MANUEL R. TERAN

**** ******* ***** ***** abnh8d@r.postjobfree.com

Tucson, Arizona 85745 Cell: 505-***-****

EXECUTIVE SALES MANAGEMENT

Successful sales executive and entrepreneur with a background building and leading top performing teams

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focused on exceeding goals in the areas of sales, marketing, and territory development/management.

Seasoned, creative, and passionate sales leader with experience elevating the profitability, visibility and

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performance of diverse organizations ranging from new start-ups to established Fortune 500 companies.

Provided sales/marketing framework, product recognition strategy, and operations for growing companies in

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both established and new markets, within defined and undefined sales/marketing frameworks.

Strategic leader and cultivator of key relationships with all levels of personnel, clients, businesses, and

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executive managers, from base level to multimillion dollar opportunities.

CORE COMPETENCIES

Account Management, New Customer Sales, Sales Forecasting, Relationship Building,

Sales Management:

Territory Analysis, Team Development and Leadership, Presentations, Negotiations,

Direct Sales, Channel Sales, Lead/Opportunity Management, CRM Administration

P&L Administration, Budget Planning, Team Building, Proposal Development, Hiring,

Operations:

Personnel Training/Development, Project Administration, Organizational Plan

Strategic/tactical planning, Business Development, Company Restructuring/Re-org,

Strategy:

Entrepreneurship (starting, funding, selling), Business Plan Development

PROFESSIONAL EXPERIENCE

HEI, Inc., Tucson, Arizona ● 2008-Present

HEI, Inc. is a full service developer and manufacturer of high performance components, medical and industrial

products and software. ISO certified and FDA registered, HEI produces microcircuits and subsystems for

hearing, communications, high-speed data processing, and medical applications. Products include Class I, II

and III medical devices, biotechnology, drug discovery, and in vitro diagnostic systems, medical software and

healthcare information technology, and identification technologies for both healthcare and industry. ATE division

is new division focused on automated test equipment and control applications.

Sales and Marketing Manager

Primarily responsible for starting new division within company to provide Automatic Test Equipment and

systems integration services to the military, aerospace, medical device, semiconductor, industrial, oil/gas

(energy), and science markets. Solely responsible for all sales and marketing duties including finding,

qualifying, and tracking leads, opportunities, and projects using appropriate methods, including CRM, software

tools, and other marketing channels. Built marketing collateral based on business strategy and market

demands. Started, managed, and properly utilized business and strategic relationships with complementary

partner organizations and contractors.

Highlights

Performed market study to better understand competitive landscape and built sales plan around it.

Developed business plan based on marketing assessments and core competencies.

Led ATE sales initiative with a team of 9 senior sales engineers.

Established C-level partnerships with Fortune 500 companies for joint sales and strategy venues

Authored proposals for all levels of customers, from engineering management up to C-level

Grew business from $0 to $550k in the first 9 months with an additional $650k backlog for Q1-2010.

Found, developed, and bid on large $40M project integration project. Chances of success are very

significant and expect to hear result in the next few weeks.

Established solid relationships with military, defense, industrial and academic accounts

MANUEL R. TERAN

1861 Rolling Stone Drive abnh8d@r.postjobfree.com

Tucson, Arizona 85745 Cell: 505-***-****

ZTEC INSTRUMENTS, Albuquerque, New Mexico ● 2007-2008

Dynamic start-up company that designs and builds computer based modular oscilloscopes generators in PCI,

PXI, VXI, and LXI form factors, with true oscilloscope features such as onboard calculations, measurements,

deep memory, and scope-like software interface. Targets are military/defense and semiconductor markets.

Regional Sales Manager

Primary leadership role in all aspects of planning and execution, business development, and management of

Western sales territory, top accounts include major military/aerospace and semiconductor accounts. Directly

managed a network of 14 sales representatives across the West and Mid-West. Transitioned to a sales model

that leveraged both personnel and technology (CRM tool: salesforce.com) to manage leads and to push

large/strategic opportunities to higher-level staff for direct sales intervention. Provided historical operating

budget and carefully managed territory to remain under budget.

