Sales & Marketing Executive
Multi-Line Marketing
Consultative Selling
Product Management
Major Account Management
Staff Motivation & Development
Technical Training
Budgets/Profit &Loss
Internal/External Liaison
Team-Building
~ Strategic Planning
Results-oriented, people-focused Sales and Marketing Executive with extensive experience in the Electronics, Telecommunications and Computer Industries. Progressive experience and documented track record as a Manufacturer’s Representative VP of Sales & Marketing with P&L responsibility and as a Marketing Manager for a National Distributor. Proficient at quickly establishing business relationships, working effectively with individuals and groups and in acting as liaison between a company, its internal staff, external vendors and clientele. Skilled at hands-on project management, technical design sales, problem-solving and in the development and implementation of new methods and procedures. Experience backed by Masters of Public Administration (MPA) and BA in Business & Economics, Magna Cum Laude.
PROFESSIONAL EXPERIENCE
OEM Sales Manager
Triangle Electronics Group, Ronkonkoma, N.Y. 2002 – Present
Directed sales activities of 15 Account Representatives responsible for sale of electronic components to military and commercial OEMs, including semiconductors, passive components, RF components and liquid crystal display (LCD) products for $100 million distributor of high-tech electronics.
Developed and conducted sales training and product training programs for Account Representatives. Developed Training Manuals and conducted group classroom and individual on-the-job training. Result: Improved performance and increased account base by 40%.
Established Strategic Account Development Program. Set annual sales objectives based on account history and potential and reviewed plan variances quarterly. Result: Increased revenue from top 30 accounts by 50% over previous year.
Negotiated partnership with LCD supplier, allowing Triangle to penetrate the expanding display marketplace. Result: LCD sales tripled over previous quarter.
Vice President, Sales & Marketing
STRATEGIC SALES, INC., TOTOWA, NJ 1990 – 2002
Directed Manufacturer’s Representative sales and marketing activities for product lines of 20 manufacturers of semiconductor devices, RF components and computer electronics including Hitachi Semiconductor, RF Monolithics, Raltron Electronics and Fairchild Semiconductor. Responsible for sales to commercial and military OEMs in the NY and NJ marketplace for $42 million division of $104 million marketing firm.
Developed and implemented a three-year Business Plan for Fairchild Semiconductor product line. Created and launched a Demand Creation Program with regularly scheduled targeted pilot programs. Result: Fairchild Semiconductor sales increased 48% since 1999.
Managed major accounts like Symbol Technologies using consultative selling techniques. Built relationships over time and proposed product solutions. Result: Increased sales to Symbol from $100,000 to over $5 million over a three-year period.
PROFESSIONAL EXPERIENCE
(Continued)
Expanded account base for RF components. Targeted existing accounts and met customer needs with new SAW technology product. Result: Increased sales of product 300%, personally winning the Sales Manager of the Year Award.
Negotiated annual contract between RF Monolithics and its largest account, Ademco Security Group. Balanced reduced volume pricing on current products with introduction of new products. Result: Total awarded contract was 55% higher than previous year.
Motivated and developed inside sales staff. Created quantifiable Individual Development Plans focused on total performance, including both quality and productivity. Result: Sales increased 38%, client satisfaction rating improved and staff turnover decreased by 35%.
Marketing Manager/Product Manager
MILGRAY ELECTRONICS, INC., FARMINGDALE, NY 1979 – 1990
Responsible for product marketing of all memory, microprocessor and related devices, including those of NEC Electronics, Hitachi Semiconductor and Fujitsu Microelectronics for electronics distributor with annual revenues of over $180 million.
Marketed microprocessors whose sales were lagging. Developed and implemented plan to add new product lines and introduced new product lines at sales division meetings. Result: Increased microprocessor sales by over $20 million over 3 year period.
Product managed 3 semiconductor product lines whose inventory levels were 50% over acceptable levels. Negotiated new stock rotation program with manufacturers. Result: Reduced targeted inventory levels by 75% within one year.
Formulated new strategy to boost microprocessor sales. Led team effort focused on target marketing and selling to current clients and qualified prospects. Result: Increased microprocessor sales 55%.
Developed and conducted consultative sales training program for uncovering microprocessor design opportunities at the customer engineering level. Result: Increased microprocessor design-wins at the customer level by 150%.
Consulted internally with Marketing Vice President regarding strategic marketing plans and budgetary goals. Liaised between management and field sales on tactical plan implementation. Result: Improved management controls and improved field accountability.
COMMUNITY ACTIVITIES
President/Advisory Board
LAKE GROVE TRIANGLE YOUTH SOCCER CLUB, LAKE GROVE, NY 1992 – Present
Actively involved in directing fund raising of $1 million for adoption and development of the Raynor Beach County Park. Helped turn park into a Soccer and Baseball complex used by Lake Grove, Holbrook, Smithtown, Centereach and Lake Ronkonkoma for intramural and travel team play.
EDUCATION
NORTH TEXAS STATE UNIVERSITY, DENTON, TX
Master of Public Administration (MPA)
Bachelor’s Degree in Business & Economics (Magna Cum Laude)
Microsoft Office Suite (Word, Excel, Power Point), Microsoft Project |
