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Sales Management

Location:
North Las Vegas, Nevada, 89086, United States
Posted:
May 26, 2010

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STEPHEN STAPHANOS

**** *** ****** ***** *** Vegas,

Nevada 89086. Phone 702-***-****. E-Mail: abmrdi@r.postjobfree.com

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President/CEO

SUMMERY OF QUALIFICATIONS

Successful senior level Business Development and Technology Executive with

proven ability to drive and sustain corporate profits through broad-based

competencies in:

Global Business Development & Worldwide Sales & Marketing

Positive working relationships with all Board of Directors

Excellent Client Management skills Leadership & Mentoring

Decision Making

Strategic & Systematic Thinking Customer Orientation

Staff Management

New Business Development Organization Building

Financial Management & Controls

Product Development/ Co-Branding Marketing/Sales Promotion

Merger & Acquisitions

Engineering and R&D Management

New cutting edge Technology Development

Product & Applications Development

Software Development

Operations Management

P&L responsibility & EBIT

Group leader Training for Quality Process /ISO 9000 and Six Sigma

plus learning program

Effective Leadership Skills

Superior Communication Skills

Offered Global customer solutions and closed numerous sales orders where

amounts exceeded $25-$30 million for the US and International customers in

the following industries: Food and Beverages, Metal, Mining and Materials,

Oil & Gas, Power Generation, Transmission and Distribution, Chemicals,

Government, DOD, Nuclear, Pharmaceuticals & Biotech, Pulp & Paper and Water

& Wastewater Management, Environmental, Homeland Security and chemical

weapons demilitarization.

PROFESSIONAL EXPERINCE

PRESIDENT AND CEO

1/2005 - 12/2009

CHISHOLM INSTRUMENTS CO. (ON-LINE PROCESS ANALYTICAL INSTRUMENTS CO.)

FORT COLLINS, CO 80525

Offer On-Line Process Transmitter and Analyzers for Power Plant, Oil &

Gas, Power Generation, Transmission & Distribution including Custody

Transfer Transmitter for Natural Gas BTU, H2 for Fuel Cell and Utility

Applications.

RESPONSIBILITY:

. MARKETING MANAGEMENT.

. SALES MANAGEMENT.

. PRODUCT DEVELOPMENT & ENGINEERING.

. CUSTOMER SERVICES.

. OPERATIONS & QUALITY CONTROL MANAGEMENT.

. ACCOUNTING & FINANCE & HUMAN RESOURCES MANAGEMENT.

Emerson Electrical (a $20 Billion global Automation and Electrical Co.)

3/1982 to

1/2005

Emerson Process Management, Irvine, CA 92606

GENERAL MANAGER /DIRECTOR OF BUSINESS DEVELOPMENTS & TECHNOLOGY.

RESPONSIBILITY:

MARKETING MANAGEMENT:

. Global Marketing Management.

. Product Marketing Management.

. Marketing Administration /Advertising /Trade Shows.

. Applications Engineering /Proposals /Training

/Product Developments /Application Developments.

. Customer Services /Orders Entry /Spare Parts.

SALES MANAGEMENT:

. Domestic Sales - 4 Regional (Western, Southern,

Eastern, and Mid West)

. International Sales - 6 Headquarters (Europe, Latin

America, Middle East/Africa, Asia Pacific, Canada,

Australia).

ENGINEERING & NEW PRODUCT DEVELOPMENTS MANAGEMENT:

. Electrical Engineering, Mechanical Engineering, and R & D.

. Software Engineering.

. Systems Engineering.

. Application & Custom Engineering.

. Manufacturing Engineering.

. Proposal & Sales Engineering.

. Field Service Engineering.

OPERATIONS MANAGEMENT-Manufacturing Production and Service Dept,

Manufacturing Engineering, Documentations and Drafting, Purchase,

Receiving, Inventory, Shipments, Production Planning.

ACCOUNTING & Finance- Management of Accounting, Payroll, and Finance Dept.

CUSTOMER SERVICES.

QUALITY CONTROL MANAGEMENT.

HUMAN RESOURCES MANAGEMENT.

. Responsible for Global Business Development & Sales & Marketing

activities.

. Development of Worldwide strategic Business

Development plans.

. Collect relevant marketing data, analyze data and

provide meaningful marketing forecasts.

