Sales Marketing
Resume:
PAUL S. POTTER, Bs, MBA
Plano, TX. 75024 abmror@r.postjobfree.com
Marketing Strategist with Proven Ability to Grow Market Share While
Increasing Revenue
Executive recognized for defining and executing successful marketing
communication and business development strategies, focused on matching the
company's core competencies and deliverables within their competitive
market place. Provided leadership and direction in all Marketing,
Advertising, Sales, Business and Product Program departments while working
in both traditional and matrix organizational environments.
PROFESSIONAL experience
LectroniX, Inc.
2006 -
Current
Original Design and Equipment Manufacturer providing vehicle management and
driver information systems, servicing consumer automotive,
recreational/commercial vehicles and public transit market. The companies
on board 3G systems incorporate the latest in Voice, Video and Data
Communications technologies while providing key safety features in
Navigation, Telematics and Infotainment. Additionally Lectronix provides
contract engineering and manufacturing (CEM) services to other manufactures
requiring comparable communication technology competencies.
Director Marketing & Sales
Responsible for driving the development and implementation of strategic
marking activities while executing tactical sales strategies that have
contributed to the expansion of business development within the companies
ODM/CEM organization.
. Developed strategy for both competitive industry market and customer
requirements considerations.
. Marketing strategy focused on matching companies unique core competencies
and deliverables to that of prospective customer needs and requirements
leading to the development of a core customer profile that has lead the
companies overall market success.
. Redefined the design and development of all marketing collateral, formal
communications and website initiatives in support of the strategic plan
direction.
. Strategy and marketing plan success included:
. Year over year increase sales revenue and customer base.
. Recently awarded large telecommunication customer technology program for
one of their latest product generations.
. Previously awarded manufacturing contract with Rockwell Collins, Inc. to
equip California Highway Patrol (CHP) vehicles with advanced electronic
systems conforming to CHP's Consolidated Patrol Vehicle Environment
specification. The award is valued at more than $120 million over the
life of the contract with Lectronix' portion valued at $30 million.
. Increase in business growth and capacity has enabled the company to
selectively choose customers and programs that are an exact fit in core
competencies and profit profiles.
TXP-Texas Prototypes, Inc. Richardson, TX
2004 - 2006
(Formerly Flextronics International's New Product Introduction Center's -
Prototyping Organization)
Contract manufacturer providing electronic manufacturing services for the
telecommunications industries original equipment manufacturers, which
included prototyping for printed circuit board assembly,
photonics/optoelectronics, new product introduction, and outside of plant
system integration retro-fits.
Director Corporate Strategy, Marketing and Business Development
Responsible for corporate strategy, marketing and business development for
start-up organization. Developed and created new industry market
segment/supply chain business model, executing marketing strategies and
sales campaigns, website development along with investment relations
promotions that have contributed to the long-term growth and vitality of
the business entity.
The corporate strategies, marketing and business development activities
have contributed to the company's
successes include:
. Obtaining the market leadership position in this prototype/quick-turn
market segment.
. Year over year revenue growth from 51% in 2002 to 47% in 2003 to 58% in
24.
. Focused on Top Telecom client base includes engineering teams at Alcatel,
AMX, Avaya, Cisco, Dell, DRS, EFW, Ericsson, Flextronics, Fossil,
Foxconn, HP, Intel, L3 Communications, Motorola, Navini Networks, NEC,
Raytheon, Samsung, Siemens, ST Micro, Telstrat, Tellabs, & Viseon.
. Awarded major telecom box build project with OEM while partnering with
tier one EMS supplier.
. Growth contributed toward the business expansion into three separate
technology service divisions.
. Increased investor interest for future funding of business activities.
. Gained national industrial press exposure for company in the Industry.
. Nominated company and won numerous industry/business and quality awards.
. Responsible for the company public relations initiative, press releases,
advertising, marketing materials and website development activities.
