Jean-Claude Christeler

**** ******* **** ****** ****

Naples, FL 34112

Phone: (239) 775-

8744

USA

Alt:

239-***-****

E-

Mail: abm24w@r.postjobfree.com

SUMMARY

I am a dynamic, high energy, self-starter, and proactive, hands-on,

global/multi-channels sales management professional within high-tech,

semiconductor, life sciences, laboratory and medical equipment, analytical

and process control instrumentation, environment. Multilingual: English,

French and German. I have the ability to achieve sales growth by

leveraging results, selecting, mentoring, hiring and motivating direct and

indirect worldwide sales representatives, as well as developing new

distribution channels. Coordinate sales initiatives and training plans with

the worldwide sales offices. Created and implemented a sales operations

methodology to develop and support an efficient and effective global sales

organization. I have extensive business-to-business and solution selling

experience with capital equipment manufacturers (OEM) such as medical and

analytical systems, semiconductor, industrial vacuum deposition, optical

and solar coating, defense contractors,. Strategic and innovative thinker,

perceiving new market trends and capturing market share by focusing on new

opportunities. My leadership style is a passionate and tenacious leader,

comprehending and exceeding customer expectations while driving a business

model of urgent response to customers with reliability and total customer

satisfaction. My strengths include being a well-organized team player,

attention to details, analytical, managing multiple projects and strong

communicator with exceptional people skills. I have experience in highly

competitive and rapid growth environments while working within various

cultures and business practices for worldwide organizations ranging from

$40 million to $800+ million in sales. I traveled extensively worldwide

(APAC, EMEA, North and Latin America).

EXPERIENCE: Director of International Sales and Global Sales Operations

9/1992 - 3/2009: MKS Instruments, Andover, MA United States.

MKS is a global provider of sensing instruments, subsystems and integrated

process solutions with revenues of $816 million.

6/2006 - 3/2009 Global Sales Operations

To support the overall sales goals and sales processes developed an

efficient and effective global sales organization, close -loop

communication, implementing comprehensive global sales performance metrics,

training programs, forecast procedure and sales policies. I managed sales

databases and SFA/CRM system. Prepared booking dashboard and managed the

data warehouse reporting system. Communicating and collaborating on an

ongoing basis with senior management, field sales, IT, finance, business

units, product marketing, customer service, quality and legal departments.

Designed and implemented a quarterly worldwide bottom-up sales

forecasting process

Drove forecast accountability and accuracy for all sales regions

Coordinated and managed the bottom-up / top-down forecast consensus

process

Wrote and released functional sales policies and process

documentation to improve sales methodology and efficiency

Trained the worldwide sales force on products, processes and

policies

Designed and managed new product launch process for the worldwide

sales organization

Established a business plan for the selection and implementation of

a CRM/SFA system (Siebel, Salesforce.com)

To measure worldwide performance to forecast created a weekly booking

dashboard. Improved and expanded efficiency tools to the data warehouse.

Compiled and analyzed global sales data and metrics

Provided results report to regional sales directors and senior

management for action plan

Established global database on Oracle interfacing with IT, sales

directors and marketing groups

Directed sales initiatives for IT sales business analyst

Coded customers by market segments, sorted by key geographical

areas, by application and product type

Managed booking data governance and data cleansing initiatives

Managed and coordinated sales meetings and customer events in Asia, Europe

and the USA.

Designed events, established appropriate budget, searched and

selected sites and defined activities

Activities attended by key C-level customers generating new sales

initiatives.

Supported the sale directors solving issues and developing new

opportunities

4/1997 - 6/2006 International Sales and Customer Support

Managed the overseas sales force through 9 subsidiaries and 30 independent

representatives for all MKS product lines. I achieved sales goals and sales

processes by developing an efficient and effective global sales

organization with extensive worldwide interaction with OEM customers and

end users. I negotiated distribution agreements, implemented sales

/marketing strategies and tactics with product directors and engineering

for various global market segments. I defined worldwide customer support

needs, sales plans and quarterly forecast as well as ongoing communication

with the country managers and representatives. Managed and coordinated

sales meetings, trade shows and customer events in Asia, Europe, Latin

America and the USA. I supervised the international customer service

group. Meeting US export and FCPA regulations. Expanded sales channels in

all international regions resulted in an increase of 35% of total worldwide

bookings.