. Responsible for the preparation of Global Sales

forecasts.

. Assign to each subordinate Director, Business

Development, specific responsibility for identifying

new customers and capturing new business.

. Global Product and Technology Development.

. Establish metrics for evaluating performance/goals.

. Participate in and provide marketing intelligence.

. Visit and brief potential and existing customers on

a regular basis, and determine opportunities for

follow on business.

. Coordinate trade show activity and advertising with

the Corporate Communications.

. Extensively networking in the industry and Global

presence.

. Establishing peer-like contact with potential

customers at the senior management level, and with

International Government countries Agencies to ensure

the company on the approved vender list for new

projects.

. Negotiating and closing deals.

. Developing trust and content-based relationships with

each client and identifying potential areas for

offering Customer Solution.

. Networking in the academic community to identify

distinctive scientists who may add value through

joint-research alliances.

. Merger & Acquisitions; Provide Technology and

Business Evaluation for New Acquisitions.

. P&L Responsibility.

. Technology and Business Development Presentation to

the Board of Directors, Customers and Financial

Advisors.

. Support senior management in the areas of budgeting,

forecasting, reporting, and analysis associated with

Module Centers & Operations (MC&O) EBIT, Material

Overhead rate reporting and analysis, and SG&A

reporting and analysis.

. Responsible for the monthly forecast (MML) process as

well as measuring the accuracy of the units forecast

submissions.

. Maintain positive working relationships with all

Board of Directors.

ACCOMPLISHMENTS:

. Developed numerous new business opportunities providing Total Customer

Solutions and achieved a true "one-stop-shop" offering comprehensive

lines of capital equipment and aftermarket products and services.

. DEVELOPED & IMPLEMENTED GLOBAL STRATEGIC MARKETING & SALES PLAN for

offering"one stop shopping" Customer Solution.

. Closed numerous sales orders where amounts exceeded $25-30 million in the

US and the international.

. Evaluated technical research and development techniques, test and

reliability data, and engineering.

. I understand the patent processes and that patent protection is

important. I have over 25 Patents, and Several Publications.

.

. Merger & Acquisitions; Provided Technology and Business Evaluation for

New Acquisitions.

. Developed and Implemented Short and long-term strategic plan for

Sales, Marketing,and Technology Development.

. Built and Managed Strong National and International Sales

Organizations, Sales Reps, Dealers including development and

implementation of compensation and incentive programs.

. Assure that we are on the cutting edge, optimizing existing

technologies and bringing new technologies .

. Skilled in senior level presentations, negotiations, Worldwide

Governments Agencies, and relationship building.

. Acknowledged by senior management for exceptional staff development,

motivation and team building.

. Building Relationships and New Ventures -established history in

developing and managing mutually profitable relationships with

customers.

. Led several Divisions Business Units by establishing and overseeing

P&L with Global offering of Customer Solution.

. Instituted changes in pricing policies resulting in company

reaffirmation as Industry leader.

. Reorganized marketing and developed marketing strategies, managed

product launches, collateral materials, advertising campaigns,

pricing and trade show organization plus presentation materials

for Global offering of Customer Solution.

. Reorganized the Domestic and International Sales organizations for

all business units as One Sales Force and increased Global Sales.

. Maintained and managed competitive market share analysis and

sales/marketing forecast.

. Developed and launched new products contributing to sales increase.

. Implemented Global computerized system allowing accounts to order

directly via personal computer.

. Chaired weekly meetings and monthly Global Sales & Marketing

Meetings to interface effectively with all corporate divisions

resulting in dramatic improvement in internal communication.

. Monitored and ensured customer satisfaction worldwide.

(Emerson, continued)

ACCOMPLISHMENTS:

. Motivated and trained sales team to create new profitable markets

and business opportunities both domestically and internationally

by having direct contact with customers and learning to become

achievers.

. Increased Capture Ratio % of number of orders / Quotes from 9 % in

1999 to 48% in 2004.

. Successfully maintained a 60 %- 65% over all profit margins for the

Company while also attaining and exceeding the annual sales.

. Evaluated technical research and development techniques including

testing the reliability of data and provided the technical

guidance necessary to resolve problems while maintaining sound

engineering concepts and standards of quality.

. Established One Engineering Standard for all new products developments

in all business units and divisions.

