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Marketing, Sales and Business Development (B2B)

Location:
Dickinson, TX
Salary:
100,000+ Annually
Posted:
December 28, 2018

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Resume:

JEAN ANN BERTHOLD

**** ******** **.

Dickinson, TX 77539

281-***-**** (Personal Cell)

ac72kc@r.postjobfree.com

Career Summary: 20+ years of Marketing and Sales management and Business Development experience in Industrial Safety, Process Analysis & Monitoring Instrumentation, and Environmental monitoring systems. Positive track records and successful implementation of action plans are demonstrated in every position for growth, revenue and profitability. Highly effective people manager with talent and skill to motivate, train and lead both her own team and cross-functional teams evidenced by long term loyalty and a large network of positive references.

EXPERIENCE:

ECIS, Dickinson, TX USA July 2018 to Present

Marketing & Sales consulting and executive temporary assignments for startups and urgent corporate turnarounds. Areas of expertise include Industrial Safety Gas Detection, Process Gas Analysis and Control Instrumentation & Sensors with emphasis in Oil & Gas, Chem/Petrochem, Pharmaceutical and Environmental applications.

BUSINESS CONSULTANT & INTERIM EXECUTIVE

Consultations to Fortune 500 companies, banking institutions and private equity firms on sales strategies, market research, competitor & customer profiles, business development, market environments and regulatory trends.

Crafting Sales & Marketing plans, Go-to-Market strategies, and Investor documents to raise equity funding from Angel and VC investors.

Establishing formal corporate structure and financial model & projections for early stage companies.

Picarro, Inc., Santa Clara, CA May 2016 to June 2018

$40M analytical instrument company specializing in high performance cavity laser spectroscopy for atmospheric, environmental applications. The CEO and BOD required an experienced Sales & Marketing executive to lead their entry into the adjacent Semiconductor market vertical.

Sr. Director, STRATEGIC MARKETING & SALES

Developed Picarro’ s first 3-year Strategic Business Plan (for any market) during the first 100 days.

Recruited a focused team of Product Management, Marketing & Sales Support, MarComm, 3rd Party Distribution Partners & Service within 6 months.

Created and directed a cross-departmental Task Force (R&D, Engineering, Operations, Service, Marketing, Sales and Business Development) to convert the current product into value propositioned, real-time process monitoring systems for Adjacent Market entry into the Semiconductor/Display markets.

Penetrated all targeted major players within the first 9 months after the Product Launch. (Samsung, TSMC, Toshiba, Infineon, ST Micro)

Opened 2nd expansion application for FOUP monitoring in less than 90 days. Opened 3rd expansion application for 3 more EFEM (Equipment Front End Monitoring) partners in the following 3 months.

Created all new contemporary branding, messaging, website design, & Outreach campaign for the Semiconductor products w/ coordinated exhibition designs, brochures, datasheets, and sales tools.

New sales total >$7 Million @ 9 months after product launch, including a 10% increase in GM for sales to Samsung Korea.

ABB, Inc., Mountain View, CA March 2014 to April 2016

$20M newly-acquired advanced laser spectroscopy company (Los Gatos Research) specializing in environmental & research applications required an experienced Sales & Marketing executive to lead the new division’s integration into the $42 Billion multi-division industrial process analytical parent company, ABB, Inc.

DIRECTOR, SALES & MARKETING

Crafted Go-to-Market strategies and implemented Sales and Business Development Action Plans to drive conversion of products & technology from their Environmental Research (Academic & Government) core business into 3 new Adjacent Industrial market segments.

Implemented CRM (Salesforce.com), hired new Inside Sales Administrator, Sales Manager, and expanded Sales Channel coverage globally.

Trained >30 domestic and international ABB sales teams with face-to-face sessions and Internet webcasts.

Gathered all market research, SWOT input and future strategic directions for ABB’s first cross-departmental, $10B Measurement & Analytics Division 5-year Growth Plan.

Served as Marketing Strategy Advisor on 5 concurrent and cross-divisional Product Development projects using LGR’s laser engine technology to provide multiple products for multiple adjacent markets, including process laser analyzer and OPGD laser system.

Led LGR’s Sales Teams to the 2014 Year End growth in orders of 20.4% over 2013 in Year One of their acquisition. (December 2014 experienced the highest recorded order value of any previous month in the company’s history.)

Growth from zero to more than $9 Million in sales to the Semiconductor industry in < 18 months

Executive Consulting & Interim Support (ECIS), Atco, NJ USA August 2012 to January 2014

C-Suite & executive temporary assignments for urgent startups and turnarounds. Consultations provided on Industrial Safety, Process Analysis and Control Instrumentation & Sensors with emphasis in Oil & Gas, Chem/Petrochem, Pharmaceutical and Environmental applications.

