Sales Manager

Jeffrey K. Draa

***** ***** *** *****, *****, CA 92064

H 858-***-****, C 858-***-****, abilip@r.postjobfree.com

EXECUTIVE PROFILE

Vice President, Sales and Marketing; Division/General Manager

Business Planning, Organizational Development, Leading Technology

Teams, High Revenue Growth

Execution oriented, market focused executive with global experience in

general management, senior sales and strategic marketing roles for

technology companies. Expertise covers a wide range of industries.

* Skilled in assessing attributes of successful companies, products and

marketing campaigns

* Highly knowledgeable about penetrating markets with new technology

product ideas

* Expert in managing customer base, satisfying "needs" not "wants"

* Over 20 years leading sales executives, productization experts and

technology teams

* Strong at strategic planning, driving P&L performance, drilling down,

and "checking the premise"

* Proficient at getting results in any technological environment; the

more complex, the better

* Experienced in pitching for and obtaining funding for growth or

expansion

EXPERIENCE

Tech Coast Angels, Venture Funding Group, San Diego, CA 2007-Present

Organization provides early stage funding and growth guidance for start-up

ventures.

Member - Board of Directors, Vice President, Pre-Screen Committee Member -

BioMed Track, Deal Lead

As a member of the Board of Directors, responsible for helping set policy

decisions that ensure the growth, profitability and integrity of the group

and funded ventures. In addition, responsible for managing and hosting the

annual 'Quick Pitch Competition', the group's only public forum. As Vice

President and Pre-Screen Committee member, ensure quality BioMed 'deal

flow' enabling high profit potential, lower risk investments. Employ 'best

fit' matrix and principles toward matching entrepreneur needs with group

capabilities and return on investment expectations. As 'Deal Lead', guide

entrepreneurs and small companies through the funding or 'deal' process, as

well as asserting board or advisor capacity to help direct and manage their

growth.

* As Vice President, produced, directed and hosted the 'most successful

Quick Pitch event ever' according to the group President, in terms of

quality, media coverage and ticket sales. Result: Higher quantity and

quality funding applications and syndication offerings flowing through

group's screening mechanism as well as significant revenue and profit

contribution from the actual event.

* As 'Deal Lead', managed and drove the preparation, diligence and

funding scenarios for a municipal water treatment venture. Result:

Vetted offering with oversold interest brought before group, beating

schedule

CONNECT, Business Incubation and Commercialization Non-Profit 2007-

Present

Highly successful, innovative program, designed and sponsored by UCSD, to

develop and incubate local research-based discoveries, innovations and

services for eventual commercialization.

Volunteer 'Domain Expert', and 'Entrepreneur in Residence', ("EIR")

On a volunteer basis, responsible for providing targeted, high-level

expertise for proposed business ventures. Mentor venture participants

through CONNECT's 'Springboard' business incubation planning and execution

process template toward preparing entrepreneurs for funding and growth.

* Mentored a solar cell start-up venture; Result: Product was

repositioned in the marketplace to more realistically meet demand;

steered founders toward a prototype process to prove product viability.

* Took over business plan and penetration lead for a 'dirty bomb

detection' venture stalled in incubation. Result: Venture then graduated

'Springboard' in 12 weeks, having been stuck in the program 2.5 years.

KLA-Tencor Corporation, San Jose, CA 1999-2007

Leading semiconductor manufacturing test and yield measurement company.

5000-employees, $2-billion annual revenues. #1 market share in test and

yield, #4 in semiconductor equipment overall.

Business Director (General Manager), eV300 Division

Reported to the VP of EBR Group. Full P&L responsibilities, strategy and

personnel for eV300 Scanning Electron Microscope (SEM) division.

Coordinated cross-functional sales, marketing, applications and operations

strengths to maximize business share among and between the seven product

divisions and P&L's within the group. Responsible for product lifecycle

including; market introduction, penetration, adoption, bookings, margin

maximization and horizon management. Additional positions at company

included: Director, Product Sales WIG; Director, Strategic Sales Planning

WIG; Director Marketing, E-Beam Review Division; Sr. Director, Sales and

Operations, Defect and Yield Solutions Division.

* As 'Business Director, eV300 Group', managed the consolidation of

eV300 Division from Boston; repositioned the product in the marketplace;

restructured operations; Result: Optimized divisional P&L to the highest

net profit ever achieved: 14%. Group EVP commented: "You are the only GM

to ever make money with this product."

* Streamlined eV300 divisional manufacturing operations; Result: Annual

savings of $4-million realized to division 'top line' expenses.

