1. Robert Horton 10/8/2015
395 Hollybrook Road, Rochester NY 14623
Cell:(585) 245-1534 E: rchorton10@yahoo.com
https://www.linkedin.com/in/rchorton Website: http://rchorton.branded.me/
Dear Hiring Manager,
I am extremely interested in the Strategic Sales Manager position.
I have an extensive background in selling MRO and automation products, in both direct selling as well as
distribution sales support, traveling and field servicing.
I believe you will find that my 15+ years in technical product sales and sales support in USA & Canada
combined with my Technical Product and Account Management experience make me an ideal candidate to join
your Technical Sales team.
I am including information on what I bring-to-the-table that can be of immediate benefit:
Proficient in building relationships to become the customers preferred solutions provider through application of
a unique skillset based upon Product and Account Mgmt., CRM, and Technical Sales combined with years of
hands-on experience working with mechanical, electrical, pneumatic, hydraulic, and chemical equipment and
their systems.
I have 10 years’ experience in National and international field service,sales, and applications; and another 15+
years in technical sales, applications, and marketing support.
 Experience in handling the complete sales process from initial prospecting, product discovery and
applications, quoting and sales,warranty evaluation, vendor coordination, and inter-department
collaboration and team work.
 I can talk-the-talk about products and processes to create a team relationship based on personal servicing
and an understanding of their goals and matching them with the correct product and feature set.
 I have sold to and provided application assistance on all levels; from Owners and buyers to operations
managers and individual technicians. I know the value of a quality product; and I promote that as well as
the company and service that stands behind it.
 In addition, I am skilled at developing and presenting PowerPoint training presentations to educate both
customers and employees.
I’m looking to join a company where excellent account management and technical servicing is viewed as a
competitive advantage, and look forward to contributing my skills and experiences. I welcome the opportunity
to speak with you further about how I can be a valuable asset to your Sales and Marketing team.
Thank you for your time and consideration.
Sincerely;
Robert Horton

2. Robert C. Horton
Product Manager – Strategic Technical Sales and Account Manager
Hollybrook Road, Rochester NY 14623. Ph: (585)245-1534 E: rchorton10@yahoo.com
Linkedin: https://www.linkedin.com/in/rchorton Website: http://rchorton.branded.me/
Sales and servicingthe customer beyond their expectations by utilizing a uniqueknowledge builtupon a solid foundation
of Applications,National Field Serviceand Sales,and 20+ year history of establishingand maintainingstrong
customer/clientrelationships.
CORE PROFESSIONAL STRENGTHS AND ACCOMPLISHMENTS
 Strategic Sales and Account management. Work smarter and harder to increaseclosingratio.
 One of my greatest strengths is in combiningmy applicationsexperienceinto FAB (feature-
advantage-benefit) sellingto become the customer’s preferred solutions provider.
 Exceptional in solving problems by discoveringrootcauses and then providingappropriateproductand feature set
 Excellent analytical,organizational, prioritizing,communication,an interpersonal skills.
 Identify and secure profitableopportunities by leveragingproduct mix, strengths, and personal attention.
 Proficientin writing clear and conciseprofessional correspondenceand detailed quotes.
 Demonstrated expertise in increasingindividual,team, and sales branch knowledgeand capabilities.
 Insideand outsidesales and accountmanagement experience.
SIGNIFICANT ACCOMPLISHMENTS:
 Increased customer retention and active accounts 15%.
 Improved sales forceproficiency 15%year after year, through extensive training,coaching,and mentoring.
 Returns/product evaluation process development and administration,decreased responsetimes 45%.
 Instrumental in vendor accountability,decreased warranty costs by 33%.
SKILL STRENGTHS:
 CEM – Voice of the customer
 Technical Knowledge –Product & System
 Cost analysisand positioning
 Leadership, Training,& Mentoring
 Marketing and Product Positioning
 Training - customer & sales teams
 Returns process dev’t. & admin.
 Applications & Ap. Engineering
 Create relevant, usabledocumentation
 Product Management
 Sales – B2B and B2C
 Inter-Division relationships
 Product commercialization
 Creative problem solving
 Sales Support
 Warranty Determination
 Vendor Administration
 Employee Evaluation
 Negotiation
 Forecasting
 Excel Databases –
Process,comparisons
 MRO Sales
 Associated selling
 Team up w/ vendor’s
engineering
 Road Warrior w/40%
overnight
SPECIALIZED KNOWLEDGE IN:
 Electrical controls and control Panels,ProductApplication –VFD’s, motors, automation equipment, material
handlingand process controls and systems,systemcomponent integration,etc.
 Mechanical and hydraulic equipment,controls,processes.
 Municipal and Industrial chemical pump,pumping systems,and controls.
 Training(office,field,web based), mentoring, and team structure.
 Vendor administration - collaboration,warranty evaluation and process development

