Seth Frielich Bio

Experienced Sales Leader, with proven history of success starting up, developing, training, and managing sales teams.  Strategic planner, able to create and implement successful long term strategies throughout organizations, leading to sustained growth.

NOTABLE CONTRIBUTIONS

Sales grow between 18% and 50% per year, exceeding $5 million in 2008 

Interviewed, hired, trained, and managed sales agents nationally

Started up divisions of multiple companies

Sold to major accounts, including Black and Decker, Allied Signal., IBM, Xerox, Kodak, Ford, Minarik, Pitney-Bowes, Brown & Sharp, Varian, Kulicke and Soffa, Quad Systems, PRI, and Brooks Automation.

CAREER TRACK

CHEAPEST PACKAGING, CONSULTING CLIENT     April 2009 through August 2009

A regional packaging supplier is expanding to cover the entire United States. They set up a web site where customer can place orders directly. Worked with president to screen sales agents across the country. Reviewed the company’s marketing materials and web site functionality. Recommended improvements in the selling strategies and processes of the company.

HATCH TECHNOLOGY, DIRECTOR OF SALES January through March 2009

Two month project as Director of Sales, following the acquisition and merger of this custom automation division into a product distribution company. Reestablished communications with former clients and prospects, determined their needs for automation, and presented prospects with proposals for turn key custom automation solutions. 

ENVISION PERFORMANCE SOLUTIONS, CONSULTING CLIENT      May to December 2008

Assisted the president of training consulting company with daily operations.  Reviewed the marketing strategy of the company and selected new target clients to increase market penetration and expansion of overall business.  

UNITRONICS, VP OF SALES AND MARKETING, AND GENERAL MANAGER 2000-2008

Unitronics is a foreign manufacturer of a unique product that combines a Programmable Logic Controller (PLC) with a Human Machine Interface (HMI). Started up the United States division of the company on consulting basis. As sales grew transitioned to running the company as the VP and GM. Focused on establishing a network of Sales Representatives covering the United States, and then building up the brand identity for the company.

Grew sales from the initial start up to over $5 million in 2008 at a rate of between 18% and 50% each year.

Developed and managed a network of 12 independent sales representative companies.

Developed and managed a multi channel distributor program including over 80 distributors targeting Material Handling, Packaging, Automated Equipment, OEM Machinery, Fresh Water and Waste Water pumping

Established a sales and marketing plan to position the company’s products into a niche market that is not covered by the big three competitors: Alan Bradley Siemens, and GE Fanuc.

Focused the marketing efforts on the products ease of use, faster deployment, and lower total cost of ownership. 

Forecasted sales levels and planed inventory levels for the United States division on a quarterly and yearly basis

Managed a staff of 4 in the US office and an indirectly managed a staff of 4 at the headquarters

Designed and implemented an extremely effective Solutions based sales training programming which focused on examining the customer’s problems and then recommending a solution. I based the training on the concepts in Jeffery Gitomer’s Little Red Book of Selling which I presented to my entire sales team.

Developed and deployed a technical training class for users of Programmable Logic Controls

Implemented a Virtual business model where I outsourced the warehouse function to contain costs, allow for rapid expansion, while minimizing space and direct staff levels. 

Designed and managed the development of the literature for the United States market.

Tribology Systems, CONSULTING CLIENT      1999 to 2000

Small specialized bearing manufacturer owned by industry leading expert needed to diversify client base and grow business. The company offered unique technology in the ultra long life bearing industry. Based on this technology, the owner also developed a flywheel based energy storage system delivering immediate power to a building during a blackout.

Assisted the owner with the daily management of the business acting as his Director of Sales 

Closed new Sales at major clients

Developed strategic relationships with leaders in the target industries

Designed and led implementation of company web site

Produced product summary literature to highlight the unique features of the bearing design

Kryotech, CONSULTING CLIENT   April to August 2000

Kryotech was working with a manufacturer to develop a miniature refrigeration compressor to cool microprocessors. After their initial pilot run of products they needed assistance designing the product for high volume production.

Reviewed the integral unhoused brushless motor design

Assisted engineering development of servo control for drive motor

Surveyed motor manufacturers internationally to locate potential vendors capable of supplying target volume of products

Recommended motor vendors based on clients criteria

Inspected the  preproduction components from the high volume vendor

Synkinetics, CONSULTING CLIENT      April 1999

Synkinetics is an Engineering firm that patented innovative zero backlash gear box design utilizing government grant funding. The company needed to identify new potential customers for this innovative technology. 