* Merged east and west coast operations, marketing and applications

personnel into a single unit at the corporate headquarters; Result:

Overhead savings of 29% through increased efficiencies.

* As 'Senior Director, Sales and Operations, DYSD', directed the roll-

out and market penetration of a new defect classification software

product; Result: World wide penetration campaign grew Division revenues

65% in two years.

* As 'Director, Product Sales, WIG', managed strategic adoption/sales

plan for new Intel / Micron joint venture fabrication facility; Result:

$150 million in new, penetration revenue at 53% gross margin, with 67%

share of available revenue.

* As 'Director, Strategic Sales Planning, WIG', drove and completed

annual "Strategic Plan" for the $1.1-Billion Wafer Inspection Group, the

company's most complex and significant product base by revenues; Result:

Termed "Best Strat Plan I've seen at the company" by Group EVP.

ASML, Veldhoven, The Netherlands 1997-1999

International photolithography, semiconductor manufacturing equipment

provider. 4500 employees. $2-Billion revenues. #1 in Photo, #7 in Semi

Equipment.

Business Manager, Intel World Wide

Reported to the VP, North American Sales. Developed and implemented the

company's first Intel penetration plan. Created macro level business

development, share growth and adoption models with budget and revenue

projections for each Intel factory and product line. Drove strategy

internally, securing necessary agreements, resources and mindshare to

garner target support once penetration achieved. Developed relationships

between Intel business owners and ASML stakeholders toward strategic,

mutually productive business development scenarios. Drove resolution to

pre-existing legal issues inhibiting progress toward developing business

relationship.

* Conceived and presented the initial plan to penetrate Intel

worldwide; secured internal agreement for Intel configuration to ensure

performance specifications; Result: ASML designated as "Key Supplier"

within 18 months of plan acceptance.

* Executed and continuously managed the plan for Intel penetration;

Result: Entire project was successfully implemented and Intel business

grew to over $400-million in new revenues.

Lam Research, Fremont, CA 1993-1997

Semiconductor equipment. 2000 employees. $1-billion revenues. Rated #1 in

served market - etch equipment.

Senior Account Manager

Reported to the Director of Sales, Western Region. Responsible for

handling key field sales accounts, including NEC, LSI Logic, National

Semiconductor, and others. Additional duties included: Chairman, Global

Accounts Development; Team Leader; DSO Improvement Committee.

* Concentrated on the development of key accounts to quickly grow

company revenues; Result: Grew territory from $11-million to $54-million

in revenues within two years.

* Developed unique value propositions, reduced equipment 'overhead'

time and promoted world class customer service for existing accounts;

Result: Increased margins by 12% for maintained customers.

* Won "Vendor of the Year" from NEC and "Outstanding Recognition

Award," National Semiconductor.

Mitsubishi Electronic Materials and Equipment, Dallas, TX 1987-1993

High tech manufacturer of semiconductor materials and production equipment.

500 employees. $200-million revenues. #4 market position.

Regional Sales Manager, US Central Region

Reported to the VP Sales. Responsible for the inception, growth and

management of the company's Central Region Sales Office and territory.

Managed all regional activity including: New account penetration, regional

margin improvement programs, product delivery schedule, application support

on customer site and overall customer satisfaction.

* Established the Central Region Sales Office; Result: Increased

revenues from $2-million to $23-million.

* Exceeded revenue projections, first two years; Result: Justified

regional office expenses and expansion 3 years early, enabled addition of

local customer engineering support

National Semiconductor, Santa Clara, CA 1982-1987

Company specialized in semiconductor devices. 4000 employees $1.5-billion

revenues. #9 market position.

Production Supervisor

Reported to the Director of Production Control. Responsible for

supervising a team of 22 in the 125mm CMOS clean room wafer fab at company

headquarters location.

* Charter Member of a long-term management development program for new

college hires.

* Implemented organizational efficiencies in first 8 weeks. Result:

Realized immediate 10% savings to product direct costs.

EDUCATION

MIT Sloan Executive Program, "Managing Technical Professionals and

Organizations" 2000

Thunderbird School of International Management, "Executive Leadership

Program" 1997

Bachelor of Science, San Jose State University, San Jose, CA 1982

* Major - Business Management

Executive training programs completed at KLA-Tencor, 1999 - 2007 (KLA-

Tencor's 'Corporate University' was recognized by 'Training' Magazine as #3

in the Fortune 500, 'Best Companies for Executive Development'):

'Developing Senior Executives', 'Principles of Mergers and Acquisitions',

'Product Market Validation', 'Understanding Shareholder Value', 'Product

Lifecycle Principles' and 'Growth and Achievement for the Technical

Executive'.

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