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Sales Manager

Location:
Bayport, NY
Posted:
October 08, 2012

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Resume:

john taverna

Email: abos5h@r.postjobfree.com

Address: PO Box 741

City: bayport

State: NY

Zip: 11705

Country: USA

Phone: 631-***-****

Skill Level: Management

Salary Range: 150

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

JOHN J. TAVERNA

260 Connetquot Road * Bayport, NY 11705 * 631-***-**** mobile * abos5h@r.postjobfree.com

SUMMARY

A senior level, results-oriented, Technical Sales Management professional with experience in Industrial, Commercial, and Consumer Electronics industries. Extensive experience in all facets of sales/channel management and in developing and implementing highly successful sales, business development, customer penetration, and marketing programs. Strengths include a strong customer focus, solution selling, communication/presentation skills, and a keen ability to foster customer and channel relationships.

Technical Sales/Marketing * Business Development * Leadership * Presentations * Training * Negotiation

PROFESSIONAL EXPERIENCE

GAINSPAN Inc., San Jose, CA 2009 to present

`Intel spin-off start-up low-power, embedded WiFi dual ARM-core SoC/Module semiconductor company.`

Director of Sales, North America

* Directed all sales activities, including Sales Channel consisting of North America Sales Representatives and Distributors to penetrate key accounts while positioning WiFi Technology into Personal Medical, Smart Energy, Commercial/Building Automation, Industrial, and Consumer Markets.

* Drove and Managed the Sales Funnel to win key designs at major strategic Fortune 100/200 companies in focus application markets in a start-up environment.

* Developed significant $MM sales pipeline/RTP revenue from zero in less than three years.

* Directed Field Technical Resources, executed C-level management presentations, negotiated partnerships.

FREESCALE SEMICONDUCTOR Inc, Hauppauge, NY 2005 to 2009

`$5 Billion sales revenue leader in innovative semiconductors for Automotive, Embedded, and Communication global markets.`

Manager East Region, Americas Market Development

* Managed a team of four Field Technical Marketers and Technical Product Specialists to optimize and achieve new business, market, and customer penetration. Extracted customer requirements to distill silicon level definitions for new products. Supported MidAtlantic and Northeast Regions to position new products and technology to achieve design wins, assist the sales process, and support Field Application Engineering. Directed a global team to develop Market Requirements for Point of Sale Equipment, presented findings/recommendations to executive staff, and earned recognition for milestone achievements. Measurably impacted new business totaling over $20M of incremental design-wins. Provided key contribution in the new product solution selling process.

* Americas Team Lead for the development of Global Market Requirements for new product positioning/enablement in Factory Automation (Programmable Logic Controllers/Industrial Networking), Ethernet AVB, Wireless, and Point of Sale Market Segments.

PARAGON SOLUTIONS GROUP Inc, Holbrook, NY 2002 - 2005

Director New Business Development

* Principal Owner/Partner of this Business Consulting Firm executing manufacturing/business process improvement analysis, training, and methodology design to the Industrial Electronic OEM Market. Consulted for Lean Methods, Value Stream Mapping, Engineering Design Process Optimization, Change Management, and Employee Motivation. Grew business to $200K annual gross sales run rate.

NU HORIZONS ELECTRONICS Inc, Melville, NY 2001

Director Consultant Design Services

* Created and Managed an International Design Consultant Program to capture multi-socket, silicon design-wins. Blueprinted and developed methods and content for seminars, design certifications, application forums, and extranet consultant resource site. Negotiated value-content with endorsing manufacturers: Xilinx, ST, Cirrus and Hitachi. This program positioned this Electronics Distributor as an innovative industry leader within our market/customer base and semiconductor principals.

