Robert McAlaine

Experience

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  Neutronics Incorporated

  Jan 1985 - Jan 1990

  Sales Engineer

  ► I sold process oxygen gas detection systems, including fire and explosion prevention systems for industrial chemical manufacturing environments, as well as trace oxygen analyzers to semiconductor, power generation, food and beverage processors throughout North America. I also managed multi-region territories and directed multiple third-party manufacturer representative agencies. Sample client list included Anheuser Busch, Dow Chemical, Dupont, Eli Lilly Labs, and Merck Pharma.

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  Zellweger Analytics

  Jan 1990 - Jan 1994

  Regional Sales Manager

  ► As regional sales manager, I acted as the primary source of new revenue generation through sale of environmental and life-safety / toxic gas monitoring systems placed in heavy industrial, semiconductor manufacturing and research, chemical, pharmaceutical, paper manufacturing, metallurgical production and other similar environments throughout Northeastern U.S. and Eastern Canada. While with Zelweger I trained and was certified in Total Quality Sales (TQM) Management for ISO 9001 Business Process Standardization.To advance organizational goals, I created high-impact business plans, identified trends, and determined sales improvements, and achieved “Salesman of the Quarter” distinction on four separate occasions. Sample client list included ALCOA, CON-ED Nuclear Power Generation, Eastman Kodak, IBM Labs, and MIT Lincoln Laboratories. Show less

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  Prestige Graphics, Inc

  Jan 1994 - Jan 1995

  Corporate Accounts Sales Manager

  ► In this role, I developed and managed the new division of pharmaceutical packaging and printing products sold to major Pharma trade accounts, including Johnson & Johnson, Pfizer, Wyeth Laboratories, and the West Company. I also co-developed original packaging and art designs for major clients.

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  Elcom Technologies

  Jan 1995 - Jan 1997

  Director of Retail Sales, Military & Catalog Accounts

  ► To drive new business revenue and facilitate long-term growth, I built and managed the East Coast Channel Sales division responsible for developing, growing, and driving sales efforts in all major retail and distribution accounts. I also oversaw all National Military Store Channel accounts and key National DMR / Catalog accounts throughout the U.S. In addition, I hired, coached, and managed 11 independent manufacturer representative agencies.

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  Lienau Sales and Marketing

  Jan 1997 - Jun 2020

  ►Built, strengthened, and transformed local oriented, multi computer category / consumer electronics contract sales and marketing account management practice into a U.S. / Canadian market wide sales operation through deep consultative collaboration and sharing trusted, well-established connections within the $5.5B D&H Distributing Company and to its respective 20,000+ resellers. Played a major role in maximizing sales revenue and exceeding corporate objectives through expansion of client services, transitioning focus from retail and e-commerce oriented CE to a solutions focused marketing regime actively developing sales opportunity in SMB-VAR, K12 Technology Refresh, Corporate Contract Reseller, Distribution supported Major Office Chain Retail and e-commerce, PRO-AV, Medical Tech, Fed Gov and Higher ED verticals. Show less ► Through demonstration of strong leadership capabilities, strategic business acumen, and a proven track record of success, I transformed channel sales capabilities, grew gross sales, and maintained positive cashflow while other branches collapsed during a tumultuous economic period. Efforts included devising and implementing the fundamental client go-to-market strategy, transitioning from a general-account pursuit list basis to a channel-program focused model, and co-leveraging sales growth with the talented human resources of D&H Distributing. Through skillful utilization of the distributor’s assets, clients national market potential was realized. Show less

  • Managing Partner, Vice President of Channel Distribution Sales

    Jan 2012 - Jun 2020

  • Director of Channel Distribution Sales

    Jan 2005 - Jan 2012

  • Sales Account Manager

    Jan 1997 - Jan 2005
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  Channel Atlantic

  Jun 2020 - now

  President

  Channel Atlantic helps OEMs efficiently leverage third-party product marketing, selling, and delivery “infrastructures” already established to flow goods to end-users. Commonly referred to as “Channel” the respective infrastructures are comprised of wholesale distributors who sell and supply resellers, retailers, and installers, who in turn sell and service end-users like businesses, institutions, governments, and consumers. Using Channel to get to market can be far cheaper than setting up an infrastructure of your own. Seeing economies as vast oceans, Channel Atlantic provides savvy navigation an OEM needs to flow their goods through them.• Channel Atlantic works with OEMs at any stage in their Channel development journey -from the ground-up start-up to the fully mature branded organization seeking new perspectives.• Channel Atlantic is primarily focused upon, but not limited to, the PC-IT, Consumer Electronics and Housewares Channels in the US and Canada. Show less