Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
Areas Of Effectiveness
Outside Interests Activities
Additional Training Certifications
Timeline
Generic

CHESTER KERKHOFF

Edmonton

Summary


Qualified Technical Sales Representative with proven background in managing regional accounts, driving client satisfaction, and fostering long-term relationships. Demonstrated ability to develop and implement strategic plans that align with business goals and improve client retention. Adept at leveraging negotiation and communication skills to achieve business objectives.

Overview

31
31
years of professional experience

Work History

Regional Account Manager

DeZurik Inc.
02.2023 - Current
  • Account Manager for Syncrude. Responsible for the overall sales and support for both the Aurora and Mildred Lake sites. Prepare quotations and repair reports. Provide trouble shooting and technical support. Proficient in NetSuite and SAP. Provide support to colleagues on quotations for all Industrial and Oilsands customers.
  • Replaced a competitor and sold two 36” double block and bleed knife gate valves to an Oilsands customer in their cooling water application. Sold two additional butterfly control valves down steam in the same application.
  • Sold 32 butterfly valves to Syncrude’s Utilities Plant. Replaced a 30” Bray valve in the same location. Also working with Electrical & Instrumentation to trouble shoot their lime unloading valves.
  • Started valve upgrades in Syncrude’s Centrifuge by replacing obsolete designs.
  • Working with Syncrude Engineering to trouble shoot 28” Murray Latta valves at the North Pit Mine.
  • Working with Syncrude Engineering to standardize valve designs within selected areas of the plant process.
  • Supporting Syncrude Engineering in monitoring beta sites for a new trial valve.
  • In discussions with Syncrude to convert obsoleted valves as they are returned for repair. Also planning a 'parts for repair' or 'spare parts kit' strategy to support critical valves.
  • Working to renew the Suncor / Syncrude contract due to expire December, 2024.
  • Working with Canadian Fertilizer to upgrade all obsolete butterfly valves. Completed a valve survey and started to address the bad actors by reviewing the application and working with the customer to offer the right solution.

Technical Sales Representative

Armour Valve Ltd
09.2018 - 02.2023
  • Representing major valve manufactures such Conval, Schuf, Boehmer and Hora. Selling and supporting severe service valves to central and north east Alberta. Part of the project development team responsible to qualify and see projects to the closing stage.
  • Successful valve bid for Capital Powers’ Repower Project $500K. Developed new business with customers including Cenovus Upgrader, Pembina, EPCOR, Air Products and CNRL.
  • Successful in winning the Atco new Hydrogen gas blending project. Prepared a second bid for Phase 2.
  • Sold high pressure steam valves for Dow’s furnace upgrade.
  • Sold spare pump protection valves to Air Products and Pembina Redwater.
  • Provided valve design training to TransAlta Keephills.
  • Successfully signed a non-disclosure agreement with Suncor for U1/U2 Coker valves.
  • Successfully resolved an issue with the Cenovus Upgrader Lloydminster Coker lift plug valve.
  • Developed a partnership with Powell Industries to support our severe service valve customers regarding repairs. This generated a new revenue stream with customers like Shell Scotford and Cenovus Upgrader – Lloydminster.

Technical Sales Representative

EagleBurgmann Canada
03.2016 - 08.2018
  • Represented the full line of EagleBurgmann sealing products to Central and Northeastern Alberta’s oil and gas market. Main focus was the development of new accounts as well as establishing growth in existing accounts.
  • Developed new accounts with Husky Pipeline, Gibson Energy, TransCanada Pipeline, Cenovus Energy, Shell, Athabasca Oil, Nova Chemicals, Dow Chemical and ATCO Power.
  • Increased 2016 sales at key account – Exxon / Imperial Oil ($24K to $280K). In 2017, secured a purchase order to upgrade the mechanical seals operating in the Borenamann multiphase pumps valued at $149,000.
  • Sold mechanical seal upgrades to Athabasca Oil valued at $120,000.
  • Resolved Bad Actor pumps at Agrium Fertilizer leading to new opportunities.
  • Successful installation and start-up with TransCanada Pipeline, replacing a competitor’s seal.
  • Successful installation and start-up with Husky Energy’s new heavy crude oil well pad site.
  • Secured market share at a key account – CNRL (Canadian Natural Resources Ltd). Worked with CNRL’s engineering group to increase their equipment mean time between failures.
  • Worked with Cenovus Energy on three major projects including: Multiphase pump seal & support system re-rates, Vertical canned pump seal re classification, Compressor seal service and inventory support proposal.

