OBJECTIVE
Experienced, professional, sales and general management executive with a test instrumentation and internet protocol background seeking a executive world wide sales/marketing management position with a progressive manufacturing company.
PROFESSIONAL EXPERIENCE
Global Test Representatives, Inc, Saint Petersburg, FL 2003 to 2006
A privately funded start-up; Global Test Representatives, Inc. began operations in the fall of 2003 and grew to $3 million in annual sales by 2006. The company represented principals in the US and Europe. The principal business focus was upon the marketing of testing and measurement equipment, including monitoring systems for telecommunications networks and wireless (RF and Wi-fi) applications. Markets served included public telecommunications providers and privately held equipment manufacturers throughout China.
President
• Prepared the business plan and financial projections, then negotiated representative agreements with principals that complemented the company’s total solution offering.
• Developed and implemented the marketing plan that successfully took on the established market leaders such as Agilent, Spirent, and Anritsu with improved product features, on-time delivery, and superior customer service, growing the company from zero to $3 million in less than 3 years.
• Recruited, trained, and directed the activities of sales agents despite cultural barriers, foreign customs, exchange rate fluctuations, and language challenges.
• Negotiated financial terms with principals in the US and Europe after careful evaluation of their product offerings in order to complement and strengthen the sales portfolio.
• Implemented a total marketing program, including (i) a comprehensive website that immediately began generating leads for the company's products and systems; (ii) an advertising and promotional campaign including direct mail, email blitzes, telemarketing, and technical presentations.
• Identified targets, and negotiated and completed successful strategic agreements with niche product manufacturers to complement the company’s sales portfolio and central theme of total single source customer solutions.
• Developed and implemented financial systems for the company including financial reporting, cash and asset management, accounts receivable, accounts payable, and payroll.
Digital Lightwave , Inc, Clearwater, FL 1998 to 2003
A privately funded start-up that became the #2 growth stock on NASDAQ in 2000 with a 2600% share appreciation; DLI began operations in 1995, and grew to $104 million in annual sales by 2000. The company developed and manufactured portable SONET, SDH, and network monitoring testing and measurement equipment for rates from DS1 to OC 192. Markets served included telecommunications providers, telecommunications equipment manufacturers, Federal, state and local government, Department of Defense, Department of Energy, and NSA agencies. Geographies addressed included the Asia Pacific, Latin America, Europe, the Middle East, and North America. Sales were less than $2 million when I joined the company in 1998.
Vice President, Sales (2000-2003)
• Established business development strategies for a 20 member sales force, ultimately leading them to deliver in excess of $100 million in annual revenue.
• Selected to represent the company in discussing directions and strategies with Wall Street analysts, ultimately leading to a share price appreciation from $2 to $150 per share within two years.
• Managed and negotiated 2 acquisitions to expand the product offering. Trained and mentored the sales teams in offering complete solutions, enabling the company to recoup acquisition investments within 1 year.
• Successfully represented the sales and marketing department through the ISO 9001 certification process. Audited sales and order management processes, improving customer satisfaction and the timeliness of orders.
• Established distribution channels throughout Asia Pacific and Latin America, and set-up the support organization.
• Grew international sales revenue from zero to $3 million within an 18 month period by collaborating with key worldwide customers and in-country technical representatives. Created a marketing plan for each region, identifying targeted customers, and built strategic relationships with key customers that enabled the company to lock out competitors.
• Accurately forecast monthly, quarterly and annual account opportunities and revenue streams, and presented to the CEO and CFO.
• Mentored sales personnel and monitored their performance against sales targets. Teamed with them in securing business with customers, and implemented new sales strategies and processes to improve hit rates and revenue streams.
• Executed on-site executive customer briefings to further establish relationships deep within customer organizations.
• Promoted to Vice President from Director after 11 months with the company.
Director, Sales (1998-1999)
• Developed and mentored a new sales team, growing sales at 100% per quarter for 8 consecutive quarters
• Was the Only member of sales department to earn the President’s Club sales performance award three times.
• Developed and implemented an inside sales group for telemarketing lead generation and lead referrals.
• Generated over $2 million in revenue within my first quarter with the company, where the company’s total annual sales had previously been $2 million per year, prior to my joining the company.
• Implemented performance management program to drive account managers and district managers to exceed targets.
• Established a model for account managers, enabling them to run their territories like their own business units. Set metrics for cost-per-order-dollar (CPOD) performance related to individual revenue.
• Defined, developed, and implemented strategic sales and marketing objectives and action plans for addressing competitive market conditions and achieving sales growth.
