Managed computer products marketing, sales, and technical support. Accountable for sales growth, supplier relationship management, strategic and tactical planning, product pricing and availability, promotion of products, and technical training of sales force.
·Increased sales revenue by 37%, $9.5 million, in 1999 through the development and implementation of systems integration solutions.
·Key suppliers managed: Adaptec, Fujitsu disk drives, Intel CPU and systems, Motorola VME, NEC displays, Quantum disk drives, SanDisk, Seagate disk drives, Sharp Electronics displays.
·Developed and implemented the strategic business plan for a new business segment.
·Hired and developed a dedicated computer products sales team consisting of 4 people.
·Effectively led an 18 member, nation-wide, cross-functional task force consisting of sales, marketing, project management, operations, and engineering. Assignment taken on at request of company president.
-Formally recognized and awarded by division president for “commitment and dedication” in this leadership role.
-Drove standardization of integration processes within Arrow’s 3 system integration centers.
-Developed, implemented, and conducted a highly interactive, company wide systems integration training encompassing integration capabilities, action item responsibility assignment, and solution selling and negotiation skills.
-Increased sales by 19% and profitability by 5% through the sale of value-added services.
Product Marketing Manager – Semiconductors/Computer Products, 1993-1996 (reporting to the regional vice president)
Managed a staff of 17 Product Managers and Product Marketing Assistants responsible for over $400 million in sales. Accountable for supplier sales growth, relationship management, strategic and tactical planning, product pricing and availability, promotion of products, and technical training of sales force.
·Key suppliers managed: Adaptec, Altera, AMD, Fujitsu, Intel, Motorola, National Semiconductor, NEC Displays, Philips Semiconductor, Quantum, SanDisk, Seagate, Sharp Electronics, Texas Instruments,
·Developed and implemented tools to maximize profitability and improve efficiency through exception reporting and long range planning.
·Increased sales by 67% in 1995 while increasing marketing expenses by only 12%.
·Successfully served as corporate product manager on a special task force assignment leading to promotion to product marketing manager.
Area Sales Manager, 1988-1993 (reporting to the general sales manager)
Developed and managed a team of 8 salespeople responsible for over $54 million in sales annually to OEMs and VARs.
·Consistently grew sales and market share at a rate faster than the company and region; grew regional share of sales from 25% to 50%.
·Implemented customer value-added processes and procedures resulting in greater key account penetration, customer loyalty and dependence on Arrow Electronics.
·Developed the regions 2 largest customers through value-added services: Cisco Systems, Compression Labs.
Sales Representative, 1985-1988 (reporting to the area sales manager)
Created a new account base through follow up on leads and cold calling on OEMs and VARs.
·Grew sales from a $35K per month run rate to over $700K per month.
·Consistently grew sales in excess of 100% per year.
·Ranked monthly as one of the top 3 salespeople in a field of 30, based on total sales.
·Won “Pacesetter Achievement” award 7 times.