SENIOR SALES & MARKETING EXECUTIVE – U.S. & WORLDWIDE
PROFILE
Distinguished 20+ year career is highlighted by continual advancement and achievements in driving sales and marketing strategies, programs and initiatives generating fundamental growth and returns. Expertise in OEM and Channel sales with an international perspective through having comprehensive experience in worldwide sales environments. Accomplished in building, strengthening and leading the sales and marketing function, opening new markets and forging, strengthening, and protecting key account relationships.
Sales & General Management Qualifications:
• P&L Management
• OEM / Channel Sales / Marketing Management
• Sales and Business Development
• Budgeting & Expense Control
• Strategic / Market Planning
• Turnaround Leadership
• Contract Structuring & Negotiations
• Key Account Management / Retention
• New Business & New Market Development
• Team Building and Motivating
CAREER HIGHLIGHTS
• Developed and implemented a worldwide OEM and Channel sales and marketing strategy that produced 17% year-over-year growth to $295 million.
• Spearheaded an OEM / distribution strategy that grew annual sales 277% over three years to $50 million.
• Led a successful turnaround in EMEA that generated the first two consecutive quarters of revenue growth in a three-year period.
• Developed a successful indirect selling capability and culture within a direct fulfillment company.
• Ignited account sales from $88,000 per month to $1.1 million per month over a seven-month period.
PROFESSIONAL EXPERIENCE
LSI LOGIC INCORPORATED; Milpitas, CA. 2003 to 2006
Senior Director – Worldwide Channel Sales – Irvine, CA
Brought on board by this $2 billion company to serve in a newly created position with responsibility for elevating the board level LSI brand, awareness and revenues to OEM’s and channel partners worldwide. Responsibilities encompassed all Tier 2 & 3 OEM, distribution, VAR, government and retail accounts and field marketing activities. Managed an 18-person worldwide channel sales and field marketing team, in addition to 18 rep firms in the U.S.
• Grew annual sales 277% to $50 million by developing and executing an effective OEM/distribution strategy.
• Increased SCSI RAID market share from 5% to 55% by creating a focused OEM account strategy.
• Drove channel brand awareness and competitive positioning by originating new packaging and kit products.
• Initiated and contributed to the implementation of a third-party POS and inventory control system to improve reporting/tracking capabilities to OEM and distribution partners.
ADAPTEC INCORPORATED; Milpitas, CA. 1996 to 2003
Achieved several promotions at this $600 million company which provided storage solutions that reliably move, manage, and protect critical data and digital content. Software and hardware-based solutions were delivered through OEMs and channel partners to provide storage connectivity, data protection, and networked storage to enterprises, government organizations, medium and small businesses, and consumers worldwide.
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Vice President – Worldwide Channel Sales – Foothill Ranch, CA (2002 to 2003)
In charge of all regional OEM, distribution, VAR and retail sales and marketing initiatives focusing on the Americas, EMEA, Japan, and Asia-Pacific. Led an 85-person global team (including VPs of Sales) responsible for sales, regional marketing, and demand generation. Managed a $14 million sales expenses budget and a $7.2 million marketing budget. Full P&L responsibility.
• Increased revenues 17% to $295 million by spearheading a comprehensive worldwide OEM and Channel sales and marketing strategy.
• Collaborated with marketing on the development of worldwide marketing plans that included centralized billing and control capabilities.
• Orchestrated the introduction of products that generated up to 80% gross margins, including RAID, External RAID, U320, and a wireless line of retail products.
• Accelerated retail sales 62% by hiring retail Sales Directors in Europe and the Americas.
Vice President – Sales, Americas & EMEA – Camberley, England (2001 to 2002)
Relocated to England with the mandate to turnaround EMEA sales and operations. Extensive focus on managing all sales and marketing activities, driving changes in OEM / distribution sales and marketing, structuring new contracts, secured new OEM and Channel partners and implementing a legal coverage model for the region. Full P&L responsibility for $231 million in revenues and for the sales expense and marketing budget.
• Generated the first two consecutive quarters of EMEA revenue growth in three years.
• Revamped the distribution strategy from a Pan-European to a regional focus, and consolidated distributors from 90 to 55 for greater focus and revenue per distributor.
