PAUL KALLMAN

Technical Sales/Marketing
Wantagh, (LI) NY
(516) 783-3405
(pk588a9c@westpost.net)
PROFILE:
Professional Sales Engineer with over twenty years of achievement and success se
lling both high ticket, high tech capital equipment and higher volume lower pric
ed products used in industrial, aerospace, military & government markets. Includ
es all types of sensors, motion control products, process control and instrument
ation, hydraulics and pneumatics for factory and systems automation as well as s
tandby power systems to consultants, A&Es, OEMs, VARs and users in a wide variet
y of mfg. industries.

EXPERIENCE:
2005-Present_N.E. Regl_Sales Manager, Filtration Media Manufacturer__
Turned a declining market share into increasing sales and profitability
within seven state territory. A non-technical sales position
2003-2005 Sales Engineer, Industrial Hydraulics, Pneumatics, Electrical
Continued sales growth despite shrinking mfg. customer base.
Distributor field sales engineer for recognized brand name pumps, motors, valves
, and pneumatic products and all accessories to local industrial OEM, VAR and m
anufacturing user base. Quotations, proposals and successful price negotiations
within assigned territory working independently from home based office. Atlantic
Fluid Power. A consolidation to resolve contractual conflicts eliminated this p
osition.
1989-2003 N.E.Sales Manager, Magna Engineering Sales Co.
Tripled Sales by creating new $million accounts.
Independent Manufacturers Representative in Northeast territory. Ca
pability Sales and marketing, developing new opportunities daily for a wide var
iety of mechanical, electrical, pneumatic, hydraulic and avionics custom product
s and systems used in aerospace, military, government and specialized industrial
markets. Exceeded forecasts and budgets for 10 years straight.
Representing small to mid size cos incl. ITT, BFG, Inland Motor divs. Sales to b
oth government and primes like Sikorsky, Northrup and Bombardier; 2nd and 3rd ti
ers like Pratt, LockMart. Parker and BAE. Includes capital equipt. like landing
gear and structural parts; systems and components for radars, cameras, jet engin
es; industrial components for turbines, compressors; overhaul, repair services i
ncluding hi-tech coatings.Also sold legacy power transmission lines and plastics
to supplement shrinking aerospace customer base and programs.

1985-1989 Product Manager, MTS Temposonics (Fortune 1000)

Achieved 20% annual growth three consecutive years. Company relocated.
Developed new applications, product enhancements, literature and advertising cop
y along with pricing and sales policies for rapidly growing LDT transducer and l
iquid level product line. A division of a major motion controls manufacturer the
se products used for automation by a variety of industries including the process
ing industries, injection molding, hydraulic power, CNC and others.
Hired, trained and supervised applications engineers while advisory to customer
service, production and repair departments.
Thru 1985_Account_Manager,_Foxboro_Company_(a Fortune 500 Co.)_
Exceeded $1.1*million sales three years in a row despite shrinking market
Capital equipment sales of complete plant automation equipment packages includin
g computers and measurements (Q,T,P,H) to controls, custom designed panels to op
erators (valves) to major process design/engineering firms and users in the petr
ochemical, power generation, pulp and paper, metals and food processing Industri
es.
Selection of instruments and controls including proposal writing, negotiations,
project management for both domestic and international customers. Includes ConEd
, General Foods, Shell, GE, Praxair, Gibbs and Hill. Trained and supervised insi
de sales engineers.

Other Sales Engineer and Applications, NIFE_Inc.,_Lincoln,R,I,_______

Transition from mfg reps to direct sales while increasing sales 10%

of high end dc and ac uninterruptible power systems and batteries to utilities,

government, petrochemical, transit, power distribution and OEM accounts.
*Note: All dollars are then-year, unadjusted for inflation.

EDUC
ATION:
Bachelor of Engineering, SUNY Stony Brook
MBA Marketing (honors) L.I.U.
Various Sales Training Programs (Tratec, Xerox PSS, custom)
OTHER:
ISA affiliate; various seminars, awards and trade shows