Tektronix , Inc, Beaverton, OR 1988-1998
A public company founded in 1946 with $1 billion in annual sales; the Company develops and manufactures testing and measurement equipment and monitoring systems for military prime, and subcontractors, telecommunications providers, and equipment manufacturers, integrated circuit manufacturers, and any company that does electric design and production. Whenever you view a Web site, click a mouse, make a cell phone call, or turn on a TV, you touch the work of Tektronix.
Region Manager, South Central (1995-1998)
• Promoted to Region Manager as a result of my successful leadership of the Southern California branch, demonstrated by coaching, developing, and motivating team members.
• Produced annual sales of $50 million in the South Central region, while maintaining a budget under $2 million, increasing the profitability of the company.
• Established a quarterly phone blitz program to reconnect with past “B&C” grade customers.
• Assigned individual budgets to each team member, resulting in more conscientious spending.
• Led the 15-state South Central region, 40 member, team.
• Established new college hire trainee and Junior Military Officer (JMO) recruiting programs, allowing me to economically add field sales positions, resulting in deeper account penetration.
• Attained or surpassed sales objectives.
• Earned the distinction of Executive Master, as a result of qualifying for Masters performance program three times.
Branch Sales Manager, Southern California (1994-1995)
• Promoted to Branch Manager as the result of outstanding performance as a Senior Account Manager.
• Accelerated the time to close sales orders within the branch by setting earlier quotation expiration dates.
• Appointed by the CEO to the Transformational Management Change Steering Committee.
• Trained and mentored account managers, and teamed with them in making customer calls, enabling rapid training of solution selling techniques.
• Led Large Account Management (LAMP) and Strategic Selling 2-day sessions for senior account managers in Monterrey, CA.
• Successfully led the initiative that yielded 100% of branch account manager target attainment, by establishing metrics for the number of appointments per day and per week expected.
• Invariably attained or surpassed branch sales objectives of $17 million annually.
• Grew branch revenue significantly at Maquilladora accounts (Mexican border manufacturing plants).
Senior Account Manager, (1993-1994)
• Exceeded my $3 million sales target by providing finely tuned features and benefits sales presentations, earning Masters performance recognition by the company.
• Was the top producer for systems sales in 1993, bringing in over $2 million in systems business. This was accomplished by understanding the cost of developing custom systems “in house” by the customer, allowing me to propose Commercial Off-the-shelf (COTS) systems at a significantly lower cost, and higher test throughput.
• Penetrated the Northrop B-2 program, capturing over $1 million in revenue through a turn-key hardware and custom software testing system to measure fiber optics performance against our toughest competitor, Hewlett Packard.
• Mentored new account managers in lead generation, selling techniques, and company product applications.
• Generated leads by introducing new products and technologies to customers through “Lunch and Learn” programs.
Account Manager, (1988-1993)
• Successfully established Tektronix as the preferred vendor at Hughes Aircraft Space and Communications Divisions, their Electro-optical Division, and their Radar Systems Divisions.
• Developed key executive level relationships based upon my expertise and reliability.
• Recognized for accomplishments, qualified for the Masters performance award twice within a five year period.
John Fluke Mfg , Inc, Everett, WA 1986-1988
Fluke is a major manufacturer of bench and portable testing instrumentation, including cable testers, calibration instruments, clamp meters, data acquisition, digital multimeters, earth ground and electrical testing tools, HVAC tools, insulation testers, and oscilloscopes. Their client base is very wide, including virtually every industry that employs any kind electrical testing equipment. Fluke had approximately $250 million in annual sales during my tenure.
Staff Engineer, (1986-1988)
• Designed a data acquisition board for a next generation product within 6 weeks, employing the latest design tools and techniques.
• Wrote demonstration software and engineered the hardware displays for the Western Region Airstream bus.
• Established and grew relationships with key contacts within the government and defense sectors, including prime military contractors, military bases, and DOE facilities throughout the Western US.
• Met face-to-face with over 7,000 customers per year, with the demonstration Bus tour.
• Assembled the 8840A digital multimeter on the assembly line during holiday breaks.
• Demonstrated Fluke’s new 12 inch touch screen industrial display employing “soft keys” and software to replace hardware switches and gauge faces, to the military and energy customers.
Education
University of Southern California, Los Angeles, CA
Masters of Business Administration (MBA), Finance and Marketing
Cogswell College North, Kirkland, WA
Bachelor of Science, Electrical Engineering
University of South Florida, Tampa, FL
Bachelor of Arts, Chemistry` |
