Sales and Business Development Manager – Technology & Industrial

FRED RUNCO

GLOBAL SALES & BUSINESS DEVELOPMENT EXECUTIVE

INTERNATIONAL SALES & MARKETING ( NEW MARKET DEVELOPMENT ( MULTI-MILLION DOLLAR CRM

Value Proposition: “Drive growth. Develop markets. Create value. Increase revenue. Improve profits.”

Executive level business driver and strategist with 20+ years of multi-million dollar revenue success on a global scale. Proven performance driving worldwide, profitable, sustainable business growth in rapid time. True value is the ability to translate business strategies into successful results. Expert in Asian business development; highly skilled in global business and cultural diversity. Advanced expertise in complex sales processes and diverse technical products. Extensive experience building and managing global sales, marketing, support, and operational teams.

* International Business Development

* Worldwide Organizational Growth

* Global Sales Strategy Development

* Innovative Corporate Growth Strategies

* Multi-Million Dollar Contracts

* New Market Development

* Business Process Outsourcing

* P&L, Revenue Growth, Budgeting

* Worldwide Sales Team Leadership

* Rep, VAR, Distributor & Direct Teams

* JVs & Strategic Partnerships

* Product Development

* Client Relationship Management

* Mergers & Acquisitions

VERTICALS: High Technology, Electronics, Semiconductor, Printed Circuits, Storage, Solar, Device Programming, Industrial, Manufacturing, Telecommunications, Aerospace, Defense, B2B, & Medical

BROAD INTERNATIONAL EXPERIENCE: China, Japan, Korea, Singapore, Malaysia, Thailand, India, Australia, New Zealand, Indonesia, Mexico, Brazil, Europe (West & East), Middle East, Africa, the Americas

EXPERIENCE & ACHIEVEMENTS

TECHNICAL CONSULTANTS INTERNATIONAL / PACIFIC RESOURCES, INC. Dallas, TX and Beijing, China

Senior Partner, (5/2007 to Present): Lead global business development, sales and marketing generating new business, increasing account penetration, and producing substantial revenue for consulting products. Practice focused on worldwide markets dedicated to creating significant customer growth. Primary products include consultative services and BPO assisting customers in creating and managing global strategies and market development; managing sales, support, marketing, & operations. Extensive services for Asian business and international organizational development. Verticals focused in high-tech, electronics, industrial, medical, & B2B.

* Manage client relationships for a leading USA telecom customer’s Asian division. Defined the Asian operational strategy, developed business plans and strategies to penetrate Asian markets. Generated $300,000+ in annual revenue & created long-term revenue streams.

* Established 3 unique partnerships in Europe and North America for a technology firm. Created comprehensive business plans; coordinated product lines with the partners’ technologies. Developed well-known multiple international Distributors and Representatives.

* Identified several global acquisition targets for a technology & industrial products customer. Provided M&A planning, direction and diligence ensuring strategies and markets meet long-term goals. Targets ranged from $15 mil to approximately $100 mil in gross revenue.

* TCI provides significant value from leveraging senior-level strategic worldwide partnerships & relationships to improve revenue, increase profitability, and create rapid corporate growth.

ASSET – INTERTECH (former Div. Of Texas Instruments) Richardson, TX

Senior Global Account Manager (2002 to 2007): Performed global account management and sales leadership for major strategic customers. Defined regional marketing strategies, key contributor to product development, and dramatically improved profits from sales of high-end, complex software and hardware test technologies. (Simultaneously was Director – Asia)

* Generated a multi-million dollar contract with HP to outsource BIST and functional test for HP’s high-end storage systems, allowing HP to focus on products & core competencies. Created a positive & major impact on ASSET’s future product development plans.

* Directed a multi-million dollar deal with Motorola worldwide to switch from a rival as our corporate strategy & road maps aligned precisely with Motorola’s global requirements.

* Secured an exclusive agreement with Solectron, to be their single-source global provider of B-Scan test and measurement systems. Contract generated substantial revenue and increased OEM sales based on Solectron recommending ASSET to their customers.

* Captured Lucent’s global business by promoting ASSET as offering the world’s premiere technology throughout the product lifecycle. Convinced Lucent’s worldwide organizations

to use B-Scan as a primary board test solution; efforts included 20+ unique Lucent locations.

Director, Asian Business Development (2002 to 2007): Total responsibility to launch ASSET Asia. Introduced the high-end test solutions and cultivated markets across China, Taiwan, Japan, Korea, Singapore, Malaysia, Thailand, India, Vietnam, Australia, New Zealand and Indonesia. Defined the business strategy to maximize sales opportunities, built the infrastructure, and directed operational and technical support. Delivered a 100%+ revenue increase.

* Opened direct operations in China (Shg) and Malaysia, and established sales representative organizations that achieved market dominance across Asia. Rapidly over took major, entrench competitors through partnerships, local presence, and strategic business planning.

