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Sales Manager

Location:
Lindale, Texas, United States
Posted:
August 31, 2017

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Global Sales Management Executive

Experience in the Semiconductor Industry – Domestic and International Markets

EXECUTIVE VALUE PROPOSITION

Resourceful and analytical sales leader, with proven success in opening new markets and developing strategic alliances worldwide, resulting in REVENUE GROWTH, INCREASED PROFITABILITY and EXPANDED MARKET FOOTPRINT. Influential communicator, who develops deep relationships with customers, and combines the “art and science” of sales to gain access to C-Level executives, securing major accounts such as: Texas Instruments, ST-Carrollton, Freescale, Silicon Labs, Analog Devices, Cirrus Logic, Raytheon, and Motorola, drawing upon a strong contact network in the semiconductor industry. Technologist in the semiconductor manufacturing process. Started/ owned a government approved test lab sponsored by Motorola. Sold this company to a major semiconductor company. Also helped purchase testers and handlers for ASAT in Hong Kong to improve turn key operation. Was one of three people to sell test lab facility in Taiwan to ASE, to begin ASE TEST in 1990.

KEY BENEFITS AND ADVANTAGES

Proven ability to: (1) Strategically drive new business, managing all aspects of customer interaction, consistently growing revenue and hitting sales margin targets; (2) Gain in-depth knowledge of customer business priorities, challenges and initiatives to create value-based solutions and preferred positioning within major Fortune 1000 accounts; (3) Build, develop and motivate top performing, geographically dispersed account teams with a strong commitment to attaining market advantage and leadership. Helped establish the first offshore test lab in Taiwan then assisted selling it to a major assembly subcontractor. Assisted ASAT in establishing a test floor in Hong Kong to improve the manufacturing process through the company.

Recent Performance Milestones

2008

As SALES MANAGER and MARKETING MANGER, GLOBAL ACCOUNTS, successfully penetrated 15 difficult or “impossible” accounts, generating $100M in annualized revenues. Accomplished by rigorous rethinking of sales processes, gaining deep access to customers by cultivating a web of relationships – going beyond Procurement Managers, to R&D, Engineering, and Business Unit Managers, and successfully communicating company’s unique value proposition. Additionally, trained sales organization in sales techniques and test services, transforming product-centric activities to customer-facing tasks to increase sales effectiveness.

2005-2008:

As SALES MANAGER, generated and captured customer demand, upending traditional thinking about strategy and charting a bold new path to expand market footprint and revenue streams. Grew sales by 25%+ across 3 Divisions. Elevated sales team performance by championing proactive and responsive selling methodologies, creating a more unified sales force that shares information, resources and best practices across all Divisions.

2004-2005:

As VICE PRESIDENT OF SALES, developed and executed an aggressive sales strategy to increase USA market presence, leveraging extensive relationships and industry knowledge to expand market footprint. Ranked as #1 Sales Leader within 6 months, and ultimately, grew sales from zero to $3M, attaining new accounts with major customers such as ST-Carrollton and Silicon Labs.

2000-2004:

As SENIOR SALES MANAGER, leveraged understanding of competitive market dynamics, identifying new opportunities and developing business plans that realized $48M in annualized sales growth in 2 years. Won new customers including ST-Carrollton and Silicon Labs, and created full turnkey and assembly-only package deals with accounts such as Texas Instruments, Analog Devices, Inc. and Cirrus Logic.

Stephen F. Brooks Page 2

Professional Experience Summary

ADVANCED SEMICONDUCTOR ENGINEERING (ASE), Dallas, TX – 2008 to present

World’s largest subcontract assembly / test company providing manufacture, assembly, processing, testing and distribution of integrated circuit packages, serving customers across North America, Asia, and Europe.

Sales Manager and Marketing Manager – Global Accounts

Recruited to lead immediate challenge of building overall USA market presence, selling assembly and test services to a broad range of semiconductor companies worldwide. Emphasis on: (i.) Strategically driving new business, targeting priority accounts in the USA and coordinating numerous new opportunities for multiple ASE factories; (ii.) Ensuring that sales organization operates efficiently, to better manage increasing complexity of customer requirements, improve overall productivity and effectiveness, and attain aggressive revenue and profitability goals; (iii.) Leveraging knowledge of the industry, technology, processes, and consultative sales skills to assess and educate customers on the value of ASE business and associated implementation expertise.

GLAZER’S DISTRIBUTORS, Addison, TX – 2005 to 2008

One of the largest privately held companies in the USA, with $3.5B in annual sales, distributing wine and spirits.

Sales Manager, Mustang Wine Division (assignment)

Actively recruited by CEO.

CIRTEK ELECTRONICS CORPORATION, Philippines / Dallas, TX – 2004 to 2005

Privately owned subcontractor for semiconductor devices, providing complete turnkey solutions.

Vice President of Sales (temporary assignment)

Pursued and recruited based on expertise in the semiconductor industry and competitive landscape to expand presence in the USA market. Served as key driver in selling subcontract assembly and test solutions to semiconductor companies in a territory spanning two-thirds of the country, from Arizona to the East Coast. Emphasis on: (i.) Defining corporate image and product positioning through marketing events such as trade shows, and highly responsive advertising programs; (ii.) Cultivating customer relationships throughout the sales and delivery process for mutual long-term success; (iii.) Building a top-caliber, customer-oriented sales force.

NS ELECTRONICS, Bangkok, Thailand / Dallas, TX – 2000 to 2004

International integrated circuit assembly and test manufacturing company.

Senior Sales Manager

Orchestrated sales activities for subcontract assembly and test services to a broad range of semiconductor companies, worldwide. Emphasis on: (i.) Applying extensive experience in the semiconductor industry, outstanding marketing / industry network, and expertise in global accounts to drive revenue generation and maximize market coverage. (ii.) Introducing a new package design at Bangkok-based factory for semiconductor companies, acting as a subject matter expert on high-value test service offerings.

Earlier Career (prior to 2000) Regional / National Sales Manager roles at companies including ADVANCED INTERCONNECT TECHNOLOGIES; ASAT, INC.; ETC FLEXTRONICS, INC.; and 3M. Additionally, established and operated a DESC CERTIFIED Test LAB demonstrating success in building a company from ground up to market success.Selling company to a major semiconductor company.

Education BBA, Marketing, Texas A&M University, College Station, TX.



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