Curt Taylor

Curt Taylor

FAQ

How do you differentiate yourself from your professional peers with the same title or same discipline?

I have always considered myself, first and foremost, a Sales Professional. I am not a former engineer, product manager, or marketing manager that has made the transition into sales or sales management. I have been involved in the business to business sales and business development environment for much of my career, with experience in direct sales, sales management, development and management of various varieties of indirect sales channels, and sales team training /development. Much of my sales management experience has been based in international settings and I thrive in challenging cultural settings. This depth and breadth of experience has given me an opportunity to excel over both colleagues and competitors.

The products I have sold have been highly technical in nature (semiconductor manufacturing equipment, semiconductor test and assembly equipment, specialty materials handling and management, and big ticket capital equipment), allowing me to develop the ability to effectively communicate highly technical information to a broad customer audience of engineers, technical professionals, and multiple levels of management.

The nature of the products and services I have sold over the course of my career in sales allowed me to develop a winning consultative sales discipline. This discipline allows me to effectively apply a repeatable and successful sales process to stand out from my peers. I have also had the opportunity to train sales teams on this process.

My experience in a new start-up company has also honed my business development skill set, as well as, coordinating product marketing, engineering, and research & development efforts with specific customer requirements. I have also had P&L responsibility for the operation of a branch office for a distributor and for a customer service center. Once again, this additional business experience differentiates my experience from others that have held similar titles.

What have you done that has caused you to stand out amongst others with your same title? Why are you in the top 10% of your profession?

My experience in training a large, international based, sales team in the application of sales as a process has given me the unique experience and exposure that a typical salesperson or sales manager would not have access to. I also had the opportunity to build a new and successful direct sales team in the Asia Pacific region after consolidation of sales channels, post merger. This included hiring new personnel, opening of branch sales offices across the region, and working closely with strategic regional customers to insure a successful transition.

What have you done that has caused your department or company to increase revenues?

In order to take advantage of the potential trends in regional growth I championed the transition to a direct sales channel from a representative/distributor channel. This was a change that internally faced resistance at the corporate level. My team and I were able to prevail based on the projected savings alone. Once the transition was in place we took advantage of focused strategic account management, localized customer service, decrease in response time, and increase in direct technical support to boost top line product revenues, as well as implementation of new service programs (and service revenues) based inside customer facilities.

What have you done that has caused your company or department to save money?

On multiple occasions, I have had the opportunity to implement programs to save money and reduce overall cost of transactions with customers. I opened a local customer service center to provide “just in time” delivery of large quantities of product to customers on a regular basis. The savings in transportation cost by bundling of orders, as well as the ability to charge for the additional service saved money through the reduction in manufacturing costs through larger volume runs. On the merger of my company with another company of equal size, but different product lines, I was charged with organizing cross training of the global sales and service teams (over 400 people) to leverage the two different product lines across our common customer base. The ability to quickly get the sales team integrated was key to a successful merger and had a direct impact on shareholder equity. During the transition to a direct sales/service channel in the Asia Pacific region we had the opportunity to reduce cost of sales by over 20%, regionally. This represented over $12 Million annually. Although this was a team effort, involving many departments (customer service, finance, field service, IT, and marketing), sales management took the lead.

What have you done that has saved time or increased work flow?

I developed a forecasting module, using Microsoft Excel and VBA, to allow automated compilation of a global 12 month rolling sales forecast on a regular monthly basis. I represented the sales department on corporate wide CRM adoption committee allowing integration of the forecast module into our SAP system. This was a large-scale effort involving over 30,000 SKUs across 4 manufacturing facilities, including international locations. I worked directly with our corporate information technology group to install a secure instant chat service that allowed sales administration, customer service, and sales personnel to communicate across the region (offices in Shanghai, Beijing, HsinChu, Seoul, and Korea) quickly and effectively.

Objective

To take advantage of an opportunity which combines my extensive, high-level sales and business development skill set, with my unique experience, to develop and manage a winning global sales team.

Summary

Sales executive with a 20 plus years of experience in high technology capital equipment sales. Broad international experience and industry contacts worldwide with additional focus in China, Taiwan, Singapore, Korea, and S.E. Asia. Skilled team builder and manager in challenging and diverse locations.

  • Over 20 years of sales management and business development experience
  • Ten years experience in building, developing, and motivating international sales teams and channels
  • Proven track record of delivering revenue growth
  • Start up venture experience; including putting together Joint Development Agreements and Memos of Understanding with strategic development customers and partner organizations
  • Oversee and managed product development, market research, and analysis
  • Extensive business and management skill set, includes P&L responsibilities
  • Experience in various sales force automation and CRM systems applications

Interest

- Actively involved as a amateur weather enthusiast. Have built a professional level weather station and built a custom data collection and distribution device using a Raspberry Pi embedded control. Post current weather and trends to my own web site (www.rivermile7.com) as well as Weather Underground, AWEAKAS, and CWOP.

