Updated Resume

1. Craig A. Dillworth
991 Westhaven Boulevard, #30 Franklin, Tennessee 37064 Mobile: 615.979.4556
Email: craigdillworth@yahoo.com Linkedin: www.linkedin.com/in/craigdillworth
Senior Global B2B Sales Manager & Field Sales Force Transformation Leader
Capital Equipment Sales and Marketing Specialist with more than 20 years of revenue generation experience in identifying
strategic avenues that have strengthened new and existing business development opportunities for a $13 billion global
Fortune 500 (NYSE)-(PH) Company, Parker Hannifin Corporation.
Career experience includes, serving in dual management roles as Business Development and Plant Operations Manager of a
Custom designed Nitrogen Gas Generator fabrication plant in Baltimore, Maryland with responsibility for managing 7 direct
15 indirect reports that supported 45-50 major customer accounts, single largest being Frito-Lay with 24 systems with a
combined account value of $5.2 million, which played a key role in increasing annual company revenues from $2 million to
$11 million an 11-year period.
____________Areas of Expertise____________
Strategic Sales Planning & Execution Client Relationship Management (CRM)
Managing all Phases of a Sales Lifecycle Conducting In-Depth Client Needs Assessments
Building Brand Awareness & Client Loyalty Forming Strategic Co-Branding (OEM) Alliances
New Proposal Development/Product Launches Building & Leading High-Performing Sales Teams
Comprehensive Market/Applications Development Relationship Building & Consultative Selling Support
____________Career Highlights____________
Played a key role in growing Baltimore-based nitrogen gas generator business from $2.85 million in 1997 (when
acquired by Whatman/Balston) to $15.4 million at June 30, 2014 fiscal year end, an overall business growth increase of
540% that concurrently achieved on average a 31% compounded annual increase. Subsequently, Parker Hannifin
acquired the business in May of 2000.
Entrusted by senior management with managing the top 5 unit customers (Frito-Lay (24) units, Atlas Copco Comptec
(15) units, Chevron (8) units, Shell Oil (5) units, Sonatrach (5) units, with a majority of remaining customers having 2 or
more installations with estimated total number of industrial customer installations exceeding 1,500 or on average 63 units
annually.
Consistently delivered premier customer service contributing to more than 45% of all new equipment sales being from
repeat customers, attesting to product quality, reliability, serviceability and customer overall satisfaction. Consequently,
Parker customer service was ranked number #1 when compared to other competitive technologies and similar size
companies.
Received appointment in 2009 by the Industrial Gas Generation (IGG) Global Platform Leader to develop a global
business strategy and product training program for the Custom N2 Gas Generators for Parker sales offices in Asia-
Pacific, Korea, India, and Middle East locations. Additionally, established a plan to identify and visit possible sub-
contract packaging companies for the localization of select major sub-assemblies by fabricating them locally in order to
reduce system cost by not needing to ship completed packages from plant in Baltimore, Maryland.
____________Benefit Statement____________
A visionary sales leader with a demonstrated 20+ year track record of accomplishments in transforming sales teams, securing
global accounts and establishing new market share while consistently reducing operational cost, enhancing brand awareness
and increasing bottom-line profitability.
____________Key Areas of Competency____________
Sustainable Revenue Growth Attainment Competitive Product Positioning/Pricing
Creating a Shared Sales Management Vision Exhibiting Products at Industry Conventions
Directing Special Sales Projects & Promotions Identifying Niche Sales & Market Opportunities
Facilitating Inter-Departmental Cooperation Agendas Formal Presentation Skills & Professional Delivery

2. Craig A. Dillworth Page Two
Professional Experience & Accomplishments
Parker Hannifin Corporation Baltimore, Maryland 1997 to 2014
(A global $13 billion diversified manufacturer of motion and control technologies and systems)
Senior Manager of Global B2B Sales (filtration and separation division) (2008-2014) – Scope of duties consists
of generating business growth while expanding custom nitrogen opportunities. Created turnaround plans to grow
underperforming bio-gas-to-energy unit, and boosting overall system performance. Charged with the expansion of custom
nitrogen gas generators technology and product internationally. Successfully collaborated with global development team to
provide technical sales training, and partner on sales calls and negotiations.
Created business development strategies designed to fuel business growth by collaborating with territory sales engineers,
distributor companies and independent territory representatives. Consequently, identified, built and closed the sales
pipeline of qualified nitrogen gas generator package opportunities.
Coached and directed teams, including a partnering Gas Separation Consulting group, on developing new patentable
customer process solution and unique equipment designs that enabled a major oil and gas company to reject unwanted
nitrogen from a contaminated methane gas stream and increased the efficiency of their gas turbine electrical generation
equipment.
Director of Global Plant Operations & Custom Nitrogen Gas Business Development Manager (1997-2008) –
Simultaneously held 2 management positions to provide leadership for significant growth of business. Developed business
development strategies and collaborated with sales engineers, distributors and independent representatives to identify, build
and close pipeline of nitrogen gas generator package opportunities.
Directed successful relocation of growing nitrogen gas generator business to larger facility, improving product delivery,
productivity, efficiencies, and quality standards in the process. Project was estimated to be completed and fully
operational within a 6-month period with all targets met on-time and on-budget without any production loss.
Oversaw all operations activities, optimizing processes and systems to create an operations environment that met all
service-level agreements, response-time parameters and quality controls. Subsequently, designed and monitored weekly
production, quality and other performance-related metrics to ensure projects were on-schedule and completed.
Implemented Lean Manufacturing principles by reducing inventory through Network Procurement supplier agreements
that accomplished the following 3 items: 1) Removed waste; 2) Improved flow; and 3) Utilized visual site boards for
operator reporting and management acknowledgement of the present state.
____________Prior 1997 Professional Experience____________
Nitrotec Corporation Baltimore, Maryland Sales and Marketing Manager 1990 to 1997
CRON Industries Akron, Ohio Owner and Manufacturer's Representative 1986 to 1990
____________Attended Numerous Professional Development Courses/Training____________
Courses: Lean Manufacturing; Train the Trainer; Business Across Borders; New Product Development Leading and
Managing Change; Network Procurement; and Leadership EQ Emotional Intelligence
Technical Training: ISO 9000 and 14000 documentation certification requirements for manufacturing; Industrial Codes and
Standards training for ASME Code Section VIII Division I for Pressure Vessels; Welding certifications requirements –
ASME Section IX for skid base fabrication and welded piping; Piping standards ANSI B31.1 & B31.3 for Code piping
design methodology and compliance; NEMA Standards for electrical, components and wiring methodology and
interconnection; and Instrumentation enclosure requirements for hazardous and non-hazardous installations