2005-2006 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).
2001-2004Sr. Vice President/General Manager
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 today.
As SVP/GM have full P&L responsibility and lead Business Unit strategic planning process, sales, marketing, business development and M&A strategy. Led 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; presented to the Board of Directors (pre/post acquisition); 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 Revenues
01 $28.7 $25.3
02 $31.7 $29.7
03 $36.1 $34.2
04 $119.5 $94.3
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.
Operations excellence is also required to optimize profitability in all market cycles. I have achieved Six Sigma Green belt certification and driven Six Sigma processes and disciplines throughout the organization while overseeing the execution of a Quality Management System based on ISO 9001 standards.
Class A operations within my business unit was achieved (audited by an outside independent auditor). This is the first, and remains today, the only certified Class A operations within the company. Class A is defined as +95% performance on all key operations metrics; on time deliver, inventory accuracy, out of box quality, etc.
SAP ERP systems were installed to support the drive of a dual factory organization to Class A status, and supporting an effective consolidation of manufacturing facilities.
2000 – 2001
Vice President of Sales& Marketing/General Manager
Recruited to this privately held, $15M technology manufacturing 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 (subsequently sold business for $150M). Our strategy was to utilize the cash and stock from the IPO, to grow the business through acquisitions and product development.
Prior to establishing our strong financial position, thereby positioned for an attractive IPO; led the development and designed of acquisition strategies in association with setting strategic direction and leading the strategic planning process; identification of target companies, evaluation and screening metrics, and negotiation and integration protocols. This established the foundation of our growth model, utilizing the proceeds of the IPO.
In addition to my Marketing responsibilities I was the General Manager of the Systems business that grew under my leadership from $5M in revenue to a $20M in revenue, at +45% gross margins. This responsibility included establishing a product positioning strategy and building a team of engineers, operations, sales & marketing staff within an entrepreneurial culture to rapidly grow a profitable business.
1983 – 2000
Director Business Development-Sales & Marketing Manager.
A $1.2 Billion, Fortune 500 company producing technology fabrication equipment and measurement instrumentation for the medical device, pharmaceuticals 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 and responsibility of specific strategic accounts while managing direct and representative based sales organization.
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 based in Singapore to expand international business revenues.
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.
Designed and implemented effective market launch campaigns which included; market/product positioning statements, design of advertisements, media press releases, conferences attendance strategies; built national and international sales distribution systems consisting of a direct sales and representative based teams.
As Business Development Manager also identified emerging markets in the pharmaceutical, medical device and related fields; developed market penetration strategies, laying the foundation to increase revenues from $4,000,000 to over $15,000,000 with a concurrent gross profit increase from $1,600,000 to 6,000,000 annually in the medical device and pharmaceutical products market.
As Sales & Marketing Manager; set performance targets, manage and motivate North America, Asia Pacific field and factory staff driving $50M in annual sales and established a #1 market position with a 45% market share.
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 |
