Sales Manager
Resume:
WILLIAM M. CONEY
Hayward, CA 94544
530-***-**** / Mobile: 415-***-****
Email: *******@*********.***
http://www.linkedin.com/in/wmconey
Key Experience Areas:
Sales and marketing executive with high-tech focus
Proven ability to create and execute strategic plans
Large and small company experience including two startups
EXPERIENCE SUMMARY:
EG Systems (formerly Electroglas)
Hayward, CA
VP Sales & Worldwide Sales, Marketing, and Service rebuilding brand and
Marketing product lines after bankruptcy. Focus on new sales to major
November 2010 to accounts in Asia / Europe, upgrades and enhancements to installed
Present base. Responsible for pricing, quotations, product configurations.
[pic] Management of local and remote staff as well as international
distributors and representatives. Maintained close coordination
with Engineering and Operations to maintain working supply chain
and manufacturable product configuration.
Electroglas
San Jose, CA
Product Marketing Product Marketing for semiconductor test equipment supplier - two
Manager product lines and test floor management software package.
April 2008 to Interface between sales and engineering for rationalizing product
February 2009 structure, determining development roadmap. Tasked with
[pic] identifying new markets / customers for company key motion control
technology using personal network and connections. Extensive
business development activities to sort out and identify highest
value growth opportunities outside of existing market..
Sciemetric
Ottawa, Canada
Business Chartered to penetrate new verticals for process control software.
Development West Coast leads in multiple industries: pharma, medical device,
Manager aerospace, semiconductor. Developed regional business plan
November 2006 to targeting most responsive business segments. Solution based
July 2007 selling drawing on technical support staff to personalize
[pic] capability to match each unique need. Coordinated with system
integrators / VARS to ensue broadest penetration. Built pipeline
to >500K, established first West Coast medical customers.
Hysitron Minneapolis, MN
Sales Manager Focused on rebuilding 11 state territory after extended absence of
Western Region representation. Provided materials testing equipment and
June 2005 to laboratory services to multiple industries: medical, materials,
August 2006 semiconductor, pharmaceutical, research / universities. Led sales
[pic] team involving service, technical support and lab services to
customize procedures and test methodologies for each customer's
requirement. Maintained company prices / margins by value based
selling against lower cost competitor. Exceeded 1st six months
sales target by 20%, tripled pipeline to $4.8M in first year.
Renaissance Vineyard and Winery
Sacramento CA
President / CEO Approached by Board to produce new marketing and sales plan.
Feb 2002 to June Appointed President / CEO with directive to end chronic cash flow /
2005 profitability problems. Direct to consumer branded business.
Initiated major business restructuring: asset write downs,
[pic] renegotiation of loans, repositioning of company from mid-size
producer to small boutique vintner. Worked intensively with Board,
lenders, and outside auditors to ensure successful transition.
Rebuilt management team around winemaker while restructuring sales
organization to focus on telemarketing. Produced 60% sales increase
with new strategy. Improved cash flow through 50% headcount
reduction, tight cost cutting and control.
ASML Track Systems [formerly Silicon Valley Group]
San Jose CA
Vice President Member of senior staff for $150M division of $3B semiconductor
Marketing equipment manufacturer. Promoted from Director of Tactical
February 2000 to Marketing and charged with protecting profitability by extending
October 2001 life of mature product lines while simultaneously launching new
[pic] products in overseas market. Developed and implemented effective
account strategy to place initial units on evaluation leading to
volume production buys. Coordinated activities across multiple
departments both within and outside of the division[sales,
engineering, technical support, service] to ensure success in
meeting division business plan and customer's requirement. Led
efforts with third party integrators to add product capability
through integrated metrology joint ventures and sales of spares
and used equipment. Team leader for marketing integration during
acquisition by ASML.
Chemwest Systems Portland OR
Director of Sales Responsible for sales and marketing activities for $5M Pacific
and Marketing NW-based manufacturer of semiconductor manufacturing equipment
September 1998 to support tools. Tasked with identifying new business opportunities
February 2000 for existing company capability both within and outside of the
[pic] semiconductor industry. Revitalized national/international sales
rep network through replacement, motivation and establishing high
levels of consistency and integrity. Worked closely with CFO / GM
in raising investment capital by working with board, banks, and
investors to ensure company's survival through extended industry
downturn.
DNS Electronics Sunnyvale CA
Director of Led Product Marketing, Marketing Communications and Contracts
Marketing Administration for $250M+ Japanese manufacturer of semiconductor
March 1995 to production equipment. Responsible for success of complex sales
September 1998 processes involving Volume Purchase Agreements, purchase, delivery
[pic] and performance negotiations, and Request For Quotation activities
across six product lines in the North American market.
Cooperatively coordinated sales, engineering, service and overseas
manufacturing to meet business plan. Sucessfully built internal
processes to manage during period of rapid growth from $80M to
>$300M.
Sienna Technologies Santa Clara CA
Western Managed West Coast/Pacific Rim markets for semiconductor test
Regional Sales equipment manufacturer. Direct sales to West Coast and oversight
Manager of distributors/representatives for Japan, Korea, Taiwan and
June 1992 to Singapore (including selection & replacement). Developed regional
March 1995 business plan including forecasting, budgeting, sales training,
and coordination of applications / service activities in
territory. Key role in new product planning, product positioning &
development of account strategies. Built Western Region from <10%
to >25% of total company sales.
AG Associates Sunnyvale CA
International Rebuilt European and Asian markets after failure of new product in
Sales mid-80s. Developed sales plans for markets with quarterly/annual
Manager sales targets; developed account-specific sales strategies;
July 1989 to established strong working relationships with distributors and
June 1992 representatives and rebuilt trust in the company and its products.
Approximately 60% travel. Doubled sales in overseas markets.
Varian Semiconductor Equipment Group Fremont
CA
Marketing Manager Responsible for marketing and sales support of new capital
equipment product line from initial introduction through $12M /
July 1985 year sales volume. Product positioning, sales forecasts,
to July 1989 coordination and support of sales activity, strategic and new
product planning.
Extensive travel in U.S., Europe, and Far East for business
development activity.
Responsible for facility preparation, installation and
demonstration of concept feasibility.
Established R & D team for ongoing development and product
demonstration to customers.
EDUCATION
August 1977 University of Georgia
Athens GA
B.S. in Chemistry [ACS], Cum Laude; National Merit Scholar;
Presidential Scholar.
Contact this candidate