Sales Manager
Resume:
Key words: Proven track record in cold calling, new business development
and key account management. Achievement oriented sales professional with
** ***** ** *******. ******* in developing marketing programs, coordinating
new product introductions and providing customer support. Manager,
business development, sales manager, national, regional, western, project
manager, program, sales, business, OEM, manufacturing, manufacturer, B2B,
business to business, electronic, sales, instrumentation, IR, infrared,
imaging, high speed, optics, virtual, San Diego, Southern Cal, CA,
software, connector, commercial, components, industrial, technical,
surveillance, CCTV, technology, RF, Radio, transmitter, receiver,
commercial worldwide, photonics, adaptable, flexible, self driven, highly
motivated, responsible, team player, flexible, multiple broad vertical
markets, manufacturing, industrial, experienced, Microsoft Office,
bachelor's degree in marketing, prepared, managed, developed, championed,
monitored, presented
Richard Klotsche
595 Vista Del Escuela, El Cajon, CA 92019 . 619-***-**** . Email:
****@***.*** ****@***.***
San Diego/ Southern California
Senior Sales Manager - Business Development
~ Technology Sector ~
1. Business Development Worldwide 2. International Business
with Significant Experience and
Revenue Enhancement, Close Extremely Computer & Tech
customer relationships Savvy
3. OEM B2B Capital Equipment CCTV 4. Electronic Hardware and
Sales & Marketing Software Sales
5. Sales Organization Management / 6. Product Line / Territory
Broad Customer Base Expansion
7. High Profile Client Relationships / 8. Instrumental in Product
Pleasant Personality Development
9. Electronic Vision Systems & 10. Strategic Team Builder
Components Results Driven
Objective:
. Performance-driven B2B Sales Professional with expertise in the
technology sector with proven ability to sell high dollar-volume-
products and services with extended sales cycles across medical,
industrial, government, and security markets. Eager to apply dynamic
business development, relationship building and leadership skills
toward actively supporting the employer in optimizing sales and
profits on a regional, national or global scale. Digital Cameras,
imaging systems, optics - self driven
Signature Value:
. Results-Driven Sales and Marketing Professional. Track record for
aggressively moving sales efforts to the next level. Developing and
restructuring sales teams and being customer focused. Organized via
Act database software also, Word, PowerPoint, Excel, and others.
Have expired secret clearance US Nuclear Sub Service ET/FT (SS)
. Product Knowledge Advocate. Builds on a technology background
intently acquiring comprehension of next generation processes and
products to better serve existing customers through better product
development. OEM focus, sold to industry, government, and medical,
vision related equipment and excels at technical trade shows in
presentation of product, and detail management.
. Analytical Problem Solver. Researches efforts to determine essential
issues, innovates strategic plans to correct immediate problems and
proactively establishes long and short-term plans to accomplish
corporate objectives. Established two companies in the US.
. Market Forecaster. Builds a business scenario to leverage
corporation's capabilities and improve market share. Combines long
term corporate development plans with technology trends and
capabilities, accurately defining on the horizon technologies.
. Strategic Team Builder. Effectively conduct comprehensive analysis of
existing and projected customer requirements to capitalize on
opportunities for business development. Proactively select, train,
and develop top-performing sales teams and technical distributors.
Defining Career Achievements:
. Avalon RF - as new sales manager brought in a potential $5M security
customer and the largest security distributor, which company did not
utilize, and due to my market analysis, their non-competitive product
needed to be digital, and at half the price.
. Euresys SA- as national sales manager, 100% or more typically, over
quota, consistently each quarter, establishing the company's US
branch, with manufacturing home based in Belgium with the company
constantly amazed at extreme ramp up of US performance.
. Grew Euresys Inc. US sales from zero the end of 1999 to over $2.2
million in 2002 in a singular effort with customers of .5 to 1 million
range. Founded Euresys Inc. in North America.
. Kaiser Electro Optics - as worldwide sales manager grew the business
and expanded the product line and met or exceeded quota. Developed
worldwide distribution and advertising.
. DVC Company - as sales manager, consistently exceeded quota,
established / founded this new CCD digital camera company in the US as
the sole sales entity worldwide for over eight years.
