Sales Engineer

Richard Kemeny

**** *** ****** ***** ***** Fl ***39

telephone: 786-***-****

I possess both a technical background and a business academic background.

Furthermore, I have job over a decade of experience in both areas.

Job Experiences and related contribution

August 2003 to present Employed as an independent consultant providing

actionable intelligence to key decision makers. A major project involved

providing software and engineering efficiency expertise to a large chain of

restaurants in Miami Beach Florida. The results included increased sales of

25% by the front house staff and a 30% efficiency improvement in the back

of the house.

For a large corporate client provided a grading scheme to evaluate market

and competitive intelligence.

October 2000 to August 2003 Employed by SAP, the world's largest ERP

software company. Was employed as a senior market intelligence analyst.

Provided actionable market intelligence to sales account executives that

increased sales to new customers by 40%.

Provided the impetus for SAP to market their software and services along

specific industry verticals. Helped change the mindset of selling the same

software into each industry vertical. The new sales methodology helped SAP

grow in the double digits.

Supplied the market rational that allowed SAP to enter the small and medium

size software markets profitably. To accomplish this feat nearly the entire

sales force needed to be retrained. In addition, devised a new scheme to

provide monetary commission to sales account managers selling into these

new markets.

Was the first analyst to work side by side with the sales account

executives throughout the sales cycle. This helped increase sales quotas by

28%.

Convinced SAP executive management to move aggressively into the Business

Intelligence space. B.I. turned out to be the new software licensing growth

area, which eventually was predicted to top CRM in sales revenue.

Acted as the expert between sales and the software analyst community.

June 1980 - August 2003 Senior Market Analyst and Senior Engineer at

General Motors

Helped establish a market intelligence team. This team then reported

directly to the V.P. in charge of marketing worldwide. The team so thought

after it charged various business units for their services. It was

estimated we saved $10 million annually, because our services precluded the

need to hire expensive outside consultants. Yet the team delivered better

results than previous studies conducted by well known industry consultant

firms.

Spent two years working directly with Booz Allen Hamilton consulting firm.

I was taught their methodology for conducting studies. It was this training

that allowed us to sever our relationship with outside consulting firms and

perform the studies internally.

Lead a team that provided Delco Electronics to engage successfully in

mergers and acquisitions. For example, acquired two automotive security

companies that positioned Delco Electronics as the leader with over 80%

market share.

Lead a team that developed a co-generation software project. The impetus

for the project was the fact that Delco Electronics could not hire or train

enough software engineers to meet future software development needs. This

automated code generating approach resulted in savings to Delco Electronics

in the tens of millions, because there was no need to hire hundreds of

computer science majors.

As an engineer I lead a team to develop automated inspection of electric

circuit boards. I hold patents on both the hardware required for inspection

and the software that made it work. Prior to this automated inspection

hundreds of highly paid UAW workers inspected the boards manually. Not only

was this inspection process very labor intense, it was very inaccurate.

Manually inspection at best was 60% effective, while the automated system

increased inspection accuracy to 99%.

Was as member of the team that recommended designed and implemented the

necessary process to automate the insertion of electronic components in

circuit boards. This project saved hundreds of millions of dollars both in

labor savings and increased efficiencies.

Project major to nearly automate the airbag electronic module operation.

Prior to the automation project 60 workers per shift were required to

produce 3 million units annually. After the implementing the automated

scheme only 20 workers working two shifts were required to produce up to 5

million units a year.

Employed and taught scenario analysis. Developed a realistic simulation

program that was first played by the top executives of Delco Electronics

and than provided to middle management.

Education:

Penn State University - B.S. in Marketing

University of Pittsburgh - B.S. in Mechanical Engineering

Indiana Wesleyan University - M.S. in Management

Special Executive Training:

Kellogg School of Management - Mergers and Acquisitions

Wharton School of Business - Competitive Intelligence

Harvard - Advanced marketing Techniques

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