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Sales Manager

Glen Allen, VA, 23058
August 20, 2012

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Steven J. Potter **** Wilshire Drive 804-***-****

Glen Allen, Virginia svra@comcast.

***** ***


Highly customer-focused operations leader with proven track record of

driving measureable improvement in business results through accountability,

development of people, and sustainable process improvement. Broad career

experience in a variety of markets and business settings including

significant international exposure. Analytical, driven, motivated.


Operational leadership Turnaround management

High performance team building Bottom-line orientation

Development and deployment of people Strategic thinking

Process orientation Union and nonunion labor relations

Engineer-to-order production Continuous improvement


Nistica, Inc. (Bridgewater, NJ), 2009 - present

A global supplier of fiber optic components used in delivery of high

bandwidth telecom systems.

Director of Operations - I am responsible for scaling production of new

products from start up to production volume, including full manufacturing

responsibility for all US production: quality assurance, inventory

control, production planning, assembly operations, product qualification

and testing, shipping and receiving.

Business Results:

o Increased production throughput more than 10x prior levels

o Achieved first million dollar quarter in company history

o Delivered 30-50% annual revenue growth

o Improved first pass product yields from ~10% to 80+%

o Sustained productivity levels 2x those attained by our Asian

contract manufacturing location

o Managed new product introductions from first article through

scale up and transfer

o Initiated first-ever company-wide safety program

Surface Technology Corporation (Richmond, VA), 2006 - 2009

Central Virginia's leading custom countertop fabricator/installer.

Annual sales $7MM.

General Manager - I had full budget and P&L responsibility reporting to

company ownership.

Operations Management:

o Managed all aspects of operations including sales, marketing,

production, accounting, inside sales, IT, HR, procurement,

installation and field service.

Business Development:

o Personally responsible for creation of commercial sales

segment, including prospecting, project review, estimating,

planning, pricing, project management, and cash collection.

Strategy Development:

o Navigated through the housing market downturn and closure of

all six other company locations by proactively securing key

customer and supplier relationships, market and product

diversification, and effective cost reduction.

Business Results:

o Improved net income from -8% to +3%.

o Grew commercial sales to 38% of revenue.

o Opened 35+ active new accounts in one year with sales of $950k.

o Landed new division of Fortune 500 builder; first year sales


o Launched five new products with $300k in first year sales.

o Reduced raw material inventory by 50%.

o Reduced warranty claims by 45%.

o Initiated first-ever lean manufacturing program

o Initiated first-ever company-wide safety program

CertainTeed Corporation, a subsidiary of Saint-Gobain Corp. (Richmond,

VA.), 2002 - 2006

A $4B manufacturer of building materials. The Richmond location was a

high-volume, configure-to-order residential vinyl window manufacturer.

Annual sales $20MM.

Director of Operations - I was promoted to this position from prior

responsibilities within Saint-Gobain. I had full operating

responsibility, including inside sales/customer service, manufacturing,

materials, finance, IT, HR, distribution.

Business Results:

o Achieved 1st profitable year in 5 years.

o Reduced breakeven from 14,000 units/month to 8,500 units/month.

o Reduced customer deductions and credit memos by 90%.

o Improved % of invoices current from 88% to 95%.

o Improved on time delivery performance from 85% to 98+% (% of


o Implemented fully integrated ERP system for configure-to-order


o Implemented various SAP modules as part of a division-wide


o Fast-tracked new product launch to bring new products to


Saint-Gobain Advanced Ceramics (Latrobe, PA.), 1995 - 2001

Manufacturer of technical ceramic components and systems. Annual sales


Operations Manager - I was hired as manufacturing supervisor, and

promoted through a variety of roles with increasing responsibilities

culminating in this position. My responsibilities included

manufacturing, materials management, finance, IT, HR, engineering and

design, R&D, contract administration with the bargaining unit (UE),

energy procurement.

Business Results:

o Exceeded operating profit budget by 50% two consecutive years.

o Led implementation of integrated ERP system on time and under


o Led successful ISO-9001 certification project, leading directly

to a $1.5MM contract from large international OEM.

o Implemented new raw material formulation from R&D through

commercialization resulting in 5% raw material cost reduction.

o Led lean manufacturing project teams

Lapp Insulator Company (LeRoy, NY.), 1988 through 1994

Manufacturer of high voltage insulator products for electrical power

generation, transmission and distribution. Annual sales $60MM.

Manager, Porcelain Engineering: I progressed from engineering

training program to direct supervisory responsibility for four

manufacturing departments, then was then promoted to engineering

manager where I managed all engineering functions, including product

design engineering, process engineering, and ceramic engineering


o Overhauled and standardized core product offering

o Standardized firing cycles to reduce energy cost and improve


o Managed electroplating operations to ensure employee safety and

environmental compliance

o Developed and implemented HAZCOM, Right to Know, and MSDS


o Participated in various TQM projects

o Delivered Substation Reliability seminars at customer sites

across the US

o Directed annual week-long Engineering Seminar, including 50

engineers from across the country


Master of Business Administration, double concentration in Marketing

and Operations Management

University of Rochester, Rochester, NY.

Bachelor of Science, Ceramic Engineering, Magna cum laude

Alfred University, Alfred, NY.

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