Sales Manager
Resume:
Steven J. Potter **** Wilshire Drive 804-***-****
Glen Allen, Virginia svra@comcast.
DIRECTOR OF OPERATIONS GENERAL MANAGER OPERATIONS MANAGER
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.
CORE COMPETENCIES
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
CAREER PROGRESSION
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
$400k+.
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
orders).
o Implemented fully integrated ERP system for configure-to-order
product.
o Implemented various SAP modules as part of a division-wide
project
o Fast-tracked new product launch to bring new products to
market.
Saint-Gobain Advanced Ceramics (Latrobe, PA.), 1995 - 2001
Manufacturer of technical ceramic components and systems. Annual sales
$12MM.
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
budget.
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
departments.
o Overhauled and standardized core product offering
o Standardized firing cycles to reduce energy cost and improve
yield
o Managed electroplating operations to ensure employee safety and
environmental compliance
o Developed and implemented HAZCOM, Right to Know, and MSDS
programs
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
EDUCATION
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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