Replaced and established new representatives in India, Philippines,

Malaysia, Spain and South Africa

Integrated sales channels of 12 acquisitions into the corporate

overseas sales organization

Alternative distribution channels (VAR) developed for the

environmental markets in Austria and Finland

In China, a sales and service office was opened

Global new product introduction process with product and sales

directors created for the international sales force

I worked closely with the product managers, engineering, marketing, finance

and global sales directors to implement comprehensive global sales plan and

developed sales tactics with all international directors as well as

reviewing customer procurement agreements.

Managed the quarterly review process of the sales plan and

performance

Measured the progress of ongoing opportunities

Identified and pursued new opportunities.

4/1995 - 4/1997 Worldwide Sales

I managed US and overseas sales force through four North America regional

managers and three international regional managers. I increased market

share with six subsidiary offices, 30 independent representatives and

extensive worldwide interaction with distributors, OEM, key accounts and

end-users. North America sales territories were re-organized and

streamlined. I established sales strategies with the operation and product

managers. Compiled, analyzed and managed annual worldwide sales forecast

and sales operating budget. Bookings increased by 23% (CAGR).

Developed process to position sales force for effective global

team selling

Focused worldwide sales force on pull-through sales strategy

. Developed and executed strategic sales initiatives

and marketing programs. Monitoring competitor's activities

9/1992 - 4/1995 International Sales Director

I managed 21 overseas representatives selling vacuum components, pressure,

flow and process control as well as analytical equipment to semiconductor

OEMs and end users, R&D, universities, life sciences and industrial vacuum

coating markets. Expanded sales coverage in Pacific Rim, Middle East, and

Latin America and reorganized the report structure for reps in Asia.

Trained the sales representatives as well as making product presentations

to customers.

To increase sales in Asia, subsidiary offices opened in Korea,

Taiwan and Singapore

Created new sales network in Latin America (Mexico, Columbia,

Venezuela, Brazil, Argentina, Chile)

Set up service centers in: PRC, Singapore and India

A direct sales and service office in the UK was opened.

Balzers High Vacuum Products Hudson, NH, United States

International Product Manager

Responsible for the cryogenic product line on worldwide basis with P&L.

Designed, developed and executed international sales and marketing

strategies. Supported the US and overseas sales force with technical and

commercial product training. Designed new product launches. Obtained and

managed a multi-million dollar contract with a major US OEM medical

account for MRI application. European cryogenic service center

established. Coordinated and promoted UHV deposition systems sales

activities for the US market. I represented Balzers USA at corporate

worldwide marketing steering committee in Switzerland.

Air Products & Chemicals, Inc. Allentown, PA, United States

International Sales Manager

I increased market share with 3 regional sales engineers and 29

international independent sales agents for cryogenic systems. Established

and coordinated marketing, sales and training strategies in Europe, Asia,

Africa and South America for vacuum OEM, industrial end-users and R&D

customers and for the sales force. Negotiated and implemented a licensing

agreement for cryopumps in Japan with a leading Japanese manufacturer.

Initiated and developed the Chinese and Indian market for the cryogenic

product line.

Fisher Scientific Company Zurich, Switzerland

International Marketing Engineer

Directed 15 European sales representatives and implemented marketing

policies. I attended a one-year management-training program in

international trade at Fisher USA.

Institut fuer Reaktorforschung Baden, Switzerland

Chemist, High Radiation Laboratory

I was the supervising chemist in the production and research of radioactive

isotopes for medical applications.

SKILLS

Languages: Fluent in English, French and German. Spanish working

knowledge.

Travel: Extensive worldwide travel

Computer: Excellent MS office suite

EDUCATION

Licensed State of Florida real estate sales associate

AMA New York, NY, United States

Certificate International business and export practices

Institut de Radio Physique Appliqu Lausanne, Switzerland

I specialized in radioactive substances manufacturing

University of Lausanne, Institut de Radio physique Appliqu , Lausanne,

Switzerland

B.S. physics (equivalent) Radiophysics / Radiochemistry

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