. Developed, monitored, reviewed short and long-range new product plans.

. Established and implemented Global Cost Reduction program in

Manufacturing and Engineering for Products design and Manufacturing.

. Kept divisional and corporate management abreast of investment and New

Technology Trends and New Business Opportunities.

. Chaired the Strategic Planning Process, and provided leadership and

advice to the company in Continuous Improvement.

. Managed all administrative and financial activities of the

organization.

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. Forecasted, planned and supported all resources required to

effectively manage the organization.

. Provided effective ongoing monitoring and reporting of administrative

and financial activities.

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. Formulated and implemented Business Development. strategy,

including advertising and PR for offering Global

"One Stop Shopping" Customer Solution.

. Responsible for the P&L.

. Contributed to formulation of policy and strategy as a top management

leadership member of the organization.

. Recruited, managed, trained and motivated direct reporting staff

according to business needs.

. Managed technology transfers, partnership assessment and development.

. Provided guidance in selection & management of vendor agencies.

. Developed brand-building initiatives across the organization and

different geographical markets.

. Developed and execute worldwide strategic marketing and sales plans.

. Planed and managed internal communications and awareness of corporate

direction, mission, aims and activities

. Partnering with HR in implementing various initiatives in his

organization.

. Established peer-like contact with potential

customers at the senior management level, and with

International Government Agencies to ensure the

Corporation on the approved vender list for new

projects.

. Maintained positive working relationships with all Board

of Directors.

. Supported senior management in

the areas of budgeting,

forecasting, reporting, and

analysis associated with Module

Centers & Operations (MC&O) EBIT,

Material Overhead rate reporting

and analysis, and SG&A reporting

and analysis.

. Presented New Technology and

Business Development Presentation

to the Board of Directors, Major

Customers, and Financial

Advisors.

.

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Rachelle Laboratories, Inc., Long Beach, CA.

1/1980 to

3/1982

PLANT MANAGER of $40 million Pharmaceutical manufacturing division of

International Rectifier Corp.

Before I became Plant Manager- I went through 8 months of 60 hrs /week

training on Fermentation Antibiotic Process including, Sterilization,

Inculcation, Contamination, Micro Biology lab training, Genetic

Engineering, Operations, Process Engineering, Boiler & Cooling Tower

Operation, Batch Process, Harvest Process, Dryers, Packaging,

Instrumentations, FDA Regulations and Plant Management Training.

RESPONSIBILITY:

. Management of complete staff of 4 managers and 110

employees on $10 million expense budget.

. Production / Production Scheduling.

. Inventory Control / Material Management.

. Shipping / Receiving.

. Process Engineering.

ACCOMPLISHMENTS:

. Saved $200,000 on a $10 million expense budget.

. Developed follow-up performance reports for

controlling plant operations productivity, variable

labor and expenses, packaging, raw materials and

ingredients.

. Implemented raw material inventory control system

resulting in reduction from 200 million pounds to 150

million pounds.

. Planned pre-production and labor leveling scheme,

which resulted in $90,000 labor and overtime savings

and

$80,000 storage savings annually.

. Effected payroll saving of $500,000 per year by

reducing direct labor utilization.

. Through R & D increased the volume of production by

20% without capital expense.

Department of Oil Properties, City of Long Beach, Long Beach, CA.

1/1978 to 1/1980

PROJECT MANAGER of $200,000 contract petroleum research project for the

city of Long Beach.

ACHIEVEMENTS:

. A report submitted to the Department of Oil Properties,

City of Long Beach with title "Long Term consumption of

caustic and silicate solution by Petroleum Reservoir

Sands".

. Developed special methods for enhanced oil recovery which

yields millions dollars profit for the City of Long

Beach.

EDUCATION AND PROFESSIONAL DEVELOPMENT:

1981 MBA, Business Administration, California State University, Long

Beach (CSULB).

1979. B.S, Chemistry, California State University, Long Beach (CSULB).

Concentrated in System design, optimization and decision analysis

techniques.

Published in books, Journals and conferences.

Group leader Training for Quality Process /ISO 9000 and Six Sigma Plus

learning program.

PROFESSIONAL AFFILIATIONS: Member of Instrument Society of America.

Personal: US Citizen, excellent health, speak several languages, willing to

travel and relocate.



Contact this candidate