3. PROFESSIONAL EXPERIENCE
PRODUCT MANAGER and TECHNICAL SALES - ELECTRICAL CONTROLS 4/2013-4/2015
WorldWideElectric, 3540 Winton Place,Rochester NY 14623
Regional and National Sales, Applications, and Account Management for electric controls and components, providing
16% growth in territorysales. I use proven methods to define, measure, analyze, improve, and control projects and
processes.
 US and Canada Sales and accountmanagement. I handle the complete saleprocess frominitial prospecting,through
product discovery, order entry, changes or additions,to final follow-up.
 Strategic planning and accountmgmt; set priorities,focus energy and resources,lead to common goals,forecast.Etc.
 Increased profits 14+% through product promotion, mentoring team members on up-selling & margin enhancement.
 Proficientusingindividualized attention & technical knowledge/aptitude to competently understand the issue, secure
the order, and provideexcellence in CRM.
 Develop detailed quotes, coordinatewith outsidesales and engineering to closethe saleand increasenew business.
 Bridge departments and vendors to increaseefficiency,align goals,and update.
 Instrumental in team collaboration to identify obstacles and then streamline and administratea superior process.
 Created databases to organize and prioritizeall productevaluations/repairs/vendor warranty issues, decreasing
responsetimes by 17%.
 Obtain market data – productrequirements and provideto engineering for new product integration.
 Providesupportingdocumentation to supportexistingproducts and bringnew products to market.
NATIONAL SALES ELECTRICAL SPECIALIST 9/1999-4/2013
Kaman Industrial Technologies,200 MileCrossingBlvd.Rochester NY 14624
Increasing sales, margins, and customer retention by providing technical sales and marketing support, expanding
individual and branch technical capabilities, and providing applications, training and mentoring to all 200+ branch
locations.
 Utilizeapplication engineering,product & system knowledge (material handling,processing,and packaging) to
specify,recommend, and sell products and appropriatefeature set, though a sales team or directwith the customer.
 Proficientin developing& presenting extensive Power Point training presentations.
 Recognized in trainingand mentoring to assistin growth and ability to maximize their effectiveness.
 Demonstrated in customer, sales,and engineering (vendor and in-house) coordination to determine causefor
malfunctions - product failure,systemor associated component failure,miswired,misapplication,etc.
 Maintained databaseof all calls,includingproducts and BOM’s quoted.
Sales and Sales support:
o Product, price,value added servicepositioning.
o Competitive analysis,environment.
o Coordinatewith vendor engineering to resolveissues.
o Proficientin buildingsupplier relationships
o Prioritizeprojects,responsetimes & assistance.
o Lead, Influence, & motivate sales force.
o Track sales,work w/sales to meet forecastgoals.
o Create yearly segment analysis,(branch and product).
Marketing Support:
o Product mix, feature, and pricingcomparisons
o Manufacturer cross reference and pricingguides
o Newsletters, product selection,quick reference guides
o Product research,positioning,and advisement

4. o Employee and branch capabilities evaluation
o Develop products and supplier database
o Attend vendor training,tradeshows, national meetings
o Leadership training
CONTROL PANEL APPLICATION ENGINEERING AND ASSEMBLY 10/1992-9/1999
Team Leader- Lead and facilitateproduction employees in CPI (continuous Process improvement), uniformity & teamwork
 Created and priced BOM and component layout(blueprints).
 Total Panel layout, construction,wiring,and testing.
Sr. FIELD SALES SERVICE ENGINEER 6/1985-10/1992
Pulsafeeder, 77 Ridgeland Road, Rochester NY 14623
Recognized proficiency in servicing, training, applications, and selling – I put in the effort, skills, and dedication to
handle the key accounts (international and domestic) and be the Field Engineer of choice (including the competition).
 Key accountmanagement - Extensive domestic and international travel.(Domestic USA, Canada,Israel)
 Sales of New and replacement product, parts,and servicing.
 Provideproduct maintenance and PM, upgrades. Start-up Service. Product commissioning.
 Chemical pump system and control system analysis,application engineering,advisement.
 Experienced in customer retention and ability to resolveand overcome customer issues and concerns.
 Individual and group schedulingresponsibilities and management.
 Field expertise and performance: (40% nationwideovernight travel)
 Inter-departmental collaboration.Sales,engineering,assembly,and field service.
 Sales support- Product sales presentations and brand promotion.
 Extensive customer training –Classroomand hands on field sitetraining..
 Quoting – Sales – Individual Product features and costs,Field serviceand trainingcosts.
 New Employee Trainingand mentoring.
Field Service Manager/Technician 6/1979-6/1984
Ironcrafter, SaginawDrive, Rochester NY 14623
Mfg of Mechanical/Hydraulicequipment - Press Brakes,Punch Presses,Shears,Hydraulic power units. (30-150 tons)
Responsiblefor field serviceadministration and field servicing –hands-on manager.
Total product lineassembly
 Mechanical
 Hydraulic
 Electrical and pneumatic
controls
 Parts and jigfabrication
 Final testing
Field Service Technician/mgr.
o Equipment repair,maintenance, start-up service.
o Equipment upgrades – mechanical,hydraulic,
electrical and mechanical controls.
o Field training. New employee training.
o Warranty determinations
o Handled daily operations for field serviceand scheduling
o National travel
o Ran Trade show sales booth & product demonstration
EDUCATION
Genesee Community College – Coursework in Business Administration

