Mick
MICHAEL “MICK” HENNESSY
2 Feather Rock Place
Rockville, MD 20850
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Mobile------------
Summary
A well rounded, dual-degreed, technical sales professional with many years of sales success in the electrical, mechanical and construction industries. Versed in a variety of disciplines from circuit level electronics to complete power systems, motors to motion control, and from pushbuttons to complex hydraulic/pneumatic machines. Proven track record of uncovering new business, growing revenue, managing operations, and cultivating strong business relationships at all levels of an organization with a solutions-oriented spirit and a “Can Do” attitude.
Professional Experience
Airline Hydraulics, Owings Mills, MD 2017-April 2020
Sales Engineer/Customer Service Representative- Responsible for top line sales of electrical, pneumatic, hydraulic, automation, and control products to the Central Maryland, Southern Delaware, and Northern Virginia marketplace. Also responsible for turnkey engineered solutions including framing systems, hydraulic power units, pneumatic control solutions, and other automation and control systems.
• Quarterbacked a $275K turn-key machine design, install, and start-up for an extrusion OEM.
• Opened many new highly profitable accounts through cold calls, lead follow up, networking, persistence, quick rapport building, and a strong skill set to uncover new opportunities.
• Instrumental in growing a major OEM’s business by approximately 30% over previous year through implementing a design change that increased their efficiency and bottom line profit while increasing our margins from 17% to 24%.
• Met all quarterly MBO’s for 2018 earning bonus compensation each quarter.
• Met fiscal 2018 sales goal by October.
• Became proficient in all things related to Customer Service such as order entry, expediting orders, credit issues, RGA’s, production order management, expeditious handling of customer issues, and communicating with the outside sales force on new leads and opportunities.
• Co-winner for Q3 “Highest Percentage of Improvement in Web Usage” (Orders).
UNITED ELECTRIC SUPPLY, Rockville, MD 2012-2017
Account Representative- Responsible for top line sales growth and gross profit objectives selling electrical products to electrical contractors, OEM’s, industrial users, integrators, Federal Government, and institutional customers.
• Increased sales to a relatively new Electrical Contractor from zero (2012) to buying $220K (2016) and on pace to exceed $1M+ in 2017.
• Aggressively grew business in many “non-traditional” accounts in the services, automation, and energy sectors. Specified and won various sensor, PLC, VFD and electrical gear modification projects which we were not typically asked to quote.
• Instrumental in closing the largest training contract ($60K) to date, with a local transit authority with very high profit. Sales cycle was over a two-year period.
• Moved from 27th (2013) position to 7th (2014) position in Salesmen of the Year competition.
• Placed second in the “Sales Professional of the Quarter Award”, 2016
• Increased gross profit from $262K (2013) to $732K (2014).
WASHINGTON AIR COMPRESSOR RENTAL COMPANY, Rockville, MD 2003-2012
Business Development and Training - Responsible for generating new revenue streams, increasing the sales force’s efficiency, and setting up training programs for all personnel.
• Instituted an out-going call program and competition for our inside sales staff to re-kindle dormant accounts.
• Instituted a new electronic platform to increase lead generation, track sales performance, and most importantly, substantially increased our depth of sales and rentals to existing customers.
• Company safety trainer
• Expanded product training and business training to entire staff and publicly recognized success stories.
Branch Manager – Complete responsibility for all operations and P&L for the largest branch of the company.
• Turned a profit by the second quarter of my tenure after a multitude of quarterly prior losses
• Interviewed and hired various staff, completed annual reviews, and made many facility improvements that increased walk in traffic, dramatically increased impulse buys, and boosted overall moral.
• Associated Equipment Distributors Branch Management Training Graduate
New Equipment Sales – Responsible for supporting start-up division with $3.3M in sales.
• Part of a start up division that increased the sale of whole goods from a 4 year average of $2.6M to $2.9M by end of first ½ year of employment.
• By the end of the second full year, increased sales to $3.3M
• Won the largest single order ($270K) in company history
KELLY GENERATOR & EQUIPMENT, Upper Marlboro, MD 2001-2003
Sales Engineer - Responsible for top line sales growth of standby generators, rental generators, service contracts, and UPS systems to electrical contractors, design engineers, large end users, and national chains.
• Won the largest KW size (1350KW) generator to date at Kelly
• Booked over $2M in sales in the first 12 months of employment, increasing base sales from 600K to 1.3M
• Successfully achieved specification status from 70% of targeted engineering firms
SQUARE D COMPANY, Parsippany, NY 1998-2001
Service Sales Engineer - Responsible for top line sales growth, and project management for all service items which included power studies, circuit breaker and transformer retrofits, and start-ups.
