2001-2006
2005-present Sr. Vice President/ Business Development
Joined this $400M company through an acquisition of my former company. Supplies device fabrication capital equipment and measurement instrumentation for the manufacturing of wireless and optical telecommunication, solid-state lighting, display, data storage, and electronic devices.
[Moved to Business Development position in 2005 after primary business unit operations were transferred to New York area]
Leverage business development, executive management, marketing, product positioning, strategic planning, and “sales officer” leadership experience, to provide business and technology vision:
·Planning & Strategy: “VOC” whole product strategy to build competitive advantage
·Mergers and Acquisitions. Develop value propositions, ROI analyses
·Market & Product Segmentation/Positioning
·Technology Expertise
·Relationship Building; C-level relationship developer and manager.
In-depth market knowledge in telecom, wireless, display, solid-state lighting, consumer electronics and electronic devices with proven strategic planning execution.
Lead mission critical merger and acquisitions activities, channel strategies, market segmentation, and product positioning. Identify and evaluate strategic candidates in several global market spaces including APAC and Europe.
Acquisition due diligence, competitive positioning analysis, and pre-acquisition/joint venture review of Korean and Japanese based companies. Will establish Asia Pacific based manufacturing presence, while entering emerging growth market that will deliver +$30M in revenues with a projected 20% CAGR. (Currently in progress).
Merger with European competitor financial analysis and market impact analysis conducted that will position existing product line with a 75% market share; positively impacting gross margins by a projected 4-8 pts., and growing revenues by +$15M. (Currently in progress).
2001-2004 Sr. Vice President/General Manager/Corporate Officer
Promoted from Vice President and General Manager to Senior Vice President and General Manager after growing this technology manufacturing Business Unit from $25M(revenues) in 2001 to ~$100M in 2004.
As SVP/GM had full P&L and operations responsibility. Drove market share growth strategy of existing product line from 30% to 45% and directed an acquisition of a $35M(revenue) company in 2003. Led the market analysis and negotiations; conducted due diligence and integration planning. Therefore, we rapidly integrated this acquired company, and within a 14-month period grew this $35M business into a $66M business. Following is a summary of the business unit growth under my leadership since 2001:
Yr. Bookings % Change Revenues % Change
($M) ($M)
01 $28.7 -- $25.3
02 $31.7 +10.4 $29.7 +17.8
03 $36.1 +13.8 $34.2 +15.1
04 $119.5 +330 $94.3 +281
The consistent growth in bookings and revenue is achieved within a very cyclical market environment, with market size adjustments of –20% to +40%, year/year.
Six Sigma Green belt certified and drove Six Sigma processes and disciplines throughout the organization. Implemented an ISO 9001 Quality Management System.
Class A operations within business unit was achieved. This is the only certified Class A operations within the company. Class A is defined as +95% performance on key metrics.
2000 – 2001
Vice President of Marketing/General Manager/Corporate Officer
Recruited to this privately held, $15M device fabrication capital equipment company to establish a strategic plan to drive profitable growth, leading to an IPO.
As Vice President of Marketing and Business Development led identification, evaluation and selection of the underwriters (Credit Suisse First Boston, Merrill Lynch) and managed the overall process for the filing of a $97M Initial Public Offering, (sold business for $150M, vs. IPO).
Prior to establishing our strong financial position, thereby positioned for an attractive IPO/divestiture; led the development and designed of acquisition strategies in association with setting strategic direction and leading the strategic planning process.
Directed and established marketing communications, brand and product marketing, advertising, pricing, CRM, and sales distribution channels.
In addition, I was the General Manager of the Systems business that grew under my leadership from $5M in revenue to a $15M in revenue. This responsibility included establishing a product positioning strategy and building a team of engineers, and operations staff, to launch a new product platform and rapidly grow the business.
1983 – 2000
Director Business Development/Sales & Marketing Manager.
A $1.2 Billion, Fortune 500 Company producing fabrication capital equipment and measurement instrumentation for the medical device, pharmaceuticals, life sciences and electronic related industries.
Originally hired as a Field Service Engineer with subsequent promotions to Technical Sales Manager, Northeast District Sales Manager, Eastern Regional Sales Manager, National Sales Manager, Sr. Business Development Manager, and in 1997 to Director, Global Business Development and NA/APAC Sales & Marketing Manager.
Plan and orchestrate market and account penetration strategies, and developed strategic account management processes. Personally active in the field and maintained ownership of specific strategic accounts while managing direct and representative based sales team.
Developed and implemented a repositioning of international sales channels. Prioritized international markets; built national and international sales distribution channels consisting of a direct sales and representative based teams and established new Asia Pacific distribution channels. Result: increase revenues from $20,000,000 to over $35,000,000.
As Sales & Marketing Manager; managed and motivate North America, Asia Pacific field and factory staff driving $55M in annual sales; #1 market position; 45% market share.
Designed and implemented effective market launch campaigns, which included; market/product positioning statements, design of advertisements, detailed Marcom plans.
As Director: established a joint venture with the Data Storage Institute and the Singapore government and managed the start-up of a new Asia Pacific Headquarters.
Business development responsibilities included coordinating market analysis and business assessments, which supported a strategic acquisition of an outsourcing services company generating new revenues in excess of $30,000,000 annually.
Identified emerging markets in the pharmaceutical, medical device and life science related fields; developed market penetration strategies, laying the foundation to increase revenues from $4M to $15M with a concurrent gross profit increase from $1.6M to $6M.
Following is overview of promotion of responsibilities;
’97-99 Director – Global Business Development and NA/Asia Pacific Sales & Marketing Manager
’97 Asia Pacific Regional Sales added to responsibilities
’95-96 Sr. Manger Global Business Development & NA Sales Manager
‘90-95 Eastern Regional Sales Manager
‘87-90 Northeastern District Sales Manager
‘85-87 Technical Sales Support Manager
‘83-85 Sr. Field Service Engineer
EDUCATION:
1983 B.A.S.E.E.
1989 M. B. A. Finance.
Continuing Executive Education Courses:
Caltech Graduate School of Business:
Acquisition and Integration planning.
Strategic thinking and Strategic leading.
Leading change management
Kellogg Graduate School of Business:
Increasing sales force productivity.
Strategic account management.
Sales force incentive planning |