Technical Sales Representative

Flowserve, Fluid Sealing Division
01.1994 - 01.2016
  • Represented the full line of Flowserve sealing products to the oil and gas, chemical process and pulp and paper industries, primarily responsible for the development of new accounts as well as the maintenance of all existing business in a territory comprised of Central and Northeastern Alberta.
  • Managed an active client base of 40+ accounts, which generated annual sales of up to $1.8 million. Major clients included: Imperial Oil Limited, BP and Nova Chemicals, Canadian Natural Resources, Cenovus, Inter Pipeline, and one major distributor.
  • Developed and implemented strategies aimed at increasing the corporation’s market share and growth.
  • Prepared annual marketing plans, monthly sales reports and weekly call plans.
  • Developed and presented product knowledge seminars, including new product introductions and presentations.
  • In a technical consulting role, formulated recommendations for product selection based on analysis of engineering data and process criteria.
  • Maintained active involvement in installing seal products, troubleshooting and resolving technical problems and preparing seal failure analysis reports.
  • During first year of employment with Flowserve, effectively increased territorial sales by some 33 percent. Consistently met or exceeded all established sales objectives over the 17 years of employment.
  • Major projects included commissioning of two plants (BP Chemical LAO Plant and Cenovus SAGD Heavy Oil Plant Foster Creek) and commissioning of Inter Pipeline (formerly known as Encana Pipeline).
  • Awarded sales incentives in recognition of exceeding the 1996 annual sales forecast by more than 10 percent.
  • Made President’s Club in 1998 and 2000 for exceeding sales forecasts by 10 percent.
  • Achieved the highest overall mark in the company’s Seal Specialist I training program.

Education

Mechanical Engineering Technology Diploma -

Northern Alberta Institute of Technology
Edmonton, Alberta
01.1989

Skills

  • Strong interpersonal skills
  • Teamwork
  • Solution Selling
  • Troubleshooting
  • Pump/system start-up
  • Customer satisfaction
  • Relationship building
  • Sales presentations
  • Competitive analysis
  • Sales strategy development
  • Territory management

Accomplishments

  • Successful valve bid for Capital Powers' Repower Project - $500k, while at Armour Valve Ltd.
  • Successful in winning the Atco new Hydrogen Gas Blending project while at Armour Valve Ltd.
  • Developed a partnership with Powell Industries to support Armour Valve's severe service valve customers regarding repairs, generating a new revenue stream with the Shell Scotford and Cenovus Upgrader - Lloydminster.
  • Developed new accounts with Husky Pipeline, Gibson Energy, TransCanada Pipeline, Cenovus Energy, Shell, Athaasca Oil, Nova Chemicals, Dow Chemical and ATCO Power while at EagleBurgmann Canada.
  • Worked with Imperial Oil on three major projects while with EagleBurgmann Canada: multiphase pump seal and support system re-rates, vertical canned pump seal re-classification and compressor seal service and inventory support proposal.
  • Made President's Club in 1996, 1998 and 2000 for exceeding sales forecasts by 10% while at Flowserve Fluid Sealing Division.
  • Participated in the commissioning of the BP Chemical LAO Plant, the Cenovus SAGD Heavy Oil Plant in Foster Creek and Inter Pipeline (formerly known as Encana Pipeline) while with Flowserve Fluid Sealing Division.

Affiliations

  • Alberta Society of Engineering Technologists
  • Member of American Society of Mechanical Engineers

Areas Of Effectiveness

  • Strong interpersonal skills; able to communicate well with diverse groups of people.
  • Well-organized and committed to effective time management.
  • Able to handle multiple projects simultaneously.
  • Strong analytical, troubleshooting and problem-solving abilities.
  • Flexible, quick to learn and able to adapt effectively to changing situations.
  • Self-motivated and able to work well with minimum direction.
  • Effective leadership skills; able to delegate authority when necessary.
  • People-oriented; able to work closely with others in a team environment.
  • Able to develop and implement effective sales and marketing strategies.
  • Well-versed in the consultative sales and relationship building processes.
  • Skilled in the development and delivery of dynamic sales presentations.
  • Experienced in sales forecasting, competitive analysis and market research.
  • Computer literate; considerable experience in the PC/Windows environment.

Outside Interests Activities

  • Running
  • Swimming
  • Golfing

Additional Training Certifications

  • Seal Specialist Training Program, Levels I and II
  • Take the Mystery Out of Pumps and Mechanical Seals, Levels I, II & III
  • Improving Process Equipment Reliability
  • Root cause failure analysis
  • Building Business Partnerships with Consultative Marketing
  • Consultative Selling
  • Alliance strategy and implementation
  • Interpersonal skills
  • Time and Territory Management
  • Engineering Information System, Affinity and Vison Net
  • Durco Industrial pump design
  • Yellow Belt Training

Timeline

Regional Account Manager

DeZurik Inc.
02.2023 - Current

Technical Sales Representative

Armour Valve Ltd
09.2018 - 02.2023

Technical Sales Representative

EagleBurgmann Canada
03.2016 - 08.2018

Technical Sales Representative

Flowserve, Fluid Sealing Division
01.1994 - 01.2016

Mechanical Engineering Technology Diploma -

Northern Alberta Institute of Technology

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CHESTER KERKHOFF