Sales Management
Resume:
Hingham, MA *****
Tod Riedel *.******@*******.***
•
Qualifications Built customer-focused management, sales and technical teams, sold leading-
edge products and professional services to Fortune 500 accounts, created
strategic relationships with hardware, software and services channel partners,
raised venture (Series A and B) and private equity financing and delivered
superior financial results.
• Proven ability to open new markets and close customers across a variety of
products and services in diverse verticals and geographies.
• Excellent communication, customer management, entrepreneurial and technology
skills coupled with a sense of urgency and unrelenting attention to customer
satisfaction.
Experience Chief Operating Officer & Chief Technology Officer
Structural Graphics – Essex, CT 2005 – Present
Structural Graphics (www.structuralgraphics.com) is the world’s leader in designing
and producing sensory stimulating, dimensional print materials for direct mail,
magazine inserts, and promotional packaging. Vertical markets include Pharma,
Automotive, Finance, Travel, Entertainment and Consumer Packaged Goods.
• Responsible for managing the day-to-day operations of the company, including:
o All sales, marketing, project management, design and creative services
teams, including all Mexico manufacturing and warehousing operations;
o Directing and motivating our senior management team;
o Identifying and negotiating the appropriate strategic partner relationships;
o Reorganizing and correctly sizing our US and Mexico operations which
has resulted in a 10 point, year-over-year improvement in Gross Margin.
• Secured large, 7-figure sales accounts including American Greetings, AT&T and
Blackhawk Network.
• Negotiated global royalty agreements for Structural Graphics’ patented designs
and other intellectual property.
• Assisted in the acquisition and integration of Intervisual, Inc., Structural Graphics’
largest competitor.
• Assisted in raising private equity financing including preparation and presentation
of Structural Graphics to potential investors.
• Led workflow business process re-engineering implementation into team based
approach, including rollout of client and web-based project management
technologies; Authored and implemented a new and easier to understand
compensation plan for Structural Graphics’ sales team members.
• Led patented Pillpack™ customer and design initiative to Pharma vertical market
for Child Resistant and Senior Friendly design formats for pharmaceutical
compliance packaging. This effort resulted in Healthcare Compliance Packaging
Council’s (HCPC) Compliance Package of the Year Award and the emergence
of a new standard for compliance packaging.
• Industry spokesperson for the firm on technology challenges and opportunities
including:
o Energy Harvesting & Storage November 2009, Denver. "Direct Mail and
Retail Packaging Challenges and Opportunities for Energy Harvesting and
Storage.”
o Magazine Publishers of America, October 2009, New York. “Next-
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Generation Magazine Insert Technologies – Bridging Dimensional with
Digital”.
Printed Electronics USA, September 2008, San Jose. “The E-Ink Esquire
o
Cover – A Case Study and Lessons Learned”.
Consultant – Wireless Sensor Networks 2004 – 2005
Consultant for the product, technology, channel, business development, and
competitive positioning strategies required to introduce embedded wireless sensor
networking capabilities (i.e. IEEE 802.15.4; Zigbee) to OEM product lines. Clients
include companies in the Defense, Building and Industrial Automation, Fire Safety,
Homeland Security, Healthcare, Parking Management and Utilities markets.
Co-Founder and VP of Business Development
Millennial Net – Burlington, MA and Tokyo, Japan 2001 – 2004
Millennial Net (www.millenial.net) is a leader in developing and manufacturing
proprietary self-organizing wireless sensor networking systems.
• Joined as a co-founder (one of three) of the company and re-positioned the
organization from a medical device company to a broad-based hardware and
software platform with the vision that a “wireless sensor networked world is a safer,
more convenient and more productive world”.
• Bootstrapped the company and secured beta customers in US, Europe and Japan
prior to Series A financing that served to validate the technology and market
opportunity.
• Appropriately positioned and pitched the company to VC’s. Negotiated a
successful Series A financing round of $6 million in December 2002.
• Managed all business development, professional services and sales activities in
Japan resulting in over 40 Japanese early adopters either in evaluation,
development or pilot stages.
• Customers of note include AMANO, AsahiKasei, Itochu, Matshusita, Mitsubishi,
Mitutoyo, Nissan, Tokyo Electric Power, Toshiba and Yamatake. .
• Hired senior staff of experienced industry veterans.
• Developed strategic partnerships with hardware, software, services and channel
partners.
• Originated all marketing and marcom activities including by-lined articles, direct
mail campaigns, trade shows and analyst, consultant and media relations.
• Successfully positioned the company in relation to the “proprietary vs. standards-
based” (i.e. IEEE 802.15.4 and Zigbee) arguments. These efforts resulted in
several industry awards for the product line as well as a leadership position in the
industry.