5. ONLINE POSTINGS
Series of sales Tips: “How to Neglectfully Shoot Yourself in the Foot – Highly Effective Ways
to Lose That Sale” VISIT: HTTPS://WWW.LINKEDIN.COM/IN/RCHORTON
COMPUTER SKILLS
Microsoft: Word PowerPoint Excel
COMMUNITY SERVICE
Sojourner House at Pathstone – Elderly careActivity Assistant Red Cross – Meals on Wheels- Food preparation
Monroe Community Hospital Foodlink Hill Haven Transitional Care
TESTIMONIALS:
"Rob's technical motorcontrol anddrive knowledge andhisabilitytoworkwithcustomerstohelpthem
throughthe designprocessfrombeginningtoendissecondto no one I have workedwithinmy35 plusyear
career.He made the difficulteasyforourcustomersandeveninstressful timeshe wasable toprofessionally
addressissuesandsolve problemsinatimelymanner.He wasa pleasure toworkwithandmade my jobmuch
easiertoperformknowingRobhadmy back."
 Mark Baumann – DistrictManagerfor WorldWide Electric.Ownerof OA BaumannCo.
Overthe 2 yearsof our association,Ihave workedcloselywithRoband have personal knowledge of howhe
useshisexperience andtalentstotalkwithcustomersonbotha technical andpersonal leveltoprovide
proficientsalesandaccountmanagement.He isskillfulatworkingacrossseveral departmentstogetthe job
done. He incorporatesobjectivityandhisindividualinitiative,suchasindevelopingandadministratingnew
processestoinside andoutside productreturnsandrepairs,providinganew levelof expertisetovendor(as
well asthe customer),accountabilityandsatisfaction.Onthe engineeringside,hiscustomerinteractionalong
withthe processimprovementsandlevelof detail assistedinprioritizingandschedulingandworkedhand-in-
handwithtakingcare of the customer.Bytakingownershipandexpandinghisareasof concernand
involvement,he structuredtodecrease turnaroundtimesandreduce incurredcostsforboththe customerand
the company.A valuable teammember.
 Will Haskell –(Engineering) –New Productdevelopmentandprogramming –WorldWideElectric.
I’ve bothworkedwithRobas a co-workerandas a customerforover20 years.While workingwithRobhe was
a resource to assistindesigninganddefiningcustomerapplicationsandsolutions.Hisexperience allowedhim
to viewapplicationsfromacomponentleveltosystemlevel andofferefficientreliablesolutions.Asapart of
the salesteamRob wasable to interactand assistinall levelsfromsales,engineering,andtechnical training.
Usingelectrical andmechanical experience Robdefinedtechnical trainingprogramstoallow the non-technical
personnel tobecome proficientandincrease sales.The abilityhe hastodialogwithmanagement,marketing,
customersandinside salesidentifiesRobasa provenresource toany company.
 KevinDiehl –SalesEngineer–YaskawaAmerica,Inc.
As (territory) customersupportandNational Returnscoordinator,for2 yearsI observed,firsthand,
howRob broughtmuch neededtechnical expertise andprofessional accountmanagementintothe sales
department.Notonlycouldhe talk-the-talk,butbuiltarapportand trustwiththe customers,(andour whole
salesteamforthat matter) throughindividualizedattention. He listenedtotheirneedsandconcernsandtook
the time to understandeachapplicationtoprovide the correctproductandfeaturesthe firsttime around.
Rob thenmanagedthe processall the waythoroughpost-sale follow up,increasingcustomersatisfactionand

6. loyalty.Inaddition,he endedupbeingthe company’sgo-topersonforall territorysalesteams,ashe always
wentoutof hisway to assistanyone,evenwell outsideof normal businesshours.
 Nicole Little –TerritoryCustomerSupportforWorldWide Electric