Sales Engineer

STEVEN A. BACHMAN Costa Mesa, CA *****

Tel./Fax: 949-***-****

********@***.*** http://www.linkedin.com/in/stevenbachman

EDUCATION

MASTER OF INTERNATIONAL MANAGEMENT - 1997 (Dual Degree Program)

Thunderbird School of Global Management, Glendale, AZ

MASTER OF BUSINESS ADMINISTRATION - 1997 (Dual Degree Program)

Weatherhead School of Management, Case Western Reserve University,

Cleveland, OH

B.S. IN CHEMICAL ENGINEERING - 1984

University of California at Santa Barbara, Santa Barbara, CA

SPECIALITIES

Extensive Manufacturing Knowledge Competitive Analysis

Asian, European, and Latin Internal and External Customer

American Markets Relationships

Product Development and Launch Strategic Marketing

Product Rolling Roadmaps Global Product Positioning

Price and Cost Analysis Lead Generation / Trade Shows

Product VOC Research Cross Functional Teams

Business Case Analysis Creative Communications

Business Plan Development Product Forecasting

EXPERIENCE

SENIOR PRODUCT LINE MANAGER

THALES IN-FLIGHT ENTERTAINMENT SYSTEMS, Irvine, CA, 2012- Present

. Business case development for new products.

. Develop Product Descriptions, Product Bulletins, and other associated

literature.

. Develop product requirement documents.

. Work with enginering to develop next generation products.

. Work with hardware vendors on new technologies

. Work with Program Managers to understand customers' requirements.

. Sales training as well as contribution to bids and proposals for winning

new business.

GLOBAL PRODUCT MANAGER - Electronics / Manufacturing

ITT INTERCONNECT SOLUTIONS, Santa Ana, CA, 2007-2011

. Full P & L responsibility on a 27 million dollar product line of

electrical connectors. Developed marketing strategies that increased

sales 15% in a down market.

. Instrumental in developing multiple new products and product extensions

over a 3.5-year period with projected future revenue of 12 million

dollars.

. Developed product roadmap that accomplished global business strategy for

next generation products.

. Converted product roadmap into multiple new products by investigating,

evaluating, and recommending new products and product extensions and by

creating, conducting, and coordinating associated product launches.

. Provided financial and technical justification for new product

development using a 4 stage gate review process that increased the number

of attractive product launches 50%.

. Using the 4-stage gate review process, developed business cases for new

products that kept 5 new products in development at any given time.

. Accomplished a consistent 42% product line margin by developing effective

OEM and Distribution pricing strategies.

. Negotiated large OEM LTA's that increased margins 5% and formulated

distributor stocking packages and distributor pricing that increased

sales $250,000 monthly.

. Chaired multiple cross-functional teams on product development

activities.

. Utilized industry reports and customer and distribution feedback to track

industry trends and create competitive product comparisons.

. Closely monitored and steered all activities concerned with new

technology development. Worked with customers (VOC) to develop products

that met their specifications.

. Accomplished multiple application notes that were used as a basis for

product press releases.

. Accomplished first product catalog update in over 10 years.

. Developed web based product training module that was used to train field

sales, distributors, manufacturing reps., and end-users on product line.

Implemented on-line tool "Ask a Specialist".

. Represented product line at all domestic and international trade shows.

. Spearheaded a cost cutting team that was responsible for $1,000,000 in

product cost savings.

SALES AND MARKETING DIRECTOR / OWNER / ENTREPRENUR - Import / Retail

OPD International, Costa Mesa, CA, 2001-2007

. Developed a business plan and implemented a selling strategy for

importing home d cor products from Mainland China and Mexico.

. Grew annual retail sales from zero to $250,000 over a 6-year period.

. Developed product designs and worked with overseas suppliers to turn

designs into new products.

. Negotiated pricing and delivery contracts with international suppliers

that increased on time delivery and reduced costs 20%.

. Successfully increased wholesale business 15-25% annually by selective

promotion of products at industry trade shows. Grew retail business by

managing a network of sales representatives and by opening up and running

a retail store.

. Key account development and management.

. Selected location of company's retail store and supervised store

personnel. Developed store's marketing communication program through

various printed advertising medias such as newspapers, mailers, internet

advertising, and direct mailings.

. Exceptionally strong understanding of consumer behavior due to large

retail business exposure.

SENIOR PRODUCT MARKETING MANAGER - Manufacturing

LEACH INTERNATIONAL, Buena Park, CA, 1998-2001

. Managed all U.S. marketing strategies for a 13 million dollar European

product line that was manufactured at Leach International's European

facilities.

