Sales Manager
Resume:
JOHN BOUTSIKARIS
Email: *********@********.***
Address: **** ****** ****, *** *****
City: SAN MARCOS
State: TX
Zip: 78666
Country: USA
Phone: 512-***-****
Skill Level: Senior
Salary Range: $150,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
JOHN C. BOUTSIKARIS
1951 Hunter Road, #14105, San Marcos, Texas 78666
512-***-**** ********@*****.*** linkedin.com/jcboutsikaris
Senior Executive Officer and Leader Vision-Strategy-Execution
Differentiating Senior Management Leadership
Senior Executive Leader with extensive experience in domestic and international Sales, Marketing and Aftermarket Services with a broad set of Fortune 50 to Micro Cap companies.
Principled Visionary Leader with strong interpersonal skills, transitional change management, excellent communicator, cross-cultural team manager, and motivated by challenge and competition.
Breakthrough Sales and Marketing Results in Difficult Economic Times
Impressive Track Record of revenue performance, profit growth, return on invested capital, and market share increase through strategic leadership, team building, problem solving, adaptability, creativity and customer focus. Recognized for consistent success in startup operations and turnarounds.
Signature Skills and Leadership Expertise
Professional Experience
Adept Technology, Inc. 2011 - Present
Adept is a leading US global provider of intelligent robots and autonomous mobile solutions and services that enable customers to achieve precision, speed, quality and productivity in their assembly, handling, packaging, testing and logistical processes in high growth markets including Packaging, Electronic Assembly, Medical, Pharmaceutical, Disk Drive and Solar.
Senior Vice President, Officer, Global Sales, Marketing and Aftermarket Sales
Recruited to direct and lead worldwide sales, sales strategies and operations, marketing strategies and operations, and aftermarket services strategies and operations across four regions and 60 countries with $66M in revenues and budgets of $14M. Lead the organization to transformational change in the space of one year. Principal strategist with CEO and CFO to drive business execution strategy for the global company.
Restructured the sales and marketing organizations to achieve 2X performance over 3 years at 25% reduced CPOD.
Significantly improved the product management and development engineering process by implementing a new IRR product process that mapped marketing requirements to product development.
Introduced and implemented Salesforce.com as the global CRM for campaign-to-contract management, sales and marketing, immediately improving forecasting efficiencies by 100%.
Implemented a new Aftermarket Services strategy to drive increased sold services, training and refurbishment to 25% of revenues from 15%.
Introduced structured quarterly objectives and planning with consistent executive leadership to the sales, marketing and aftermarket services teams with renewed global focus on results.
Partnered with the CEO and CFO regarding strategic acquisition, merger and alliance/partnership discussions and actions on a global basis.
Redefined Global Sales Operations, which eliminated redundancy, up-scaled the leadership, and eliminated disparate practices.
Key Technology, Inc. 2005 - 2011
Key designs, manufacturers and markets process automation systems (automated optical inspection, specialized conveyors, material handling) for served markets ranging from fruit, vegetables, snacks, protein, tobacco, pet foods, plastics and pharmaceuticals/nutraceuticals.
Senior Vice President, Officer, Global Sales, Marketing and Aftermarket Services
Recruited to direct worldwide sales, sales strategy and planning, sales operations, and aftermarket services in 78 countries with revenues of $134M and budgets of $16M. Managed over 140 professionals including directors, region managers, account managers, major account managers, product marketing managers, administrative, applications and product specialists marketing, selling and servicing the Food, Pharmaceutical and Recycling industries.
Restructured the sales force with primary emphasis on strategic account focus, channel
differentiation, and geographic coverage increasing topline sales from $65M to $134M in 4 years.
Introduced and implemented a structured CRM (Salesforce.com) and Sales Engineering
operation globally which transformed the existing sales processes eliminating excess expense.
Defined and introduced a new Channel Partner Program (Indirect) that delivered 35% of annual revenue.
Instrumental in defining new product architecture and definition over a 5 year period.
Redefined the Aftermarket Services strategic plan to deliver 20% of revenue per year from 15%.
Strategic senior level involvement in numerous M&A plans developed to grow the company.
Identified, recruited and managed a Top Gun Sales and Aftermarket management team.
Restructured the Marketing organization to include defined inbound and outbound focus,
industry segmentation, and increased competitive understanding. Developed a `Whitespace` opportunity process for identifying and enabling new business.
Reduced CPOD (cost per order dollar) sales expense from $0.24 to $0.16 in three years, with an effective reduction of $10.7M in operating expenses.
Architected and drove new product development ideas for the Manta platform, refined software
contributions, reshaped product introduction processes, introduced Plan of Record concepts for
concurrent design and development, and outlined scope of next generation revenue stream.
Coached senior management team with defined processes for improved performance. All senior
management team under my guidance became eligible for promotion.
Pemstar 2004 - 2005
Global Electronic Contract Manufacturing Services company specializing in product development, manufacturing automation, software development, test, and complex electromechanical manufacturing for the communications, industrial, computer data/storage, and medical device industries.
Executive Vice President, Worldwide Sales and Marketing
Recruited to direct worldwide sales and marketing in three regions with annual contract manufacturing revenue of $700M and $7M in operating budgets. Managed up to thirty professionals consisting of senior vice presidents, region vice presidents, account managers, and administrative support.
Restructured, redirected sales force with primary emphasis on strategic account focus, eliminating 60% of account coverage inefficiencies.
Redefined and implemented a completely new sales compensation plan worldwide to emphasize focus on incremental new business and margin improvement.
Identified and implemented a new sales automation toolset eliminating the myriad of Excel spreadsheets previously used for sales funnels and forecasting.
Rewrote the Independent Manufacturing Rep (MR) contracts to eliminate the annuity payment process.