• Developed a sub-distributor program, and new distributor and sub-distributor contracts. Negotiated with and signed all defined partners.
• Increased effectiveness of marketing programs by revising reseller and distributor incentive programs.
• Strengthened productivity by initiating changes in sales and marketing personnel, and formulated a process to effectively leverage U.S. resources.
Vice President – Sales, Americas – Foothill Ranch, CA (2000 to 2001)
Assumed responsibility for the overall coordination, management and leadership of all regional OEM and Channel sales activities (distribution sales, retail sales, field sales, and FAEs) in a $133 million region comprising Canada, the U.S., and Central/South America. Managed a $4.5 million sales/marketing expense budget, and managed 35 employees. Held P&L accountability.
• Developed and implemented the OEM and Channel sales and marketing strategy for each region.
• Determined regional OEM requirements, and developed and implemented an effective coverage model.
• Aligned focus on the retail segment as requirements changed and successfully opened Canadian retailers.
• Refined the engagement process in collaboration with marketing and the business units to decrease time to market and time to volume.
• Enhanced product knowledge of field sales, OEM’s, resellers, distributors, and FAE teams by providing additional training as the product set expanded.
Director, Americas Channel Sales – Foothill Ranch, CA (1998 to 2000)
Promoted to manage all aspects of distribution sales in the U.S., Canada, Central, and South America representing $170 million in revenues.
• Exceeded revenue targets through management and implementation of sales strategies and motivating and leading teams to maximize sales.
• Reduced expenses 9% by consolidating U.S. and Canadian distribution.
• Grew reseller sales 28% by developing an inside sales and VAR team that focused on the segment.
• Developed a government sales capability to expand our presence in this vertical market
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Manager, U.S. Distribution – Irvine, CA (1996 to 1998)
Recruited back by the company to provide leadership and direction to a 24-person U.S. distribution team. Established, directed, managed, coordinated, and evaluated varied components of distribution sales activities and programs; full responsibility for $250 million in revenues.
• Successfully penetrated the retail channel by rebuilding the Americas sales team to include retail.
• Consolidated U.S. distribution from 18 to 12 distributors increasing distributor focus and commitment.
• Accelerated distribution sales growth by developing/implementing an incentive-based rebate program for distributors.
DIGITAL EQUIPMENT CORPORATION; Maynard, MA 1994 to 1996
National Account Manager – Irvine, CA
Recruited by Digital for my OEM / Channel expertise to transition current OEM accounts to channel support and fulfillment model and to drive new OEM / Reseller sales. Key representative consulting with both new and established OEM / Channel customers on PC and server solutions to meet their needs. Worked to identify new account opportunities while deepening existing relationships, and served as a key liaison to provide a robust communication channel with national accounts.
ADAPTEC INCORPORATED; Irvine, CA 1992 to 1994
District Sales Manager
Targeted, penetrated, and grew revenues with OEM, industrial and commercial distribution accounts in a 5-state southwest region.
• Fundamentally increased Merisel revenue from $88,000 per month to $1.1 million per month in a seven- month period.
• Increased OEM sales 42% in FY94.
LEADING EDGE PRODUCTS; Newport Beach, CA 1991 to 1992
Major Accounts Manager
Held responsibility for the ongoing development, management and maintenance of major OEM, reseller and mass merchant accounts. Managed day-to-day account activities and nurtured, cultivated and grew account relationships.
Early Career (1986 to 1991): NEC Technologies; Irvine, CA. Began as Southwest District Manager for OEM disk drive and printer sales, promoted to Major Account Manager for distribution in the Southwest and advanced to become Senior Account Manager with OEM and resellers in the Southwest with this leading technology provider of PCs, servers, disk drives, printers, network and visual display solutions.
EDUCATION / ADDITIONAL INFORMATION
• B.S., Marketing – Northern Illinois University – DeKalb, IL
• Naval Air Training Command – Naval Air Station Memphis – Millington, TN
• Sergeant, Aviation Electronics Technician (Depot Level Avionics Repair) – U.S. Marine Corps, Marine Air Wing – Naval Air Station Alameda, CA
• Private Pilot, Airplane Single engine land and sea, instrument rated. |
