Sales Manager
Resume:
Frank Edwards Davidson
Granite Falls, NC 28630
828-***-**** ● ********@*******.***
SUMMARY
Product management and marketing of OSP optical fiber cables with emphasis on positive customer
relations while representing the company’s best interests in products and services.
Positions of interest are marketing/product management and technical sales.
EXPERIENCE
2006-2009 Draka Comteq Americas - Claremont, NC
Product Marketing Manager - OSP Fiber Optic Cable
• Provided technical support for all outside plant fiber optic cable products to internal and
external customers in the US and international markets.
• Responsibilities included quotation and specification reviews, product evaluations,
recommendations, and training.
• Joint customer visits with Outside Sales resulting in increased volume as well as new sales.
• Championed ADSS cable sales by increasing market share through promotion, product
designs, associated hardware and field support.
• Responsible in assisting to grow volume and market share while maintaining margins as
well as new product launches and new sales tools.
• Provided high level of service to all customers through prompt responses, accurate technical
support and product guidance.
• Developed and maintained technical information including outside plant data sheets,
detailed product descriptions, sales aids and presentations.
• Provided lower cost cable alternatives resulting in more than 10% cost reductions while
increasing margins.
• Received the Draka Marketing Champion award for 2007.
2002-2005 Alcatel Telecommunications Cable/Draka Comteq Americas - Claremont, NC
Product Marketing Manager/Customer Service Manager
• Responsibilities included managing Customer Service, external fiber cable pricing and
contract negotiations. Majority of time committed to price management and maintaining
positive margins in a severe market decline.
• Successfully negotiated a multi-year contract with AT&T.
• Provided the marketing support for companies’ largest sale of long distance fiber in North
America.
1994-2002 Alcatel Telecommunications Cable - Claremont, NC
Associate Product Manager/Product Marketing Manager
• Identified market potential, established pricing and market strategies and defined new
products to introduce to market.
• Monitored performance and profitability of existing products and services and maintained
market intelligence including strengths and weaknesses, sales force/distribution channel
data, pricing and customer strategies.
• Responsible for marketing support for Canada with market share growing from 10 to 30%.
• Technical support to Outside Sales through customer presentations and visits.
• Coordinated marketing responsibilities for successful introduction and acceptance of
ColorLock™ (fiber coloring in the outer coating) through multiple independent contractor
testing and external customer presentations.
• Successfully negotiated a price increase with the Israeli telephone company.
1992-1994 Alcatel Telecommunications Cable - Claremont, NC
Product Development Engineer
• Provided ribbon cable design input, in-process test procedures and qualification (Bellcore)
coordination.
• Responsible for LAP (aluminum shield fiber cable) development and on-time transfer of
qualified product to production.
• Resolved torsion issue with central tube ribbon design to a patentable solution.
1989 -1992 OSP Consultants, Inc., Sterling, VA
Division Manager - Fiber Optic Applications
• Responsible for fiber system design, installation in aerial, underground and direct buried
applications as well as indoor cables and associated hardware.
• Supervision of splicing, connector installation, testing, fault analysis and fiber repair to
customer specifications.
• Provided bids and proposals for fiber systems, procurement and project management.
• Training courses developed for fiber installation, cable preparation, splicing, connector
installation and testing.
• Provided all fiber material and services for terminations, splicing and testing of Baltimore
Gas & Electric’s Calvert Cliff Nuclear plant resulting in greater than 40% profit margin.
• Provided the technical portion of the winning proposal ($125M US) for NYNEX
International to the Indonesian Telephone Company.
• Customers for above services included AT&T, NYNEX and Bell Atlantic, Baltimore Gas &
Electric, Metropolitan Fiber Systems, PPL, MCI, Sprint and the US military.
1981-1989 Siecor Corporation, Hickory, NC
Applications Engineer - Fiber Optic Division
• Provided technical support to the telecommunications industry resolving technical issues,
product evaluations and investigation of fiber and cable concerns. Outside sales support
through customers visits including the Bell System and International markets.
Applications Engineer - Elevator Control Cable Division
• Responsible for technical support for existing products as well as new product development
in the elevator industry.
• Assisted in the development of the first traveling cable utilizing optical fibers - 1986
installation in New York.
• Developed guide system for elevator compensating cable to allow high speed operation.
Product and Applications Engineer - Copper Cable Division
• Technical support and new product development for the copper cable industry working
closely with Sales, R&D and external customers.
TECHNICAL PAPERS
Elevator Traveling Cable Containing Optical Fiber - IWCS 1987
Continued Investigations of ADSS Designs and Reliability - IWCS 1997
PATENTS
Ribbon Cable Design Central Tube - 1994
Ribbon Cable Design Central Tube with Tone Wires - 2009
EDUCATION
University of North Carolina at Charlotte; Bachelor of Science in Engineering Technology,
Charlotte, North Carolina, 1988.
REFERENCES
Available upon request.
Contact this candidate