Highlights

Set profitability, revenue, and growth goals based on previous business metrics and market conditions, met

them 6/8 quarters. Target minimum of 20% growth year over year, growing territory 31% in year one.

Managed several multimillion dollar accounts, including all aspects of product customization, maintenance,

and account management. Uncovered various other opportunities for solutions worth $1M+/year.

W orked closely with marketing department to approach various sales channels and market segments with

creative strategies, and then helped to implement them.

Provided regional territory reports and sales forecasts on a quarterly basis. Presented these and other key

metric reports to upper management and leadership teams.

W orked closely with Applications Engineering Manager to help develop sales training and other sales

material. Provided direct assistance to resolve escalated hardware and software problems, as needed.

W orked to promote a new product into the high-energy physics market. The idea is to fully saturate this

market and use it as a bowling pin to then reach adjacent markets.

A&D TECHNOLOGY (formally MTS-Powertrain), Ann Arbor, Michigan ● 2006-2007

Leading automotive test-cell solutions provider focused on the automotive, off-highway, small engine, diesel,

fuels/lubricants, and motorsports industries. Offers automated mapping, combustion analysis, data acquisition,

and control systems as well as dynamometers and engine mapping/optimization software for engine test cells.

Senior Account Manager

Responsible for account management and sales for an automotive test cell and dynamometer systems

provider. In established accounts, nurtured strong relationships with existing long-term customers to provide

additional services and products for future test cells, including helping to be identified as partners in the design

stage of test development. In new accounts, interfaced with contacts at various levels to develop relationships

leading to the procurement of our test solutions. This development required the strategic application of

technical experts in the field as well as creative sales skills. In prospect accounts, worked closely with our

marketing and product development groups to help identify and qualify leads and opportunities and

subsequently generate and implement a plan to interface with them.

Highlights

Top accounts included Caterpillar, Nissan, Cummins, American Axle, and Siemens. Typical sales cycle is 9

months at an average project price of $500,000.

The largest opportunity developed was a sole-source global test agreement to a new account with a

German-based company worth $5 million over the next 8 years.

Charged with growing a stagnant territory with a combined 5 year sales history of $4 million to a $3 million

territory the first year (20% growth goals year/year.)

Grew the business a total of 37% during my tenure.

MANUEL R. TERAN

1861 Rolling Stone Drive abnh8d@r.postjobfree.com

Tucson, Arizona 85745 Cell: 505-***-****

W orked closely with a team of project engineers and business development personnel for the development

of proposals and project estimates, including scheduling, technical issues, cost, delivery, etc. I was

ultimately responsible for the coordination of the proposal and subsequent presentation to customer.

Generated and managed service and sales contracts to new and existing customers.

W orked with product management to develop strategic plans to enter targeted automotive markets with a

new line of HIL/RP controllers.

LTAS INTERNATIONAL, Las Vegas, Nevada ● 2005-2006

High technology start-up company focused on novel high altitude airship concept, including design,

manufacturing, testing, and deployment. Applications included communications platform (replacement for

satellites), surveillance, emergency/remote-area communications, for both military and civilian applications.

Program Manager

W orked directly for President of company as a member of the executive management team; managed 4

department heads, who in turn managed 15 employees. Responsible for the administrative and project level

management of functional groups working on a prototype unmanned airship, including flight controls,

operations, electronics, and design. Served as the primary point of contact for all program activities, including

design reviews, technical assessment meetings, and project milestone sessions.

Highlights:

Successfully managed cost, schedule and technical performance of major company programs and

subsystems. Including the preparation of proposals, business plans and specification documents.

Responsible for coordinating employee recruitment, selection and training, performance assessment, work

assignments, salary, and recognition/disciplinary actions.