• Increase sales from approximately $200K in 1998 to $914K in 1999
• Organized, coordinated, and supervised various contractor trades for an on-time completion of a $160K transformer retrofit
• Formulated technical proposal and service contract for major pharmaceutical company that serviced as a template for future annual maintenance contracts
• “Sales Leader of the Month (1999)” Award.
MINARIK AUTOMATION & CONTROL, New Brunswick, NJ 1996-1998
Acting Branch Manager and Sales Engineer- Responsible for establishing a district branch office in the New Jersey/New York metro area.
• Increased base sales of $666K in 1996 to $1.1M in 1997
• Increased incoming orders by 48% and shipments by 12% over 1997 YTD
• Established and staffed NJ sales office
• Eastern Division Sales Leader”, “Sales Goal Award-Manufacturing Division”, “Outstanding Growth Award-Manufacturing Division”, “Branch of the Month” for “Outstanding Sales Achievement”
FURNAS ELECTRIC COMPANY, Parsippany, NJ 1988-1996
Sales Engineer- Responsible for selling full line of AC motor controls to distributors, users, and OEM’s.
• More than doubled core sales to an annualized volume in excess of $1.3M
• Awarded the largest single motor control order to date (1.3M) for overseas power plant
• Top sales growth for Eastern Region in “General Purpose Control
• Quota Busters Club for Outstanding Sales Achievement
Extra Curricular Activities and Professional Training
Completed 72-hour Home Inspection Course through ICA. Current Board Member- St. Elizabeth’s CYO, Volunteer CYO youth coach, Career Track Graduate of “Fundamentals of Project Management” and “Dealing with Difficult People”, Former volunteer EMT (5 yrs), Dale Carnegie Sales Course Participant, Dale Carnegie Sales Class Leader,
Education
Participation in a 3yr/2yr dual degree program
Clarkson University, Potsdam, N.Y.; B.S. Industrial Distribution, May 1988
Geneseo State University, Geneseo, N.Y.; B.A. Physics, May 1988
References
Available upon request
MICHAEL “MICK” HENNESSY
2 Feather Rock Place
Rockville, MD 20850
------------
Mobile------------
Summary
A well rounded, dual-degreed, technical sales professional with many years of sales success in the electrical, mechanical and construction industries. Versed in a variety of disciplines from circuit level electronics to complete power systems, motors to motion control, and from pushbuttons to complex hydraulic/pneumatic machines. Proven track record of uncovering new business, growing revenue, managing operations, and cultivating strong business relationships at all levels of an organization with a solutions-oriented spirit and a “Can Do” attitude.
Professional Experience
Airline Hydraulics, Owings Mills, MD 2017-April 2020
Sales Engineer/Customer Service Representative- Responsible for top line sales of electrical, pneumatic, hydraulic, automation, and control products to the Central Maryland, Southern Delaware, and Northern Virginia marketplace. Also responsible for turnkey engineered solutions including framing systems, hydraulic power units, pneumatic control solutions, and other automation and control systems.
• Quarterbacked a $275K turn-key machine design, install, and start-up for an extrusion OEM.
• Opened many new highly profitable accounts through cold calls, lead follow up, networking, persistence, quick rapport building, and a strong skill set to uncover new opportunities.
• Instrumental in growing a major OEM’s business by approximately 30% over previous year through implementing a design change that increased their efficiency and bottom line profit while increasing our margins from 17% to 24%.
• Met all quarterly MBO’s for 2018 earning bonus compensation each quarter.
• Met fiscal 2018 sales goal by October.
• Became proficient in all things related to Customer Service such as order entry, expediting orders, credit issues, RGA’s, production order management, expeditious handling of customer issues, and communicating with the outside sales force on new leads and opportunities.
• Co-winner for Q3 “Highest Percentage of Improvement in Web Usage” (Orders).
UNITED ELECTRIC SUPPLY, Rockville, MD 2012-2017
Account Representative- Responsible for top line sales growth and gross profit objectives selling electrical products to electrical contractors, OEM’s, industrial users, integrators, Federal Government, and institutional customers.
• Increased sales to a relatively new Electrical Contractor from zero (2012) to buying $220K (2016) and on pace to exceed $1M+ in 2017.
