Sales Manager

Jim Seaton

Bedford, MA *****

www.linkedin.com/in/JimSeaton **********@****.***.*** (C) 617-***-****

SEMICONDUCTOR BUSINESS EXECUTIVE

Semiconductor business executive accomplished in defining and developing new products and successfully promoting them to key markets and customers. Extensive training and experience in electronic design, applications, product definition and development, project management, marketing and product positioning, contract negotiation, and solution selling. Strong team leader and passionate advocate of building personal relationships at strategic accounts.

LEADING ACCOMPLISHMENTS

Grew new product line to market dominance in only five years: Led all aspects of business management including market analysis, pricing, product strategy, sales collateral, contract negotiation, project management, forecasting, and supply management. Achieved 40% market share.

Doubled sales of mature product line in only two years: Developed new derivative products; directing product definition, sponsorship, introduction, and field trial activity.

Established and directed focused business development team, achieving 78% revenue growth: Directed market research and business planning efforts. Created sales management and reporting tools and quantitative performance metrics. Attained exceptional cross-functional teamwork by consistently applying simple management techniques.

Founded and directed startup business to commercial viability and acquisition: As VP of Hardware Engineering, developed entire new system with only $1.1MM seed capital. Grew annual revenue to $8MM despite industry recession through continuous product enhancement, culminating in acquisition and eventual IPO.

PROFESSIONAL EXPERIENCE

Maxim Integrated Products, Chelmsford, MA and Hillsboro, OR 1999-2012

Leading semiconductor component supplier specializing in analog integrated circuits.

MANAGER, DIRECTOR, EXECUTIVE DIRECTOR, Business Unit Field Applications (2006-2012)

Collaborated with new Managing Director in restructuring failing business unit, retaining and recruiting staff, setting strategic direction, and establishing new management practices. Built new international field applications organization within business unit dedicated to winning new business and supporting both key customers and Maxim’s sales and applications force. Business unit revenues grew from $90MM to $160MM with second-highest operating margin in company. Major markets included wireless cellular base stations, cable TV, automobiles, cell phones, home security, medical imaging, and industrial sensors.

Built staff of nine engineers in USA, Europe, Japan, and China, covering 90% of business unit revenue.

Won 1500 new designs worth $250MM in lifetime revenue over five year period.

Initiated regional business planning, updated quarterly, establishing new products required to win planned customer projects over next five years.

SENIOR BUSINESS MANAGER (1999 to 2005)

Grew an ASIC-only business with three major customers into market-share leader comprising ASICs, custom products, and standard products and selling to entire market. Market share expanded annually despite severe and prolonged industry recession, growing from 25% to 40%.

Championed design of standard products as examples of Maxim’s process and design capabilities. Products won market share in own right and improved market share in existing ASIC and custom product markets.

Chaired regular account reviews with all key account managers globally. Organized activities of all Maxim business units, presenting responsive and unified interface to customers.

Conducted quarterly management reviews with key accounts reviewing status of active projects, engaging early in definition cycle for new products, and building enduring relationships at all levels.

Credence Systems Corporation (now LTX-Credence Corporation), Hillsboro, OR 1990-1999

Publicly-held $200MM supplier of automatic test equipment (ATE) to the semiconductor industry

PROGRAM DIRECTOR (1998 to 1999)

Defined, budgeted, and directed critical development projects to satisfy company's strategic product road map using both internal and external resources.

Rescued critical multimedia and data communications project from 20 weeks schedule delay.

Defined and budgeted development program ensuring timely introduction of two new strategic products.

PRODUCT MARKETING MANAGER (1994 to 1998)

Managed company's oldest product line, doubling sales over two -year period, and newest and highest performance product line, directing all aspects of product definition, introduction, and field trials.

Increased annual sales volume of mature product line by 77% to $23MM while holding expenses flat. 25% of sales growth achieved by convincing prospective customers to sponsor and fund development of two major new products serving Automotive and Wireless markets.

Assumed responsibility for major new product line stalled in design. Led series of task groups, rapidly defined product goals, specifications, and structure to unblock design and introduce product on schedule within 9 months.

Promoted new, $3.5MM product prior to introduction usi ng press releases, articles, and presentations. At introduction, 40% of targeted customers became active prospects.

TECHNICAL SALES SPECIALIST (1990 to 1994)

Key technical resource in support of regional sales force. Created, documented, and presented technical data to customers in sales region demonstrating superiority of company's technical solution to problems. Regional sales of relevant products increased from $0.8MM to $2.7MM during period.

Additional Experience

Management and individual contributor roles: (VP Hardware Engineering, Director of Marketing, Engineering Manager and Design) in semiconductor capital equipment industry, including Teradyne, Inc., Axiom Technology Corporation, Semiconductor Test Solutions. Select accomplishments include:

Defined and directed addition of new low-cost products, opening new “Smart Power” market segment.

Promoted sale of Axiom Technology Corp. to Semiconductor Test Solutions, significantly improving cash flow and achieving sales growth from $3MM to $8MM for product line.

In Axiom Technology founder role, directed systems engineering and hardware development for complex

computer-operated test system with initial venture capital budget of only $1.1MM.

Developed Teradyne’s first solution-oriented products for efficiently testing complete families of analog and mixed-signal integrated circuits.

EDUCATION

MBA, Boston University, Boston, MA

BS, Electrical Engineering, Massachusetts Institute of Technology, Cambridge, MA

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