Director Sales,National Sales, Manager, Project Manager, Manufacturing

Objective: Director of Sales position that utilizes my experience and skills in solution selling, executive relationship building, capital equipment sales and technology product manufacturing.

Summary of Sales Career Qualifications

•Peak performer in strategic selling, solution sales and finding new business.

•Developed techniques for asking questions and listening to their answers to find pain.

•Possess strong ‘hunter’ personality focused on solution selling for top customer satisfaction.

•Developed winning Firm-Fixed and ROM quotes for electronics in defense and avionics projects.

•Grew annual sales $4 million for equipment and software to 110 commercial customers in Pacific NW by implementing solution selling best practices. (HiTECH Solutions)

•Closed $6.7 million annual sales in defense & aviation electronics over four years by developing top relationships at prime and sub-prime defense companies. (Silicon Forest Electronics)

•Grew annual revenue from $0 to $3.4 million sales in three years by building strategic relationships with engineering and top management. (Man Tech)

•Exceeded annual sales goals by 300% in second year of operation, 400% in third year by leveraging strategic relationships and asking for the order. (Man Tech)

•Understanding of the Federal government budget and procurement cycles including FARS/DFARS.

•Maintain large network within DHS, DOD, SOCOM, NRL, AFRL, DARPA, prime contractors.

•Experienced in operations, financial, sales development, quality assurance and increasing revenue.

•Teachable, personable, energetic, reliable, honest, high integrity and driven to succeed.

•Previous US Navy service in surface fleet on frigates, cruisers and destroyers.

Summary of Engineering Career Qualifications

•Developed manual and automation capabilities as process and manufacturing engineer. (United Technologies Automotive, ATL, Boeing, Martin-Marietta, E-Systems)

•Led cross-functional teams to develop and optimize electro-mechanical products to meet critical customer needs. (ATL, Boeing, Martin-Marietta, E-Systems)

•Focal point for Design for Manufacturability (DFM) for circuit card assemblies. (Boeing Electronics)

•Technical liaison with engineering, marketing and management to develop critical electronic designs in aviation, defense and medical electronics industries. (E-Systems, Martin, Boeing, ATL)

•Trained in statistical process control, quality assurance and supply chain. (Boeing)

•Developed bid and purchase specifications for factory automation equipment projects. (Boeing)

•Co-developed new robotic platform for in house SMT component tinning and placement. (Boeing)

•Co-authored Firm-Fixed program proposals for avionics and satellite electronics. (E-Systems)

•Significant experience in designing and building RF microelectronics, avionics, missile guidance, phased array antennas, fleet communications and sensor technologies. (E-Systems)

•Developed maintenance schedules for critical automated equipment in production. (ATL, Boeing)

Relevant Experience

Business Development and Sales

•Developed new business and closed sales through CEO relationships. (Silicon Forest Electronics, Man Tech, HiTECH)

•Implemented 'sell against' strategies and orchestrated solution selling to drastically increase revenue.

•Established extensive relationships in electronics, aerospace, defense and government groups.

Project Management

•Led $3.5 million robotic automation project planning, design and installation. (ATL)

•Completed project $200K under budget and two months ahead of schedule. (ATL)

•Project saved $350K in annual assembly costs, decreased time to market for existing products and reduced engineering cycle time for new products. (ATL)

Marketing

•Performed extensive market benchmarking for sales and marketing plan.

•Created strategic business and sales plans for small to medium businesses.

•Developed web sites, SEO/SEM and e-commerce capabilities for best market penetration.

Relevant Work History - New Business Development

Solar, Wind and Lights, LLC

Director of Sales

Vancouver, WA

06/2007 - Present

Silicon Forest Electronics

Sales Manager, Defense/Aerospace

Vancouver, WA

04/2004 - 01/2008

HiTECH Solutions

Director of Sales

Vancouver, WA

03/1996 - 04/2004

Manufacturing Technology

Regional Sales Manager

San Jose, CA

01/1993 - 03/1996

Relevant Work History - Engineering

Advanced Technology Laboratories (ATL),

Automation Project Manager/Engineer, Bothell, WA

Manufacturer of medical diagnostic ultrasound scanning equipment

•Lead project engineer for newly designed $3.5 million assembly automation project.

•Installed and optimized project two months ahead of schedule and $200K under budget.

•Designed and implemented entire static program throughout assembly factory.

Boeing Electronics,

Electronics Project Automation Manager, Renton, WA

Manufacturer of military, commercial and terrestrial avionics, power and communications equipment

•Lead engineer for automated SMT circuit card assembly manufacturing project.

•Developed new SMT component vibratory tooling capability to optimize automation needs.

•Company focal point for manufacturability (DFM) on commercial aircraft circuit cards.

•Worked with designers to optimize avionics manufacturing on fixed wing and helicopters.

United Technologies, Electronics Manufacturing Engineer, Tampa, FL

Manufacturer of advanced automotive electronics equipment

•Installed and developed tooling for SMT assembly machine, wave solder and insertion systems.

•Developed advanced assembly and inspection processes for electronics assembly.

Martin Marietta Aerospace,

Assembly Automation Project Engineer, Orlando, FL

Manufacturer of advanced defense communications, missiles, fire control navigation electronics equipment

•Developed assembly process instructions for LANTIRN on F-15, F-16 and A-10 aircraft.

•Developed process and manufacturing documentation for TADS/PNVS on Apache AH-64 helicopter.

•Installed and optimized automated SMT electronics assembly systems.

E-Systems, ECI Division, RF Microelectronics Manufacturing Process Engineer, St. Petersburg, FL

Manufacturer of defense communications, guidance, fire control and satellite electronics equipment

•Developed RF microelectronics assembly processes for hand assembly and laser trimming.

•Implemented new design and testing capability for wire harnesses and assembly operations.

•Developed SMT assembly process instructions for all Navy, Army & Air Force electronics.

•Introduced computerized assembly process instructions resulting in $500K savings per year.

Education

University of Phoenix, Portland, OR

Masters, Business Administration

Bemidji State University, Bemidji, MN

BS, Industrial Tech., Electronics Automation

Villanova University Philadelphia, PA

Project Management - Masters Level Certificate

Portland State University Portland, OR

Smart Grid and Sustainability Equipment

Military Service

Served in US Navy as Electrician’s Mate. Four years active duty and three years active reserves.

•Team leader for installation, trouble-shooting and repairs to power generation, distribution and lighting on submarines, cruisers, frigates and destroyers.

•Developed preventive maintenance schedules and manuals for mission critical equipment.

Professional Development

Program Management ~ Team Management ~ Creative Writing ~ Proposal Writing

Strategic Sales Training ~ Statistical Process Control ~ Effective Presentations ~ Negotiations ~ Public Speaking ~ Electro-Mechanical Systems ~ MS Office Applications ~ Wireless Technology ~ RF Microelectronics ~ LEAN Manufacturing ~ FBI Citizens Academy ~ FBI Infragard Member ~ Renewable Energy ~ Smart Grid

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