SENIOR DEVELOPMENT EXECUTIVE
Strategic & International Marketing • Business Development • Management
AREAS OF EXPERTISE
Strategic Planning
Business Development
International Marketing International Project Management
Product Development & Launch
Strategic Alliances & Partnerships Budgets & P&L Management
Distribution Chain Management
Global Sourcing and Procurement
CAREER HIGHLIGHTS
Created a new business in the materials and services used in the semiconductor industry with potential revenue of $100 Million.
Successfully designed and implemented my company’s first multi-year service and supply contract with the industry’s most demanding customer, Intel.
Formulated and implemented corporate development strategies for entry into various technology industries in the People’s Republic of China.
EDUCATION
MBA, Wharton School of Business, University of Pennsylvania, 1992
~ Summer internship with Honeywell, in Windsor, England.
MSE, Master of Materials Engineering, University of Pennsylvania, 1984
~ Attended on full fellowship. Teaching assistant for undergraduate classes.
BS, Chemistry, Minor in Metallurgy, University of Pennsylvania, 1982
~ Received the City of Philadelphia’s Mayor’s Scholarship, and a scholarship from Earthwatch.
PROFESSIONAL EXPERIENCE
MaterialSource, LLC 2003 - Present
Managing Director of my own consulting firm specializing in market entry strategies for high technology American companies into the People’s Republic of China.
Long term consulting engagements with:
CORPORATE DEVELOPMENT CONSULTANT- Airgas, Inc.
The largest distributor of cylinder gas and equipment in the United States:
Analyzed markets for industrial, medical and specialty gases; and industrial hard goods, equipment and welders in China. Identified very significant business opportunities.
Formulated a comprehensive strategic plan for Airgas to enter China that minimized execution risk, maximized return, and prepared Airgas for participation in large joint venture projects.
Devised an incorporation strategy, distribution plan, human resources plan, and manufacturing plan for various Airgas business units.
Sought Chinese acquisitions and joint venture partners.
Built initial relationships with Chinese government officials, Chinese and western investment banks, and consulting companies
CORPORATE DEVELOPMENT CONSULTANT - Spectra Gases, Inc.
A specialty gas company with high global market share in laser, electronic and lamp gases
Created and implemented a China market entry strategy:
Evaluated specialty gas companies in China as potential acquisition targets.
Manufacturing feasibility studies and financial justification for manufacturing in China.
Devised an incorporation strategy for phased entry into China in two locations.
Managed import of products and export of containers through Shanghai customs.
Managed business with several Chinese and one Japanese distributor in China.
DIRECTOR OF BUSINESS DEVELOPMENT - SUMMIT SPECIALTY CHEMICALS 2001 - 2003
A subsidiary of Sumitomo Corporation, one of the traditional trading houses from Japan, Summit specializes in selling and distribution of electronic gases, chemicals and materials from Japanese manufacturers.
Evaluated the marketability of many advanced technology materials from Japan for sales in the US, and developed and coordinated US market entry strategies for products such as:
Materials for solar cells, flat panel displays materials, both compound and silicon semiconductor materials, photolithographic materials, optical fiber, and specialty plastics.
Provided technical and business expertise in a strategic effort to make invests in the US Nanomaterials industry, through a corporate development agreement negotiated with a venture capital firm specialized in Nanotechnology.
Coordinated shipments of gas and chemical products between the US and Japan, with proper customs and Hazardous Materials handling procedures.
DIRECTOR OF PRODUCT DEVELOPMENT – MATHESON-TRIGAS, INC. 1999 – 2001
A subsidiary of Nippon Sanso Corporation, specializing in selling and distribution of a wide portfolio of gases, chemicals and equipment.
Developed products for use in the compound semiconductor industry that addressed challenges in the manufacturing of compound semiconductor devices:
Formed a strategic Joint Venture with a small design company to manufacture and distribute their highly reliable hydrogen purifier – addressing a problem that had persisted in the industry for years.
Developed a product for environmental abatement by importing intellectual property and materials from Matheson’s parent company in Japan. Negotiated a contract for US market distribution rights. Created a product roadmap, and managed product through field testing at customer site.
BUSINESS DEVELOPMENT MANAGER – AIR PRODUCTS AND CHEMICALS INC. 1996 – 1999
The largest supplier of gases, equipment and services to the semiconductor industry in the United States.
Created a new business in electronic chemicals that enabled a new marketing strategy of bundling services, consumables and equipment in a more cost and operationally efficient manner. (Ultimately this work led Air Products to acquire Ashland Chemical’s Electronic Chemicals business in July of 2003 for $300 million.)
Negotiated a multi-year joint marketing agreement with a major chemical company, Allied Signal, and a contract for chemical analysis with a leading laboratory company, ChemTrace.
Led the product launch for a new product, Gas-to-Chemical Generation.
REGIONAL MANAGER – ASHLAND CHEMICAL COMPANY, INC. 1992 – 1996
The largest supplier of electronic chemicals and services to the semiconductor industry in the United States.
Designed and implemented a 7 year service contract for chemical operations at Intel’s chip manufacturing plant (largest and most advanced site in the world at that time).
Assumed responsibility for all chemical operations at Intel’s Fab 7, without interrupting factory production, hiring a team of 12 technicians, designing and implementing their training program.
Directed continuous improvement projects including cost reduction, and a one year automation project, with on-time, on-budget deployment. Maintained perfect safety record throughout project, and lowered cost of chemical operations by $1 million.
Responsible for all aspects of a successful certification process for ISO 9002 for chemical operations.
CHEMICAL MANAGEMENT SERVICES BUSINESS MANAGER – ASHLAND CHEMICAL COMPANY, INC. 1992 – 1996
The largest supplier of electronic chemicals and services to the semiconductor industry in the United States.
Negotiated scope of work and pricing for multi-year service contracts with leading semiconductor chip manufacturers, increasing revenues, and corresponding headcount by more than 300%, despite unforeseen and unbudgeted start up expenses.
P&L responsibility for 6 sites across US, with combined yearly budgets of $6 million.
Indirect reports of 35 personnel in management, laboratory, operations and logistics roles.
TECHNICAL SUPPORT MANAGER – APPLIED MATERIALS, INC. 1988 – 1990
The largest supplier of semiconductor manufacturing equipment in the United States.
Managed the installations of semiconductor manufacturing equipment in the People’s Republic of China, under challenging technical and operational conditions, in on-time, under budget projects.
Technical support for all generations of epitaxial silicon equipment
VISITING SCIENTIST - BEIJING INSTITUTE OF TECHNOLOGY - PEOPLE’S REPUBLIC OF CHINA 1986 - 1988
The premier university for Materials Science and Engineering in the People’s Republic of China.
Initiated a cooperative research project between the Materials Science Department at the University of Pennsylvania and the Beijing Institute of Technology.
Created and implemented a project plan for transferring equipment, training, and technology from the US to China.
Learned Mandarin Chinese to a functional level, despite no prior training in this difficult language.
SEMICONDUCTOR MANUFACTURING ENGINEER – AT&T MICROELECTRONICS 1984 - 1986
Installation, commissioning and management of a new front end processing clean room for manufacturing of communication semiconductor chips
Trained personnel needed to run manufacturing line and developed work procedures.
Statistically qualified and optimized the new manufacturing line. |
