Sales Manager

Kevin D. Ward

*** ***** ****** ( Taylor, Texas 76574 ( 512-***-**** (

abh21i@r.postjobfree.com

Executive Profile

High caliber, dynamic Sales/Business Development Executive with over 30

years experience building and leading growth in international and domestic

markets. My background exemplifies a successful track record of career

accomplishments in the sales and management environment. Proven success in

establishing the vision and strategies necessary to grow a young to a

mature company in their revenue growth.

I focus on building strong relationships within the company and its

customers. I promote and establish a positive team approach which leads to

unified efforts and ultimate success. Self-directed to reach aggressive

goals with the ability to guide associates to achieve their maximum

potential. Seasoned and comfortable in leading long term, detailed

negotiations with a closing record extremely favorable to the bottom line.

Very comfortable building the relationships with customers at the

CEO/executive levels.

Continually assure alignment and partnering with all core business

operations to significantly increase the company's market share, and

generate sustainable revenue and EBIT gains.

Noteworthy experience across my career:

. Strategic Business, Market & Sales Planning

. Market Evaluation, Penetration & Expansion

. Product Introduction & Life Cycle Management

. Competitive Analysis, Positioning & Pricing

. ROI, Value Proposition & Profit Optimization

. Develop New Company Branding

. Major Account Development & Portfolio Management

. Negotiating and Managing Strategic JVs, Partnerships & M&As.

. Revitalizing Stagnant & Declining Sales

. P&L & General Management Skills

. Extensive Network of Liaisons & Business Connections Across Multiple

Industries

. Extensive International Experience

Professional Experience

Silfex, Inc., Eaton, OH

2008 to present

Sr. Manager - New Business Development

Rehired by parent company (Lam Research Corp) executives to focus on new

sales opportunities for specialized materials (IR silicon). Analyzed and

launched new market focus for company. Worked collaboratively with

operations, R&D, manufacturing and finance to establish new product

introduction/launch strategies. Managed external consultants to research

new markets. Coordinated efforts to obtain ITAR and other governmental

contract compliance requirements.

V Developed collateral to support company introduction into the new

markets. Drafted and managed website development including video for

new products.

V First year sales growth surpassed goal of $1M.

V Second year landed 1st multi-M $ defense customer contract. Increased

sales in by >100%.

V Second year launched new target market and successfully landed new

customers for semiconductor and optical applications.

V Managed cost reduction program for key customer, increasing business

by 250% annually.

Key customers: NASA, L-3Communications, Northrop-Grumman, Lockheed Martin,

Raytheon, Tosoh SMD, Williams Advanced Materials.

Products: Custom grown silicon used for infrared optical components and

unique sputtering applications. "Tailored" silicon, grown to customer

specifications for implementation in lens, filter and mirror applications

for laser based sighting and advanced weaponry. Includes custom machining

of silicon materials for unique applications in the aerospace industry.

Metrosol, Inc., Austin, TX

2007 - 2008

Director of W.W. Sales

Worldwide sales responsibility for introduction of new products with a

start-up metrology company utilizing unique patented technology. Key

account focus in semiconductor and data storage companies in Korea, Taiwan,

Japan and S.E. Asia.

V Built an experienced global sales channel with key customer

relationships in each region.

V Developed and implemented sales strategies for various semiconductor

and data storage market segments.

V Increased customer awareness and gained acceptance of Metrosol's

unique patented technology.

V Hired, trained and built a world class Asian sales channel with the

most highly respected professional sales representatives in each

country, which was successful in placing tools in key accounts within

6 months.

V Responsible for closing two of the first key account sales

opportunities in the semiconductor market segment with an IC industry

leader and leading consortium group.

Key customers: Worldwide semiconductor and data storage industry leading

companies.

Products: Advanced thin film metrology products. Vacuum based tool for

thickness and film composition measurements of advanced film used in the

manufacture of leading edge technology node products.

