DANIEL M. PICCHI

**** ********** ***** **********, ** 60564 630-***-**** piwnrv@r.postjobfree.com

EXECUTIVE – BUSINESS DEVELOPMENT & INTERNATIONAL SALES

Results oriented business development executive with extensive experience in international and domestic business in automatic identification technologies (RFID), building automation and lighting control systems both wired and wireless (point-to-point and mesh technologies) and Direct Digital Control (DDC) concepts. Highly motivated self-starter with proven ability to deliver desired results through new sales channels and products, emerging technologies and business alliances. Multilingual; dual US/EU citizenship.

NOTABLE EXPERTISE

Start-Up Operations * Sales Forecast & Budget Preparation * Pipeline and Dealer Channel Growth* Strategic Planning * Business Development * Identification of Emerging Market Opportunities * Account Management * Client Relations * Consultative Selling * Dealer Training and Territory Development * International Sales & Distribution

PROFESSIONAL PROFILE

SCL ELEMENTS, INC. (CAN2GO® brand) MAY 2011 – APRIL 2012

A Montreal based startup in Green-Technology operating in the advanced wired and wireless commercial lighting and building controls market. Its controllers employ EnOcean, Zigbee and BACnet Ethernet/IP protocols in building automation systems designed for intelligent energy management in the mid-market commercial building sector.

Consultant and Global Sales Leader (US and International) – Hired as a consultant on a one year contract to organize a sales department and jump-start sales in the US and International markets within the system integrator/VAR channel. Hired salespeople for the US market, identified appropriate channel partners and system integrators and opened 24 new international accounts, doubling revenues in 2011 to about $1.1M with a growth path to an estimated $3M+ in 2012-13.

HONEYWELL ECC JANUARY 2008 – APRIL 2011

The $2.5B Environmental Combustion and Control division is devoted to the design, manufacture and distribution of integrated technology driven product solutions for commercial, residential and industrial applications worldwide.

Global Sales Leader – International sales support and business development for the Alerton Building Management and Automation Systems brand with a goal of generating profitable top line global sales growth within expanding geographies.

- Developed and drove sales strategies for Asia/Pacific, Middle East, Europe, and Latin America; built global sales capabilities and processes; enhanced and drove channel performance. Developed a strategic business plan to success-fully achieve the targeted sales for these markets, and worked closely with Alerton leadership team to shape marketing and business strategies. Supported and trained the international Alerton dealer base through local Honeywell entities.

- Analyzed the global building automation marketplace, the OEM and VAR sales channel, competitors, and end user buying behaviors in order to define new business opportunities, new geographies and future business direction. International sales grew 24% in 2010 alone to a total of $12.2M.

AVERY DENNISON RFID, INC. APRIL 2004 – OCTOBER 2007

Producer of Radio Frequency Identification (RFID) inlays and tags used by the label converting industry to produce smart labels for the U.S. government, industrial, consumer goods and pharmaceutical manufacturers; division of a $5B company.

Senior Manager, RFID Business Development (2006-07) – Selected to develop the Avery RFID inlay market in Latin America from the ground level; established systems integrator and OEM relationships to identify market opportunities and define a go-to market strategy for the region. Set up a sales channel through local pre-qualified label converters and SI’s.

- Formulated the business plan and drove the negotiations essential in capturing the Organizacion Corona RFQ worth $2.6M over two years, one of the largest closed loop RFID projects up to that date with the use of 36M inlay units.

- Sales volume for the Latin America channel exceeded plan through 2008 with revenue over $2.2 million.

Senior Manager, Strategic Converter Accounts (2004-06) – Responsible for introducing the Avery RFID inlay product line and developing a sales channel with all key North American converter industry accounts and OEM’s such as Zebra, Intermec, CCL; defined the strategy required for each account, and met budgeted sales targets. Developed strategies to detect and devise advantages over key competitors while maximizing business opportunities in a rapidly changing market.