• Led search committee to hire CEO and President in September 2003.
• Key member of management team in raising $15 million Series B financing in May
2004.
• Leading industry visionary and spokesperson for wireless sensor networking.
• Numerous industry articles and presentations including:
o Advanced Institute of Science and Technology, Cyber-assist Consortium,
November 2004, Tokyo. “Applications and Demonstrations of Wireless
Sensor Networking”.
o SEMIcon Japan, June 2003, Tokyo. “Self-organizing, Wireless Sensor
Networks: Challenges, Architectures and Market Applications for Low-
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power, Low-data Rate Mesh Networks”.
Sensors Expo, June 2004, Detroit. "Self-Organizing Wireless Sensor
o
Networks" including a live demonstration of 200-node sensor network.
Wireless Ventures, April 2004, San Francisco. “Wireless Sensor Networks:
o
Market Opportunities, Enabling Technologies and Commercial
Applications of Wireless Sensor Networking”.
Next Generation Networks, November 2003, Boston. "Self-Organizing
o
Meshes: Architecture and Applications."
Vice President, Information Strategy
Watermill Ventures – Waltham, MA 1999 – 2001
A private equity firm (www.watermill.com) that invests in middle market companies
experiencing strategic, operational, or financing challenges.
• Authored and implemented technology strategies in Watermill’s portfolio
companies including Sheffield Steel, Durand Forms, Moore’s Lumber and Shelter
Systems. Helped established Watermill eVentures to take advantage of
investment opportunities in complimentary startup technologies.
Director, North America Enterprise Consulting Services (ECS)
Compaq Computer Corporation – Houston, TX 1996 – 1999
Compaq was once the second largest computer company in the world and the largest
global supplier of personal computers.
• Delivered $11 million annual software services fees and $1.4 billion annual
hardware sales “pull-through” within three years from a standing start.
• Achieved a 93.3% customer satisfaction rating (the highest rating of any division
within Compaq) and less than 4% employee turnover. Met or exceeded all P&L
goals.
• Directed and motivated a team of 105 highly skilled senior consultants, systems
engineers and managers through 10 direct reports to drive customer solutions
within major accounts. Led this team through two integration efforts, Tandem and
Digital, while directing the alignment of ECS to Compaq’s product and services
strategies, growing the practice areas within North America, delivering results and
maintaining high morale.
• Large customer successes of note include: ADP, BarnesandNoble.com, Disney
Quest, Fidelity, FleetBank, General Motors, Honda, Johnson & Johnson, Kaiser
Permanente, Level 3, Liberty Mutual, Memorial Sloan Kettering, Pfizer
Pharmaceutical and SalomonSmithBarney.
Director, PC Applications Development & New Business Development
CGI Sytems, Inc. – Boston, MA 1991 – 1996
An international systems consulting and software applications development firm with
over 4,000 people in 12 countries. Wholly owned subsidiary of IBM since June 1994.
• Sold and managed client/server projects throughout the Northeast. Achieved
profitable cost center results and a steady client repeat and referral rate of over
75% as measured by professional fees. Heavy emphasis on solutions selling and
establishing long-term client relationships.
• Led the development efforts for a variety of highly strategic Lotus Notes,
client/server and stand-alone custom applications. Coordinated marketing efforts
between key strategic partners (particularly Microsoft and Lotus) as well as referral
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work from IBM. Authored and implemented the sales and marketing plan for a
highly profitable, "shrink wrapped" vertical market software package developed as
a by-product of our custom application efforts.
• Clients of note here and at FMG (see below) include Abt Associates, BankBoston,
Computervision, CVS/Pharmacy, DoubleTree Hotels, Educational Testing
Services, Four Seasons Hotels, Intercontinental Hotels, ITT Sheraton Corporation,
Herman Miller, Inc., NBC, Preferred Hotels and Shawmut Bank.
Founder and President
First Micro Group, Inc. – Boston, MA 1983 – 1991
A professional service firm specializing in custom PC and Mac software development,
training and consulting services.
• Created the business plan for the formation of the firm and successfully raised
initial start-up financing through private stock placement and bank debt.
• Negotiated long term software development contracts with the American
Management Association resulting in a profitable series of royalty-based software
products. Also negotiated the first national Authorized Training Center agreement
with Microsoft Corporation. Leveraged this success into similar agreements with
Ashton-Tate and Aldus Corporations.
• Directed the growth of the firm into specific targeted markets while providing
opportunities for staff development. Sold the company to CGI Systems, Inc. in
1991. (See above)
Education Harvard Graduate School of Business Administration
Master in Business Administration, 1983
Cornell University
Bachelor of Science, School of Hotel Administration, 1978; President, Honor Society
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