Richard Klotsche
Page Two
. Cohu Electronics- as regional sales manager / sales engineer -
consistently exceeded quota. Was the first sales engineer to receive
stock options due to exceptional performance along with establishing
and being the driving force in development of a new product, a digital
camera, winning the skunk works award for a secret project and winning
the publishing award for the first to publish in a worldwide technical
magazine an article on digital cameras, their use and accuracy in
industry.
. Carl Zeiss - as sales manager, exceeded quota, evaluated and worked
extensively with two dealerships and twenty sales people.
Synopsis of Career Experience
Sales/ Business Development Manager Worldwide -QWIP Technologies Inc.
2007 - 2009
Infrared IR / Thermal cameras for LWIR, MWIR, QWIP sensor manufacturer, &
IR light sources 850/940nm to Military, industrial, OEM customers. Active
and passive IR high value cooled, un-cooled sensors, and lower value
imaging systems for security and industrial applications. Aggressive, with
the ability to penetrate companies, audit shows, do excellent technical
follow-up and used to a large territory, working the phone and internet
aggressively, arranging demos, and meeting customers when the timing is
right. I can reliably filter, and coordinate special projects involving
NRE, special design and work across the board with presidents and
engineers.
Business Development Manager - Rainbow CCTV / International Space Optics
2006 - 2007
Worldwide business development of industrial, machine vision & security
customers, providing optics & CCTV security products to distributors &
industry. My Manager is Rico Martinez. Rainbow had an unforeseen
modification to business plan, during which I have excelled performance
wise at this company, as I ramped up exposure of our products.
Sales Manager (Worldwide) - Speed Vision Technologies Inc.
2005- 2006
Speed Vision is small distributor of high speed video cameras and channel
partner with the manufacturer Redlake, providing high speed cameras for
diverse high speed applications. Applications include electronics Q/C,
missile launches, crash testing, microscopy, biomedical, real time X-ray
drop testing, high speed machinery Q/C, moving license plate ID, movie
industry, aerospace industry across the board... very broad technical
applications. Provided a technical sell to end users, researchers, system
suppliers; OEM's and am a team player with a creative marketing talent.
Downsizing was due to Redlake, the supplier, going direct, on lucrative
major accounts in government and aerospace.
Sales Manager (Worldwide) - Avalon RF
2003-
2005
Avalon RF is a manufacturer of wireless CCTV video with PTZ, audio & RS485
data receivers, transmitters, wireless DVR's & PDA's for government,
security police, public safety, and movie industry-video assist
applications, lapel cameras and one way digital audio xmit/rec pairs.
. Reported to the president. Established the company focus on the
security, UAV and movie industry and instituted organization via their
first Act database, and consistently documented follow-up with valued
major OEM security and distribution customers. Caused them to
entirely reassess board layout, manufacturing costs and focus on a new
digital video transmitter/receiver stripped down product line that
allowed competitive entry into the security marketplace, with leading
edge product. Sales Department was eliminated due to lack of updated
equipment to offer.
North American Sales Manager - Euresys SA
1999-2003
Euresys SA is a Belgium based manufacturer of electronic PCI bus imaging
hardware and software serving the security, industrial, scientific and
government vision, access control and high security markets.
. Reported to the President. Converted direct sales efforts into large
OEM sales of over $2.2 million dollars in sales for the company in
2001 to security and Industrial OEM's, government and end users
throughout North and South America.
. Established the new US Branch of Euresys SA., an established worldwide
leader in security and industrial electronic imaging hardware PCI bus
frame grabbers, imaging boards, measurement and security software for
standard analog and digital Camera Link cameras.
. Established a brand awareness of Euresys products via trade shows,
magazine ads, and good follow-up with OEM, System Supplier, dealer,
government, and end user customers.
. Established a North and South American distribution network for
Euresys, two different times, with successful implementation.
. Advised on all new technology, marketing, and technical datasheets,
and drove Euresys to develop new products to meet the marketplace
requirements. Computer software savvy and aggressively updated Act
database software. Communicator and team player and closely
coordinate operations with home office as needed.