- From start-up in 2005, grew unit sales by 42% (22M inlay units) in one year; hitting a revenue target of $2M in 2006.

LUCATRON AMERICAS, INC. 2000 – 2004

A Swiss company with an Asian manufacturing base, Lucatron specialized in the design and production of aluminum antennas for RFID/EAS labels and tags partnering with chip suppliers such as Texas Instruments and Infineon Technologies and corrugated box manufactures like Smurfit Stone and Rock Tenn.

Director – Complete P/L responsibility for the Lucatron Group’s Americas subsidiary. Developed the Americas market by setting up product distribution and sales channels. Major customers: 3M, Avery Dennison, Appleton Papers, En-Vision America, and Bibliotheca RFID Library Systems. Sold the company to the Austrian Trierenberg Group in 2004.

- Created Lucatron’s first comprehensive business plan to obtain first and second round financing; introduced the company’s RFID product line of 13.56 MHz antennas and inlays for item-level identification to label converters, VAR’s, and system integrators. Introduced Lucatron’s EAS binary label and RFID smart label product line to major retailers, EAS distributors, and source tagging companies in both North and South America. In two years sales grew from start-up to $2.1M with new, category-defining products.

FOLGER ADAM SECURITY, INC. (Facility closed in 2000) 1997 - 2000

Folger Adam Security was a manufacturer of high security locking systems and architectural hardware.

Vice President of International Sales – Introduced Folger’s architectural hardware to the international marketplace through U.S.-based exporters, interior designers, architects, and foreign distributors. Generated $2.4M in yearly sales.

CHECKPOINT SYSTEMS, INC. 1991 – 1997

Checkpoint designs, manufactures, and distributes integrated security solutions sold directly to major retailers worldwide. Hired to establish their EAS and CCTV product lines in the international marketplace through dealers and subsidiaries.

Diretor Presidente, Checkpoint do Brasil (1997-98) – Spearheaded the revitalization and turnaround of a mismanaged, failing subsidiary. Responsible for the creation and initial implementation of a strategic business plan.

- Turned a $1.2M loss into a $250K operating profit in less than one year through a company restructuring and the implementation of tighter expense control measures and head count reduction combined with increased margin on sales.

- Hired and trained new management team (3) and salespeople (15); combined with targeted marketing and a new focus on larger retailers (Bon Preco, Carrefour, and Pais Mendonca), 1997 sales increased from $2.1M to $6.0M.

Director, Pacific Rim Operations (1995-97) – Planned and executed an expansion strategy geared for long-term growth in association with major hard goods retailers such as Carrefour, Jusco, and Dairy Farm International. This focused approach yielded increased sales from $3.0M to $8.5M in two years and extended territory coverage.

- Japan: Expanded local sales and service offices from first to second tier cities, and targeted product advertising to the smaller retailer, boosting local distributor purchases from $1.2M to $4.5M.

- Southeast Asia: Opened a Singapore sales office to cover smaller markets; achieved sales of $1.2M in 18 months.

- China: Established new distributorships in first tier Chinese cities from a Hong Kong base, delivering sales of $2.2M.

International Sales Manager (1991-95) - Established distributorships & subsidiary companies in Latin America and Asia/Pacific; directed explosive business growth from $3.2M to $16.3M during the period. Subsidiary sales alone increased from $1.5M to $11.5M through improved planning, hiring, sales training, and a focused sales strategy.

- Latin America: Improved dealer sales from $122K to $2.0M by setting up an export office in Mexico City to service Central America and the Caribbean; hired a Buenos Aires-based regional manager to work directly with major retailers.

- Middle East: Developed a regional approach to sales via a Cyprus-based master distributor; established new direct sales channels in the Persian Gulf (UAE, Bahrain, Qatar) growing revenue from $390K to $1.3M.

EDUCATION

Masters in International Management Thunderbird School of Global Management – Glendale, AZ

& Universidad Autonoma de Guadalajara – Mexico

B.A. & M.A. in Romance Languages SUNY at Buffalo – Buffalo, NY

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