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Summary

Senior-level leader who develops and executes business strategies that drives growth in revenue, profit, market share, and customer acquisition for startup, growth, and established companies within high-tech industries through adaptable, relatable, and repeatable leadership.

Seasoned executive who leverages comprehensive business experience, entrepreneurial vision, and strategic thinking to create and lead best-in-class teams.  Anticipates and responds to customers’ and markets’ needs; initiates innovative solutions that position businesses as industry leaders; and creates cultures of opportunity.

Multicultural background; tenacious at developing new revenue opportunities; initiates and manages change; inspires creativity, accountability, teamwork, and encourages professional development.  Assesses situations and creates profitable solutions quickly and cost effectively.

 

CORE COMPETENCIES

Sales Management

Consultative Selling

Channel Development

New Business Development

Revenue Generation

Budgeting & Forecasting

Market Penetration

Marketing Strategy

Sales Operations

Team Building

Team Leadership

Talent Development

Performance Management

Change Management

Account Management

Customer Engagement

Strategic Alliances

P&L Accountability

Strategic Planning

Training

Business Strategy

Data & Business Analytics

 

CAREER HIGHLIGHTS

  • Created and implemented sales plans that increased quotes to new customers by 130%, increased the close ratio by 27%, and increased net profit by 17%.
  • Developed and introduced a plan that increased sales to $90M, a 28% increase over 3 years; leading the company to be a successful takeover target.
  • Transformed a 30% sales erosion in core product sales into the acquisition of ~$3M of new revenue at 14% net profit with new products in a new market worth $95M growing at a 13% CAGR.

 

Please contact me at 603-205-1226 for VP or Senior-Level Sales opportunities.

Work experience

20162018

Director of Sales Americas

GERSTEL, Inc. (The Americas Sales Division of GERSTEL, GmbH)

Recruited by the President to serve on the executive management team; lead, strengthen and manage the sales team; develop new business; and drive sales growth in current and adjacent markets.

Maintained full responsibility for revenue generation of all GERSTEL, GmbH systems in North, Central and South America through direct and indirect sales channels, including manufacturer’s representatives and distributors.

  • Obtained leadership approval and rolled out repeatable and scalable processes, procedures, and training within the first 120 days that provided a 33% increase in YOY results relative to immediate previous years.
  • Transformed a broken sales infrastructure into a culture based on expectations, accountability and transparency.
  • Crafted and executed a sales plan that increased quotes to new customers by 130%, increased the close ratio by 27%, increased net profit by 17%, and reduced the number of repeat field service calls by 15%.
  • Introduced new training and coaching programs, and transitioned the team to work with customers as strategic business partners which provided more focus and a greater ability to identify, qualify, and close opportunities.
  • Achieved results in 2017 that were on par with those in 2016, despite an average industry decline of 12%, an increase in the sales quota of 6%, and management’s expectation that the 17% shortfall from 2016 would be captured in 2017.
  • Instilled an account management mindset and emphasized increased interaction between the sales team, our customers, and the company’s scientific support personnel which improved customer goodwill.
  • Devised and implemented new protocols for the CRM which increased the granularity and accuracy of the sales forecast, improved the accuracy of resource planning, and provided an inventory reduction of 8%.
  • Recruited and developed new sales talent; eliminated sales team attrition; replaced 40% of direct sales associates; and groomed one sales associate for a regional manager role who had no previous management experience.

 

20062016

Sr. Director of Sales & Business Development

RBR Development Company

Secured new business for RBR Development Company and served as principal strategist to build and lead sales turnaround plans for OEM B2B & B2C client companies.

Led multiple sales, restructuring, and planning programs which resulted in increased sales, profit restoration, greater market share, and improved operations at reduced cost.

Select engagements included:

Recruited by the President & CEO of Plastican to develop strategies to restore sales and enter new markets.

  • Identified the need to diversify revenue streams and restructure sales capture methodology.
  • Developed and introduced a plan; garnered buy-in from company leadership to target new market segments and restructure sales, marketing, and customer service.
  • Drove sales to $90M, a growth of 28% over 3 years, leading the company to become a successful takeover target, acquired at an impressive multiple over market EBITDA.

Tasked by the CEO of MSI to transform and instill accountability into the sales and product development functions.

  • Identified a dysfunctional team with no strategic direction. Developed and introduced a strategic and tactical blueprint for sales capture and organizational redevelopment that instilled order, accountability, and best practices.
  • This plan was accepted by the CEO and put the company on a course projected to increase revenue by 100% and market share by 20% over 3 years.

Asked by the CEO & Founder of Paricon to build a strategy to restore revenue and provide growth in new markets.

  • Investigation revealed a lack of strategic growth and scalability planning for sales. Developed and presented a solution within 45 days to standardize products and improve sales operations while removing growth obstacles.
  • The plan enabled the company to attract outside funding based on a projected increase in top-line revenue of 38% and a decrease in operational costs of 18% over 2 years.

Invited by the CEO & Co-Founder of Fluidnet to be Vice President of Market Development, tasked to expand sales into the Department of Defense (DoD), Emergency Medical/First Responder, and home healthcare markets.

  • Developed and implemented strategic and tactical plans. Led business development, QA, QC, product safety, and product platform expansion that leveraged their core technology.
  • Co-authored the proposal for DoD funding; Delivered and implemented FDA compliant design control, documentation and manufacturing procedures.
20022006

Director of Sales and Marketing - IntegraMate Interconnect Group

QA Technology Company, Inc.

Promoted by the President to lead the sales, marketing, product design and manufacturing development efforts for the IntegraMate Interconnect Group.

  • Identified new markets; created and managed multiple product portfolios that had to be backwards compatible with the products of an entrenched competitor; implemented product development, KOL, and patenting strategy.
  • Crafted and implemented all marketing, sales, product development, branding and launch plans. Managed a matrix organization and trained the field sales team, which consisted of both direct and indirect sales channels.
  • Built 2 new customer bases with 400+ accounts within 2 niche markets valued at $245M with a 10% CAGR, resulting in additional diversification of products, revenue streams and markets.
19972002

Director of New Business Development

QA Technology Company, Inc.

Recruited by the President & Founder to provide revenue, market, and product line diversification as the market for its single mature product line was only growing at a 1.7% CAGR.

  • Identified an overlooked and untapped market; and led the sales, marketing, product design, and manufacturing efforts for a new product family that could be produced via high-volume automation, their core competency.
  • Developed and introduced new products that transformed a 30% erosion in core product sales into the acquisition of ~$3M of new revenue at 14% net profit in a niche market worth $95M growing at a 13% CAGR.

Education

Doctorate

University of Rochester

Objective

Challenge, growth, and the ability to make immediate and major contributions that yield lasting value are my prime motivators.  My interest lies in an executive or senior level functional leadership role in Sales, Marketing, or Business Development within a start-up to a $300M company, or a division of a larger organization.