Manager Sales

GARY A. DORFNER

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

Plainfield, NJ 07060

Phone 908-***-****

Email: *********@*****.***

1

SUMMARY/PROFILE

Marketing professional with 10+ years in Product Management, Portfolio

Planing and New Product Development. Proven team leader effective in

driving product and service innovation across business functions and into

the market. Disciplined marketer equally focused on market needs and

achievement of business objectives with a track record of commercially

successful and award winning products in the consumer electronics and

wireless industries. Excellent written and verbal communication skills.

MBA from the Kellogg School of Management.

EXPERIENCE

SIRIUS XM SATELLITE RADIO Lawrenceville, NJ

Nov 2008- Feb 2010 Sr. Manager, CE Product Planning. Led the

development of the one to two year product roadmap. Defined advanced

features and services to meet evolving market conditions and address new

market segments. Worked cross functionally to solicit input from key

stakeholders and ensure product plan supported business objectives for

sales, margin, and unit volume growth.

Produced the consolidated product plan following the merger of Sirius

Satellite Radio and XM Radio in 2008 - achieved a 40% reduction in

portfolio complexity and 36% reduction in annual development expense.

Defined use cases and system requirements for new service features aimed at

boosting subscription revenues and opening access to new user markets.

SIRIUS SATELLITE RADIO Lawrenceville, NJ

June 2005 - Nov 2008 Product Manager, Consumer Electronics. Responsible

for the definition, development and complete life-cycle management of the

mobile and portable product categories. Covered portfolio represented 80%

of total CE business unit's sales. Directed the activities of a

geographically dispersed team of product designers, engineers and off-shore

manufacturing partners. Maintained deep reserve of customer/market

insight, and commissioned needed market research. Worked with Channel

Marketing and Sales organizations to develop and communicate marketing

position, materials and programs.

Led the overhaul of Sirius's original line of mobile radios, resulting in

an 18% market share gain and reduction in platform and accessory support

costs.

Defined and developed Sirius' first ever portable satellite radio,

establishing the Portable category accounting for 15% of total unit sales.

Received CES innovation awards for satellite radios introduced in 2007 &

2008

FLARION TECHNOLOGIES Bedminster, NJ

July 2003 - Feb 2005 Product Manager, VoIP Terminals. Defined and led

the development of a portable VoIP handset for venture capital funded 4G

wireless technology start-up. Elite four person team delivered a

functional prototype in less than nine months by leveraging vendors and

utilizing open platforms. Subsequent market trials contributed to the

acquisition of the company by Qualcomm in 2005.

MOTOROLA (PCS) South

Plainfield, NJ

Jan 2000 - July 2003 Sr. Product Manager. Provided product management

leadership for a number of GSM and CDMA cellular phones. Worked with

portfolio planning and market research to identify unique and profitable

market positions, then defined products to attain those positions. Managed

products through a stage-gate process assuring all product and business

objectives were met throughout the development cycle. Collaborated with

network service providers to support strategic initiatives.

Introduced Motorola's first OEM sourced CDMA handset to North America,

achieving ultra-low price point, enabling company to maintain both market

share and margin in a highly competitive segment.

Negotiated product specification and supply agreement with vendor to meet

corporate quality and local market standards.

MOTOROLA (iDEN Subscriber Group) Ft.

Lauderdale, FL

July 1993 - July 1997 Market Planning Manager. Developed strategic

product plan to commercialize and broaden the market for Motorola's new

'direct-connect' voice technology. Activities contributed directly to the

emergence of Nextel Communications as the fastest growing and most

profitable wireless network operator in the U.S.

.

ERICSSON MOBILE PHONES Research Triangle Park,

NC

July 1997-Dec.1999 Director, Product Management. Managed a team of

five product managers responsible for the North American GSM handset

portfolio. Coordinated road-map with key accounts and supported sales

activities through the NA region. Sponsored quality initiatives, and

championed new distribution channel strategies

INTERNATIONAL BUSINESS MACHINES Rolling Meadows,

IL

June 1987-May 1990 Account Marketing Representative. Sales and account

management activities within several Fortune 500 accounts. Achieved "100%

Club" in 1989 & 1990.

EDUCATION

Sept. 1991- June 1993 J. L. KELLOGG GRADUATE SCHOOL OF MANAGEMENT

NORTHWESTERN UNIVERSITY

Evanston, IL

Master of Management degree, June 1993

Majors in marketing, coursework in management

strategy, and international business.

COPENHAGEN BUSINESS SCHOOL

Copenhagen, Denmark

Foreign Exchange Student, Fall 1992

Advanced course work in international marketing, commercial law, and

international management strategy.

Sept. 1983- June 1987 NORTHWESTERN UNIVERSITY

Evanston, IL

Bachelor of Science degree, June 1987.

Majors in communication studies and economics.

SPECIAL SKILLS/TRAINING/AWARDS

2007 & 2008 CES Design Innovation awards received for the SIRIUS Stiletto

100 and Stiletto 2 portable satellite radios.

Awarded US patent # 6,141,540 & # 6,169,020 - Dual Mode Communication

Device.

Received Businessweek's Industrial Design Excellence Award and Mobile

Computing Magazine's 1998 "Cell Phone of the Year" Award for i1000.

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