609-414-5788 Lake Elsinore, CA 92530 [email protected]
SALES | BUSINESS DEVELOPMENT | MARKETING | PRODUCT MANAGEMENT Successful Sales/Marketing/Business Development/Product Management professional, with outstanding results in large and small high tech companies. Proficient at developing and maintaining strong customer relationships, sales strategies and results. Proven, hands-on, leader who sells, hires, trains and coaches top producing sales teams and consistently meets or exceeds sales plans. Successful selling direct or in all sales channels including Reps, Distributors, VARs, and System Integrators. PROFESSIONAL EXPERIENCE DRANETZ-BMI, Edison, NJ 2003 – 2011 Vice President, Sales & Marketing Successfully revamped and re-energized the sales organization. Hired exceptional sales management for Europe. Hired exceptional sales management for Asia. Successfully launched new products into the worldwide market place – fastest order ramp-up in company’s history. Successfully expanded Sales Channels to include Distribution, a first for Dranetz-BMI. Key wins at target customers with, Test & Measurement Instrumentation products. Successfully reorganized Eastern and Central U.S. Sales coverage and management team. Double digit sales growth over prior year. Successfully sold/marketed Power, Power Quality, and Energy Management, Test & Measurement Products to Utilities, Data Centers, Facilities Management, Healthcare/Hospitals and Smart Grid and Alternative Energy Markets, such as Solar and Wind Power.
LAMINA, INC, Princeton, NJ 2002 Vice President, Sales Successfully launched this new start-up’s sales efforts. Immediately booked orders, launching direct business with major customers. Key design wins in the RF Microwave, Optical, Laser and Communications markets. Set up sales network: hired world-class Manufacturer’s Reps in key markets. Hired exceptional direct sales team. Major contributor to the Marketing effort, with Marketing and Communication material development, advertising & trade show success. DATARAM CORP, Princeton, NJ 1999 – 2001 Vice President, Business Development and OEM Division Successfully started new OEM Division with total Division responsibility. Drove sales to $5M in first year, $15M in second year, with only 2 direct sales people. Personally defined all products for the Division. Created and aggressively managed Business and Marketing/Sales plans to achieve desired results. Set up the sales network; hired effective (direct and manufacturers’ representatives) sales team. Built team that empowers members to exceed goals. Won business with personal involvement in the sales process and customer base. Exceeded sales, profits and margin goals that the Division was based on. Successful Product/Inventory management for the Division. Active involvement in choosing and managing the Supplier base.
CYPRESS SEMICONDUCTOR, Laurence Harbor, NJ 1996 – 1998 Director, Sales Led the worldwide team that re-established Lucent Technologies as Cypress’ number one account with sales of $30M. Developed sales strategy and penetration plans to maximize efforts and increase penetration and sales across entire product line. Product line includes wireless communication, optical communication, networking, PHY, ATM & SONET/SDH, PLD, FIFO, RAM, USB, optical products including optical transceivers, framers, SERDES, SAR, and many clock and timing products. Successfully established executive management relationships to develop a close partnership for increased participation in future programs.
AT&T/LUCENT TECH MICROELECTRONICS, Berkeley Heights, NJ 1995 – 1996 Vice President, Sales Achieved record sales growth to OEM Customers in Eastern and Central US and Canada, and to North American Distribution. Grew sales to AT&T/Lucent national accounts. Drove sales to exceed $300M, to become world leader in Data communication and Telecommunication semiconductors and systems including network communication, wireless, access, broadband, DSP, ASIC, FPGA, fiber, opto electronics, lasers, laser modules, fiber amplifiers, receivers, transmitters, standard, custom, and many other products, including hardware, software and IP. 1982 – 1995 TOSHIBA AMERICA ELECTRONIC COMPONENTS, INC., Irvine, CA Vice President, Sales 1989 – 1995 Increased sales from $500M to $1.6B in semiconductor products through Strategic Account program maximizing sales, improving productivity and lowering costs. Developed strategic account program that achieved record growth in sales and strengthened customer relationships in a broad range of products (DRAM, SRAM, NV memory, ASIC, Gate Arrays, Standard Cells, COT, foundry, MPU, logic, discrete, bipolar, power devices, opto electronic communication products including lasers, optical transmitters, optical receivers, couplers, LED and many other products). Dramatically increased sales of all products and improved productivity through Representative and Distributor network by establishing individual programs, giving access to on-line information and training. Achieved record sales growth by actively managing and personal selling to strategic accounts, including sales presentations, contract negotiations and supplier selection decisions. Developed strategic accounts customer satisfaction program resulting in continuous performance improvement, increased design wins and greater sales penetration. Developed and effectively managed a hybrid sales organization of 160 Direct Sales and also Manufacturers’ reps to achieve this record growth. Director, Memory Marketing 1986 - 1989 Achieved the #1 status in the worldwide memory business with sales of $500M by leading the explosive growth of the company’s memory business through effective market analysis, product specification and personal involvement in developing customer relationships. Developed and implemented memory major account program, which established long-term customer relationships. This focus on the stable customer base was the key factor in the company’s growth and profitability.
Director, Marketing 1982 - 1986 Created the company’s marketing organization and implemented a business plan to market and specify the full range of semiconductor products utilized in North America. Grew sales from $25M to $200M. Established the company’s position as a market leader by working closely with the customer base to sell existing products and develop specifications and designs for next generation products that the customer needed. Started the company’s ASIC business, which later expanded worldwide to become one of its largest sales and profit centers.
EDUCATION MSEE/CS, University of Pennsylvania, Philadelphia, PA BSEE, New Jersey Institute of Technology, Newark, NJ