Million).

NRTC (National Rural Telecommunications Cooperative) - 2006 - 2009

Western Regional Business Mgr.

. Responsible for Western Utilities channel and smart grid sales with

more than 200 electricity distribution cooperatives and associated

technology platforms to assist them with the efficient delivery and

monitoring of electricity to their members, ie, homeowners and

commercial customers.

. Technologies: PLC (Power line Carrier) solutions; SCADA, AMI/AMR

solutions, wireless connectivity to RTU's in substations for data

acquisition and control, 900 MHz and 220 MHz spectrum leasing and

equipment selling for substation data transfer, GPS and workforce

management solutions to lineman trucks for work orders and routing

to outages, GIS mapping solutions.

. NRTC's utility solutions product offering consist basically of any

and all necessary components to fully automate a utility from the

Coop level out to all transmission substations.

Id-Confirm, Inc. - 2004 - 2006

Director of Business Development

. Tasked with developing Western US sales territory through direct

sales of industrial motor control, pump control products and

through developing distribution channel via recruitment and

training of resellers and VAR's. Products consisted of newly

designed hardware/software system control products. Industries

included banks and investment/brokerage houses/insurance companies,

energy distribution Coops, and Oil and Gas companies for pumping

wells. Additional value-add technologies consisted of data

collection and data management solutions for the capture of billing

and management data.

. Wireless Applications Developed: Banking/Financial, Border Crossing

(Bulgaria), Secure Building Access, Cable Television Theft,

Cellular Fraud prevention.

. Developed two tiered market plan approach consisting of both

direct, and indirect sales and marketing methodologies with

business partners and distributors throughout Latin America.

. Responsible for all budgeting for new market development and

strategy implementation.

BSI2000, Inc -Denver, CO 1998-2003

Sales & Marketing Mgr

Enterprise Software, including data collection/mgmt industrial

systems for factories and manufacturing facilities

. Responsible for the direction of 9 sales executives domestic and

abroad, all sales, marketing, business development for enterprise

software data management systems, distribution/VAR recruitment and

training, project management of existing and future projects

including contracts internationally.

. Responsible for market research, analysis, financial analysis,

pricing, and product positioning/promoting globally for the

companies' products.

. Software suite included management of all areas of medical,

financial, site security (secure site access), supply chain

management, inventory management, border crossing/security, data

collection and data management utilizing various human biometric

and encryption techniques.

. Successfully found and negotiated 15 million-dollar border

security, medical records, social benefits, and drivers license

smart laser card project in India for the Indian Government.

. Pursued and successfully set up a market presence in Mexico City,

Argentina, and Colombia including a new distribution channel in

Mexico City. Wrote and negotiated exclusive marketing agreements

with various marketing partners globally such as Price Waterhouse

in Bogot Colombia and their holding company in Brazil to market

the companies' products throughout the Colombian and South American

markets.

. Experienced in writing RFI's/RFP's, business plans, company

financials, proposals, distribution agreements and teaming

agreements for domestic and international marketing partners and

distributors.

. Very experienced with dealings and negotiations with higher levels

of management, government officials, and C-level executives of

companies in a multitude of industries in many different countries.

. Responsible for the direct management of the Director of Latin

American Business Development, Director of Governmental Affairs,

and numerous independent contract agents in various countries.

Additional management responsibilities include a portfolio of

distributors/VAR's, which consists of a total of 14 in various

countries such as India, Colombia, Mexico City, Italy, Germany,

Switzerland, Poland, South Africa, Singapore, China, and Malaysia

to name a few.

. Experienced in Federal, State, and Local govn't operations, working

with lobbyists, senators, congressman, and chiefs of staff as well

as larger government contracting companies.

. Traveled throughout Europe, Latin America, Asia, and extensively in

Mexico City.

. Technical proficiencies: Interfaced and consultative hands on work

with ERP's (Oracle, SAP, JD Edwards,Baan, PeopleSoft, Sun

Platforms, UNIX) and various LAN/WAN client server environments.

Proficient with human biometrics including PKI and various

encryption software packages such as RSA.

Education

MBA - Masters of Business Administration

University of Phoenix - 2002

B.S. - Business Management

University of North Texas - 1996

US Army

2-Years Service (Aircraft fire control specialist) - 1988 - 1990

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