7998 Strawhorn Drive

Mechanicsville, VA 23116
wkcthird@comcast.net
(804) 746-3349
WALTER (KENT) CRAWFORD III
SUMMARY

Enthusiastic, creative, goal-oriented manager with knowledge in lighting, energy management

systems, machine design, parts manufacturing, technical sales and marketing in the OEM, steel
fabrication, and automation industries. Held P&L responsibilities. Grow business through strategic
planning, strong customer relationships and creative presentations to clientele. Broad range of
responsibilities includes project/product management, sales budget management, training and
supervising sales reps, marketing and scheduling. Possess a very strong mechanical aptitude and
ability, with excellent problem solving and leadership skills.

EXPERIENCE

ELECTRICAL EQUIPMENT COMPANY July 2008-Dec 2009

Regional Lighting Product Manager
Responsible for technical support related to lighting for the five EECO branches in the Virginia region.
• Consultation and information on new products and technology.
• Analysis of cost savings and return on investment(ROI).
• Audits on lighting quality and energy use.
• Installing or upgrading lighting fixtures.
• Recommendations on compatibility or upgrades of lamps and ballasts.
CAROLINA MOTION CONTROLS, Greenville, SC 2007-Dec 2007
Sales/Application Engineer
Carolina Motion Controls is an engineering distributorship based in Greenville, SC. CMC specializes in
finding solutions for the motion control aspect in the manufacturing industry. They sell and support the
components related to the motion industry. i.e. drives, motors, gearboxes, actuators etc. I was brought
on board to develop and support the Virginia territory.

ANDERSON MACHINE MFG. CO. INC., Richmond, VA 2004-2007

Sales/Applications Engineer
Anderson Machine builds custom design/prototype machinery and integrates automation equipment to
complete the package. Brought on board to expand existing customer base.
• Assisted in updating existing company literature.
• Assisted in updating existing web site.
• Qualified potential customers for machine work, i.e. making spare parts, reverse engineering
existing parts, partial/total rebuild of existing equipment. Design/build new machinery.
• Recommend a solution through automation if applicable.
• Coordinated parts manufacturing between shop foreman and the end user.
• Assist in conceptual design of new equipment.

NEW JERSEY GALVANIZING & TINNING, Newark, NJ 2000-2003

Consultant
Responsible for technical sales, marketing and any engineering functions related to hot dip
galvanizing.
• Re-established business relationship with a former client after a 15-year absence.
• Through a technical presentation, educated a client to retain a coating specification.
• Located and closed on the largest spinning account in company history.

INDUSTRIAL GALVANIZERS VIRGINIA, Petersburg, VA 1997-1999

Engineering Sales Manager
Hired to assist in the start-up of Industrial Galvanizers’ 16th plant. Developed and represented IGV in
the marketplace by creating and achieving marketing and sales plans and budgets set forth by
Industrial Galvanizers America. I was responsible for getting the sales department procedures ISO
9002 registered.
WALTER (KENT) CRAWFORD III

• Hired and trained marketing coordinator and sales reps for the sales department.
• Located and closed on the largest cable tray account in plant history.
• Created and developed sales strategy that exceeded corporate expectations by 20 percent.
• Hired and trained the first woman sales rep in the industry.

BOYLES GALVANIZING, St. Louis, MO. 1996-1997

Sales Manager
Established and maintained customer relationships. Located and identified opportunities, as well as
soliciting and follow up work, keeping customers satisfied and acting as a liaison between plant and
customer, locally and within the region, solving problems and negotiating settlements. Quoted prices
for orders.
• Cross-trained existing administrative personnel to work as inside sales, therefore saving the
company from hiring and training costs of exclusive inside sales person.
• Organized value-added service (trucking) to existing customer base which put four percent on
the bottom line.
• Created a sales strategy that brought in enough new business to show a positive cash flow in
less than one year.

VIRGINIA GALVANIZING CORPORATION, Ashland, VA 1993-1996

Sales/Applications Engineer
Maintained customer base with follow-up. Set up and maintained marketing strategies, including
giving classes, seminars and conducting plant tours for engineers, architects and/or specifiers in the
corrosion industry, as well as assisting them in design criteria related to hot dip galvanizing. Secured
and quoted prices for potential jobs.
• Through technical presentations and plant tours, convinced V.D.O.T. engineers to start
specifying hot dip galvanizing instead of paint on bridge steel.
• Convinced Historical Society through technical presentation that hot dip galvanizing was the
best method to preserve an historical bridge.

CARDWELL MACHINE CO. (FREEZING SYSTEMS SUBSIDIARY), Richmond, VA 1989-1993

Sales/Applications Engineer
Expanded existing customer base. Gathered technical data to generate proposals. Assisted in
engineering design of equipment. Answered customers’ technical questions with regard to proposed
equipment. Assisted and troubleshot equipment for existing customers. Demonstrated knowledge
and experience in food conveying equipment, cooling and freezing equipment, with some knowledge
in ovens and baking equipment.
• Proven sales ability resulted in dual responsibility for sales for Freezing Systems as well as
Cardwell Machine.

WILKINS & WATSON, Richmond, VA 1987 - 1989

Engineering Draftsman/Designer
Developed drawings from sketches from engineers. Pulled details from assembly drawings. Worked
with ink and plastic on Mylar

U.S. ARMY 1979-1987

Chief Radio Operator for Special Forces A-Team, Secret Clearance
• Qualified expert with M-16, hand grenade and 45 automatic

EDUCATION
OLD DOMINION UNIVERSITY, Norfolk, VA
B.S. Engineering Technology(Concentration; Machine Design)