Sales Manager

Kenneth M. Richer

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

Chelmsford, Massachusetts. 01824

Mobile: 978-***-**** ? Email: *.******@*******.***

PROFESSIONAL PROFILE

An accomplished sales executive with a successful history of taking product

and service companies to new sales and profit levels. Strong record of

attaining company sales growth and earnings objectives through the

execution of sales strategies / account plans. Ability to create a vision

and articulate it company-wide while fostering energy and enthusiasm at all

levels

NOTABLE CONTRIBUTIONS

. Restructured international sales and marketing organization, increasing

sales from $650M to $750M+ within organization of 5000+ employees

(multi-plant, offshore).

. Identified new market vertical and captured company's first award

($45M).

. Improved value proposition of manufacturing site by capturing system

integration award ($12M) of a complex semiconductor test system.

Elevated service capabilities from box build to level 5 system

integration.

. Established and managed executive level relationships within key

account growing revenue from an initial of $10M to $120M through the

development and execution of an account plan.

. Managed 8 direct reports in new business development and account

management resulting in revenue growth within assigned region.

Increased revenue from $500M to $650M.

AREAS OF EXPERTISE

. Account Management . Strategic Alliances . New

Business Development

. Contract Negotiations . Customer Needs Assessment . Fiscal

Controls

. Profit Maximizations . Forecasting Market Trends .

Creative Sales Techniques

. Sales Team Management . Sales Forecasting .

Revenue Growth

. Growth Strategies . Competitive Profiles .

International Sales

PROFESSIONAL EXPERIENCE

CELTRONX (August 2011 - August 2012)

A privately held consulting services company that provides OEMs with custom

solutions within offshore manufacturing, supply chain development and

product development services (Medical, Industrial, Mil/Aero).

Business Development Manager

. Proactively engaged OEMs within targeted markets to create new business

opportunities.

. Leveraged business relationships with design firms to capture new product

development opportunities.

Sanmina-SCI, Derry NH

Senior Business Development Manager (Dec 2010 - July 2011)

Developed & executed sales strategy to drive product development

opportunities in support newly formed "NPI Express" services in New England

region. (Industrial, Medical, Mil/Aero)

. Negotiated strategic alliances with local third party engineering

firms to drive collaborative & turnkey design opportunities.

ASTEELFLASH GROUP, Fremont CA

A privately held contract manufacturing services provider to OEMs

(Consumer, Infrastructure, Industrial, Mil/Aero, and Medical).

VP Sales & Marketing, Americas ((Feb 2009 - Mar 2010)

Tasked with improving the effectiveness of global sales force as well as

the standardization and implementation of sales processes and tools.

. Developed and executed global sales strategy increasing company revenues

by $100M.

. Implemented standardized sale tools (Account plans, CRM, pipeline

management) to drive revenue growth.

. Established executive relationships with "C" & "S/VP" level decisions

makers within targeted accounts.

. Developed and implemented strategy to achieve corporate objective of a

manufacturing capability in Mexico through $75M take away from Tier 1

EMS.

FLEXTRONICS INTERNATIONAL ? San Jose, California ? (April 2008- Dec 2008))

A $34 billion contract manufacturing service provider to OEMs with sites

throughout the world.

Business Development Manager - Special Business Solutions (April 2008- Dec

2008)

Tasked with winning new business awards for low volume high mix

product/system integration opportunities.

. Established executive relationships with "C" & "S/VP" level decisions

makers within targeted accounts as outlined within the business plan.

SOLECTRON CORPORATION, Milpitas, CA: A $14 billion global contract

manufacturing services company to OEMs with sites throughout the world.

(Solectron acquired by Flextronics)

Business Development Manager -- (July 2004 - April 2008)

Proactively developed and presented proposals at C and VP levels within

targeted accounts (Industrial, Telecom, Medical, Defense, Capital

Equipment) positioning the company for significant revenue growth

(Opportunities ranged from $10M to $300M.