Richard Klotsche
Page Three
Commercial Sales Manager (Worldwide) - Kaiser Electro Optics
1997 -1999
Kaiser Electro Optics, a division of Rockwell Collins, is the world's
leading manufacturer of Head mounted video displays HMD's and optical
equipment sold through major O.E.M, and distribution to government and
civilian flight simulators, universities and medical surgical OEM's.
. Reported to VP of Business Development and established and managed a
new distribution network, worldwide.
. Instrumental in engineering and marketing meetings in developing new
product lines along with strategic sales and marketing plans that
increased sales volume to a broad base of customers, worldwide.
. Developed new magazine ads, press releases, coordinated all trade
shows & booth details.
Sales & Marketing Manager (Worldwide) - DVC Company
1991-1997
DVC Company was a start-up new camera manufacturer and marketer of quality
digital RS-422, LVDS, Camera Link and analog CCD video cameras, both color
or monochrome, throughout the North America and worldwide.
. Responsible for all sales of DVC Company and established it's quality
reputation with camera products early on, as the only sales entity.
. Developed marketing and product strategy and designed and edited
product technical brochures.
. Traveled extensively to OEM's and trained distribution. Actively
coordinated demonstrations for customers and did many trade shows in
the Industrial, government and medical sectors.
. Proactively recommend changes and improvements to the product.
. Introduced the camera product to many different market sectors
including Industrial, security, government, and microscopy
distributors among others.
. Demonstrated live working systems to OEM customers including the
computer, and frame grabber boards which were sold as systems.
OEM Sales Engineer - Cohu Electronics - Camera Division
1986 -1991
Cohu is a world leader in manufacturing and distribution of quality CCD
video cameras for the security, industrial, medical and government
sectors.
. Initiated and proactively pushed a new digital camera Model 4100
design project. Coordinating demonstrations to camera customers in 85%
of USA and Canada, by selling OEM direct, and in charge of direct
company sales people in the field.
. Proactively developed engineering requests for modifications of
existing cameras for OEM sales applications and attended engineering
meetings which resulted in new or modified new products.
. Received Skunk Works Award for initiating the first digital camera
ever produced and marketed by Cohu and published an article on digital
cameras in a world wide vision magazine.
. Increased OEM sales substantially throughout many years with the
company. Setup and attended all vision shows for the company and
introduced cameras into the medical microscopy field and to
distribution.
Regional Sales Manager - Carl
Zeiss
1984 - 1986
Carl Zeiss is a worldwide leader in the manufacturing of optical
microscopes & image systems.
. Responsible for two microscope dealerships, all shows and direct sales
to government, universities, hospitals and industrial sectors, in
several western states.
EDUCATION
San Diego State University - San Diego, CA - Bachelor of Science Marketing.
Grossmont College - El Cajon, CA - Associate of Science - Dean's List.
Electronics training 2 years of 6 in A & C Schools FT/ET - Nuclear Sub
Service.
FCC Commercial Radiotelephone License - First Class / General #P2-11SD-
7140,
Extra Class Amateur #AE-11SD-263E - NJ6F
SKILLS
Proficient in Act Database, Windows, and Microsoft Office 2000 including
Word, Excel,
PowerPoint and PhotoShop etc.
Hobbies include Amateur radio, computers, metal detecting, bicycling and
flying.
