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Summary

CAREER PROFILE

Senior-level executive sales, marketing, and business development leader with 15+ years of hands-on experience developing and executing business development strategies that drives growth in revenue, profit, market share, and customer acquisition. Leverages comprehensive business experience, entrepreneurial vision, and strategic thinking to create and lead best-in-class teams.

Dynamic leader who thrives on the challenge and gratification that comes from creating, growing, and managing a team. Anticipates and responds to customer and market needs while initiating innovative solutions that position businesses as industry leaders.  Creates cultures of opportunity with proven success in driving value for shareholders, customers, and employees through adaptable and relatable leadership across several industry verticals.


Tenacious in developing new revenue opportunities with excellence in initiating and implementing change management. Inspires creativity, accountability, and teamwork while encouraging professional development. Assesses situations and creates profitable solutions quickly and cost effectively.

 

CORE COMPETENCIES

Sales management, revenue generation, consultative selling, sales operations, P&L management, strategic planning, cross-functional team leadership, team building, leadership development, new business development, revenue analysis, budgeting, forecasting, business strategy, business planning, change management, strategic partnerships, marketing strategy, market penetration, sales operations, channel partner development, contract negotiation, turnaround, and Microsoft Office Suite.

CAREER HIGHLIGHTS

  • Achieved a 36% increase in year-over-year sales within the first 120 days at GERSTEL. Increased quotes to new customers 130%, increased the close ratio 27%, grew net profit 17%, reduced field service calls 15%, and provided an 8% reduction in inventory the following year.
  • Grew annual sales 28% over 3 years, to $90M from $70M in both new and mature markets for Plastican.
  • Generated $3M of new revenue at 14% net profit with new products in an overlooked niche market worth $95M growing at a 13% CAGR at QA Technology Company, transforming an $8M erosion in core product sales.

 

Please contact me at [email protected] for VP/Senior-Level Sales, Marketing or Business Development opportunities.

Work experience

20162018

Director of Sales Americas

GERSTEL, Inc.

Led a 32-person sales team; developed new business; and drove sales growth in current and adjacent market for the Americas Division of GERSTEL, GmbH, a capital equipment analytical instrumentation company with 160 employees.  Responsible for the revenue generation of all instrument sales in North America, Central America, and South America through both direct and indirect sales channels, including manufacturer’s representatives and distributors. Served on the executive management team and the Board of Directors (BOD). Recruited by the President.

 

  • Achieved a 36% increase in year-over-year sales within the first 120 days in the position; and transformed a broken sales infrastructure into a sales culture based on expectations, accountability, and transparency by devising and rolling out new and scalable sales processes, sales procedures, sales methodology, and sales training.
  • Increased quotes to new customers 130%, increased the close ratio 27%, grew net profit 17%, and reduced field service calls 15% the following year by crafting and executing a new 3 prong sales plan; which provided a more strategic focus to the sales team, and greater capability to identify, qualify, and close opportunities.
  • Obtained results in 2017 on par with 2016 despite an industry decline of 12%, quota increases of 6%, and corporate’s expectation that the 17% shortfall from 2016 would be captured in 2017 by leading, coaching, and holding the team accountable to deploy the new planning, training, customer reengagement, and business development processes.
  • Built a granular sales forecasting tool that provided an 8% reduction in inventory and provided accuracy to enterprise resource planning (ERP) by devising and implementing new protocols for customer relationship management (CRM).
  • Replaced 40% of direct sales associates and eliminated sales team attrition by recruiting and developing new sales talent; and groomed one sales associate for a regional manager role who had no previous management experience.
20062016

Senior Director of Sales and Business Development & Principal

RBR Development Company

Secured business for a Strategy, Business Management, Sales and Operations Improvement Firm.  Led restructuring programs and built turnaround plans in sales, marketing, and operations that increased revenue, restored profit, grew market share, reduced costs, and increased operational efficiency for Original Equipment Manufacturer (OEM) Business-to-Business (B2B) and Business-to-Consumer (B2C) companies primarily in the scientific instrumentation, medical device, life science, test and measurement, and semiconductor industries.

