KEVIN JOHNSTON

Highland, CA 92346 johnston.kevin32@gmail.com Cell 909-649-7146 Home 909-864-5844

SUMMARY Sales and Business Development Manager with unique bulk industrial gas experience implementing successful growth strategies for sales, sales management, cylinder and related equipment sales and operation management in multiple companies across four market sectors. Widely acknowledged as an expert in industrial gas applications, market sector strategies and tactics, exhibiting excellent analytical, communication, negotiating, consensus building and coaching skills. Expertise in: Sales and Sales Management Equipment, Gas--Bulk and Cylinders, Industrial, Medical TrainerCRM-SAP, Sales, Gas Applications, Operations Cylinder Operations Management Project Management Business Team Leader PROFESSIONAL EXPERIENCE MELOS GAS AND GEAR, Bakersfield, CA Independent industrial distributor: industrial, specialty, and medical gases, cylinder to bulk packages, welding and related equipment and supplies. Sales Manager (2012-2014) Manage sales and activities of 9 outside sales reps. Develop and implement territory and account penetration strategies supported by 6 stores and a cylinder filling operation. Annual sales 15mm. 10% growth 2012, 2013

LINDE NA LLC, dba LIFEGAS, City of Industry, CA LifeGas is the US Medical division of Linde, LLC--global manufacturer of industrial gases. Account Manager Hospital Specialist Linde dba LifeGas formerly BOC (2010-2011) Managed Sales, contracts, proposals, pricing, AR, service and business relationships for major acute care hospitals in territory including CA, WA, OR, NV. Worked within several hospital group purchasing organization (GPO-Premier, Novation) agreements to maximize profits at specific accounts. Worked closely with Linde product management, distribution and service management for best company and customer results. Signed and installed tanks at five accounts resulting in $282K installation revenue and Liquid Oxygen growth of 3.7 million cubic feet of additional volume per month. Renewed eight major account agreements protecting 20% of territory from competitive threat. Represented Linde on 6 Hospital USP Oxygen Supply System design teams that resulted in OSHPD compliant cost effective installations.

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Area Manager/Center Business Manager Linde dba LifeGas formerly BOC (2007-2010) Managed bulk oxygen sales and sales reps for major acute hospitals in WA, OR, CA and NV. Interfaced with product management, bulk distribution, logistics and service management to maximize service and profit while minimizing interruptions. Managed sale reps and operations for cylinders and related equipment for home healthcare, hospice, long term and skilled nursing facilities. Responsible for P&L, production, distribution, compliance, QC, safety, vendor negotiations, and hiring/managing employees. Products included bulk O2, N2, bulk equipment installations, high pressure cylinder products, liquid cylinder products and related respiratory products and services. Managed bulk sales growth of 5% per year ~$300K per year. Scratch started 2 LifeGas Cylinder Centers in CA resulting in $1 million in sales in 18 months. Co-managed installation of cylinder operations at COI, CA. Worked closely with Linde ASU production, distribution management for an on schedule completion, smooth transition with minimum interruptions to an FDA compliant facility. Targeted and implemented rental of respiratory equipment resulting single contract of >$10,000/month. BOC GASES, City of Industry, CA Global manufacturer of industrial gases and related equipment (purchased by Linde 2006). Distributor Sales Manager BOC Gases (1997-2007) Designed and implemented sales growth strategies for independent, major industrial gas distributors. Managed pricing, contracts, service, AR, sales training, application training business planning. Excelled at joint sales calls with distributor reps as an application expert, developing closing strategies and tactics, and acquiring tanks and other assets to meet distributor customer needs for growth. Awarded top growth distributor recognition (Steuben Award) two consecutive years as a result of double digit revenue growth. Implemented small bulk and micro bulk strategies with key distributors resulted in installation of an average of >10 tank installations per year. Signed three scratch start independent distributors in a competitive market that resulted in sales increase of $1.8 million. Co-chaired regional cross-discipline business team, won top award for Best in Basics national improvement program. Co-managed design and implementation of distributor supply strategy that included sale and construction of a distributor acetylene plant and a specialty gas lab plus supply chain scheme for additional products resulting in sustained revenue increase of 10%. SCOTT SPECIALTY GASES, San Bernardino, CA Market leading global supplier of high quality, high purity calibration gases. Regional Sales Manager Scott Specialty Gases(1994-1997) Hired, trained and managed six sales reps, two site service reps and support staff. Developed and implemented annual business plan. Managed budget, contracts, pricing, AR, training. Interfaced closely with production, laboratory and customer service management team to meet business goals. Generated sales growth in first 18 months of 25%. Developed and implemented a comprehensive customer site management program for cylinders at major customers including refineries and universities resulting in retention of $600K account and signing $400K account. Chaired committee to write and implement automotive market sector application sales training course that focused and increase market sector sales.

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Magna Mechanical Specialties, Fairfield, CaliforniaNorthern California Area General Sales Manager (May-1990 - Apr-1994) Magna Mechanical Specialties, distributor of industrial products focused on pumps, mechanical seals and related fluid management products.
Managed 3 outside sales, 3 inside sales, repair shop and engineering. Responsible for contracts and business relationships with core product manufacturers. Set sales and shop priorities. Analyzed new product additions and negotiated agreements with manufacturers representatives including Peerless Pump and Durametallic. Developed and launched a new product, a pH control system which increased pump sale profit from < 10% to > 40% on unit basis and created an opportunity to add value to services. Closed the sale on the largest pump order in Magna Mechanical history at Alza Corp.

BOC Gases Inc./ formerly Airco, San Leandro, California--Northern California Area District Sales Manager/Sales Rep (Sep-1975 - May-1990) BOC Gases formerly Airco--US based manufacturer of industrial gases and related equipment.
As a manager sales representative worked a geographic territory focused on growth and also managing a base of existing contracted customers. Hired, trained, and directed 3 sales reps and 2 application engineers focused on food, beverage, chemical, petroleum, electronic and metals markets. Excelled at application sales. Signed 8 major food accounts with related equipment sales. Captured 90% of the pH control opportunity in the olive processing industry. Area manager responsible for loading new CO2 supply plant in Richmond, California. National Sales trainer 1986-87 for Airco customized sales training program.

EDUCATION B.A. Biological Sciences University of California, Davis, CA PROFESSIONAL DEVELOPMENT SAPCRM Trainer SAP Order to Invoice Operations Linde Cylinder Ops Training cGMP Medical Training Situational Leadership Professional Selling Skills National Sales Trainer Training Negotiating Successfully