Established design concepts, criteria and engineering efforts for product research, development, integration

and test.

Developed new business strategies, associated documentation, and projects to enter airship market with

technically advanced lighter-than-air vessel.

NATIONAL INSTRUMENTS, Tucson, AZ/Detroit, MI ● 2001-2005

Leading computer-based instrument, data acquisition, and software company that invented the idea of virtual

instrumentation, redefining the way test, measurement, and control are performed.

District Sales Manager

Responsible for territory management and direct technical sales of a nearly $5 million/year region in metro

Detroit, Michigan and $4 million in southern Arizona, Las Vegas, Nevada, and Northern Mexico. Provided

expert consultation services on measurement hardware and software, including data acquisition, data

processing, signal conditioning, real-time embedded control, HIL (hardware-in-the-loop) simulation, vision

inspection, motion control, test systems administration, report generation, and data management.

Highlights:

Exceeded quota (20% year-over-year growth) 12 out of 14 sales quarters.

W orked extensively with automotive companies and suppliers, such as Nissan, Toyota, Delphi to help

improve the efficiency and reduce cost of their testing processes by implementing a virtual instrumentation

approach. Worked at length with aerospace and military accounts such as Smiths Aerospace, Eaton

Aerospace, and General Dynamics, to help create solutions for rapid prototyping and functional test.

W orked closely with two top-level alliance partners, VI Engineering and Wineman Technologies, on selling

integrated solutions to top-level accounts. Worked as a liaison between NI and these two companies to

seamlessly provide a solution to the client.

W orked directly with top defense accounts, including Raytheon, on large testing projects to implement NI

based solutions to manufacturing and R&D test systems. Instrumental in establishing a NI tools into a

common core test system.

MANUEL R. TERAN

1861 Rolling Stone Drive abnh8d@r.postjobfree.com

Tucson, Arizona 85745 Cell: 505-***-****

Called on manufacturing facilities to implement functional test stations using NI tools. In particular, won

sizable and strategic opportunities with Motorola, Alcatel, and Badger Meter.

Instrumental in the creation of a local integrator, INTAQ, who is now a premier Alliance member for NI in

Arizona Partnered with this and several other integrators on various projects using NI tools with their

integration expertise.

Presented at various monthly technical seminars on virtual instrumentation, application and development

software, test hardware, vision systems, and rapid prototyping systems.

Published several papers internal to National Instruments to help train new application engineers. Published

many knowledge base entries for our external website.

SARGENT CONTROLS AND AEROSPACE, Tucson, AZ ● 1999-2001

Leading aerospace/military supplier of bearings, valves, and engineering services for use in aviation, marine,

and sub-marine industries, specializing in hydraulic control components and services.

Test Lab Manager

In charge of test development, project management, and the operation of a test lab to test self-lubricated Teflon

lined bearings for use in commercial and military aircraft. Interfaced with production testing and design group.

Highlights:

Supervised technical staff of 4 on projects to support main test programs.

Designed and maintained a variety of testing sub-systems such as a cryogenic cooling system, a hydraulic

pump station and autonomous data acquisition system.

Responsible for the implementation of test for Boeing F-22 jet. The test stand was controlled via an NI

motion control and data acquisition system written in LabVIEW.

Upon promotion to project manager, interfaced with clients on developing and implementing test plans for

commercial and military landing gear and control actuators for aircraft. This included management of the

project from the design aspects through manufacturing and finally to establishing test schemes and

generating reports.

CONSULTING/OTHER EXPERIENCE:

AADI, Inc, Detroit, MI, Co-founder/Member of the Board – Co-founder and member of the board of a start-up

focusing on an advanced technology to lower emissions and increase fuel economy on diesel as well as bio-

diesel/ethanol engines. Helped to develop business plan, sales/marketing plan, and secure initial seed funding.