* Leveraged long-term professional networks creating new business, closing sales with Asian firms including Huawei, Mindray, UTStarcom, PuTian, Accton, WIPRO, and China Aerospace.

* Managed a 2-year sales cycle with Huawei at their C level, ultimately proving that ASSET would indeed provide the highest technology and build credibility with their customers.

Global & North America Accounts Specialist (1997 to 2001): Delivered a 300% revenue increase through sales and worldwide business development to major global accounts including EMC, Lucent-Alcatel, LMCO, Raytheon, Motorola, HP and Agilent. Negotiated multiple global contracts with customers including 3COM, EMC, Raytheon, and Solectron. Cultivated strategic partnerships to substantially enhance market acceptance of the product line. Created an advanced services division that generated substantial revenue opportunities, new customers, and profit.

DATA I/O Guadalajara, Mexico

Strategic Account Sales Leader (2001 to 2002): Successfully drove sales of sophisticated automated semiconductor programmer systems for high-volume manufacturing and advanced device applications. Sold technologies ranging in price from $150K to $2 million+. Primary industries included semiconductor, device programming, major electronic OEMs, ODM’s, contract manufacturers, defense, aerospace, design centers, printed circuits, telecommunications, automotive, consumer electronics, communications, computer hardware, test and services. Defined a solutions-based sales method, and structured multiple – regional marketing programs.

* Generated $1 million+ sales contract for automated programmers at Flextronics through advanced solution selling creating a sophisticated ROI tool improving customer’s profitability.

* Increased regional sales and revenue 500% for circuit board and semiconductor test systems. Achieved success by creating technical solutions sales systems and local support.

* Established Data I/O as #1 in Mexico and South America, by building a direct sales and support team. Created ongoing training locally to continually improve team performance.

* Managed major customers in the Americas and Mexico, and cultivated customer relationships at the C level. Directed 6 major representation teams improving performance.

TECHNICAL INSTRUMENTS Singapore

Vice-President, Global Sales & Marketing (1994 to 1997): Products were advanced technology manufacturing test systems, process and quality control, and manufacturing management systems. Industries included process control & production automation, printed circuit board manufacturing & testing, telecom, medical, defense, semiconductor, industrial, services, and test & measurement. Directed global sales, marketing, and business development across Asian, European and Middle Eastern markets. Locations included Singapore, Germany, Hong Kong and USA.

Managed and trained an extensive worldwide team including direct sales, distributor networks, strategic partners, and VARs. Strategically partnered with customers, marketing their products and building demand, resulting in greater need for our systems. Created considerable cash flow improvements with long-term maintenance, software and support contracts.

* Sold $10 million+ contract to a key customer and generated additional revenue with support and system upgrades. Managed design for sophisticated measurement systems with multiple technologies including optics, automation, x-ray, advanced software, and robotics.

* Strategically guided product development, design services and M&A, to grow the company, increasing Technical Instrument’s visibility, and enhance perception in the customer space.

* Devised sales programs for the Asian market that strongly positioned value and profit projections; key to achieving success and acceptance in the Asian corporate culture.

* Directed a 100+ organization including direct sales, engineering, operations, administration, finance, and support. Oversaw product development for advanced engineered systems.

ASOMA INSTRUMENTS (Spectro – Germany; Ametek, PA) Worldwide

Manager, International Sales: Drove a 300% increase in worldwide sales across the Americas, Europe, ASIA (APAC), Middle East and Africa. Created and implemented a successful business model focusing the direct sales team and extensive dealer network to generate “profitable business”. Technology was XRF for electronics, semi, process, analytical and scientific applications. Built a successful dealer network of more than 50 major, worldwide organizations.

EASTMAN KODAK Worldwide

International Technical Sales & Marketing Specialist: Drove new business development & product strategy for imaging systems in the electronics, industrial, medical and dental industries. Global markets including America’s - all, Europe, the Middle East and Asia. Started in Kodak R&D.

ACADEMICS

Colorado State University, Bachelor of Science Fort Collins CO, USA

INTERNATIONAL BUSINESS MANAGEMENT STUDIES, MULTIPLE PROGRAMS including: Shanghai Univ.; Singapore Univ.; International Business Management School of Munich, Germany; AmCham - Adv. China Bus. Development; USDC - Intl Product Development; AMA – International Management

PROFESSIONAL TRAINING

* Six Sigma

* Dale Carnegie

* Miller Heiman

* Kerras Negotiating

* Change Management

* AMA – Team Based Management

* Solutions Sales - SPI

* Gorilla Marketing

* SPIN Selling - Huthwaite

* RainMaker – Target Account Selling

AFFILIATIONS

Institute of Electrical and Electronics Engineers (IEEE)

Institute for Interconnecting & Packaging Electronic Circuits (IPC)

AmCham International; International Business Executives Forum

Technology Forecasters Forums; CEO NetWeavers

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