Semitool, Inc., Kalispell, MT

2006 to 2007

Key Account Director - Central US & Europe

Recruited by former manager to add strength and integrity to faltering

business partnerships with significant customer base. Key relationships

over the years with these accounts helped to rebuild business. .

V Responsible for building, planning & implementing regional objectives

to meet corporate growth plans taking company from $250M to $600M in 3

years.

V Captured a significant multiple tool sale (>1$M) with key account site

which had not worked with Semitool in previous 5 years.

V Managed critical evaluation programs for advanced process tools with 2

key customers in the region. Included executive management level

focus, >1$M new business generated from each program.

Key customers: US, European semiconductor companies

Products: Production solutions for multiple plating and wet cleans of

advanced, leading edge technology processes used in the semiconductor and

electronic storage markets.

Therma-Wave, Inc., Fremont, CA

2006

WW Sales Director - Special Programs

Rehired by President/CEO of TWI to rebuild relationships with former

customers worldwide and sell key product upgrades to support legacy tools.

V Developed marketing plan and forecast to increase business potential

in excess of $20 million annual sales worldwide within 18 months.

V Successfully launched 6 of 10 new product upgrades into market in

first 6 months.

V Revenue increase >300%.

V Managed global sales efforts directly & with regional reps (US, Japan,

Europe).

Key customers: US, Japan, Europe - Semiconductor 200 mm fabs

Products: Multiple patented laser based scatterometry and spectroscopic

elipsometry technologies used in process control metrology systems for the

manufacture of semiconductors.

Bullen Ultrasonics, Eaton, OH

2004 to 2005

Sales Director

Managed new product introductions to established semiconductor OEM

manufacturers in the US and European markets. Focus on "designing in"

products to meet growth requirements for their markets.

V Led coordination of interactive development programs with key

customer's engineering group.

V Doubled sales in 14 months, $40M to >$80M by leading sole sourcing

agreement with primary customer.

V Success led to acquisition of company by customer, Lam Research

Corporation.

Products: Production, development, manufacture, and sale of ultrasonically

machined silicon and other hard brittle materials used in the

semiconductor, automotive, and medical industries.

Therma-Wave, Inc., Fremont, CA

1995 to 2004

Director of Operations - Key Account Mgr.

Key account management for 3 market leading global companies, AMD, TI and

ST. Effectively managed regional team of 15 service engineers, 4

applications engineers and 2 applications scientists along with independent

sales representatives to support key customers. Our regional support teams

continually received highest acclaim from our customers, receiving multiple

awards over five years.

V Developed TWI's initial "Global Account" coverage plans and strategies

for essential key customer management.

V Led 'knock-out' of market leader in new European facility. Captured

100% of business.

V Initial order for 12 systems, >$15M

V Follow-on order over next 3 years to 28 systems installed, revenues

>$60M.

V Awarded salesman of the year twice. Bought >$100M in revenues to TWI

over my tenure.

V P&L responsibility for regions.

Key customers: US, Europe Semiconductor fabs.

Products: Metrology systems for the manufacture of semiconductors.

ASM Lithography, Austin, TX

1993 to 1995

Global Account Executive

Managed and directed the Account Teams for key customers consisting of

sales (2), service (6), applications (3), technical support (2) and

customer management (2) to plan, implement and attain continuous goals.

Continually developed and established senior level management contacts at

each key account which remain strong to this day.

Products: UV & DUV sub-micron photolithography process systems used in the

manufacture of semiconductors.

Genus, Inc., Mountain View, CA

1983 to 1993

Marketing & Sales Manager

Four years developing marketing collateral for start up company. Extensive

control as an integral role in product development activities.

V Opened first remote regional sales office in Austin, TX.

V Sold first two newly acquired division product (ion implanter), to 2

key accounts for $3M each.

Key customers: Southwestern US Semiconductor fabs.

Products: CVD systems & high energy ion implanters for the manufacture of

semiconductors.

Education

Bachelor of Science Degree, Marketing, 1981 ( San Jose State University -

California, USA

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