Sales Manager

Michael A. Shiffer Residence: 480-***-****

***** **** **** ********* ***** Cellular: 480-***-****

Scottsdale, Arizona 85259 Email: *******.*******@*****.***

SUMMARY

Strategic, performance driven account executive and regional sales manager with demonstrated,

corporate leading results in service and capital equipment sales. Recognized for superior results

including increasing market share, improving gross margins, operational excellence and

customer satisfaction. Strong leader who develops and recruits high caliber teams of sales, and

engineering professionals. Considerable experience developing and executing strategic business

plans that exceeded financial expectations and delivered profitable business growth. A proven

account executive that has attained superior executive level relationships, profitable partnerships

and exceeded annual business plans,

Key Strengths

• Global Account Management: Producing value added, profitable partnerships

• Service Sales Enterprise: Out sourced engineering product development with significant

share and revenue growth.

• Leadership: Providing vision guidance and education to exceed objectives.

• Business Results: Large order closure (>$25M) exceeding market share, revenue and

margin requirements.

• Financial Management: Meeting P&L commitments through knowledge and attention to

detail.

• Technical knowledge: Strategic business plan development supported by broad sales and

engineering background.

PROFESSIONAL EXPERIENCE

Applied Materials 1989 – 2010

A fortune 100 company supporting the semiconductor, solar and nano-manufacturing markets

Region Manager, North America 2004 – 2010

Capital Equipment and Service product sales

Developed and directed a team of 12 sales professionals that turned around a major, previously

under performing region to attain best in class performance in market share, profitability and

customer satisfaction.

• Increased annual sales revenue from $68M/yr to $123M/yr over 18 month period.

• Significantly improved market share from 29% to 48% by developing and executing

annual strategic business plans, improving organizational capabilities and enhancing

customer relationships.

• Developed new, innovative Service products specifically tailored to changing customer’s

requirements. Improved market share by 6% and exceeded corporate average by 9%.

• Re-engineered Service approach and resources to improve contract margin by 6%.

• Earned prestigious Texas Instruments Supplier Excellence Award 2005, 2008 & 2009.

• Earned prestigious Microchip Supplier of the Year Award 2007, 2008 & 2009.

• Executive member, Strategic Business Management Forum. Drove product improvement

direction. Developed/ delivered sales training programs and sales compensation plans.

Sales & Process Engineering Manager, Motorola Global Account 1998 – 2004

Capital Equipment sales

Led and directed a global team of 8 sales and 14 application engineering professionals to achieve

unprecedented success in market share and revenue growth. Secured key development

partnerships across the served available market to deliver next generation solutions and support

sales objectives.

• Increased annual revenue over 36 month period from $98M to > $400M by successfully

executing technical programs and strategic business plans, expanding customer

relationships and focusing sales team on solutions based selling.

• Achieved “Best in Company” market share results (60%)

• Enhanced gross margin by 6%, 5% higher than Company average.

• Awarded Motorola Supplier of the Year Award, 1999 & 2000.

• Awarded Motorola Technical Excellence Award, 1998 & 2001.

Sales Manager, Strategic Global Accounts

Capital Equipment sales 1993 -1998

Developed and managed a team of Global sales professionals and delivered advanced technology

solutions for Motorola. Exceeded annual booking, revenue and profitability objectives.

• Grew annual system revenue from $57M/yr to $106M over 48 month period

• Displaced incumbent supplier and secured 100% market share for Implant product line.

• Displaced incumbent supplier and secured 100% market share for CMP product line.

Account Executive, North America Accounts 1991-1993

Etch Product sales

Established key executive relationships and critical technical partnerships to develop next

generation capabilities with unmatched performance and quality.

• Increased annual revenue for Etch product line from $12M to $29M.

• Secured 100% market share for etch products. 30% higher than other accounts world

wide

• Increased system ASP’s by 9% by increasing system capabilities and performance. ASP

increase improved net margin by 16%.

• Received Motorola’s Technical Excellence Award for DPS Metal etch product, 1993.

Product Marketing Engineer: Intel Global Account

Etch and CVD Products Division 1989 – 1991

Provided new product development and field marketing support for the Intel account team.

Managed new product qualification programs to secure multiple tool of record wins.

National Semiconductor: Engineering Section Manager 1983 – 1989

Bear West Studios: Audio Engineer 1981 - 1983

Education

College for the Recorded Arts, San Francisco, CA. (Audio Engineering) 1979 – 1981

Foothill College (Science - Mathematics) 1976 – 1977

Board of Directors 2004 - 2008

Santa Clara Vanguard: A nationally recognized, nonprofit performing arts organization

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