Sales Project Manager

MICHAEL E. BARGAS

**** **** **** ****

Houston, Texas 77095-4121

Home: 281-***-****

Cell: 281-***-****

Email: abjgi8@r.postjobfree.com

OBJECTIVE Management position for the engineered capital equipment

market.

PROFESSIONAL EXPERIENCE

2009 to Present KTR CORPORATION

A wholly owned and operated subsidiary of KTR

Kupplungstechnik, GmbH. A global manufacturing, sales and

support network for power transmission equipment.

2009 to 2010 Regional Sales Manager US Gulf Cost, Canada, Mexico and

Central America

Develop and formulate strategic plans for the introduction of

new products into the API market. Develop and administer

regional sales and marketing strategies, plans and tactics

for all markets. Communicate to and train field sales

personnel on sales life cycle theory. Establish distributor

and representative network within the assigned territory.

Responsible for the implementation of company programs for

assigned region which includes pricing, competitive strategy,

marketing/advertising, literature, and promotional programs.

Use of SAP to prepare and submit month-end report to the

president. Prepare and submit sales reports to regional

representatives. Work closely with sales management and

corporate staff to ensure coordination and cooperation in

support of sales efforts.

Accomplishments:

2010 - YTD Unit sales 28% growth over 2009

2010 - Establish representative network in Mexico

2010 - Develop API market strategy

1989 to 2009 SUNDYNE CORPORATION

High-speed process turbo compressors, high-speed pumps, process

pumps, sealless pumps, general-industrial pumps

2008 to 2009 Area Sales Manager - Mexico, Central America, and the

Caribbean

Cover assigned sales region including working with

distributors, consulting engineering firms, and assisting

clients. Develop tactical sales plans, track sales

performance for the territory and contribute to the

forecasting and sales operations planning process. Promote

products and systems in the sales regions directly to the end

users while working with distributors. Offer technical and

sales support to distributors in assigned region. Organize

sales seminars and participate directly in these seminars as

a company representative. Make presentations to potential

clients, end users and consulting engineers. Work with

consulting engineering firms and help and guide them in

preparation of technical specifications describing company

products and systems. Prepare monthly activity reports,

quarterly sales forecasts and annual sales forecasts. Provide

pricing to customers and pricing support to distributors on

projects. Conduct training seminars for customers and

distributors on company products. Work with the engineering

and technical groups with the company to prepare major

project proposals for bid or quotation. Lead negotiations and

overcome objections to close deals. Establish new accounts

and increase volume of existing accounts.

Accomplishments:

2008 - Unit sales 30% growth over 2007

2008 - Create specific policy for aftermarket sales for

PEMEX

2008 - Reorganize Mexican distributor network

2008 - On site representative compressor training Mexico,

T&T, and Costa Rica

2008 - Establish authorized service center in Trinidad and

Tobago

2004 to 2008 Compressor Strategic Accounts Engineer

Develop new sales opportunities and relationships with Key

Accounts. Work closely with industry executives, purchasing

managers, process engineers, and machinery engineers to

position the company as a key supplier. Increase market share

by establishment of new accounts and markets. Determine the

optimum compressor engineered solution from a functional,

quality, and economic standpoint. Coordinate with internal

sales and technical support teams in the production of tender

offers. Establish strategies to position the tendered offers

for the best opportunity for success. Direct and preserve

price make-up for each project. Lead technical and commercial

negotiations of multi-million dollar contracts for turbo

compressors. Conduct sales coordination meetings with

customers and company sales personnel, and conduct training

sessions with company personnel. Travel to customer and other

company sales locations worldwide. Delineate the requirements

of new purchase orders and present a detailed order entry

dossier during a kickoff meeting to the assigned project

team. Participate in a team concept during the order phase of

a project with the project manager to ensure schedule

requirements are met, and resolve all commercial contract

changes and variances.

Accomplishments:

2007 - Bechtel Chevron Angola LNG Project 1 Unit at

$2,000,000

2006 - Bechtel Shell Canada AOSP Project 3 Units at

$4,200,000

2006 - CBI Enterprise, Colorado/Wyoming 4 Units at

$1,500,000

2005 - Bechtel Marathon Equatorial Guinea LNG Africa 1

Unit at $1,200,000

2005 - ABB Lummus Eng. Carmel Olefins, Israel 1 Unit at

$1,200,000

2004 - Dow Chemical Spain 1 Unit at $850,000

2004 - Kellogg Brown & Root/SASOL, South Africa Synthetic

Fuels. 2 Units at $1,000,000, manufacture in Europe

2001 to 2003 Area Sales Manager

Plan, develop, direct, and manage activities for assigned

regional accounts. Identify, communicate, and pursue

customers for new and existing business. Increase sales

volume through sales efforts and by assisting channel

partners. Establish and maintain contact with key end-users.

Develop area tactical sales strategy. Serve as a liaison

between factory and channel partners in the implementation of

the strategic sales plan. Achieve sales levels to budget

requirements. Implement marketing and pro-active activities

with channel partner network. Provide orientation and on-the-

job training for sales channel and ensure that the authority

and responsibility for company policies are defined and

understood. Direct, monitor, and appraise the performance of

the sales channel. Identify needs, initiate development of

sales channel, and recommend an effective plan of action.

