Sales, Marketing and Operations Executive
* Outstanding track record of performance in driving revenue and ROI in several intensely competitive market spaces. Significant project, business, corporate and advisory management experience with focus on rapid deployment of products and services. Developing and delivering high technology hardware, software and eCommerce Solutions to customers focused on meeting delivery, cost, quality and performance objectives.
* Extremely versatile, “hands-on” senior executive with progressive experience in sales, product marketing, project management, strategic planning, finance and business development. Exceptionally skilled at breaking down high-level strategic goals into tactical action plans that deliver successful results. Analytical thinker with a “no-nonsense”, profit-oriented approach to business that focuses on relationship selling, customer needs, market conditions, and competitive realities.
MAJOR ACCOMPLISHMENTS
* Secured profitable contracts and strategic partnerships with Fortune 500 and Multi-National clients in the U.S., Asia-Pacific Rim and Europe.
* Built highly effective Sales, Marketing and Customer Service team at HMT. Increased sales revenue and unit shipments by 57% in first three quarters on the job. Routinely beating personal and team quota’s. Increased market share from 15% to 19% of Global Rigid Disk Media market in just eighteen months.
* Key member of the management Turnaround Team at Nashua. Grew firm from $25M to $200M revenue over five years. Stemmed a $2 Million monthly loss to consistent profitability within one year. Once profitable, the division was acquired by an investment group. Successful IPO (initial public offering) as StorMedia in May 1995 and a secondary offering in August 1995 while tripling shareholder value.
* Ten years of increasing P&L responsibility in public and private firms up to $360M in annualized revenue.
* Adept at working cross-culturally with offshore divisions, partners and customers.
* Speaking engagements include: guest lecturer for business school students on raising Angel and Venture Capital financing; lecturing at nationwide seminar on Best Practices in Supply Chain Management; Supply Chain Expo 2001, Chicago; and Fabless Semiconductor Ass’n – San Jose Software Forum, 2001.
* Co-founder and executive board member of Sacramento-Sierra Chapter of the Turnaround Management Association
EXECUTIVE EXPERIENCE
Principal (2002-Present)
Second Angel Ventures (www.SAVgroup.net) – San Francisco and Sacramento, CA
Provide Merchant Banking Services, financial, operational and management advisory services provided to a broad range of clients in multiple industries. Business model of Merchant Banking is over 450 years old. Springs from English Commonwealth and employs combination of venture capital, investment banking and operational consulting strategies in working with clients.
* Provide financial intermediary assistance to client companies to structure capital infusion to business. Focusing on debt structuring, though also employ convertible debt and private equity.
* Working with CEO’s and Board of Directors, will guide clients, advise and develop sales & marketing strategy, market positioning, price point validation, value proposition and operational guidance.
* Working with acquiring entity, will provide due diligence services on M & A transaction. Have evaluated financial condition, operational effectiveness, sales & marketing effectiveness and analyze market segment and market size. Provide analysis and recommendations to acquiring entity.
* Within management advisory and corporate recovery practice, may take interim management positions with client companies to provide hands-on operational management to guide the company through work-out or turnaround.
Senior Director, Marketing, Major Accounts and Supply Chain Solutions (2001-2002)
Global Factory, Inc., Santa Clara, CA
Provides a cross enterprise software management system (E-Hub) for companies developing, manufacturing and selling complex products and services. Focused on improving Supply Chain Execution through an offering of Web-based Enterprise Software, Services and Operations Consulting. $13.5 million raised in 2 rounds.
* Responsible for developing and managing strategic partnership as a “Certified Business Partner” with a key Fortune 50 customer.
* Reported to CEO as a key member of executive team: worked closely with company advisors and board of directors, developing and presenting status, plans and strategy at board meetings.
* Co-project manager for McKinsey & Company’s analysis of business plan and go-to-market strategy.
* Provided Project Management and Operations Consulting on a project in which a customer saved 2% in COGS within just weeks after implementation of company's solution.
* Developed new sales channel, customers, marketing collateral, and optimized value proposition. Refined sales strategy using solution sales approach.