Select engagements:

Plastican, Inc. – Devised a turnaround plan for a global products company that served the industrial, commercial, and consumer markets at the request of the President & CEO.

  • Grew sales 28% over 3 years, to $90M from $70M by rationalizing product lines; targeting new markets; diversifying revenue streams; restructuring sales, marketing, customer service, product development, manufacturing, and operations; and transforming the corporate culture to customer-centric and market responsive from techno-centric and operations driven; which provided for the acquisition of the company at an impressive multiple over market EBITDA.

MSI – Transformed the business plan for an early stage sub $5M life science company upon request of the CEO.

  • Projected a revenue increase of 100% and market share growth of 20% over 3 years by developing and implementing a strategic plan along with an organizational redevelopment plan that instilled order, accountability, and best practices in the executive, finance, sales, marketing and product development functions; creating and instituting a sales plan based on solution selling; and introducing new products into both current and new markets.

Paricon, Inc. – Developed a plan to restore sales and provide revenue growth in new markets for a sub $10M development stage semiconductor test products company at the request of the CEO & Founder.

  • Implemented a solution within 45 days that projected an increase in revenue of 38% in domestic and international sales and a decrease in operational costs of 18% over 2 years by standardizing the product lines of its esoteric technology; restructuring sales and marketing; penetrating new markets; streamlining operations; and scaling manufacturing capacity; which allowed the company to attract outside funding to support its growth.

Fluidnet Corp. – Outlined growth pathways for applications in new markets for a pre-revenue, venture capital backed medical device company. Became Vice President of Market Development at the invitation of the CEO & Co-Founder.

  • Developed and implemented business plans for sales opportunities in the Department of Defense (DoD), Emergency Medical/First Responder, and Home Healthcare markets. Led business development, product safety, and product platform expansion that leveraged their core technology.  Co-authored the proposal for DoD funding; developed and implemented Food and Drug Administration (FDA) compliant design, documentation and manufacturing procedures.
20022006

Director of Sales and Marketing - IntegraMate Interconnect Group

QA Technology Company, Inc.

Led programs to provide additional diversification in products, markets, and revenue streams for a $25M automation equipment, connector, and test products company with 40 employees in the medical device, scientific equipment, factory automation, military, defense, aerospace, test and measurement, mass interconnect, contract electronic manufacturing services (CEM/EMS), semiconductor test, and printed circuit board industries.  Promoted into the role.

  • Built 2 new customer bases with 400+ accounts within 2 niche markets valued at $245M growing at a 10% CAGR by crafting and implementing product sales, product marketing, product development, product branding, product launch, key opinion leader (KOL) development, and the patent protection strategy for a new product portfolio whose product design was backwards compatible with those of an entrenched competitor.
19972002

Director of New Business Development

QA Technology Company, Inc.

Achieved revenue, market, and product diversification through organic product development and inorganic merger, acquisition, licensing, joint venture, and partnerships. Championed change leadership; changed culture to solution-based and consultative from product-based and transactional. Recruited by the President & Founder.

  • Generated $3M of new revenue at 14% net profit with new products in an overlooked niche market worth $95M growing at a 13% CAGR, transforming an $8M erosion in core product sales, by developing and introducing 3 new semiconductor test product families; leading product sales, product marketing, and product development programs for new products that were produced via high-volume automation, their core competency.

Education

Executive Development Program - Mini MBA Program - Certificates in Leadership, Management, Finance, Marketing, Sales, Strategic Planning & Negotiation

American Management Association

Audited MBA Coursework coincident with PH.D. program

University of Rochester Simon Business School

Doctor of Philosophy (Ph.D.)

University of Rochester

Master of Science (M.S.)

Columbia University

Bachelor of Science (B.S.)

University of Rochester