Administer and control territory sales expenses. Attend local

exhibitions.

Accomplishments:

2003 - Unit sales 110% of goal

2002 - Unit sales 106% of goal 10% over 2001

1996 to 2001 Senior Sales Engineer

Promote centrifugal compressors and pumps to significant EPC

companies, distributors, original equipment manufacturers,

and service centers. Coordinate international projects with

emphasis on distribution of information between worldwide

points of manufacture, corporate sales offices, and channel

partners. Maintain and develop interpersonal relationships

with key personnel within the engineering, procurement, and

project management departments. Develop primary concepts for

quotations based on desires and specifications defined by the

customer. Supervise an inside quotes team. Contract for

follow-up services, which include clarification of contract

and technical questions with both customer and factory

personnel. Convey to sales management on field activity in

regards to current / future project opportunities,

competitors' movements, and the fluctuation of market

activity. On-site promotion of company products with the

utilization of computer generated presentation materials.

Accomplishments:

2000 - Kellogg Brown & Root/Qatar-Chemical Project 22

Units at $761,090.00, for manufacture in the USA

2000 - Kellogg Brown & Root/Qatar-Chemical Project 22

Units at $1,313,000.00, for manufacture in Europe

1999 - Kellogg Brown & Root/BP Amoco Canada LAO Project 25

Units at $516,000.00

1998 - Fluor Daniel/ABB Lummus/Yanpet Saudi Arabia

Expansion Project. 23 Units at $1,100,000.00

1997 - Stone & Webster/Copesul Expansion Project Brazil 38

Units at $2,520,000.00

SUNDSTRAND FLUID HANDLING

High-speed centrifugal process turbo compressors and high-

speed centrifugal pumps

1992 to 1996 Product Engineer, Eng.- III

Design review of pump data confirming proper application.

Responsible for the design of seal and lubrication auxiliary

systems. Direct a drafting team in completion of drawings

for seal and lubrication auxiliary systems. Responsible for

the design of new and enhanced pump parts and seals. Create

procedures for the operation of a computerized pump sizing

program, technical procedure for the testing of pumps, and

infrastructure procedures for the support of ISO 9001

certification. Test stand support, which includes testing of

pumps to prescribed tolerances, troubleshooting of pump test

failures, and solutions for successful pump testing.

1989 to 1992 Product Engineer, Eng.-II

Review purchase order and specification for compliance with

quote. Acknowledge purchase order with exceptions as

required. Assemble bill of materials from specification.

Finalize drawing, specifications and bill of materials for

submittal to customer. Review project reports on status of

each phase and modify schedules as required, providing

results to management and customers. Review returned

documentation, address all changes and provide quotation on

expanded scope of supply. Ensure that all changes in the

scope of supply have been incorporated. Coordinate final

inspection of material, and submit final as built

documentation to customer.

ZIMMERMAN METALS, INC.

Structural steel fabrication

1989 Estimator

Review specifications and drawings of buildings which contain

100 to 2000 tons of structural steel. Determine areas of

scope and assemble estimates. Distribute specifications and

drawings to subcontractors for quotation. Examine

specifications and determine if any irregular items are

listed; research, locate and price those items. Compare

estimates with General Contractors; if any discrepancies

arise make adjustments and corrections. Coordinate areas of

scope with General Contractors. Finalize proposal for project

and distribute to contractors.

JOAQUIN MANUFACTURING COMPANY

Prefabricated instrument shelters manufacturing

1987 to 1989 Project Manager

Procure RFQ bid packages from potential customers. Review

specifications, estimate jobs and prepare formal bids.

Examine purchase orders and specifications for compliance

with quote and acknowledge exceptions as required. Supervise

preparation of working plans, detail drawings and assembly of

bill of materials from specifications. Negotiate with outside

vendors for raw materials, isolate long-lead items and issue

purchase orders as required. Establish production and

delivery schedules and issue production work orders. Review

project reports on status of each phase and modify schedules

as required, providing results to management and customers.

Supervise finalization of drawings, specifications and bill

of materials for submittal to customer. Coordinate on-site

customer inspections. Organize transportation of product,

complete shipping documentation, and ship product.

1986 to 1987 Draftsman

Prepare engineering and construction drawings (comprised of

layouts, flow-sheets, assemblies, isometrics, etc.) from

rough sketches or from general engineering and design

information, utilizing manual or computer-assisted

drafting/design techniques. Perform related fundamental

engineering support tasks such as updating computer lists,

filing prints, distributing drawings, making simple

calculations, proofreading reports, etc. Utilize information

from vendor prints, catalogs, and technical manuals for the

production of working drawings. Perform routine drafting

assignments, which require knowledge and application of

fundamental drafting techniques in accordance with

established standards and procedures.

EDUCATION

B.S.B. Marketing, University of Phoenix

A.S.A.S.T. Engineering Graphics Thomas Edison State College

A.S. Houston Community College

REFERENCES AVAILABLE UPON REQUEST

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