1. FRANK MC
GUIRE 4 Gentry Drive Long Valley, NJ 07853
Electrical Control & Automation Account Development & Management 908-798-3124 email@example.com
Customer focused sales executive with 30 years of proven success in the electrical controls industry and manufacturing automation
field. Experienced in developing strong committed customer relations via consultative selling methodology and demonstrating to the
client that a strategic and sustainable competitive advantage is best gained through win-win partnership programs. Grow account
programs by quantifying economic value from projects that lead self-funding programs and expanded automation investment plans.
Cross functional team builder and leader of sales, marketing, engineering and service professionals for profitable development and
execution of client automation requirements.
SALES AND ACCOUNT
BUSINESS DEVELOPMENT INDUSTRY KNOWLEDGE
Consultative selling of value
based proposals. Build cutomer
trust with tangible wins for the
buyers and for the company.
Account Planning: vision,
requirements, specifications &
fulfillment. Strategy accomplished
with series of planned tactical wins.
Operational business drivers as they
pertain to company manufacturing
planning & investments.
International project team
building. Big tactical wins
need a cross functional team to
deliver and share the win.
Account standardization. Build
100% customer share programs.
Leverage position to expand scope
and strategic importance.
Consumer Products Industry
manufacturing automation and supply
chain information requirements.
management and turnkey
Identify and develop strategic
applications. Project manage
execution for enterprise wide us.
S88 Batch management, packaging,
line management, interactive real time
quality control, MRO, asset
management, distributed plant floor
Market Segment Business
Grow, reinforce, and optimize
focussed sales and support channels.
Complex Proposals & Contracts
preparation, negotiation & management
Helped increase Rockwell Automation’s market share 20% within the consumer products industry by directing Nabisco and
Kraft’s electrical and manufacturing automation specifications to a 100% RA standard.
Played the key role in the development of Rockwell Automation’s Packaging OEM Program. Provided the business catalyst to start
the development of the programin 1992 and have continued to provide the business dynamics that shape and advance the program
to this day. 2008 sales stemming from this program exceed $250MM.
Developed, sold and oversaw leading edge automation and line management programs producing incremental sales revenue in
excess of $6MM annually to Kraft. Projects were delivered with multiple engineering groups from multiple global locations.
These projects have provided long term strategic gains by proving customer infrastructure and platform standards for next
generation Integrated Architecture & MES opportunities including S88 Batch Execution Systems, Distributed HMI and MES, and
OEE, and PMI i; while profitably expanding engineered service offerings & capabilities.
Demonstrated customer business improvements in the areas of quality, consistency,cost reduction, inventory reduction and time to
market. Once in a program, customer’s capital projects benefits are realized with project cost and time to deliver reductions by
factors of 2 to 8. We typically delivered the turnkey electrical, control and information management systems for Kraft’s largest
annual manufacturing programs: doubling the chocolate confectionary and biscuit production in Brazil; delivering 6 make & pack
lines across 4 plants: delivering project results of 8% under budget, reduced scrap by 2%, increased line efficiencies by 3.5%, 10%
2. ahead of schedule, and no shelf outages. These new projects typically add to or replace one of Kraft’s largest SKUs with the
primary goal of adding product enhancements, SKU margin, and supply chain fulfillment flexibility.
GUIRE(continued) page 2
ESE: Eastern Business Development Manager for the Food and Beverage Industry. 2015-2016
Developed Food and Beverage account acquisition plans for Industrial Automation Solutions in the Eastern USA Region.
Grew account funnel to $2,800,000 and sales to $80,000 in 6 months with exclusive, highly probable proposals. Much of the
growth was with new and expanded scope deliverables of automation consulting, project management and MES applications.
Established trust and business interest by delivering productivity assessments with staged automation plans for incremental
investments to realize customer 3-5 year growth and profitability plans.
Refined and simplified project charter and proposaltemplates with ROI and Productivity Improvement Plans.
HONEYWELL INDUSTRIAL AUTOMATION: Automation Lifecycle Support Sales Manager. 2014-2015
Managed the sales growth for contract support services,DCS & MES systems expansion & modernization, software maintenance
agreements, and Lifecycle Value Assessments within the Mid Atlantic Sales Region.
Siemens Industrial Automation/ Axis Automation/ NYC & NJ Regional Account Manager 2010-2013
Develop and execute account growth plans for power transmission, electrical control and automation business within the
northern NJ region. Focus on new business development opportunities to expand Siemens Industrial Automation products and
services within the New Jersey and Metro NY region:
Drives, precision gear and motor automation systems; synchronous and non-synchronous,multi-axis servo control systems.
Process control solutions:Server based:full client, web server, virtual machine systems; S88 Batch, SCADA solutions.
Highly distributed fail safe systems,safety control.
Vision verification and ID systems for quality control, process improvements and validation.
Develop and execute account and channelgrowth plans for electrical control and automation business within the NYC, LI and
lower Hudson Valley region. Focus on infrastructure (consulting engineering, contractors,systems integrators and channel
partners), and OEMs.
Belden Industrial Solutions / NJ Regional Business Development Manager 2009-2010
Develop and execute account and channelsales growth plans of Industrial Ethernet (OSI-RM levels 1,2 & 3) solutions within
the diverse NY, NJ, eastern PA region.
Belden cable, Hirschmann Industrial Ethernet, Lumberg Automation connectivity.
Rockwell Automation / Parsippany, NJ Executive Global Account Manager 1991-2009
Managed the Nabisco, Kraft Foods and Philip Morris accounts under the Global Corporate Partnership programand produced
between 10-15% compounded annual sales growth for these accounts. Grew Kraft Foods NA to $35MM in 08.
Contributed key programs to aid in the integration post Kraft’s acquisition of Nabisco in 2000, leading to new account focus
and growth: the standardization specification process, sales credit sharing, business segmentation, OEM program, capital
tracking and sales capture, engineering services programand value proposition programs.
Developed and implemented expanded functionality, risk and cost reducing programs of new engineering methodologies for
the delivery of information and control systems in the areas of S88 batch and packaging line management. Programs hav e
delivered Kraft a 75% reduction in batch system development and a 90% reduction in startup & commissioning time; a 50%
reduction in packaging line system development and a 75% reduction in startup & commissioning time. Contributing to a 20%
reduction in overall project costs, 20-80% reduction in crewing and scrap,
Developed a spare parts management program as part of a comprehensive asset management program to deliver to Nabisco’s
12 USA based bakeries over $4MM in spare part management cost saving while increasing parts availability.
3. McGuire continued Page 3
Rockwell Automation / Dayton, Ohio Senior Sales Engineer 1988-1991
Provided integrated control and manufacturing information systems for the regional automotive facilities, OEMs and systems
Delivered over 25% compounded annual sales growth in this sales region, growing sales from $6MM to $13MM in 3 years .
Developed new sales and performance competencies with the three regional distribution companies by revamping the regional
channel sales responsibilities.
Allen-Bradley Company / Buffalo, New York Sales Engineer 1982-1988
Promoted automation as a key to productivity improvements to diversified regional industrial accounts.
Delivered 10% compounded annual sales growth in an otherwise flat market.
Developed sales and performance competencies with the two regional electrical distribution companies.
LEHIGH UNIVERSITY, BETHLEHEM, PA 2002
MASTERS MBA CONCENTRATION IN MANAGEMENT
ROCHESTER INSTITUTE OFTECHNOLOGY ROCHESTER, NY 1981
BACHELORS MECHANICAL ENGINEERING