Sales Management

Israel E. Alguíndigue Ph.D

***** ******* *****, **********, ** 55305 USA +1-612-***-**** (M) abnh2c@r.postjobfree.com

SUMMARY

Accomplished and entrepreneurial executive with over 20 years of management, marketing and engineering experience and a focus on

improving B2B growth and profitability. Multicultural leader with proven record of building and retaining engaged teams and broker

networks. Strategic thinker and creative problem-solver, skillful in identifying new market opportunities and conceptualizing products.

Recognized leader in international business, market and product development and strategy.

Demonstrated contributions and active participation as:

Member of executive team with P&L responsibilities in flat, hierarchical & matrix organizations ranging in revenue from $20

million to $1billion. Held leadership positions in Management, Business Development and Marketing/Sales. Member to

multiple merger and acquisition (M&A) due-diligence, and integration teams.

Marketing leader for software and hardware platforms. Directed all marketing activities, including branding, product

definition, long term development plan and product positioning. Led inter-divisional and third party integration efforts.

Strategic planner responsible for short and long term roadmaps, divisional restructuring and M&A integration work.

Experienced in customer issue resolution, product recalls and product liability issues.

International corporate liaison, champion of local initiatives to global corporate groups. Leader of multiple multicultural teams

and corporate sponsor to global key accounts. International experience in setting up subsidiaries and broker networks

Seasoned communicator to a broad spectrum of internal and external audiences. Author of over 200 technical articles, editor to

trade journals and corporate spokesperson at international events promoting strategy, technologies and partnerships.

Skills and competencies encompass:

International Business/Multiculturalism Organizational Building / Realignment

P&L Management International Market Development

Strategic Planning Business Development / M&A Due Diligence and Integration

Contract Negotiation Key Account Management

Budgeting and Expense Control Broker/Dealer Management

Execution focus Fast learning / Complex Problem Solving

Relationship Building Team Leadership & Collaboration

CAREER HISTORY

(2003 – 2009)

SICK AG, Minneapolis, MN

Head, Automotive and Ground Vehicles (01/2007–04/2009)

Promoted to run the automotive business with P&L responsibility for sales of $30 million/year. Responsible for building and managing

the sales and marketing teams, strategy development to ensure complete industry coverage and for penetrating new markets. In charge of

all contract negotiation, partnerships; corporate sponsor for global strategic accounts

Restructured and managed the automotive sales team and distribution network. Americas representative, and member advisory

board, to global business marketing and sales team.

Secured the exclusive supplier contracts with key accounts (GM, Ford and CAT); and Preferred Supplier Status with large

OEM and suppliers, capturing over $2 million in new business.

Identified market opportunities and drove requirements for development and commercialization. Liaison to key accounts on

new programs including: VW Greenfield plant, CAT Autonomous Navigation and GM Epsilon architecture.

Head, Market Development – Manufacturing (08/2003 – 12/2007)

Recruited to build a market development team, responsible for all business to manufacturing, including Automotive, Factory Logistics,

Robotics and Machine Tools with $40 million/year sales. Responsible for marketing, key account management, sales channel

development and partnership programs. Formulated business plan for each segment, including M&A’s.

Increased revenue of the manufacturing sector by 20% year over year.

Member of Global Safety Marketing Team, and the Machine Tools Solution Center. Partnered with industry in defining

standards which reinforced the global brand strategy.

Served as corporate liaison for key accounts and managed all marketing activities for the manufacturin g segments.

Israel E. Alguíndigue Ph.D

(2000 – 2003)

PEPPERL+FUCHS, Twinsburg, OH

Director, Business Development (01/2001-08/2003)

After the acquisition of Elcon Instruments, promoted to Business Development Director, with responsibilities for product line integration

and re-branding. In charge of executing the global marketing plan and managing the corporate, engineering and sales initiatives with the

largest customer. Responsible for large international projects and for bridging among Italian, US and German management.

Formulated the global branding plan for Pepperl+Fuchs as a leader in hardware connectivity products.

Repositioned product lines according to market segmentations, restructuring pricing. Achieved yearly growth of over 40%

Resolved customer satisfaction issues. Formulated and implemented plan to strengthened support organization with 3 positions.

Director, North American Sales (ELCON INSTRUMENTS) (05/2000–12/2000), Atlanta, GA

Member of executive team with direct P&L responsibilities, responsible for restructuring and managing the distribution and direct sales

teams. Americas’ representative to the global marketing team, responsible for pushing local initiatives and needs. Assumed marketing

responsibility for premier hardware products and acted as corporate liaison to key accounts.

Established Account Management Team to better serve key accounts, build relationships and earn exclusive supplier status.

Proposed and negotiated agreement with key customer to resale its plant asset management software, generating over $1million

in revenue. Agreement allowed sales force to offer complete hardware and software solution to customers.