UBICOM Inc, Mountain View, CA 1998-2001

`Start-up high performance, embedded RISC Communications and Internet controller semiconductor company`

Eastern Area Manager, US and Canada

* Directed, managed, motivated all sales and technical activities, 10 Manufacturer`s Rep Territories (50 salespeople) and VAR/Distribution (40 salespeople) for US East Coast and eastern Canada. Focused, directed and incentivised two Field Application Engineers. Hired and fired Reps. Tracked design activity and developed forecasts. Performed technical sales and applications in start-up environment.

* Designed and executed strategic account penetration plans and managed strategic relationships to achieve significant revenue design-wins at key Fortune 100 Companies: Motorola, IBM, Tyco/DSC, GE, Honeywell, Invensys, Adtran, Nortel, Pitney Bowes, Symbol Technologies, Whirlpool.

* Directed East Coast OEM account activities: positioned embedded Internet connectivity, wireless and networking technology solutions, developed sales strategies, and designed technical presentations.

* Exceeded assigned budgets/quotas while growing revenue over 35% QTQ. Consistently lead peer group in design win, revenue (Area produced > 50% of total world-wide revenue), and POS growth.

MICROCHIP TECHNOLOGY Inc., Chandler, AZ 1992-1997

` Dynamic and innovative leader in microcontroller, memory, and analog semiconductor products for the Consumer, Industrial, and Medical Markets. `

Regional Sales Manager, MidAtlantic Region (1995 -1997):

* Directed all Regional OEM and Distribution sales activities, three Manufacturer`s Sales Representatives, Distribution Manager, two Field Application Engineers and two Administrators.

* Grew regional sales revenue over 120% ($4 MM to $10 MM), while company growth was at 20%.

* Grew strategic OEM account base by designing and executing penetration plans and successfully negotiating new business at major OEM`s.

* To evaluate, focus, prioritize sales activities and technical resources, I structured a Sales Rep Review/Training Process and business `Chase List`, improving efficiency and field resource ROI.

* Managed OEM/Distribution business to produce 6-month rolling forecast, booking/billing analysis, design-win cycle time reporting, sales rep/distributor performance review and training, customer presentations, business strategies/negotiations, sales promotions and Distribution programs.

Regional Application Manager (1994 -1995):

* Managed corporate/regional application functions and five field application engineers.

* Developed, planned and conducted WW Sales Conference and Training Workshops, world-class Technical Seminars, Certification Programs, Application Notes, Trade Shows, New Product Collateral, Recognition Awards.

* Successfully executed new product definitions, vertical target market penetration strategies, advertisement programs, competitive analyses and positioning philosophies.

Field Application Engineer/ Sr. Field Application Engineer (1992 -1994):

* Supported Sales Representative territories to eliminate all technical obstacles to the sales process via technical product seminars, customer presentations, development tool demo`s, design reviews, application proposals, and debugging customer design issues.

* Responsible for winning cornerstone designs at strategic multi-million dollar OEM and Tier One Distribution customers through innovative application recommendations and support.

PARKER Inc, Smithtown, NY 1984-1992

Engineer/SR. Engineer/Project Engineer:

* Developed electronic systems for commercial, industrial, aerospace, and military markets.

* Key contributor within company: embedded design, hardware/software systems architect, project manager, and `New Business Design Proposal Team` member. Managed development program timelines, budgets, and deliverables.

* Hardware/Software design and test for VME110 MC68000 Flight Navigational Computer System.

* Developed design expertise in the application of MCU`s, DSP`s, FPGA`s, LCD & TFT active matrix displays, photo-electronics, sensor technologies, ADC/DAC, intrinsic-safe design methods, power-line modems, RTOS, assembler programming, and manufacturing processes.

EDUCATION:

State University of New York at Stonybrook, Stonybrook, NY

BS Electrical Engineering (member of Tau Beta Pi & Eta Kappa Nu honor societies)

Dowling College, Oakdale, NY

MBA 16 credits completed (Focal interest on finance and marketing - ongoing)

Freescale Semiconductor Inc.

Pragmatic Marketing - Practical Product Marketing Strategies

Miller Heiman Conceptual and Strategic Selling



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