Mike Mc Graw
About
Mike Mc Graw is from Kansas City Metropolitan Area. Mike works in the following industries: "Biotechnology". Mike is currently Sales Engineer at BUCHI Corporation. In Mike's previous role as a Business Development Manager at Kiewit, Mike worked in Lenexa, KS until Aug 2016. Prior to joining Kiewit, Mike was a Vice President Global Accounts at ELGA LabWater and held the position of Vice President Global Accounts at Kansas City, Missouri Area. Prior to that, Mike was a Sr. Application Specialist at EMD Millipore, based in Kansas City, Missouri Area from May 2004 to Apr 2012. Mike started working as Regional Sales Manager at RPA Process Technologies in Kansas City, Missouri Area in Dec 2002. From Mar 2002 to Sep 2002, Mike was Senior Technical Sales Representative at ITT Engineered Valves, based in Kansas City, Missouri Area. Prior to that, Mike was a Sales Engineer at Chem-Solv, Inc., based in Overland Park, KS from Jul 1999 to Mar 2002. Mike started working as Mechanical Engineer at Black & Veatch in Overland Park, KS in Apr 1991.
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Mike Mc Graw's current jobs
Mike Mc Graw's past jobs
Developed long term relationships with high value clients while identifying and pursuing projects and marketing Kiewit’s engineering consulting into a well-developed power generation market • Established key clients from mid to high level executives – local, regional and national accounts • Identified key stakeholders and decision makers • Collaborated with engineering and internal sales teams to author proposals and pricing strategy • Developed market strategies relating to new industry developments
Developed and managed the OEM business for water purification equipment in the United States and Canada in pharmaceutical, biotech, clinical, healthcare, food & beverage and sanitary markets • Developed OEM/partnership opportunities to drive volume and revenue growth • Three in-process opportunities with a combined $1MM/yr. potential • Managed international activities for North America based accounts
Sold water purification equipment for lab, whole building and manufacturing applications, including service and consumables, through direct and distribution channels to consultants and end-users in academic, pharmaceutical, biotech, clinical, hospital, food & beverage, sanitary, wastewater, oil & gas and government • Bioscience Leadership Award • Sales Representative of the Year - 2011 • Regional Sales Representative of the Year – 2008 & 2006 • Achieved 162% of 2006 target including 10% of global sales of new product launch • Increased annual sales from $1MM to $2.1MM in 8 years – 14% growth per year • Initiated and developed OEM relationships to source Millipore equipment and service • Utilized Salesforce for customer data, opportunity tracking and quotes • Teamed with EMD Millipore’s Chemical and Life Science co-workers to cross-sell products
Managed distribution sales for industrial filtration equipment to consultants, OEMs and manufacturing in oil & gas, chemical, pulp & paper, food & beverage, pharmaceutical, sanitary and biotech in 19 states • Sold $1.4 million with 33% margin while optimizing P&L of region • Managed 13 distributors/60 representatives and trained on products, applications and markets • Evaluated, established and terminated distributors as necessary • Resolved customer issues with filtration requirements • Performed presentations and demonstrations at all business levels utilizing PowerPoint • Collaborated with inside sales to follow-up on leads, quote product, and pursue after-sales service • Developed strategic sales plans to push overall sales goals through market targets, sales programs and application focused prospecting • Effectively forecasted monthly and yearly sales versus targets • Developed annual territory sales plan including marketing budgets & SWOT analysis
Direct and distribution sales of engineered valves to consultants and manufacturing in power, oil & gas, chemical, pulp & paper, pharmaceutical, food & beverage, sanitary and wastewater markets in 5 states • Managed 7 distributors/30 representatives and trained on products, applications and markets • Evaluated, established and terminated distributors as necessary • Worked with customer to specify equipment and with distributor to quote and close sale • Developed overall territory strategic plan and individual distributors’ plans to meet sales goals • Reviewed market and sales trends to develop sales forecasts • Performed seminars and sales calls to all levels to influence decision
Engineered equipment sales to consultants and manufacturing in food & beverage, pharmaceutical, sanitary, oil & gas, chemical, petrochemical and wastewater markets in 4 states • Total sales of $3 million and achieved 120% of target over two years • Established new office in Kansas City and new client base in KS and NE
Designed, specified and purchased ~$25 MM of equipment and piping systems on oil & gas projects using PowrTrak, Excel, Word, Triflex & Caesar stress analysis and other application specific software
Audited project documents for compliance to company quality procedures per ISO 9001