* Interviewed as a supply chain expert by industry leading magazines. Presented customers’ Case Studies on cost and efficiency benefits to their business after implementing product.
Vice President, Business Operations (2000-2001)
Tonbu, Inc., San Jose, CA
Provider of Web-based software solutions and consulting services (E-Hubs) to speed products to market, including Collaborative product design, manufacturing and engineering services of OEM and consumer electronics (EMS). $41 million raised over 3 rounds.
* P&L responsibility for EMS business unit. Grew quarterly division revenue from 0.2M to 4.0M and managing a job bid pipeline growing from $10M to $70M.
* Working with key suppliers, contract manufacturers and contracted service providers, reduced cycle time on proposal process by 50% within 60 days.
* Managed team of Globally-based Program Managers and Project Managers providing end-to-end business and technical support for customers’ development and manufacturing projects.
* Beta site tested ASP, Portal-based collaboration tool (E-Hub) to manage project bids, design and manufacturing programs and project schedules. Supporting varied projects in telecom equipment, networking products, medical devices, semiconductors, RF wireless and consumer electronics.
Director, Worldwide Sales & Marketing (1997-2000)
HMT Technology Corporation, Fremont, CA
Manufacturer of custom-designed rigid-recording media for hard disk drives (HDDs) for use in desktop, server, SAN, network appliance (NAS) and removable cartridge products. Reported to President and COO of this $360M public company.
* Built worldwide team of outstanding professionals to manage all aspects of HMT’s OEM customer base - design in, quality, performance, delivery, scheduling, logistics and traffic.
* Established and grew sales and customer service offices in Singapore, Seoul and Tokyo.
* Directed Customer Service / Fulfillment Department with responsibility for customer satisfaction, order administration, production planning and worldwide logistics & traffic, which included managing just-in-time (JIT) warehouses in the U.S., Singapore and Malaysia.
* Developed customer partnerships and joint ventures.
* Successfully negotiated and resolved conflicts regarding product / project scheduling, cost and specifications to maximize throughput, profitability and customer satisfaction.
* Responsible for managing relationships on both sides of customer/supplier partnership to resolve business, technical, quality and qualification issues, including ISO 9000 certification and compliance.
* Together with the purchasing manager, negotiated freight, logistics and warehousing contracts and managed the relationships across the supply chain from vendors, 3PL and into the customers' facility.
* Corporate spokesman for interviews and obtained press coverage with: APICS Magazine, Supply Chain Technology News and a cover story of Plant Site Locations on 21st Century Manufacturing Facilities.
Director, Strategic Account Management / Product Marketing (1991-1997)
StorMedia Corporation, Santa Clara, CA (Formerly Nashua Corp. – Computer Products Div.)
Manufacturer of thin-film coated recording media used in hard disk drives for desktop and mobile applications. Reported to Sr. Vice President of Sales and Marketing for this $250M public company where I was a member of the Senior Management team and the team responsible for the Corporate Turnaround.
* Responsible for customer development and strategic account management for major disk drive customers. Directed both business and technical issues from product definition through EOL.
* Within six months on the job, was instrumental in securing major Fortune 500 customer who contributed in excess of $200M annually to company revenues.
PRIOR EXPERIENCE at Maxtor Corp., San Jose, CA and Quantum Corp.,
Milpitas, CA (1985-1991)
Designs, manufactures and markets network storage hardware and software, and disk drives for Personal Computer, Consumer and Enterprise applications.
* Rapidly progressed technical and management career in data storage industry at two competing companies. Positions included: Manager Product Engineering, Senior Engineer and Design Engineer
* Managed teams in product development and product engineering. Transferring knowledge and production methods offshore for efficient high volume manufacturing and cost control.
* Led teams that implemented multiple cost reduction programs. Two of the projects saved over $5M annually in purchased subcomponents, and a third that increased product line yields by 30%.
EDUCATION
UNIVERSITY OF CALIFORNIA at DAVIS
Bachelor of Science, Mechanical Engineering, 1986
References available upon request |