Summary
Current Career Level: Experienced "Working" Staff Manager
Years of relevant technical sales work experience: 20+ years
Work Status: White, US born citizen authorized to work for any employer,
expired Secret Clearance
Job Type, Status, Location, Travel: Employee, Full Time, San Diego, CA,
home office based
Target Company Category & Industry: Business Development, Area, National
or Worldwide Sales Manager, Business Development Manager / Product
Development
Key words: Proven track record in cold calling, new business development
and key account management. Achievement oriented sales professional with
20 years of success. Skilled in developing marketing programs, coordinating
new product introductions and providing customer support. Manager,
business development, sales manager, national, regional, western, project
manager, program, sales, business, OEM, manufacturing, manufacturer, B2B,
business to business, electronic, sales, instrumentation, IR, infrared,
imaging, high speed, optics, virtual, San Diego, Southern Cal, CA,
software, connector, commercial, components, industrial, technical,
surveillance, CCTV, technology, RF, Radio, transmitter, receiver,
commercial worldwide, photonics, adaptable, flexible, self driven, highly
motivated, responsible, team player, flexible, multiple broad vertical
markets, manufacturing, industrial, experienced, Microsoft Office,
bachelor's degree in marketing, prepared, managed, developed, championed,
monitored, presented
Richard Klotsche
El Cajon, CA 92019
****@***.***
Dear Human Resources,
I am writing to support my candidacy for your position of Business
Development Manager / Sales Manager, based in San Diego, CA. My background
is 20 years OEM B2B, sales, and sales management of electronic capital
equipment direct and via distribution as well as international sales and am
looking for a stable firm. I have sold to homeland security ports, along
with aerospace, government, industrial integrators and commercial
customers. Presently, as my company's Sales/Business Development Manager
Worldwide, I am selling IR cameras, IR Illuminators & IR QWIP sensors. With
my background in IR, high speed, digital cameras, video, microscopy,
imaging boards, electronic hardware and having sold to industry, hospitals,
research facilities, and government; I feel my 20+ years of technical
capital equipment sales/business development experience, qualifies me for
your position. I founded two companies in the US, DVC as a complete
manufacturing operation of digital cameras, and Euresys SA of Belgium
introducing their imaging boards for first time to the North American
Market and have addressed many vertical markets with imaging.
My degree is a BS in Marketing with electronics background. I enjoy OEM
type electronics shows, working with customers long term, building trust,
and doing feature benefit PowerPoint presentations. I have established two
electronics companies in the US, and am aggressive, flexible, customer
focused, and have built strong distribution networks. I stay organized by
utilizing my database effectively. My goal is always to pursue alignment
of sales & marketing functions with corporate objectives. My background
has been sales manager of imaging systems, software, CCD cameras, head
mounted displays, microscopes & medical capital equipment to industry,
government, security, and university accounts among others. I have the
ability to ramp up quickly on any product. Similar titles would be:
National or Regional Sales Manager, Business Development Manager, Product
Manager, Project Manager, Sales Engineer or Application Engineer.
I am an honorably discharged veteran and have had a secret clearance for
the US Nuclear Sub Service. I have resided in our same home in El
Cajon/Granite Hills area of San Diego county for many years and am 20
minutes from the San Diego International airport for travel to customers,
etc. I mention this because I regard myself as a stable person looking for
permanence and have a long term outlook but have recently been dealt a
series of unstable smaller companies up to the present.
*** However, before you read the resume I would like to pre-empt any
preconceptions that may arise concerning my career path since 2005. Prior
to then, all my work was characterized by good tenured employment. Let me
explain briefly the background for having left my valued recent positions
due to unstable employers, and why I am talking with you now. I made two
sacrifices, one of which was to stay on track with what I sell and not jump
around, being focused on the vision, surveillance, electronic
instrumentation area, and to stay in the San Diego area while doing so.
* Avalon-RF: they decided to up-date an analog product and dispatched
us to sell it. However, the Engineering Dept. made a marketing decision to
pursue digital transmitters and receivers instead, stoping production of
the old out-dated analog product and could not fulfill the requirements of
a new $5 M customer I had waiting for the required digital product. There
was no product to sell from this company during reengineering of product..
* Speedvision was a sole Technical Distributor for Redlake Imaging, a
high speed camera manufacturer. Redlake's sales were low and one day it's
president came to our office, told us they were going to go direct to all
our military and Aerospace customers, and was essentially putting us out of
business..
* I then went to Rainbow Optics and shortly after my arrival, I
discovered that the firm was in expensive litigation with ex-employees. Due
to sudden excessive expenses they determined to lay me off since I was the
last person hired through no fault of my own and was given a nice letter of
recommendation.
* Qwip was a total layoff of all employees due to being underfunded.
I have respectfully written this explanation to help prevent any automatic
assumptions about my loyalty and desire for a stable environment, so I can
do what I do best, develop business. I believe this is your goal and I
would very much like to talk with you as soon as possible.
Thank you for your consideration of the attached resume. I look forward to
hearing from you.
Sincerely,
[pic]
Richard Klotsche
Contact this candidate