Architected a target revenue system for each indirect MRs consistent with the internal sales program.
Restructured the marketing organization to include defined inbound and outbound activities.
Agilent Technologies, Inc. (spinoff of Hewlett-Packard) 2000 - 2003
Global technology leader and provider of test and measurement products involving standard and customized solutions used in the design, development, manufacture, installation, deployment and operation of electronic equipment, systems, and communications networks and services. (Agilent was an $8B spin-off from Hewlett-Packard.)
Vice President, Worldwide Channel Partner Unit 2000 - 2003
Promoted to direct worldwide sales and operations in 66 countries for the Channel Partner Unit with annual sales of $600M and budgets of $11M. Managed worldwide 90 region managers, district managers, account managers, marketing, administrative, and 460 strategic partners. CPU included multi-channel partner programs (VARs, systems integrators, distributors, manufacturer`s reps, rental companies, and software providers), selling into markets such as electronic manufacturing, semi- conductor, computer manufacturing, aerospace/defense, medical, and other electronic test dependent markets.
Delivered over $2.3B in revenue in seven years from a base of $10M.
Achieved aggressive growth of 30+% in Y-O-Y measures.
Consistently exceeded company average in channel profitability and ROIC objectives.
Increased operational efficiencies by 22% Y-O-Y in three years with improved sales tools.
Increased Partner sales contribution from 5% to 23% of annual company worldwide sales.
Developed Agilent CPU into an industry leading, best-in-class level, with partners in every
major country in the world.
Forged new product development and marketing alliances with key OEM partners in new business segments.
Developed the first Agilent-direct distribution network in China, Asia, and the Americas
yielding $41M in the initial year.
Architected the integrated systems strategy for integration partners and VARs resolving
channel conflict and yielding $70M is new sales.
Developed Worldwide Premier Rental Program with key rental partners reducing channel
conflict and doubling sales revenue from $65M to $136M.
Significantly strengthened sales force performance through effective leadership, goal
setting coaching, recruiting, and creation of appropriate motivating incentives, which led to
consistently exceeding annual performance results.
Hewlett-Packard Company 1973 - 2000
Global technology leader in communications, electronics, life sciences, and chemical analysis.
Vice President, Channel Partner Program 1997 - 2000
Promoted to Senior Manager responsible for worldwide sales and marketing for indirect channels. Grew sales revenue from $120M to $400M and partner growth from 75 to 300+ worldwide.
Achieved over quota team performance in each year; >35% CAGR.
Successfully negotiated numerous contracts with channel partners increasing their sales growth
by 253%.
Developed key processes in sales and marketing to support program growth objectives of
over 30%.
Led the Marketing and Marketing Communications staff, activities and budget of $1M leading to
$12M in new sales.
Architected HP`s first test and measurement distribution program with Fluke Corporation
which created combined sales of $200M in 5 years.
Managed the Strategic Business Development Organization (SBDO) focused on driving a manufacturing consulting practice with revenues of $120M.
Americas Region Manager, Channel Partner Program 1995 - 1997
Promoted to senior manager responsible for sales and marketing for US, Canada and Latin America indirect channels for Test and Measurement products. Grew the sales team from 5 to 22 people based on significant partner sales growth. Introduced a number of -firsts- to HP`s processes.
Grew sales from $35M to $120M. Exceeded all sales and expense targets annually.
Redefined, reorganized, and implemented T&M`s first Channel Partner Program as a sales
organization leading to y-o-y sales growth of over 30%.
Defined and implemented the first T&M indirect channels finance metrics that measured
growth and channel profitability.
Implemented T&M`s first factory OEM channels program which grew to $120M in sales.
Consulted with internal divisions to develop first sales channel maps for margin improvement of 7%.
Developed and produced the first primer `Blue Book- on multi-channel sales programs.
Developed channel partner presentation criteria and marketing guidelines for the direct sales
force.
Combined SWOT analysis with sales planning for improved sales efficiency and loading.
Awarded Winner`s Circle for 1995 and 1996.
Major Accounts Manager, Americas 1992 - 1995
Managed a US-wide `SWAT` sales team that identified, penetrated, and led sales effort to key major accounts where HP had little or no sales and product presence. Led group of 8 senior sales professionals.
Effectively led teams that penetrated accounts such as Chrysler, Xerox, Black and Decker, Lockheed
Martin through demonstrated through senior management involvement.
Increased sales from $4.5M to $21M in 2 years.
Designed, conducted, and trained sales resources in major account sales strategies.
CSS, Inc. 1990-1992
Leading developer, manufacturer, sales, and support organization for front/back office best-in-class software products for legal matters and back-office accounting for large and small law firms and accounting practices.
President and COO
Recruited to lead a turnaround organizational team of 80 software developers, sales and support personnel, and marketers to profitability. Re-established profitability within the company within two years.
Redefined the strategic direction of the company and its reliance on single product focuses.
Redefined the sales and support structure of the company resulting in a 2X increase in sales from $6M to $12M within 18 months.
Redefined and implemented R&D processes, and software supportability, that dramatically improved operating efficiencies and reduced support expenses by 55%.
Revamped and instituted marketing planning and execution disciplines for better customer penetration and reduced warranty support requirements.
Hewlett-Packard Company 1973-1990
Global Account Manager 1989-1990
Boeing Account Area Business Manager 1987-1989
Northwest Region District Sales Manager 1982-1987
Sales Representative 1977-1882
Region Finance Manager 1973-1977
EDUCATION
BA, Finance and Marketing - California State University, Fullerton
Honorable Discharge, United States Air Force / Calif Air National Guard
Leadership and Philanthropic Experience
Board Member - Washington State Governor`s Council on Economic Recovery
Board Member - Research Institute for the Handicapped
References Available Upon Request
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