HITACHI COMPUTER PRODUCTS (America), Inc. Norman, OK
2003 - 2004
Hitachi Contract Manufacturing Division, (EMS) Electronic Manufacturing
Services Organization providing a full range of Supply Chain Service
offerings to include Engineering, Design, Test, Prototyping, New Product
Introduction, Pilot Production, Mass Production, Logistics and Distribution
for Original Equipment Manufacturers.
Division Marketing Manager
Directed the development of the corporation and division's marketing
programs. Responsible for the assessment of existing and potential markets,
product life cycle planning, coordination of technology service
development, development of EMS marketing strategies, definition of
promotional activities and product services launch. Provided technical
sales support, product advertising/promotion, planning, and development and
implementing multiple channel programs, while directing the development of
company market requirements for contract manufacturing services.
. Developed and executed marketing plans that matched companies core
competencies and deliverables with targeted high reliability customer
product requirements, generating 100% revenue growth in less than 6
months.
. Executed strategic marketing plans through several sales channels in the
computer storage infrastructure Market that will secure company's future
manufacturing in the United States.
. Managed public relations to include press release, advertising marketing
materials, and website development.
TXP-Texas Prototypes, Inc. Richardson, TX
2002 - 2003
(Same as above)
Panasonic Corporation OF North America, Chicago, IL
1998 - 2002
Subsidiary Panasonic Factory Automation, Dallas, TX (OEM) Electronic
Component Placement Assembly Systems-Surface Mount (SMT), Micro Electronics
Assembly Equipment and Manufacturing Software.
Executive - Sales Engineer/ Strategic Account Manager
Directed business development activities in the company's and the
industry's two largest global accounts (Flextronics International and Hon
Hai - Foxconn EMS). Managed additional regional account sales opportunities
in top-tier OEM's, CM's, EMS, ODM's and semiconductor manufacturers.
. Developed territory in 3.5 years from $0 total sales to $30 million in
2002 by opening three new major accounts in Dallas, Houston and the Czech
Republic.
. Exceeded sales goals by achieving over $10 million in sales within two
consecutive years.
. Sales success was obtained by:
. Coordination and management of internal human resources in a matrix
environment to include factory, system, process, & software engineering
teams.
. Developed sales processes that analyzed customer's present and future
capacity requirements, focused on process applications, providing
solutions, while exemplifying equipment's technological advantages.
. Advanced equipment justifications by developing company's Return on
Investment (ROI) based on future production forecast. Justified
technology requirements by performing research on prospect's industries
future technology trends, examined prospects company's re-capitalization
policy while presenting financing and depreciation expense modeling.
. Acted as customer's liaison representing and presenting the customer's
interest to Panasonic during negotiating stages of the sale, developed
internal competitive business proposals considering both party's
businesses requirements for obtaining value and profitability.
. Engineered alternative capacity models, reflective of forward looking
forecast requirements and business termination, which prevented the
capital transfer and penetration of competitor's equipment into key
customer account, contributed by their business acquisition activity.
. Utilized the technology value proposition model, selling on value, not
price, to improve sales profit margins in Asian accounts.
. Pioneered "Micro Electronic Equipment" marketing consisting of wire
bonding, flip chip, bump bond, stud bump bonding, COG, and COF assembly
systems.
. Introduced Panasonic's Micro Electronic Assembly Division to SEMATECH for
future joint development projects.
. Traveled internationally, nationally and regionally, 75% of the time,
including trips to Asian factory sites for customer meetings and
evaluations.
Beta Squared Inc., Allen, Tx 1995-1998
Subsidiary of Photronics, Jupiter, Fl. (OEM) Front-End Semiconductor
Equipment, Plasma Etch Process Systems and Plasmax Research Projects.
Director/ Manager- Marketing & Sales
Directed activities for the start-up and formalization of Marketing and
Sales Department for the manufacturer and researcher of semiconductor
plasma processing products. Identified and developed the product marketing
mix within the industry, managing primary global customer accounts and
establishing national sales efforts, while contributing to the
communication of the company's research projects within the industry.
. Managed Texas Instruments Inc. semiconductor accounts maintaining 100%
forecasted business revenue to support global start-up operation
requirements, while contributing to the division short and long range
business development plan, from a marketing and sales perspective.