Advanced Monitoring Systems, Las Vegas, NV, Member of the Board/Consultant – Consulted on both

technical and sales/marketing aspects of computerized beverage monitoring system. Provide expert guidance

on business development and sales aspects of the company, including technical features of technology.

AeroBalloon, Boston, MA, Business Development Consultant – W orked to find emerging markets for 30

passenger tethered balloon system in North and South America, included market analysis and business plan.

Interfaced with various investment groups on all levels of franchising and purchase.

ADAC, Inc., Minneapolis, MN, Consultant – Planned and helped to implement the sales structure for an

integration and consulting firm.

Case International, Phoenix, AZ, Engineering Consultant – Authored data acquisition and control system for a

dynamometer for testing construction and agricultural machinery.

GBOT Project, Ontario, CA, Consultant – W orked with high altitude airship conceptual company to develop

specialized GPS system for a deployable, high-altitude airship project. Secured seed funding for the group.

HiberDisplay, Austin, TX, Consultant – W orked with a energy management software company to provide sales

and marketing infrastructure, as well as basic business establishment consultation. Board of Directors included

a Nobel Laureate in Economics.

INTAQ, Tucson, AZ, Consultant – W orked to help establish instrumentation integration company in Arizona as

well as to provide initial start-up capital.

MMC Investments, Douglas, AZ, Co-Founder – Investment company focused on real estate development,

restaurant management, and funding.

MANUEL R. TERAN

1861 Rolling Stone Drive abnh8d@r.postjobfree.com

Tucson, Arizona 85745 Cell: 505-***-****

nearSpace Technologies, Northville, MI, Consultant/Founder– Worked high-altitude airship technology to be

used in military and commercial applications.

Sierra Pacific Airships, Las Vegas, NV, Consultant – W orked with airship advertising company to provide

business plan editing, market analysis, sales approach analysis, as well as interfacing with investment groups.

Synervis, Tucson, AZ, Founder – Founded an internet solutions company: website design, development, and

hosting. Sold equity to partner.

Theta Tau Housing Corporation, Tucson, AZ, Vice President – Serve on board of directors of a housing

corporation that manages a University of Arizona professional engineer fraternity’s dormitory.

University of Arizona, Tucson, AZ, Test lab Manager – In charge of managing thermal wind tunnel test lab

and designed and oversaw manufacture of a subsonic wind tunnel.

EDUCATION:

University of Arizona, Tucson, AZ

Bachelor of Science in Mechanical Engineering

AFFILIATIONS:

Toastmasters, Theta Tau Professional Engineering Fraternity, American Institute of Aeronautics and

Astronautics, Society of Automotive Engineers, Boy Scouts of America (Eagle Scout), Southern Arizona Rescue

Associating, American Radio Relay League

ENGINEERING/COMPUTER SKILLS:

Strong Excel/Microsoft tools, Various CRM Tools (Lotus, ACT!, Salesforce.com), Instrumentation/Data

Acquisition, Motion Control, Vision, Control Systems, Hardware-in-the-loop Systems, Embedded Control

Design, Calibration and Metrology, Hydraulic Systems, Wind Tunnels, Airship Design, Fluent in Spanish

REFERENCES:

Available upon request.

From

Rath, Tom, Strengths Finder 2.0 (Personalized report of the top 5 out of 31 strengths), Gallup Press, 2007:

Manny Teran Strengths:

1. Futuristic 2. Ideation 3. Strategic 4. Activator 5. Maximizer

From

Smith, Benson and Rutigliano, Tony, Now Discover Your Sales Strengths, p. 102, Gallup Press, 2003:

“…Strategic, Input, Ideation, and Futuristic are just a few examples of helpful themes for solving customer

problems. We often find that themes such as these are pronounced in great sales people who are involved in

high-level consulting, or who must develop very unique solutions for each customer. If one or more of your

Signature Themes seem to largely describe your talents in thinking, a sales role that requires a lot of mental

activity and problem solving is often better fit than one without such requirements.”

Contact this candidate