Resume - Sales professional for over 20 years. Selling tangibles and intangibles into tec...

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Resume #63305

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SUMMARY OF EXPERIENCE

Seasoned Semiconductor/electronics sales professional, with vast experience and knowledge of building customer relationships, managing complex sales processes and managing a sales team on a global basis. I have a strong knowledge of semiconductor processing, photolithography and photomasks. I have a proven track record with awards for salesman of the year in multiple years, highest revenue producer and multiple, Sales Manager of the year awards. Demonstrated ability to penetrate customers from a local level to a global level. Key skills include:

Account Management Client Relationship Management Account Optimization
Bids and Proposals Competitive Analysis Contracts and Negotiations
Customer Relations International Business Development Forecasting and Budgets
Incentive Programs Key Account Management Market Segmentation
Pricing Strategies Presentations Sales/Marketing Campaigns

SELECTED ACCOMPLISHMENTS

Business Development
Penetrated large new customer who had worked with competitor for seven years. Created ally to help put a qualification plan together. Prepared and presented a qualification plan and the value proposition. Result: Won qualification approval and completed qualification in four months. This led to $2M account in year one.

Locked up a sole source contract with a large IDM customer. Prepared a proposal for a five year sole source supply agreement. Met with the customers' executive management and made the proposal. Result: The proposal was selected and all revenue from the sold division was kept. This was a $4M/ year account.

Developed a new market for company outside its traditional markets. Negotiated with operations and engineering to achieve new process for new markets. Result: $1.2M in new revenue for the first year and the highest single product margins in the company.

International Business Development
Penetrated global accounts with large customers who had global operations where we only had domestic business. Developed a plan with deliverables and timelines to penetrate global operations. Presented the plan and gained support from customers' corporate office. Made visits to customer operations around the world. Result: Within six months began qualification effort in Europe and produced $1.5M in new revenue in year one.

Penetrated China operation. Developed a supply plan to the Chinese operations, making several trips to China to establish the relationship. Result: Company became the first and only supplier to the new Chinese factory resulting in $1.2M in new revenue in the first year.

Bids and Proposals
Prepared and proposed a technology partnership to customer R&D group who was partnered with a competitor. Wrote and presented the proposal and designed presentation slides. Result: Agreement was accepted. New business generated over $4M in first year of a five-year agreement. Technology relationship between the two companies became very close and collaborative.

Won a significant technology project. Developed and presented a proposal that gave customer creative options. Customer chose the variable option (lower initial cost) and did eight more iterations of the design. Result: Product margins over 70%.

Policies/Procedures
Developed procedures and policies to reduce A/R over 90 days. Scheduled meetings with major customers A/P departments and set up a system aimed to reduce delinquent payments. Result: Over 90 day delinquencies reduced from 4% of sales to less than 1% in year one. In year two over 90 delinquencies were negligible.

Pricing Strategies
Developed and implemented pricing guidelines, policies and procedures. Created class categories and cost points in guidelines in collaboration with operations. Result: Increased gross margins 5%

Client Relationship/Key Account Management
Organized internal meetings with engineering and operations to brainstorm solutions for customer who had its R&D budget slashed but still had important deliverables. I presented our solution to our customer. Result: Allowed customer to increase design iterations at a reduced cost by 70%. This won my company the vast majority of prototype designs.

Reacquired a major customer. Made several visits to customer and proposed plan for reserved capacity. Result: Rebuilt broken relationship at several levels. Customer agreed to re-qualify and generated over $4 million.

Sales/Marketing Campaigns
Increased sales and revenues. Promoted to Vice President of Sales for the North America division. Created strategic customer profiles for penetrating strategic customers. Result: Increased revenues from $100M to $140M.

Increased market share. Signed multi-year contracts with multiple customers in the region.
Negotiated settlement on dispute of $1.2M in scrapped product. Negotiated settlement down to $400k through discussion and mediation. Result: Increased regional market share from 25% to over 50%.

Start up Sales office
Selected and negotiated office space. Hired eleven people including customer support and applications engineering staff. Result: Fully operational staff in place to serve local customers in operation six months after opening office. This office generated over $4M in its first year. Several years later the company opened a manufacturing site in the same city.

PROFESSIONAL WORK EXPERIENCE

Photronics, Inc., Austin, Tx.
Vice President—North America Sales (Corporate Officer) 2002-2007
Director of Sales 1997-2002
Regional Sales Manager 1988-1999

Microfab Systems Corp., Palo Alto, Ca
Account Manager 1985-1987
Metrology and Process Engineer 1981-1984

NBK Corporation, Santa Clara, Ca.
Print Line Manager 1980-1981
Engineering Services Technician 1979-1980

EDUCATION

San Jose State University majoring in Marketing
Attending University of Phoenix MBA program completion 09/2008

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