. Successfully launched European products into the U.S. market by

developing distributor's stocking packages and by adding products to

existing customer's long-term agreements.

. Utilized press releases, magazine advertising, brochures, website

updates, direct mailings, and industry trade shows to increase customer

awareness of product line.

. Demonstrated product's capabilities at key customer sites.

. Negotiated long term pricing and delivery agreements.

. Developed sales and training literature. Trained sales force and

manufacturer's reps. on product line.

. Updated technical specifications for products in company's annual

catalog.

. Increased European product sales in the U.S. by $2,000,000 during first 2

years at company.

CONSULTANT / MARKET RESEARCH ANALYST - Consumer Goods

SMARTPICKS INC., Cleveland, OH, 1995

. Developed start up business plan for Smartpicks Inc.

(www.smartpicks.com), a successful Ohio based board game designer and

manufacturer.

. Performed market research to calculate total market size and determine

company's market potential.

. Determined key markets, analyzed growth potential and positioned products

in those markets.

. Evaluated strengths and weaknesses of company and competitors in selected

target markets.

. Formulated product's pricing strategies, taking into consideration

manufacturing costs, competitor pricing, retailer mark-ups, and extra

value added product benefits.

. Determined promotional advertising and distribution channels for maximum

product sales growth.

. Calculated a 5-year pro forma income statement.

. Incorporated all findings into a comprehensive company business plan.

. Market analysis increased board game sales 150% over 1 year period.

AFTER MARKET SALES ENGINEER /FIELD SERVICE ENGINEER

MAFI-TRENCH CORP., Santa Maria, CA, 1992-1994

. Marketed TURBO-EXPANDER spare parts to an existing customer base by

analyzing customer's existing operations and proposing additional

products to meet calculated future needs.

. Developed pricing strategies, contract terms, and distribution methods

for all replacement parts.

. Resolved customer's product application problems via e-mail, fax, and

telephone.

. Supervised installation of natural gas equipment at customer's facilities

nationwide.

. Technical expertise and customer knowledge increased after market sales

25% over a 3 year long period.

ACCEPTANCE TEST ENGINEER

ROCKWELL INTERNATIONAL Co., Downey, CA, 1989-1991

. Tested all electrical, mechanical, and pneumatic Space Shuttle

instrumentation and subsystems.

. Managed a team of technicians during all test procedures.

. Interfaced with engineering, manufacturing, and QA to resolve problems

and ensure timely completion of all test procedures. Position required

strong negotiation and interpersonal skills.

. Technical expertise resolved an electronic cooling system problem

resulting in $1,500,000 savings.

PROCESS ENGINEER

McDONNELL DOUGLAS AIRCRAFT Co., Long Beach, CA, 1987-1988

. Verified that aircraft fabrication conformed to company process

specifications, decreasing production downtime.

. Acted as a liaison between manufacturing and engineering to correct

anomalies when found.

. Technical expertise resolved shop floor problems resulting in over

$500,000 in company savings.

SYSTEMS ENGINEER

LOCKHEED SPACE OPERATIONS, Vandenberg A.F.B., CA, 1984-1986

. Completed the electrical/mechanical checkout of the Space Shuttle's main

LOX propulsion system.

. Wrote test procedures, updated system's operating manuals, and initiated

design revisions.

. Extensive experience with hardware/instrumentation (pumps, gauges, relief

valves, solenoids, temp. and pressure switches, etc.) and cryogenic

fluids and gases.

. Clearance level: secret.

. Participated in two Space Shuttle launches from the control room at Cape

Canaveral.

ACCOUNT MANAGER -

SOUTHERN CALIFORNIA GAS Co., Southern California and Santa Barbara, CA

1982-1984

. Visited So. Cal Gas Co. retail and industrial customers and performed

energy surveys.

. Calculated energy savings based on equipment surveyed at site.

. Developed formal reports stating energy savings, based on implementation

of cost saving recommendations, that were mailed to the to the customer.

COMPUTER SKILLS

Microsoft Office: Word, Excel, PowerPoint, and Outlook. SAP.

GLOBAL EXPERIENCE

Asia, North America, Western and Eastern Europe, Central America, Middle

East, and Caribbean.

INTERESTS:

. Developing new markets and increasing international exposure

. Developing new products and product extensions

. Building relationships with customers

. Designing marketing strategies to increase sales

Contact this candidate