• Aggressively grew business in many “non-traditional” accounts in the services, automation, and energy sectors. Specified and won various sensor, PLC, VFD and electrical gear modification projects which we were not typically asked to quote.
• Instrumental in closing the largest training contract ($60K) to date, with a local transit authority with very high profit. Sales cycle was over a two-year period.
• Moved from 27th (2013) position to 7th (2014) position in Salesmen of the Year competition.
• Placed second in the “Sales Professional of the Quarter Award”, 2016
• Increased gross profit from $262K (2013) to $732K (2014).
WASHINGTON AIR COMPRESSOR RENTAL COMPANY, Rockville, MD 2003-2012
Business Development and Training - Responsible for generating new revenue streams, increasing the sales force’s efficiency, and setting up training programs for all personnel.
• Instituted an out-going call program and competition for our inside sales staff to re-kindle dormant accounts.
• Instituted a new electronic platform to increase lead generation, track sales performance, and most importantly, substantially increased our depth of sales and rentals to existing customers.
• Company safety trainer
• Expanded product training and business training to entire staff and publicly recognized success stories.
Branch Manager – Complete responsibility for all operations and P&L for the largest branch of the company.
• Turned a profit by the second quarter of my tenure after a multitude of quarterly prior losses
• Interviewed and hired various staff, completed annual reviews, and made many facility improvements that increased walk in traffic, dramatically increased impulse buys, and boosted overall moral.
• Associated Equipment Distributors Branch Management Training Graduate
New Equipment Sales – Responsible for supporting start-up division with $3.3M in sales.
• Part of a start up division that increased the sale of whole goods from a 4 year average of $2.6M to $2.9M by end of first ½ year of employment.
• By the end of the second full year, increased sales to $3.3M
• Won the largest single order ($270K) in company history
KELLY GENERATOR & EQUIPMENT, Upper Marlboro, MD 2001-2003
Sales Engineer - Responsible for top line sales growth of standby generators, rental generators, service contracts, and UPS systems to electrical contractors, design engineers, large end users, and national chains.
• Won the largest KW size (1350KW) generator to date at Kelly
• Booked over $2M in sales in the first 12 months of employment, increasing base sales from 600K to 1.3M
• Successfully achieved specification status from 70% of targeted engineering firms
SQUARE D COMPANY, Parsippany, NY 1998-2001
Service Sales Engineer - Responsible for top line sales growth, and project management for all service items which included power studies, circuit breaker and transformer retrofits, and start-ups.
• Increase sales from approximately $200K in 1998 to $914K in 1999
• Organized, coordinated, and supervised various contractor trades for an on-time completion of a $160K transformer retrofit
• Formulated technical proposal and service contract for major pharmaceutical company that serviced as a template for future annual maintenance contracts
• “Sales Leader of the Month (1999)” Award.
MINARIK AUTOMATION & CONTROL, New Brunswick, NJ 1996-1998
Acting Branch Manager and Sales Engineer- Responsible for establishing a district branch office in the New Jersey/New York metro area.
• Increased base sales of $666K in 1996 to $1.1M in 1997
• Increased incoming orders by 48% and shipments by 12% over 1997 YTD
• Established and staffed NJ sales office
• Eastern Division Sales Leader”, “Sales Goal Award-Manufacturing Division”, “Outstanding Growth Award-Manufacturing Division”, “Branch of the Month” for “Outstanding Sales Achievement”
FURNAS ELECTRIC COMPANY, Parsippany, NJ 1988-1996
Sales Engineer- Responsible for selling full line of AC motor controls to distributors, users, and OEM’s.
• More than doubled core sales to an annualized volume in excess of $1.3M
• Awarded the largest single motor control order to date (1.3M) for overseas power plant
• Top sales growth for Eastern Region in “General Purpose Control
• Quota Busters Club for Outstanding Sales Achievement
Extra Curricular Activities and Professional Training
Completed 72-hour Home Inspection Course through ICA. Current Board Member- St. Elizabeth’s CYO, Volunteer CYO youth coach, Career Track Graduate of “Fundamentals of Project Management” and “Dealing with Difficult People”, Former volunteer EMT (5 yrs), Dale Carnegie Sales Course Participant, Dale Carnegie Sales Class Leader,
Education
Participation in a 3yr/2yr dual degree program
Clarkson University, Potsdam, N.Y.; B.S. Industrial Distribution, May 1988
Geneseo State University, Geneseo, N.Y.; B.A. Physics, May 1988
References
Available upon request