. Drove the development of an engineering and supply chain solution that

led to company's first kiosk system integration win ($45M). Award drove

the reorganization of the sales to capture new opportunities within this

new market vertical.

. Worked with site management to accelerate the development of site's

system integration capabilities through $12M strategic win enhancing the

site's ability to grow revenue through level 5 system integration

opportunities.

. Assisted in the development of the company's industrial market strategy.

Execution of plan provided 20% growth in revenue within targeted market.

Business Development Manager - Group Manager, Eastern Region - ((May 2002

-June 2004)

Managed a sales team (8) in consultative sales of contract manufacturing

services. Established account strategies to drive sales within new and

existing customers.

. Called on senior-level decision makers at key accounts to maintain

relationships, drive strategic discussions and increase top line revenue.

Mentored and provided employee training to improve selling skills (Demand

Creation, Strategic Selling, and Proactive Selling).

. Successfully managed penetration of New Accounts in the Automotive,

Industrial, Computing, Defense, Networking and Telecommunications. This

was achieved through the development and execution of account plans.

This effort provided $175M+ in New Business Revenue.

. Established process to train account management resources and improved

team's ability to promote cross-enterprise solutions on targeted accounts

at executive levels.

. Organized sales force around market segments consistent with LRP

initiatives. Focused team on key accounts within market segments in

order to provide the company with continuous annual revenue growth.

Portfolio consisted of ~19 accounts with revenues totaling ~$130B.

Strategic Account Manager (April 1999 - April 2002):

Developed and managed business relationships within key account.

Responsible for problem solving as well as driving revenue growth on

assigned account.

. Captured initial contract award of $10M. Drove and managed account

revenue growth to $110M annually.

. Awarded optical assembly business within account with led to additional

optical and HLA opportunities.

INACOM INC, Littleton, Massachusetts

A $7 Billion business solutions provider, specializing in information

technology consulting, education, and procurement.

Business Development Manager - (1998 - 1999)

Managed the development of Inacom's e-business offering through the

development of strategic alliances with key players within the e-business

space.

. Successfully developed strategic business relationships with Arriba,

Cabletron, Microsoft and Radguard in support of corporate initiative to

develop an e-business service offering.

POWER MICRO INC, Chelmsford, Massachusetts

A privately held company that designed and manufactured mission critical

power supply solutions for the telecom, server and data storage markets.

Director of Operations (1998)

Managed the manufacturing strategy in support of the design & production of

N+1 power supplies used for critical applications.

. Successfully outsourced NPI builds and production of PCBAs resulting in a

30% product cost savings and improved time to market.

TCI CORPORATION, Holliston, Massachusetts

A privately held engineering consulting services company specializing in

R&D, product development, technology development and manufacturing

technology.

Vice President Sales (1992 - 1997)

Developed business and marketing strategies, set goals and managed an

international sales force.

. Developed global sales force to drive top line revenue.

. Negotiated the licensing of various technologies/IP in support of product

development contracts.

. Managed contract negotiations and problem resolution with international

clients.

. Sales strategy resulted in a CAGR of 20% over a 5 year period.

RAYTHEON CORPORATION, Lowell, Massachusetts

Manufacturing Development Program Manager (1990 - 1991)

. Managed cross-functional departments to ramp & sustain production of

Stinger missile program.

. P&L responsibility to $500M+ missile program.

Technical Program Manager (1988 - 1990)

. Evaluated and managed engineering change orders and waivers in support of

missile program.

Manufacturing Development Program Manager (1990 - 1991) (continued)

. Managed technical operations and customer relations in support of missile

program.

Program Evaluation Manager (1987 - 1988)

. Managed cross-functional departments in the development of defense

contract proposals.

Manufacturing Support Engineer (1982 - 1987)

. Developed ATE systems in support of various missile programs

EDUCATION

Bachelor of Science in Electrical Engineering, Merrimack College ? Andover,

MA. (1978 - 1982)

PROFESSIONAL DEVELOPMENT

Demand Creation ? Executive Conversations ?, Negotiations Skills ? Media

Communications ? Effective Presentation ? P&L Management

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