VICE PRESIDENT SALES PRODUCT DEVELOPMENT
Working within the Executive Leadership Team to Launch New Products, Grow Revenues, and Increase Market Share
EXECUTIVE PROFILE
Senior engineering and business development executive with track record of consistently achieving exceptional results in global technology environment. Strategic, forward thinking transformational leader with entrepreneurial-ownership attitude, driving organizations to develop innovative products, grow revenue and increase market share. Over 20 years of experience in product and project management, product development, sales and marketing for power systems, power management, and electronics. Proven ability to build and empower high-performing and multi-cultural complex global organizations to succeed.
LEADERSHIP INSIGHTS
A hands-on leader, with an entrepreneurial drive, who believes growing a business in the electronics industry requires:
? Innovation is a must not an option. I am skilled at designing and executing successful innovation strategy, aligned to the overall business strategy and company culture
? Product portfolio has to be calibrated to the innovation strategy. I orchestrate rigorous decision making processes for R&D portfolio and selection of projects by correlating capabilities with most solid business cases
? Human capital is paramount. I build and engage successfully the R&D teams, nurture an innovation culture and empower engineering to participate in to decisions.
SKILLS AND EXPERTISE
Global Strategies Engineering OEM Leadership P&L Leadership
Marketing Leadership Product Development Strategic Planning
Market Share Growth Portfolio Management OEM Contracting
Business Development Project Management Innovation Strategies
Revenue Generation New Product Positioning Performance leadership
Sales Strategies Customer Relationships Talent Development
CAREER HIGHLIGHTS
VARTA, INC. WHITE PLAINS, NY -- High technology German company with global operations, 1996-PRESENT
? VICE PRESIDENT ¯OEM, PM, TECHNICAL, MARKETING, 2011 ? Present
? NATIONAL SALES & MARKETING MANAGER ¯ OEM, 2006 - 2011
? NATIONAL SALES MANAGER, NEW TECHNOLOGIES ¯ OEM, 2005 ? 2006
? MANAGER ¯ TECHNICAL SERVICES, 1999 - 2005
Key leadership role with progressive responsibilities during 15 year career, defining and building the OEM operations in North America, resulting in $70M revenue increase during tenure. Led staff of 60 direct and indirect reports in North and South America.
? Spearheaded the OEM organization to consistently achieve profitable growth, sustained new business generation and cutting-edge product innovation. Doubled the North American revenue in the past 3 years. Repositioned the organization on customer centric business approach and opened new markets resulting in 15% to 43% increase in annual revenue and profit.
? Drove strategic product innovation plans aligned with integrated marketing and sales programs to launch new technologies. Created a culture of innovation and winning to unlock new ideas and opportunities. 2010 sales: 32% over budget, and 46% over 2009 revenue. 2011 sales: 24% over budget.
? Guided product development, rigorous selection of R&D projects, prioritizing investments and resource allocation, product portfolio management and market penetration strategies and execution for products designed for computer, server, instrumentation, wireless/mobile, automotive and medical markets Grew revenues on new products from start-up to $1M in 1st year and brought in year-over-year revenues of $10M for next 5 years.
? Initiated and implemented the technical sales strategy for OEM Department resulting in $70MM revenue increase during tenure. Directed new projects and facilitated timely completion of new product designs and production implementations by utilizing electrical engineering background as well as expertise in mechanical, energy, and chemical fields. Built the organization and rallied it around ambitious goals. Orchestrated the organization?s strategic plans and led the Project Managers, Engineers, and Sales Professionals to achieve aggressive revenue quotas.
? Developed business with strategic accounts with top industry companies such as HP, Apple, Dell, General Electric, Cisco and others. Negotiated and secured complex contracts generating $40 MM in revenue. Collaborated with customers through all phases of new product development from concept to production implementation, ensuring that timelines and budgets are closely adhered to.
? Guided direct and indirect reports for major accounts through resource planning, allocations for new product development, systems integration, prototyping, manufacturing planning and technology commercialization. Ensured full compliance with industry standards (ISO) and safety guidelines (UL, Intertek, ETL, CSA, FDA, etc.), legal mandates, as well as customer specifications and corporate requirements.
? Grew revenues by translating fluctuating market conditions, industry trends and customer needs into new opportunities and solutions. Defined strategy and price policy for various markets. Seamless planning and execution of all sales functions, and driving engineering activities as a hands-on, motivational engineering and business leader.
? Guided strategies to develop high-value customers that included Compaq, Apple, Dell, EMPI and Abbott Labs with focused, efficient new product development, design, technical support and complex project management for technological applications. Provided clear lines of communication with project teams and clients, gathered and analyzed requirements, and formulated schedules and project goals. Ensured projects are aligned to budget and schedule and adapted to current and future market requirements. Achieved consistent yearly increase in sales of 15% to 42%.
? Initiated all facets of new business development and customer account management. Utilized market analysis/intelligence, and prospecting abilities to identify target markets and to decide the technology solutions to be developed.
? Built relationships with decision makers on specific target market segments, presented solutions, negotiated and secured high-value contracts, and managed projects from conception to completion.
? Hired, trained and led Regional Sales Managers to maximize sales results, as well as Application Engineers responsible for efficient and expert technical support, product design, testing, and prototyping, QC, and other engineering and fulfillment requirements.
? Led engineers and inside sales/customer professionals designing and servicing innovative products and systems to meet current and emerging market needs. Trained and supervised personnel, evaluated performance, and directed projects to successful completion and deployment. Led product engineering efforts, and forged close alliances across the corporation and industry. Accounts supported included Motorola, Hughes Network Systems, Symbol Technologies, Dell, and IBM. Guided new product design and production implementation for complex systems. Consistent track record of customer satisfaction and exceeded assigned goals by 15%-60%.
? Directed corporate testing facilities for product validation and performance/safety in accordance to customer specification requirements, and ensuring full compliance with engineering and QC practices, industry safety and quality mandates. Trained extensively in the manufacturing, testing and QC facilities in Germany, Singapore and Indonesia to ensure operations aligned to corporate practices and specifications.
? Designed and led entire SAP system implementation for the company. Budget for installation was $1MM in capital expenditures.
? Architected and guided ?Return Authorization? program as required to maintain customer satisfaction, and directed testing in accordance with QC procedures to determine technical quality problems and resolution.
? Spearheaded sourcing of technology and components, qualifications and vendor approval processes and audits in Asia and United States. Vendor budget was approximately $20MM per year.
EDUCATION
MBA -New York Institute of Technology, School of Business
MASTER OF SCIENCE, ELECTRICAL ENGINEERING - Polytechnic University
CAREER DEVELOPMENT
Negotiation & Decision-Making Strategies ? Columbia University Graduate School of Business
Negotiation for Technical Executives, Dealing with Difficult People, Harvard University
Finance for Technology Executives, MIT Sloan School of Management
Developing & Managing a Successful Technology & Product Strategy ? MIT Sloan School of Management
ORGANIZATIONS & ASSOCIATIONS
Institute of Electrical & Electronic Engineers (IEEE)
Project Management Institute (PMI), certified PMP |
