Work History

Work History

Account Manager – Acquisition; Corporate Accounts

Acquisition sales focusing on identifying, targeting, qualifying and closing new IT business opportunities in the Medium Business Division within a named set of 75 accounts in the Carolinas territory.

Key Achievements:

  • Manage $45M in annual sales thru acquisition and growth of development accounts at 35% average margin against revenue
  • Prospected and closed $12M in incremental annual run rate revenue across three new design projects during H2FY09 and H1FY10 challenging economy
  • Closed multiple opportunities ranging from $50K to $3M per quarter of new incremental run rate business; sample accounts  include Cisco IronPort, Symantec, Fluke Networks and Hitachi.
  • Manage sensitive product transitions across large account base, alleviating operational and financial impact to OEM customers estimated at $2.5M in savings across account set
  • Drive deliverables among cross functional teams allowing customers to successfully meet time to market goals that are critical to their resale objectives and revenue streams
  • Acquisition - Displaced competition in five new accounts - resulting in $3.63M annual revenue
  • Acquisition - Grew largest acquired account, BMW, from $150K to $925K in four quarter's revenue growth
Dec 2004 - Present

Account Manager - Industry Solutions Group

Plan, manage, forecast and drive sales initiatives utilizing Salesforce CRM within complex OEM accounts that customize, brand and integrate Dell enterprise hardware for tier one security and network optimization appliances. Manage thru active engagement with Dell Engineering, OEM Product Group, Factory Integration, Marketing and Global field resources to enable the overall continuity of deliverables over the life span of the Dell product.  Includes resolving complex product transitions and worldwide regulatory requirements.  Contributed to planning and execution of financially driven Quarterly Business Reviews to C-level executives regarding Dell's performance and relationship.

Oct 1997 - Dec 2004

Territory Manager


Business development focused on technical solution sales and support of Ultra High Purity process gas and chemical delivery systems and related equipment to semiconductor OEMs and End Users. Remote office operation with territory responsibility including the central and eastern US and Canada.  Trained technical users on appropriate system set up, configuration and use.

Key Achievements:

  • Grew account penetration in Texas region for 150% year over year growth ($1.2M to $3.0M revenue) FY98 to FY99
  • Surpassed sales forecast at 125% for FY01 to FY02; lead sales team in new account acquisition
  • Expanded direct sales team by opening branch in New England; signed 3 channel reps for Southeast regional growth strategy; resulted in $1.25M sales revenue first year
  • Developed standardized pricing model realizing margin growth of 3% YOY; implemented rollout to sales team
  • Conceptualized and oversaw development of TCS vapor delivery system for retrofit in-situ fab environment - first year revenue sales of $500K
Sep 1996 - Oct 1997

Eastern Regional Sales Manager


Territory development and channel management of twenty-two distributors and manufacturers representatives for the specification of gas mass flow control instrumentation to semiconductor OEM and End User customers. Remote office operation with geographical territory responsibility covering New England and the Mid-Atlantic states. Forecast responsibility to Director of Sales thru funnel management with direct customers, reps and thru continuous driving of deals.

Key Achievements:

  • Increased regional sales from $750K to $1.35M - 83% growth
  • Participated in Emerson Electric Company's yearly divisional business presentation to then Chairman and CEO, Chuck Knight
  • Conceived and implemented trade-in program to pull competitors' products out of targeted accounts
Sep 1994 - Sep 1996

Outside Sales Representative


Outside sales for regional service provider of Ultra High Purity gas interconnect systems to semiconductor OEM customers. Reported directly to President of company.

Key Achievement:

  • Initiated and negotiated long-term field service contract with Varian Semiconductor Equipment Associates for cross platform upgrades of aging customer toolset gas delivery systems - $1.2M per year
Jun 1983 - Aug 1994

Sales and Project Manager



1989 - Present

Bachelors of Business Administration

University of Lowell

Completed degree while working full-time
Jun 1985 - Present

Associates of Science

New Hampshire Technical College

Completed degree while working full-time

Core Competencies

  • Solution-based Consultative Sales
  • Customer Acquisition & Retention
  • Relationship and Account Management
  • Business Development
  • Strategic Planning
  • Technical and Mechanical Proficiency

Professional Development & Affiliations

Sales and Management Development Courses

Managerial, Time Management and Organizational Seminars

Sales Professional

Semiconductor  ·  Flow Components  ·  Capital Equipment  ·  Technology  ·   Software  ·   Hardware


Highly efficient, effective and results driven sales professional with over 15 years strong business expertise and industry diverse knowledge and experience.  Recognized for engaging and resolving complex account strategies; task oriented; consistently exceeds expectations.  Strives to be well-versed and proficient in all assigned projects ; aspiring to high standards. Communicative via all media and effective in negotiations; relationship builder conversant with persons of all levels and backgrounds.