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Sales Engineer

Location:
Santa Clara, California, United States
Posted:
October 29, 2018

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Resume:

PAUL DUNCAN GILLESPIE

***** ***** ****, ********, ** 95070 • 408-***-**** • ac7jlc@r.postjobfree.com

OPERATIONS MANAGEMENT/ TECHNICAL MANUFACTURING PROCESS ENGINEER Results-driven Technical Manager recognized for excellence in process improvement, consultative capital equipment development and sales, and technical team development. Management and engineering background; talent for developing sales and marketing strategies and clearly communicating complex technical product capabilities as they apply to individual customer needs. Creative problem-solver with expertise in capital equipment product sales, development and end-to-end manufacturing. Outgoing and energetic personality, easily builds rapport with customers, suppliers and colleagues. Experienced account manager who maintains an extensive network of business relationships.

Highlighted Skills

Extensive international travel experience in the US and worldwide; 50+ trips to Asia and Europe. Ability to manage direct and indirect sales groups, suppliers and distributors in multicultural settings.

Exceptional interpersonal skills and talent for enlisting cooperation among external business partners, across functions (marketing, sales and engineering) and throughout the organization.

Experienced builder and manager of high-performing product development, production, and sales teams; consistently establishes a working environment conducive to positive morale and teamwork. Areas of Expertise

Sales & Marketing Strategy Product Production Relationship Building

Market Research & Analysis Sourcing & Distribution Sales Management

Product R&D Warehousing & Logistics Business Development

Project Management Contract Negotiation Vendor Management EXPERIENCE

SESA GROUP, INC., San Jose, CA 1989 – Present

An organization of interdependent businesses that support the entire back-end production flow of semiconductor manufacturing. Founder & CEO

Established SESA Group to aggregate five businesses acquired between 1989 and 2004 into a vertically integrated organization supporting semiconductor manufacturers’ back-end production flow. Spearheaded the development, set-up and launch of three successful technology-based start-up companies. Acquired through asset or stock purchase three additional companies. Negotiated, structured and secured investments in the companies for sustained growth.

Sold outright or a portioned interest in three companies at values greater than initial market valuation.

Directed over 23 product design and launches worth up to $26MM from concept through distribution. Company Timeline & Selected Achievements

1989: Approached by Texas Instruments to become their local value-added reseller for production equipment in Northern CA. Started up Semiconductor Sales Associates, Inc. (SESA) to provide sales and service for their line of back-end semiconductor equipment. Managed the entire sales cycle; provided installation and service following sales. Represented Texas Instruments, WEB, ICOS, Sonix, Fujitsu, ELES, ATM and Nippon Scientifics. Merged SESA into the operations of SESA Group, Inc. in 2005.

Grew company to five employees and sales to $4.5MM within five years, making SESA the most diverse semiconductor back-end sales and service firm in Northern California. 1992: Acquired End of Line Services, Inc. (EOL) to provide subcontract manufacturing services for final process steps for semiconductor component manufacturers.

Grew sales from zero to $4.5MM in three years and company from four to 110+ employees.

Sold company to an existing stockholder for 3.5 times EBIT in 1995. 1999: Acquired American Tech Manufacturing, Inc., an established designer and manufacturer of semiconductor production equipment with 5,000+ installations and many systems 10+ years old still in production. Manage a cross-functional team of sales, engineering, production, field service and accounting professionals.

PAUL DUNCAN GILLESPIE

2

SESA GROUP, INC., Continued

Rebuilt the company’s sales and distribution channels worldwide by recruiting new reps with strong complementary product lines and customer contacts following turnover of aging sales force.

Implemented a goals and objectives organization with metrics to measure accountability.

Relocated company from Pennsylvania and merged operations with Trigon Adcotech in California, improving access to prospective customers from the western US and Asia.

Transferred product to Asian partner to facilitate manufacturing; improved Asia sales and support. 2001: Started up FastSpares, Inc., an online sourcing solution for OEM and after-market spare parts, consumables, and tooling for users of semiconductor manufacturing equipment.

Grew sales from zero to $1.5MM in three years and company from one to 6+ employees.

Relocated the company to Singapore in 2006 to more rapidly serve customers; subsequently sold it for over 14 times EBIT.

2004: Acquired and merged companies formally known as Viking Equipment and Ultracision to create Dymatix Automation Systems, Inc., a manufacturer and custom designer of die sort and die transfer production equipment. Transferred product to Asian partner after domestic recession of 2008.

Achieved net profit of $750K, reversing loss of $1.5MM following economic downturn in 2002-2003. CYPRESS SEMICONDUCTOR CORP., San Jose, CA 1988 – 1989 Senior Test/Manufacturing Engineer

Managed the Manufacturing Engineering group in the Test/Mark Manufacturing area. Specified and procured new manufacturing hardware, characterized and qualified new equipment and processes and led implementation with startup support while transferring the product into production. Generated product documentation including procurement, operation, training and preventive maintenance specifications. Supervised two engineering technicians and selected manufacturing employees.

Maintained extensive contact with equipment suppliers and their engineering support personnel.

Concurrently managed over 13 projects, from enlisting the support of internal groups to performance follow-ups. ADVANTEK, INC., Eden Prairie, MN 1988

Chief Process Engineer

Managed the complete manufacturing process for carrier and cover tape product lines, including material evaluations; process development, control and improvement; quality control; and implementation of corrective action and cost reduction plans.

INTEL CORPORATION, Chandler, AZ 1986 – 1988

Test Process Engineer, Test Hardware Development Group Oversaw the development and implementation of customized equipment and processes to support new product manufacturing. Traveled extensively to source production equipment from outside vendors in Europe and Asia, as well as to Intel manufacturing sites in Asia and the US to assist with installation and promote new processes and machinery. EDUCATION

Executive MBA (in progress), Pepperdine University Graziadio School of Business & Management, Malibu, CA BS in Mechanical Engineering, Michigan Technological University (MTU), Houghton, MI Major: Manufacturing; Minor: Applied Physics

Awarded merit-based Michigan Competitive Scholarship for four years

Programmer, Michigan Tech Software (1983 – 1986)

Research Assistant, Center for Waste Management, MTU (1984) ACTIVITIES & INTERESTS

Member, Society of Manufacturing Engineers (SME), 1986 – present Member, American Society of Mechanical Engineers (ASME), 1986 – present Computer skills include CRM programs and MS Office. Enjoy boating, fishing, golf, and building furniture



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