Track record of success building and leading revenue and profit growth from start-up businesses to rapid growth to a $170M Global enterprise. Background includes development of sales & marketing initiatives, and decisive leadership of Global Sales, Marketing, and Technical Service. Visionary with keen perception and understanding of business development through implementation of agile business practices grounded in continuous improvement concepts.Exceptional communication skills, team motivator, and proven high level sales closer.
2007 - 2009
Vice President of Sales and Marketing
Vice President of Sales/Marketing - Ran $70M sales organization. Innov-X (I-X) manufactures field-based X-ray fluorescence (XRF) analysis instrumentation. Managed a staff of (65) including (6) Sales Directors, (5) Product Marketing Managers, and offshore locations in Singapore, Hong Kong, Moscow, The Netherlands, South Africa, Dubai, and Sydney Australia.
Products include portable units as well as process integrated solutions and capital equipment. Products sold into highly diverse markets including scrap metal recycling, mineral exploration (mining), land management, oil and gas, electronics and apparel manufacturing.
¨ExpandedInnov-X business by 50% year-over-year
¨Developed entirely new distribution structure to handle company strategic initiatives in newproducts. These markets have the potential to grow the company 300%. .
¨Rebuilt marketing organization and established several new functions. Established a marcommfunction, which previously did not exist, and implemented company’s first branding effort
¨Significant acquisition of Australian company doubled sales to mining sector
1999 - 2007
Vice President of Sales and Marketing
Vice President of Sales/Marketing & Field Operations - Ran $170M Sales & Marketing for RVSI’s Semiconductor Equipment Group products including lead, grid, and wafer scanning products, media transfer and BGA ball placement equipment for semiconductor assembly/test operations.
Directed a staff of (45) including (3) Sales Directors, (1) Service Director, (2) Product Marketing Managers, and (3) offshore locations in Singapore, Taiwan and Japan.
¨Expanded RVSI’s market share position through worst industry downturn in history to 80% Share.
¨Won key evaluation at Motorola, establishing RVSI for Next Generation Chip – $10M business
¨Successful penetration of three new product lines to Intel with Revenue potential of $5M.
¨Rebuilt marketing organization and established several new functions including regionally based Product Marketing Team, Technical Product Sales team, dedicated Applications Engineering functions for lead and wafer products and traveling Technical Support Specialists for long-term quality improvement assignments.
¨All done in support of an unprecedented ramp in business from annual run-rate of $6M to $170M
¨Created & launched RVSI corporate brand campaign, “RVSI Ready”
Vice President of Strategic Business Development - Determination and direction of strategic initiatives including M&A (sale of three divisional business units) and introduction of a substrate scanning system.
¨Introduction of WS series product line
¨Key team member seeking sale of RVSI’s SEG division – three offers procured.
¨Successfully divested of two businesses in preparation for sale of SEG
¨Successfully integrated product of an acquisition (Abante Technology).
¨Successful product introduction of substrate Inspection product developing entirely new market segment and placing tools in companies previously unknown to RVSI
¨Successful Product Introduction of Wafer Inspection product.
¨Won IBM Best of Breed for 300mm wafer bump inspection tool.
¨Placed tools in TSMC, SPIL, Motorola, ASE, AMD, Micron, Flip Chip Technology, Shinko
(Japan), and others.
¨Developed and executed a three phase marketing plan for the WS Series product. Phase I led to near 100% share for target segment.
¨Achieved fifty percent higher margin in WS Series products.
1997 - 1999
Sr. Director of Product Sales
Senior Director of Product Sales - Ran $100M sales and marketing for KLA-Tencor’s Film Measurement Division (Prometrix Products)
¨Grew FMD from #2 to #1 worldwide market share position.
¨Developed and implemented new forecast procedure.
¨Increased forecast accuracy by over 100% and reduced old A/R by 50%.
¨Implemented new organization for worldwide sales of FMD products including creation of new positions in Taiwan, Korea, Europe and domestic USA.