BUSINESS CONSULTANT & INTERIM EXECUTIVE

Consultations to Fortune 500 companies, banking institutions and private equity firms on Go-To-Market strategies, market research, competitor & customer profiles, business development, market environments and regulatory trends.

Crafted Business plan, Go-to-Market strategies, and Investor documents to raise equity funding from Angel and VC investors.

Establishing formal corporate structure and financial model & projections for early stage companies.

Interim Chief Executive Officer for early stage Biotech Company raising Series A investment funds. Established formal DE corporate structure & China sublicensing partnership for concurrent drug development. (Feb 2013 to Nov 2013)

Senscient, Inc., Houston, TX, USA and Poole, Dorset, UK February 2005 to July 2012

Founder with new Laser-Based Open Path (OPGD) Gas Leak Sensing technology for Oil & Gas & Industrial Safety applications needed a co-founder to raise funds, create and implement Go-to-Market plans and manage operations for the company.

CHIEF MARKETING & SALES OFFICER, VP

Raised >$17Million in investments for Senscient from top tier Angel & Venture Capital firms to fund technology commercialization, production ramp and revenue generation between 2006 and 2011.

Key Account business development strategies & Customer Care programs yielded initial launch sales of $254K in 2010 with 10X increase in 2011 at >$2.65M. First half 2012 yielded total booked orders at >$5.10 Million.

Negotiated custom purchase of Net Suite cloud ERP/CRM web hosted enterprise management system @ almost 40% reduced cost.

Managed company-wide implementation of NetSuite CRM/ERP with full Marketing ROI tracking resulting in consistent performance during 2009-2012 @ >90% HOT Lead qualification for sales within 6-12 months.

Sales forecast accuracy & properly targeted sales & marketing strategies resulted in average closure rates at within 30-45 days for every 90% probability order. On Time Closure rate at consistently > 95% since Q3 2011. Loss ratio @ only 1 in 20 orders.

Servomex Corporation, Division of Spectris, Sugarland, TX January 2004-January 2005

$60 M Process Instrumentation Company in IR, NIR and laser gas analysis suffered stalled sales growth, reduced moral, and stress among the team members. The General Manager needed fast turnaround with renewed energy and team spirit.

VP OF SALES, AMERICAS (Interim)

SWOT analysis identified several key actions required to immediately improve productivity and efficacy. “Project FOCUS”, a four phase program, was designed and implemented to dramatically improve productivity and team performance. Personally created for Servomex, the program included new sales and production forecast tools, new global project tracking tools, new regionally-focused strategic action plans and KPI measurement tools.

Sales quotation rates and face-to-face sales visits in the field increased by 2X throughout the second half of 2004. Sales pipeline at end 2004 increased 63% over the previous year.

Team building efforts to create trust and momentum brought significant improvement in employee moral alongside increased sales activity and performance - with ZERO employee turnovers in 2004.

Sales Revenue performance exceeded the annual target by 12%, even though Q1 projections had predicted a downturn.

Zellweger Analytics, Inc., (now Honeywell Analytics), Houston, TX July 1997 - Feb 2004

$150 M global company specialized in industrial safety products & gas detection & monitoring Instrumentation. Americas division needed to merge three recently acquired small companies into one growing, profitable division.

GENERAL SALES MANAGER, AMERICAS

Increased Major Project Sales Pipeline an average of 2.5X year on year from 2000 through 2003. Met or exceeded all goals for double digit growth each year utilizing aggressive telemarketing support tactics and outside sales follow up strategies.

Sales Revenue in the Americas grew 76% from 2000-2004 in a mature, highly competitive market averaging only 4-5% AGR on a global basis.

Drafted Merger Plan and Implemented new Americas Distribution and Customer Service/Order Entry Call Center to merge three North American back office subsidiaries into one location in just 8 months. Effort resulted in >50% reduction in SG&A for the division. Performed Distribution Warehouse start-up with concurrent SAP launch on schedule and 4% under budget.

EDUCATION & PROFESSIONAL AFFILIATIIONS:

Bachelor of Science, Biomedical Research Technology, Minor; Chemistry, SUNY, Fredonia, NY (1979)

Certificate Program in High-Tech Marketing, UC Berkeley, Palo Alto, CA (1991-93)

Instrument Society of America – Voting Member Hazardous Area Combustible & Toxic Gas Detector Standards

International Electrical Commission – USA Expert; Line of Sight Gas Sensors, Technical Committee, Process Analyzers (TC 31)

AWARDS:

Frost & Sullivan’s Best Practices Award in Growth Strategies. “Entrepreneurial Company of the Year”, 2011.

ISA’s 2009 Platinum Award. “Successful Commercialization of Advanced Technology”

Rice Alliance Venture Conference Business Plan Competition. “Most Promising New Company, 2007”



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