PROFILE
Dynamic, results-oriented senior executive with experience in all aspects of US and International Sales and Marketing of high-growth tech hardware and components into optics and photonics markets. Especially adept at bringing emerging technology into new application areas.
• Key player in taking high-growth photonics company (New Focus) through a highly successful IPO and acquisition (Bookham Technologies).
• Proven track record of success in both large multi-national companies as well as high-growth start-ups.
• Strong international experience both in establishing sales and distribution channels as well as managing international divisions (Bookham, Zurich High Power Laser Diodes).
• Strong customer orientation developed from field sales background, coupled with excellent presentation skills honed at frequent Board of Directors, Venture Capitalist as well as key industry meetings.
• Proven ability to manage complex, highly technical sales and marketing organizations with 10-40 people, as well as lead cross-functional teams through difficult operational and strategic planning.
PROFESSIONAL EXPERIENCE
Axsun Technologies, Billerica, MA (2005-Present)
Vice President, Worldwide Sales & Marketing
Axsun Technologies is a 110-person, venture-backed, pre-IPO manufacturer of MEMS-based complex micro-optical modules and systems. Axsun’s industry leading optical channel monitor has earned #1 market share in the telecom market while its Near InfraRed (NIR) spectrometers have earned product innovation awards for Axsun and their customers in Pharmaceutical, Petrochemical, Medical and Homeland Security markets.
As a member of the Executive Management Team, responsible for all aspects of sales and revenue generation, product strategy, product marketing, applications development and customer support.
Key Accomplishments
• Grew revenue an average of 40% per year, nearly doubling revenue in 2 years
• Won largest contract in company history with Fortune 100 company for development and production of OEM spectral engine for material identification application in Homeland Security market.
• Won OEM contract with Fortune 500 system manufacturer for supply of Near Infrared (NIR) spectrometers for pharmaceutical blending application. Product won R&D 100 award as one of the most innovative products of the year.
• Developed corporate story and presented to venture community in support of $15M financing round completed in November 2006.
• Drove corporate strategic planning process and introduced Marketing Requirements Documents as a process through which new opportunities were evaluated.
• Developed business and product plan for Handheld NIR Material Identifier. Product introduced in March 2007, won Pittcon Editors Choice Honorable Mention as one of the most innovative products of the year.
• Hired and managed a direct staff consisting of field sales, product marketing, field applications and marketing communications.
• Originally hired as VP. Sales, promoted to VP, Sales & Marketing 6 months after hire.
• Frequent Board of Directors presentations on revenue generation and projections, key customer engagements and market strategies
Bookham Technologies/New Focus, Inc, San Jose, CA (1997-2005)
Vice President, Worldwide Sales, Industrial and Defense
Bookham (Nasdaq: BKHM) is a publicly held, $200M manufacturer of lasers, optical components and photonics for telecom, semiconductor capital equipment, biotech and defense markets. In March of 2004, Bookham completed the acquisition of New Focus, Inc.
New Focus (Nasdaq: NUFO), prior to the acquisition, was a publicly held, $ 50M manufacturer of lasers, photonics and fiber optic solutions for semiconductor capital equipment (SCE), telecom and biotech markets. During my tenure, New Focus grew from a private $14M company, through an IPO to a peak revenue run rate of $250M/yr.
Reporting to the Chief Commerical Officer or the CEO (at New Focus), responsible for top line world-wide revenue generation for Bookham’s $40M Industrial and Defense business, P&L and Product Marketing responsibility for the High Power Diode Laser product line as well as corporate Marketing Communications.
Key Accomplishments
• Post the acquisition of New Focus by Bookham, took over responsibility for all Bookham’s sales into Industrial and Defense markets. Successfully drove Bookham products into new Tier 1 OEM accounts in Industrial Laser as well as Biotech Instrumentation market.
• Achieved design wins at 100% of targeted tier 1 companies in the semiconductor capital equipment (SCE) and biotech segments. Revenue from these new customers drove 245% increase in company revenue in these market segments.
• Post acquisition of New Focus by Bookham, took over full P&L and Product Marketing responsibilities for Bookham’s Zurich-based High Power Diode product line. Drove strategy to penetrate industrial laser markets, resulting in design wins at the top 4 identified accounts (2 in Europe; 2 in Japan).
• Took on role of co-general manager with full P/L responsibility for New Focus’ Photonics Test & Instrumentation division in February 2000. Exceeded plan and grew revenue by 125% (to $ 50M) while beating operating income targets by over 8 points.
• Through critical hires, established strong presence in Japan at Tier 1 Industrial Laser and SCE manufacturers, penetrating this market at 2X the market share of competitors.
• Created and implemented web-based forecasting tool for worldwide sales team resulting in 30% increase in quarterly forecasting accuracy. In addition, forecasting methodology enabled direct revenue analysis by channel, geographic region and market.
• Key member of the team that took New Focus through an IPO in May 2000.
Director, Worldwide Sales, New Focus, reporting to CEO (2002-2004)
Co-General Manager, Photonics Test & Instrumentation Div, reporting to CEO (2000-2002)
Director, Sales & Marketing, PTI Division, reporting to VP Sales & Marketing (1998-2000)
Big Sky Laser Technologies, Inc., Bozeman, MT (1991-1997)
Director, Sales & Marketing
Responsible for Sales & Marketing for a 40 person, $10 million international laser manufacturer. Company markets its products to OEM’s and end users in the medical, scientific and military industries.
Key Accomplishments:
• Average annual sales growth of 62%; total sales growth of 1009 %.
• Created and implemented Strategic Plan to target products, on an OEM basis, to medical device manufacturers. Increased OEM sales from 0% in 1991 to over 80% in 1996 while increasing total sales by 1009 %.
• Invited speaker at LaserFocus’ "Medical Laser Marketplace Seminar"
• Co-authored invited articles in Photonics Spectra and BioPhotonics magazines.
Texas Instruments, Inc., Dallas, TX (1984-1991)
Mechanical Engineer/Project Manager
Project Manager responsible for four different defense laser systems in development and/or production. Responsibilities included technical leadership in support of production and product improvements, direct supervision of 10 engineers and technicians, resource allocation, budgeting and forecasting.
EDUCATION
Southern Methodist University, Dallas, TX MS, Engineering Management
Tulane University, New Orleans, LA BS, Mechanical Engineering |