¨Won IBM Best of Breed evaluation for thin film metrology (Selected as Sole Source supplier for next three years); sold the first Prometrix tool into TSMC (Taiwan); sold the first Prometrix tools into China (PRC) (NEC Hua Hong, Motorola Mos 17); won major evaluations at Samsung
(R&D pilot, SAS-Austin and 300mm Pilot).
¨Successful completion of two NPI’s for 300mm generation tools. Released in a competitive marketplace, both tools were brought to the position of market leaders.
¨Member of corporate “QTIP” Team--worked with outside consultant to improve K-T’s
“Quote To Invoice Process”.
1996 - 1997
Vice President of Sales and Marketing
Kayex - A Unit of General Signal
Vice President of Sales & Marketing - Ran field operations of a $50M business unit. Developed 5 year strategy plan including NPI for 300mm product line, JV in China, reorganization of sales/ marketing/customer service functions, and creation of Process (Applications) group.
¨Successfully completed NPI of KX300 tool for 300mm generation. Released in a competitive marketplace, the KX300 became – due to market dominance – the only viable 300mm Czochralski furnace.
¨Streamlined order entry process to cut all lead times by two weeks; created two new positions within the Customer Service area, improving customer response time by 100%; redesign of machines for standardization to cut lead-time for <200mm>
¨Achieved first sales of Kayex machines to Russian Republic.
¨Secured agreement with Kayex competitor to prevent their expansion into new product line.
¨Developed strategy for acquisition of competitor--acquisition completed, giving Kayex
70% market share.
General Manager/Director (Kayex Zheda Electromechanical Co., Ltd.) 1996 – 1999
Zhejiang Province PRC. JV with Zhejiang University Machine Factory (ZUMF) builds and
sells two of Kayex’s four products. This was a $5M joint venture in Hangzhou, China
¨Create and implement business development strategy including sales organization, export plan and sourcing strategy for Kayex main factory (in USA).
¨Successful technology transfer--first tools built with no significant quality issues.
¨First 200mm tool sold in PRC.
¨First successful export (to Taiwan) of Kayex Zheda equipment.
¨Sourcing activities reduced Kayex (Rochester factory) COGS by up to 25%.
¨Member of Board of Directors.
1987 - 1996
Western Regional Manager
JEOL USA, Inc.Palo Alto, CA1993-1996
Western Regional Manager-Managedsales and marketing of electron beam equipment (including research Grade SEM, TEM, SPM and Surface Analysis Tools as well as Semiconductor Research and Manufacturing Equipment). Western Region comprised of (5) Districts within western 1/3 of US. Annual revenue=$30M.
¨Western Region took new Defect Review SEM to a competitive marketplace in 1993 and attained share of >85% by 1995.
¨Secured first business at key accounts including Intel, ST, Cypress, IDT, Fujitsu, NEC, Micron, AMD, and NSC.
¨Reorganization of Western Regional Office including hiring new sales personnel, relocating apps
engineers, development of formal structure for reporting of won and lost orders as well as
tracking of all prospects in the Region and implementation of cross territory strategies for
securing semiconductor accounts.
¨Implementation of sales training for Western Regional Sales Managers. Worked with trainer to
develop course appropriate for JEOL’s marketplace and assisted in expansion of course to the
national level for entire JEOL sales group.
District Sales Manager - Managed sales of JEOL products in the New York Metro, New Jersey, Pennsylvania, Georgia and Florida areas.
¨Increased revenue and market share in New York area for four consecutive years.
¨Achieved $5 million in sales (80% market share) in last full fiscal year in the territory.
¨Secured first ever JEOL instrumentation at various AT&T sites (Red Hill, Allentown, Reading);
Rutgers University, NJIT and Georgia Tech.
1986 - 1987
Regional Marketing Coordinator
Dictograph Security Systems
Regional Marketing Coordinator - Directed new franchisees in the technology, and selling/marketing methods of the parent company. Position was the culmination of 7years in electronic security.