Bob Bauer

Email: abqmn6@r.postjobfree.com

Address: ***** ***** ******

City: West Linn

State: OR

Zip: 97068

Country: USA

Phone: 503-***-****

Skill Level: Director

Salary Range: > $250,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Bob Bauer

23000 South Bland Circle West Linn, OR 97068

503-***-**** cell abqmn6@r.postjobfree.com

EXECUTIVE PROFILE

Executive Sales Leadership Customer Relationship Management

Global Sales Operations Technology Solutions P&L Responsibility

A high performance, sales leader and operations executive with extensive years of success leveraging business acumen to develop business relationships, garner new markets, and increase market share. Results focused and applies process and passion which drive sales teams to higher performance.

Leads strategic initiatives ensuring effective solution-oriented interactions between sales, marketing, service teams and customers to create and maintain competitive advantages. Boldly seeks out issues that inhibit high performance and develops solutions which improve the bottom line to create sustainable revenue streams. Extensive qualifications in the following competencies:

Sales Team Training Staff Supervision

Account Management Process Improvement

Global Sales Programs Market Analysis & Strategies

Performance Management Contract Negotiations & Closing

Strategic & Operational Planning Project Management & Implementation

CAREER SYNOPSIS

Agilent Technologies, Santa Clara, CA - division sold (2010) to JDSU, Milpitas, CA 1999-2013

NORTH AMERICAN STRATEGIC PROGRAMS SALES MANAGER / N. A. SALES MANAGER - JDSU (2010-present)

Responsible for the North American program for a new breakthrough technology.

Designed and launched global sales program for Smart Optics solution.

Designed and implemented Strategic Planning process for North America.

Designed account management review process - applied globally.

VICE PRESIDENT, NORTH AMERICAN SALES MANAGER FOR THE NETWORK SOLUTIONS DIVISION - AGILENT TECHNOLOGIES ( 2009-2010)

Responsible for divisional sales in North America; approximately $110 million business.

Exceeded quota by 20% within three months after taking assignment by restructuring sales team for higher performance.

Led the strategic win of the first LTE test solution in AT&T. At $5 million dollars, largest single order for that product in North America.

Developed an improved funnel management and forecasting process that was standardized as a tool.

COMMUNICATIONS TEST SALES MANAGER - AGILENT TECHNOLOGIES (2004-2009)

Responsible for managing the Communication Test region for the western half of the US (2005-2009).

Led a previously struggling team to four consecutive years of high performance and maintained a strong track record of making quota; achieving seven out of the six month business periods.

Won the largest deal - $ 8 million, Juniper router test - in the history of this business and grew the business from $10 million to $60 million in three years.

Served as U.S. program manager for the product line; working very closely with the supplying division to establish strong field/factory alignment resulting with year on year consecutive growth.

Led the development of account plans for Juniper, Ericsson-Redback and Cisco which resulted in wide account/opportunity development and significant growth in customer share, e.g. Redback came from $650,000 in 2005 to $6 million in 2008.

Took over Cisco account management responsibility, quickly reengineered the account team and then led the development of an account plan that caused the division to make shifts in the roadmap they had previously been unwilling to do.

Designed an account management process and tool set that was viewed as a model for the US.

GLOBAL SALES OPERATION MANAGER FOR SEMICONDUCTOR TEST GROUP - AGILENT TECHNOLOGIES (2004-2005)

Responsible for facilitating the development and execution of global strategies for field team, including market analysis, account selection and value proposition development.

Ensured quality of overall field business planning, forecasting, and account management with the express aim of ensuring effective execution.

Managed critical resource deployment and sizing.

Developed a planning methodology to assess worldwide opportunities and associated resource needs to enable prioritization of a portfolio based opportunity management system. Led global teams to deploy and standardize on this system.

AMERICAS SEMICONDUCTOR TEST EQUIPMENT VICE PRESIDENT AND GENERAL MANAGER - AGILENT TECHNOLOGIES (2000-2004)

Responsible for all sales and support functions in the Americas for Agilent`s (IDM Accounts) Semiconductor Test Business; organization included 200 professionals and twelve managers.

Achieved the most consistent performance record of any of the VP's in the world with the following quota results: 2000 - 95%, 2001 - 148%, 2002 - 104%, and 2004 -105%.

During this competitive time period, penetrated a number of target accounts which ultimately led to remarkable growth in the following years. See examples below

o Freescale (Motorola) - grew systems business from a total of five installed systems to twenty five in a three-year period, adding an additional $25 million in revenue.

o Texas Instruments. - Broke into T.I. with the first SOC solution; which ultimately opened the way for company to be officially adopted into -Plan of Record- as an approved vendor.

o Analog Devices, a major competitive stronghold - led the way to penetrating the account with first Agilent test solution; digital signal process application.

o Maxim - new $1.5 million account for high speed solution.

o Lattice - first new account of $1.2 million for Field Programmable Array applications.

o Xilinx - Leader in FPGA and dominated by competition; achieved dual vendor status for their leading edge products.

Led a global initiative to transform account management program, including channel model, process and tools improvement.

Hewlett Packard, Santa Clara, CA Pre -1999

VICE PRESIDENT AND GENERAL MANAGER FOR US MANUFACTURING TEST FIELD OPERATIONS

Responsible for all sales and support functions in the Americas for Manufacturing Test Business. Organization consisted of 190 professionals who reported to twelve managers.

Increased market share for business from 18% to over 90%, ultimately pushing HP`s main competitor, GenRrad, out of business.

Grew the product line sales performance from $47 million to $200 million during same period and drove a sharp increase in performance standards throughout the organization.

Instrumental in growing X-ray program sales from $2 million in 1995 to $30 million in 2000. Led the successful innovation and deployment of a specialized sales program for X-ray product line which included custom channel design, specialized application, competitive training, and customized product and commercial deliverables. X-ray program was so successful that all other regions, worldwide subsequently adopted same channel model and sales processes.

Penetrated and developed a number of new key accounts including, Intel, Delco, Motorola, Lucent, Siemens, and Solectron.

EARLIER CAREER: DISTRICT SALES MANAGER AND FIELD SALES REPRESENTATIVE AT HEWLETT PACKARD.

EDUCATION & TRAINING

BSEE Northrop University, CA Graduated in the top 10% of Electrical Engineering Class.

Miller Heimans Strategic Selling, Licensed instructor

Negotiative Selling Skills, Licensed instructor

Currently studying Spanish - goal is to become conversationally fluent.

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