Sales Manager

TOM WHITAKER

****************@*******.***

**** ******* ******, ******, ** 46706

800-***-**** office

RELATED PROFESSIONAL EXPERIENCE

THE ENTREPRENEUR'S SOURCE, Auburn, IN

October 2009- Present

Business Coach and Franchisee/Owner. TES was founded in 1984 and is ranked

#172 in the Franchise 500 for 2010. Match clients to franchise

opportunities by conducting interviews, filling out profiles and assessing

a client's goals, needs and expectations. Educates clients on the basics

of franchising and other business options. Provides business coaching to

current business owners based on proven strategies.

SOLITRON DEVICES, West Palm Beach, FL 2007- June 2009

Semiconductor manufacturer focused on high reliability electronic parts and

solutions for military, aerospace, and space applications. Products

include high value custom hybrid circuits, custom packaging and testing as

well as standard off-the-shelf components.

National Sales Manager 2007- June 2009

Direct sales of development projects and semiconductor solutions to key

military, aerospace, and space OEM contractors: Raytheon, Lockheed

Martin, Northrop Grumman, Boeing, BAE Systems, GE Aviation and others.

Program reviews, contract negotiations. Identify and develop

opportunities, long term business relationships, support and maintain

ongoing requirements, negotiate contract agreements. Drove evaluation

and quotation process. Signed three new distributors, and 1 new

manufacturers rep firm to build a network in key geographies. Planned

and executed 50% to70% nationwide travel. Won many new designs which

will grow to $ millions.

NATIONAL SEMICONDUCTOR 1994-2006

$2+ Billion semiconductor manufacturer with strengths in analog, mixed

signal, and microprocessors; highly focused on communications and

information-related markets.

Corporate Account Manager (Santa Clara, CA) 2004-2006

Account manager focused on key design locations for major worldwide OEMs,

Hewlett-Packard Company and Cisco Systems. Key relationship builder with

multiple design wins worth millions of dollars. Facilitated negotiations

of worldwide contract pricing, coordination of support through worldwide

Electronic Manufacturing Service (EMS) providers.

Corporate Account Manager (Santa Clara, CA) (promotion) 2003-2004

Led worldwide growth of two large Electronic Manufacturing Service

accounts based in San Jose area: Solectron and Sanmina-SCI. Key

relationship building, program and opportunity management.

Staff Sales Engineer, Florida (Orlando, Florida) (promotion) 1998-

2003

. Managed direct accounts and key distribution resales growth. Led

Distribution Sales Manger and Field Applications Engineer for coverage

of the three Florida markets. Account manger role for Boca Research

providing resources and coordination which resulted in key major

design win for world-wide Set Top Box multi-million dollar program.

. Identification and penetration of new key distribution accounts Aptek-

Williams, Cross Match Technologies, and Dayron driving $5 Million new

sole-source resales over 3 years.

. Jabil Circuit account manager role for worldwide negotiation of

multimillion dollar purchase agreements.

TRW World Wide Automotive Account Manager (Livonia, Michigan) (promotion)

1997-1998

Managed all customer issues worldwide, including new business

development, quality, delivery, engineering, price negotiation, and

ongoing business.

. Assumed program management responsibilities for the production launch

of a $20 Million automotive business-critical program at TRW, managing

issues in business, engineering, specifications, capacity, delivery,

and relationships.

Senior Sales Engineer (Kokomo, Indiana) 1994-1997

Responsible for sales to Delphi / Delco Electronics Automotive Systems in

the areas of Audio Systems, HVAC, Instrumentation, and IC Delco.

. Assessed major opportunities, developed specific sales plans, and

executed key strategies to win long-term designs which generated > $15

Million in sales.

. Negotiated annual purchase agreements in excess of $25 Million per

year in areas of responsibility, providing the foundation for

consistent sales and the potential for growth.

TEXAS INSTRUMENTS, Fort Wayne, Indiana

$10+ Billion semiconductor broad line supplier and systems manufacturer

with strength in digital logic, analog, and digital signal processing.

Senior Sales Engineer and Distribution Specialist

. Managed successful program development for a key account involving

intensive analytical and follow-up skills translating to $10 Million

per year in new sales.

. Received "Vendor of the Year" Awards for several years at several key

accounts recognizing excellence in Customer Service, Quality, On-Time

Delivery, and Responsiveness.

. Recruited and trained several design and sales engineers as well as

training for distributors on product knowledge and sales tactics,

creating a stronger presence in the marketplace.

. Developed distributor accounts through effective response time,

pricing strategies, and sales support to increase business on an

average of 30% annually.

U. S. ARMY SIGNAL CORPS

Captain (Communications and Electronics)

. Commanded 240-person (105 vehicles) tactical communications company,

which included a two-month airlift/desert field exercise to test

concepts in desert warfare.

. Provided technical systems knowledge and combat leadership which

contributed to successful operations and minimized loss of life.

Awarded Bronze Star Medal and 2 Army Commendation Medals.

. Completed Airborne and Ranger courses, 26-week Radio Systems Officer

Course, and 52-week Signal Officer Advanced Course which prepared me

for the above challenges.

EDUCATION

Master of Business Administration, Indiana University, Fort Wayne, Indiana

Bachelor of Science in General Engineering, U. S. Military Academy, West

Point, New York

PROFESSIONAL TRAINING

Increasing Personal Power, Versatile Salesperson, Negotiating to Yes,

Consulting with Clients, Franklin Time Management, Strategic Selling,

Management Leadership Training, Microsoft Office, Strategic Assessment of

Markets, Effective Negotiations, Business Process Management, Project

Management, ASIC Field Technical Training, DSP Field Technical Training,

TQC Awareness, Creating a Client Development System, Juran on Quality

Improvement, Franchise Development, Franchise Validation Process, and

Business Coaching for Small Business.

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