. Provided marketing analysis for the development of short and long-range
strategic plans for plasma products.
. Researched and developed complete global marketing analysis of over 850
accounts, developing competitive product profiles and territory product
sales strategies. Managed marketing and sales strategies in other major
semiconductor accounts to include Motorola, AMD, Sony, Samsung and
Cypress.
. Developed sales partnership plan with parent company, establishing
management resources of a national ten person technical sales force,
introducing and representing the division and its plasma products to
national semiconductor accounts.
. Directed an engineering team developing process applications, evaluating
plasma etch system performance capabilities and providing written process
reports of results to the customer.
. Provided marketing contributions for the next generation Plasmax Research
Project which won an R&D 100 Award, this showcased technology development
was later sold to Applied Materials.
. Managed all Marcom activities to include trade shows, press kits, press
releases, and the handling of industrial media relations.
alexander companies, Fort Worth, tx 1993-1995
Subsidiaries Alexander's Machine Inc. and Empire Technology Inc. (Privately
owned manufacturing business)
Vice President Marketing and Sales
Researched and performed marketing studies for both subsidiaries. Provided
formulation and development of strategic business, marketing and sales
plans to provide an increase in market share and financial growth.
Business plans considered complete aspects of each individual company,
which included their past and present market condition, potential growth,
sales strategy, and business operation for manufacturing improvements.
Aggressive plan implementation provided a 50% increase in market share and
business growth for both business entities in less than two years.
Alexander Machine Inc.
(Contract Manufacturing Services Organization) Contact Job Shop providing
manufacturing services to include machining, fabrication, CNC production,
and specialty machine building. Directed business activities for sales
and marketing, design, project engineering, strategic planning, and
operations management.
. Doubled annual sales and market share growth in less than two years.
. Accelerated company's presence in the market place, expanding project
engineering services, and providing 24-hour emergency service work to
select companies.
. Improved P&L through reorganization of the shop floor, implementing
cell manufacturing in CNC area, reducing labor requirements 32%.
. Increased business 25% from specifically targeted accounts, by
expanding manufacturing capacities in CNC area to support market
requirements for large sized machining work.
Empire Technologies Inc.
(OEM) Recycling/Scrap Metal Reclaiming Machine Builders and Machine Tool
Accessory Products. Directed activities for national and international
sales, marketing, advertising, and direct mail activities, while
establishing and managing distributors and manufactures representative
networks.
. Achieved #1 ranking in the industry for both company and product line
through marketing efforts of existing product line, in both the
national and international market place, increasing sales by 50% in
less than two years.
. Improved sales process cycle time 35%, by developing and managing
sales information system to establish priority call back.
. Managed all Marcom activities to include trade shows, press kits,
press releases, and the handling of industrial media relations.
Formal education
University of Phoenix, Masters of Business Administration-Technology
Management, 2002
University of Pennsylvania, Wharton School, Executive Certificate Program,
Professional Development, 2000
Southern Methodist University, Edwin L. Cox School of Business, Graduate
Certificate Program, Marketing, 1999
LeTourneau University, Bachelor of Science - Business Management, 1993
pROFESSIONAL Asscociations aFFLIATIONS
American Marketing Association (AMA)
Public Relations Society of America (PRSA)
Association of Strategic Planning (ASP)
technical/computer skills
Art & Graphics - Adobe Illustrator, Adobe Photoshop
Customer Relationship Management - SAP, Act, Goldmine
Database/Statistics - Microsoft Access
Desktop Publishing - Microsoft Publisher
Engineering Software -Visio, AutoCAD
Human Resource Management Systems - People Soft
Operating Systems -Windows 2000, XP, Vista
Personnel Information Management - Microsoft Outlook, Lotus Notes
Presentation - Microsoft PowerPoint
Project Management - Microsoft Project
Spreadsheet - Microsoft Excel
Web Page Design -Microsoft FrontPage, Adobe CS4, Contribute Web Editor
Word Processing - Microsoft Word
Contact this candidate