Expanded distribution network into Latin America, doubling sales to the region in less than one year.

(1996 – 2000)

EMERSON PROCESS MANAGEMENT, Eden Prairie, MN

Program Marketing Manager (07/1998 – 05/2000)

Promoted to lead the marketing organization in the development and global marketing of plant asset management software. Responsible

to Emerson’s executive management for multi-million dollar marketing budget, forecasting and revenue. In charge of formulating a long

term product and service strategy to increase satisfaction, retention and utilization. Corporate sponsor for Latin America.

Led the marketing and sales support organization, worked with world area management to create support organization and area

leaders and identified Champions at each subsidiary to promote and support the product.

Formalized the product development process, resolved marketing/technology issues, reset sales force and customer

expectations and redefined the vision. Consistently delivered two releases a year and met sa les forecasts.

Improved customer satisfaction by introducing “voice of the customer” process for product definition and CRM to make

customer information easily available to customer support and sales teams.

Worked with Emerson divisions to build and integrate products into the platform. Directed the seamless migration to a new

architecture, and its integration into a distributed control system, while managing internal expectations and revenue priorities.

Led the software integration efforts, consolidating the SNAP-ON strategy to allow Emerson divisions and third parties to port

their advanced applications to the core system, and establishing AMS as the industry standard for plant asset management.

Diagnostics Program Manager (07/1996 – 07/1998)

Recruited to formulate and manage the Diagnostics Program and define the architecture and long-term vision for an industrial plant Asset

Management and Diagnostics software suite. Led the development of the diagnostic module s and served as liaison with Divisions.

Identified key technologies and directed integration efforts with complementary software applications on the market .

Defined the platform’s architecture. Led development of tools for modular expansion of software with device -specific aps.

Improvements reduced development by 50% and eliminated the need for maintenance/upgrades with every release.

Restructured the diagnostics program, canceling projects with limited market potential, and reallocating resources to needed

infrastructure. Reformulated program vision based on core competencies.

Part of Emerson’s due diligence team for two acquisitions. Recommendation resulted in acquisition of CSI in 1998 .

Patent Filed: Distributed Diagnostic System for Predicting the Expected Lifetime a nd Failure of Rotating Machines.

(1993 – 1996)

THE UNIVERSITY OF TENNESSEE, Chattanooga, TN

Department of Computer Science and Electrical Engineering

Assistant Professor (09/1993 – 07/1996)

Taught undergraduate and graduate courses in Computer Science and Engineering. Conducted leading-edge research in Computer

Science including Human Machine Interface, Medical Imaging, Software Engineering, Object Oriented Programming and Artificial

Intelligence. Provided computer engineering consulting services to local industry.

Led university and industry cooperation program to promote knowledge exchange and secure research funding .

Served on university research councils at the University of Tennessee and the National Science Foundation.

Built research program, securing $.5 million to support student projects and graduate work in artificial intelligence and medical

imaging, involving: fusion of structural and functional images (MRI and PET); and automatic identification of cancer cells.

Israel E. Alguíndigue Ph.D

(1988 – 1993)

THE UNIVERSITY OF TENNESSEE, Knoxville, TN

Department of Nuclear Engineering

Graduate Research Assistant (09/1988 - 05/1993)

Led research project for the US Department of Energy to automate vibration analysis. Research published in dissertation: A

Methodology for the Analysis and Monitoring of Vibration Data Using Artificial Neural Systems, U. of Tennessee, May 1993.

Designed and developed diagnostics systems for pressurized water nuclear reactor internals, deployed in 28 plants in France.

Earned Visiting Scientist position with Electricité de France in 1993 to validate/verify software system, deploy at facilities and

train personnel

EDUCATION

Executive Education Series: Strategic Marketing. University of MN, Carlson School of Management, Minneapolis, MN. 2000

Minnesota Management Institute (Alternate MBA). University of MN, Carlson School of Management, Minneapolis, MN. 1999

Doctor of Philosophy (Ph.D). Engineering Science and Mechanics. 3.7 GPA. University of Tennessee, Knoxville, TN. 1993

Master of Science (M.S). Computer Science. 4.0 GPA. University of Tennessee, Chattanooga, TN. 1988

Bachelor of Science(B.S). Mathematics and Computer Science. 3.7 GPA. University of Tennessee, Martin, TN. 1986

PROFESSIONAL AND COMMUNITY AFFILIATIONS

Member.- IEEE – The Institute of Electrical and Electronics Engineers; Safety Council, Precision Metalforming Association (PMA);

Safety Council, Fabricators and Manufacturers Association (FMA).

Member.- Basilica of St. Mary Parish Council; Basilica of St. Mary Cathedral Choir; Project Foundation Executive Board, Patrons of

the Arts in the Vatican Museums Board, MAS Creations Board

LANGUAGES

Fluent English, Spanish, French.

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