Sales Manager
Resume:
Jeffrey A. Paquette, PMP
Durham, NH 03824
603-***-**** *************@*******.***
SUMMARY
Senior Field Operations Manager/Sales Manager with extensive experience in
sales, training, marketing and manufacturing of diverse applications in the
technology industry. History of developing new service related products
and new business development. Proven track record of delivering measured
results in terms of cost, quality and customer satisfaction. Consultative
executive with the capacity to coach, motivate and mentor teams, while
providing sales leadership and managing performance. Team player, who
leads by example and fosters strong working relationships both internally
across functional business groups and externally among clients. Results
driven with a passion for success. Searching for new challenges and
opportunities in field marketing, customer support or account management.
Professional Experience
Irving Energy Marketing and Distribution, Portsmouth, NH.
Present
Commercial Marketing Manager November 2009-
current
Marketing Manager and Residential large group Buying relationship Manager
for New England and Eastern Canada for all Irving Energy products and
services. Duties include defining corporate acquisition and retention
strategies for our commercial market, creating and implementing initiatives
to support the Account Management and Acquisition Sales teams in achieving
their sales targets. Re-branding Irving's commercial channel to
differentiate the commercial business from the larger company overall and
to define our position in the market. Also, managing the relationship with
the Large Volume Professional Residential Buying groups, helping to drive
margin and realized volume while maintaining position and control in this
channel. Currently, this channel comprises almost 30% of all Irving's
Liquid sales in Canada and New England.
New England Sales Manager May 2009
- November 2009
Sales manager for all distillate products, residential and commercial
heating and cooling equipment. Retained to define new business development
strategies and marketing campaigns and rebuild a professional sales team
across all three northern New England states in order to expand the Irving
Energy customer base beyond established eastern Canadian territories.
Designed and executed sales plan, increased size of sales staff to 12 and
exceeded $5 million budgeted quota for 2009. Focused on growth while
maintaining gross margins and superior experiences for Irving Energy's
customer base. Year to date results (close fiscal/calendar 2009) extremely
positive with Q3 over target for the first time in the last 18 months.
KLA-Tencor Corporation, Milpitas, CA 1986 - 2008
Eastern Regional Operations Manager, Service and Applications Strategies
2000 - 2008
Service Sales manager driving all service contract sales and marketing,
including hardware and software enhancements and upgrades and new business
development. Define and develop new service products and offerings.
Project Manager, driving all implementation and integration projects on the
east coast. Drive revenue targets, with budget variance analysis
responsibilities. Directed complete customer support for products in the
regional client/customer base, Florida to Canada, west to Ohio, which
consisted of over 900 customers, and 3,000+ installed systems. Led a staff
of 15 engineers and managed the department P&L of $15 M.
. Increased and improved contract penetration for Service and Applications
consulting by 11%, which generated $3.8M in service revenue.
. Redefined and implemented processes and policies for billable revenue
activity resulting in a decrease in invoice turnaround from 28 days to
2.5 days, with an error rate of less than 2%.
. Provided marketing support for regional sales team by responding to
client requests for proposals and quoting, specifically relating to
performance and capability specifications for point product sales.
. Defined and implemented virtual teaming concept for remote field offices
resulting in 8% reduction in operating expenses.
. Created, implemented and maintained metrics for unit profitability and
productivity that exceeded all financial and operational based MBOs.
. Recognized with the "Business Achievement Award 2007" for exceeding
$200,000 of contract penetration Bookings.
Field Product Marketing Manager 1996 - 2000
Created marketing collateral and presentations for field sales. Presented
product and product life cycle to major customer accounts. Attended major
events and trade shows. Negotiate and validate product life cycle with
customers' R&D teams. Led field research into new product requirements and
demand to develop MRDs. Led staff of 15 regional applications engineers
providing marketing support to national account managers for the suite of
metrology products.
. Defined and implemented applications product portfolio and pricing,
including marketing of Yield Consulting services. Generated $600,000 of
applications bookings in year one, rising to over $1.4 M within the
following 3 years.
. Increased application bookings 300% by creating a defined Point of Sale
Applications Services pricing for regional product sales team and
implemented metrics and procedures to track penetration and
profitability. Achieved $800,000 in Applications Service bookings in
year one, rising to over $2.6 M within a 3 year period.
. Focused on Product Marketing Manager role for optical overlay systems,
delivering marketing support to the national sales team. Aligned
strategic accounts with product road maps, provided response to FRP/FRQ
and provided clients with rapid "Time to Learning" (yield ramp through
defect source analysis) and shorter ROI.
Jeffrey A. Paquette, PMP Page Two
KLA-Tencor Corporation (Continued)
. Developed and implemented the first "Operations Engineer" program in the
company, which created hybrid service/process engineers that resulted in
product differentiation of service contracts, decreased costs and added
value to the customers.
Senior Applications Engineer, Optical Overlay Division 1991 - 1996
Conducted worldwide yield consulting and sales marketing support for
overlay processes in the semiconductor manufacturing industry.
. Increased product penetration at many high visibility accounts such as
IBM, ASML, Digital, Lucent and National Semiconductor.
. Provided head to head evaluation support to ASML, Digital and Agere.
. Maintained support to OMD division worldwide, including customer demos in
France, Israel and San Jose.
. Provided pre-sales marketing assistance to the regional sales team,
including specification definitions and negotiations in purchase
agreements.
. Published in "Interface '96" seminar (Olin Microelectronic Materials).
"Target Diagnostics for reducing re-work and scrap costs."
EDUCATION & TRAINING
MBA, Southern New Hampshire University, Graduate School of Business,
Hooksett, NH
BS, Business Management, Daniel Webster College, Nashua, NH
AAS, Electrical-Power, Eastern Maine Vocational-Technical Institute,
Bangor, ME
Masters Certification in Project Management, Villanova University
PMP Certified, Project Management Institute
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