- Live on a river in the Northwest, active kayaker and fisherman

Skills

Skills

Sales Training and Development

Was directly responsible for training a combined team of sales professionals, applications engineers, and regional management personnel in strategic sales and negotiation processes. During both pre- and post merger developed and implemented product cross training for a global sales and marketing team of over 450 participants. This worked expedited the smooth integration of the new company. Established company wide sales training and development programs that extended into the engineering and product management teams. Implemented and managed a Sales Training database to provide post-training support and reference. Worked on team to research, evaluate, select and install Sales Force Automation systems and integrate into SAP CRM. Provided consultative services to various companies on competitive analysis, strategic sales plans, and sales team analysis.

Business Development

Directed sales and marketing within new start up company. Took company from pure research mode to receipt of first purchase orders for product. Implemented Joint Development Agreements to take product through early learning and then to beta test phase. This endeavor required multiple meetings with 'C' level customer management at some of the worlds largest memory manufacturers to obtain formal Memo of Understanding and develop a strategic partnership. Additionally, I worked close with the engineering team to define customer product requirements. Worked on commercial agreements with primary vendors as custom processes were being developed. I developed J.I.T. delivery and stocking agreements with key customers to insure consistent supply of mission critical materials. Also developed a profitable materials recycling program, from scratch, to handle used materials and remove from the secondary market and customers waste streams.

Sales Management

Building winning sales teams is what I do. I have broad international experience, with much of that time spent in the Asia Pacific market, organizing, training, then motivating diverse sales people. My team in Asia eventually became responsible for generating revenues in excess of 36% of the company total (<$270M US) 2 years after took the region to a direct sales model. As well as direct sales I have extensive experience in managing indirect, manufacturing representative, and distributor channels. I have implemented  new distribution contracts and worked with manufacturing reps on successful new product releases.

Sales

Strategic Account Management and Planning Large Account Management Practices Build deep and long term customer relationships Driven to understand and leverage customer concept Competitive Analysis Negotiation Excellent Communicator Team Builder, both External and Internal resources Ethical Decision Maker Highly Organized and Process Driven

Work History

Work History
Apr 2011 - Apr 2013

Director of Sales

Pneu-Logic Corp.

- Lead sales and marketing efforts at factory automation start up venture

- Start up and implementation of SalesForce.com

- Established formal pipeline, including capturing leads from web and social media sites

- Expanded sales channels, brought new manufacturing reps and large national industrial distribution into new sales channels

- Represented company at trade shows

2007 - Apr 2010

Senior Director of Sales & Marketing

Advanced Inquiry Systems, Inc.

- Development of sales strategy, including market analysis and development.

- Focus on beta site development and evolutionary product roll out.

- Successful closure of multiple joint development agreements and follow on purchase orders for demonstration system placement in customer facilities.

- Drafted and executed sales channel distribution agreements

- Worked closely with engineering and R&D to develop and author comprehensive market requirements documentation.

- Worked with outsourced vendor to prepare for customer audits of process and capabilities.

Sep 2005 - Sep 2006

Sr. Director Sales Process and Training

Entegris, Inc
- Post merger development and roll out of standardized sales process systems to global sales team. - Selection, procurement, and implementation of SFA systems to support established processes. - Development of product training programs and product cross training to leverage new global sales force post merger. - Management of online sales resources, database development (Lotus Notes) and other web resources to support implementation of processes. - Client Associate for Miller Heiman Strategic and Conceptual Selling training programs.
Sep 2000 - Sep 2005

Sr. Director of Sales Asia Paicific

Entegris, Inc
- Regional sales management responsibilities for all company product lines revenues in Asia Pacific region, exceeding $115 million. - Focused on building a direct sales force in countries previously covered by representative sales organization and distributorships. - Developed new markets in Peoples Republic of China. Opened representative offices in Shanghai and Beijing. - Extensive experience in Japan and South Asia (Taiwan, Thailand, Malaysia, and Singapore) semiconductor and rotating memory media markets. Global traveler with excellent professional contacts in all major industry regions worldwide. - Sales training in project management techniques and strategic sales processes. Adopted, trained, and coached sales processes based on Miller Heiman principles and techniques. - Implemented team based negotiation strategies to meet and exceed corporate gross margin and revenue growth targets. - Developed and managed regional sales compensation programs.
1995 - 1999

Director of Sales

Empak

Education

Education
2002 - Present

BA

University of Phoenix
1989 - 1993

AA

Diablo Valley College

Portfolio