Accomplished sales/marketing officer with a record of achievement in generating revenues and opening new markets in both up and down economic cycles. Articulates a workable global vision then organizes company resources toward that common goal. Work history of provable financial results in corporate turnarounds, opening new domestic and foreign markets, and building winning teams.
Experience:
TECHNOLOGY COMPANY, Western CT February 2000 – February 2003
One of a five-member team brought in to turn around a 40-year-old manufacturer of sophisticated power conversion systems used in extreme tolerance applications ranging from Medical Imaging to Semiconductor Capital Equipment and Weapons Research.
Vice President, Marketing and Sales
Responsible for new business and opening new markets worldwide. Strategy was to develop marketing plan refocusing the company’s resources on cutting-edge OEM product development. Successfully applied extensive market research as well as international and domestic travel (up to 50%), and trade shows to learn drivers behind eight new market segments, identifying opportunities to fuel company growth. Effectively presented recommendations to Board of Directors. Targeted top performers in each market segment and approached each opportunity with a customized capabilities sell. Captured target companies with need-based solutions and a flexible business model.
Despite one of the most challenging markets in recent history, the company is well positioned to grow an additional 10% in 2003 and beyond. Six new OEM contracts captured in 2002 have an estimated potential of five times the company’s current revenue, with lifecycles spanning the next three-to-five years. These specific OEMs will give the company more than 90% market share in two highly strategic segments that the company was not involved in prior to my arrival.
The following results were accomplished without adding headcount to the marketing or sales staff and while contributing heavily to the P/L by cutting expenses in my department by 50%.
Results:
· Grew eight-figure revenue at a compound annual growth rate of approximately 35%, reflected in three consecutive years of increased revenues and profitability. Improved EBITDA from a loss of (35%) to a profit of more than 10%, making 2002 one of the best in the company’s 40-year history. Increased the backlog by a factor of five. Added 16 new OEM programs and 10 new customers to the company’s portfolio. Average order value increased by an estimated 400%.
· Increased revenue from existing accounts approximately 300% by negotiating sole source agreements and expanding delivered value.
· Diversified the company from two markets with fixed products to a customer driven organization in six markets, with applications in Medical, Semiconductor, Security, Analytical, Government and University Labs, and Industrial Test/Automation Equipment.
· Acquisitions: Assigned by Senior Management to evaluate potential product line and business acquisitions. Presented recommendations to Board of Directors and a purchase was made. Integrated the acquisition, adding a complementary standard product line to the company’s offering, and then led its growth by 250% without increasing SG&A. The IRR is more than 60% with an expected product lifecycle of five years.
· Member of Management Review Committee that drove initiatives to register with ISO9001, implement a new ERP program, reduce engineering cycle time approximately 25%, and improve manufacturing cycle time by more than 50%.
· Brought the company into a modest international presence by increasing overseas sales from less than 5% of total revenue to approximately 25% of total revenue. Added local sales and service capabilities in Europe to support further growth.
· Maintained 100% account retention by personally managing key accounts, travel, and nurturing relationships, in-house capabilities and continuous process improvements.
· Built a winning team of three internal sales and marketing professionals and developed processes focused on customer satisfaction and responsiveness.
KAYDON CORP. ELECTRO-TEC DIVISION Blacksburg, VA November 1997 - January 2000
Hired to bring leadership and growth to Space Products business segment producing high reliability mechanisms for satellites and other space flight vehicles in this eight-figure division of $250M Kaydon (KDN).
Program Manager, Space Products
Responsible for new business, contract management, and program management of design, product development, and operations in a dedicated manufacturing facility. Coordinated 15-member multi-disciplinary team. Identified new space flight programs and opportunities through participation at technical conferences, travel up to 25% and networking with organizations in Asia, Europe, and the US. Developed extensive technical proposals encompassing plans from conception through product realization. Presented solutions in coordination with system integration teams from as many as five different companies in pursuit of what was at that time, a burgeoning market racing to provide consumer broadband services.
Results:
· Grew sales approximately 300% and improved EBIT from a six-figure loss, to a profit of more than 20%. Revenues went from less than 5% of the divisions’ total sales to approximately 10% by tripling the number of production programs and improving pricing strategies. Two Space Product customers ranked in the companies top five by revenue.
· Negotiated a long-term sole source agreement with one of the three largest global providers of satellite platforms, a multi million dollar contract.
· Positioned the company to win in two independent, multi billion dollar commercial LEO satellite constellations. Provided account management for Globalstar (global satellite phone service) and Orbcomm (data and geo-positioning services) constellations.
HUBBELL INC, HIPOTRONICS DIVISION Brewster, NY September 1994 – November 1997
Opened Latin American market for this $25M manufacturer of turnkey industrial automation and test equipment, a subsidiary of $1.5B Hubbell. (HUB.B).
Regional Sales Manager, Latin America
Responsible for opening the market in Latin America, a territory consisting of 15 countries from Mexico to Chile. Used international travel up to 50%, regional marketing campaigns, and networking to grow sales. Studied Spanish as a second language.
Results:
· Sales grew from near zero to approximately $3M US by providing customers with technical consultation and testing knowledge that improved yield and productivity in their manufacturing process. Estimated market share increased to more than 40%.
· Established channels of distribution in 15 Latin American countries, including a regional service program.
· Captured contracts for large capital equipment projects including a $1.3M contract for turnkey test system in Rio de Janeiro, Brazil, complete with site planning and commissioning.
Sales Engineer
Responsible for providing international sales and marketing support to over 30 countries. Evaluated technical specifications and wrote technical and commercial proposals for large, custom turn key projects, many in excess of $1M US. Part of four-member implementation team for MRP system.
METROSONICS, INC. Rochester NY May 1992 –August 1994
Manufacturing Engineer and Sales Engineer $10M maker of portable data loggers used by construction companies for OSHA compliance and utility services for power quality measurements.
Education:
Bachelor of Science, Mechanical Engineering, Clarkson University, 1991 |