Conducted market analysis of the gearbox industry

Reviewed existing design of product 

Presented analysis report to client

Recommended modifications to enhance products acceptance in the industrial marketplace based on survey results

Allied Signal, CONSULTING CLIENT    Jan to April 1999

Allied Signal developed motion control integrated circuit technology for NASA for use in the Space Station, and desired to bring this technology into the commercial market.

Met with design team to review the IC design and range of manufacturing capabilities

Conducted market study of potential industrial clients of the new  technology

Recommended circuit modifications adding features to increase the product’s acceptance in the industrial marketplace.

Conducted sales calls with design team to target customers in the aerospace industry

Allied Signal was implementing my recommendations and moving forward with product development when the entire corporation was acquired by Honeywell. At that time the division was shut down, and the project halted.

HATHAWAY EMOTEQ, REGIONAL SALES MANAGER   1997- Jan 1999

Emoteq is a manufacturer of housed and unhoused brushless servo motors. Managed Sales in the North East, targeting manufacturers of semiconductor processing equipment, miniature pumps, and specialized OEMs. 

Analyzed customer needs to determine and recommend solutions

Expanded the network of independent sales representatives covering territory

Doubled the number of OEM customers in territory

Forecasted sales activity on a quarterly and yearly basis

Identified  and resolved technical issues, obstacles, and problems, in territory to increase customer satisfaction 

INDUCTIVE COMPONENTS, GENERAL MANAGER     1994-1997

Regional distributor of Industrial Automation components and actuators needed to expand the internal manufacturing operations and reduce turnover of outside sales agents. 

Managed a staff of 3 outside sales agents, 2 assemblers, and 3 support personnel.

Increased company profit while eliminating competition at key clients utilizing my unique designs

Implemented standard procedures for all operations within the company

Solved customers problems by examining their complete machine design and their internal manufacturing practices

Implemented a complete Sale Force Automation System for all external and internal employees 

ALIMED, ERGONOMICS DIVISION SALES MANAGER       1992-1994

The owner of a catalog based distributor of medical supplies wanted to expand his product offerings into new markets. Utilizing his in house manufacturing capability, he produced a Wrist Rest to be placed in front of a computer keyboard. He found that there was substantial interest in this product in his existing medical market, and wanted expand into other market segments.

Started up Ergonomic division of company

Designed new products to meet the needs of target markets, and managed production process

Responsible for the production of the division catalog, from selecting the offering, writing copy, and modeling the products in the photos

Identified target markets, purchased mailing lists, evaluated list effectiveness

Managed sales per page and dollars per square foot of inventory

Exceeded $2 million of product sales within two years

DESIGN COMPONENTS INC, REGIONAL SALES MANAGER   1990-1992

Manufacturer of high precision linear and rotary positioning systems needed to expand sale of the product in the Midwest region of the country.

Reviewed the existing network of Sales Reps to determine their effectiveness and coached  sales techniques

Interviewed and hired Sales Reps to expand sales agents in the field

Targeted OEM account of the positioning components  and turnkey dispensing systems

Forecasted sales activity on a quarterly and yearly basis to the president of company

Increased overall sales of products with in territory 

EG&G TORQUE SYSTEMS, APPLICATIONS ENGINEERING AND PRODUCT MARKETING  MANAGER 1982-1990

Torque Systems is a manufacturer of Brush and Brushless Servo Motors and Servo Controls targeting the industrial automation market. At the time they were a division of EG&G who was a Fortune 100 listed company.  I began working shortly after the division was acquired by EG&G to take over the customer support function from the founder and design engineer. Over the period of my employment I advanced from entry level engineer to managing two departments.

Trained Sales teams internationally how to sell the products

Member of Corporate level strategic business development team

Developed marketing concepts and managed advertisement campaigns using outside ad agency

Created concept of using a computer spread sheet as a tool for engineering analysis

Developed computerized tools  to determine customers needs and recommend Solutions

Designed and developed new servo motors, servo amplifiers, and control products

Managed product development and quality control teams

Created and Implemented contact management system to track prospective customers

EDUCATION

Rutgers University:  Bachelor of Science, Electrical Engineering; Minor, Mechanical Engineering

Northeastern University: State of the Art Engineering Program, Computer Science