Sales Manager

Allan Cheskiewicz

** ******** ***** . ******, ** 18612 . 570-***-**** . ******@****.***

Sales Manager

Experienced sales professional with 20 years in technical business

development focused on sales management in manufacturing environments.

Strong account management skills and the ability to independently generate

new sales growth and develop OEM/Factory relationships. Self-starting,

motivated, independent driven leader with excellent analytical skills to

drive performance improvement in R&D, Engineering, and Production to

accelerate sales. Strengths in prospecting, market development, sales

engineering, project/product/OEM account work.

- Technical Sales Manager; first Business Development person for

technology startup Nanovation.

- Ability to choose/evaluate, train, motivate, and guide sales and

manufacturers reps to generate revenue.

- Strong ability grasping technical products; engaging at all levels

with engineers, buyers, sales partners.

- Open to significant travel with years of consultative selling working

independently from home office.

- Work in Chemical formulator, Syringe-Cartridge Packaging, Factory

process, Technology Introduction.

- Experience interfacing in various international and cultural R&D

settings (Germany, China, UK, Puerto Rico, South America) and product

development teams for complex engineered products.

- Chemistry education update in Nanofab Manufacturing degree

www.cneu.psu.edu/edAcademicCap.html

Experience

Multiplex Inc.

2011 - 2012

North American Account Manager (Contract)

. Business development and design-in qualification work with OEM's for

optical component company

. Obtained FDA accession number approval, product qualification at

Sycamore Networks

. Additional customer interface with Alcatel-Lucent, NC and Calix, MN in

temporary position.

Heraeus Noblelight

2007 - 2010

North/South American Sales Manager Product Manager Puerto Rico factory

products- closed in 2010

Products: Light sources/ power supplies for spectroscopy, R&D, medical/

life science analytical instruments.

Responsibilities: Prospect, develop, maintain, and technically support

business for Optics division Americas

. Technical sales to 100's of Dealer personnel/OEM's in North and South

America-$5 million+ sales

. Reversed North/South American Dealer negative view and perception of

Heraeus QC and delivery.

. Renewed customer confidence in production from Puerto Rico, UK,

Germany, and China factories,

. Product Management with CM's Logic for Grace, Sanmina- PAC,

Flextronics/Singapore for Waters.

. Business Development- 5 new accounts totaling $550K by 2009 and $950K

by 2010 including Grace

. Market development- Baseline-Mocon sensor PID lamp- $20K in '07,

$320K in '08/'09 to $500K in '10

. Business Development for PAC Houston '09 instrument lamp- 0 in 2008,

$40K in '09, to $250K in '10

. Maintained $2 million Beckman medical instrumentation business lost to

Hamamatsu before arrival.

. Saved Perkin Elmer OEM business of $800K in '08 for China and PR

factories with product support.

. Made Management/R&D/Engineering calls for opportunity to bid on $3

million Waters business.

Cemtech Energy Controls

2005 - 2007

Sales Engineer for Manufacturers Rep firm in north, eastern, and central

PA

Products: Flow meters, data recorders, gas detection devices, process

analyzers, PH meters, transmitters

Markets: Process manufacturing, Paper, Utility, and Pharmaceutical plants,

Control system users, Municipalities

Accomplishments/Responsibilities

. Represented Yokogawa as main line in consultative solutions selling

role to pharmaceutical accounts, utility cogeneration plants and

factories needing process control instrumentation.

. Revived customer contact, quote, and design wins in dormant 24 county

northern PA territory.

Lightwaves2020

2004

Sales Manager North America/Europe (Temporary, 90-Day Position in CA Bay

Area)

Products: VOA's (variable optical attenuators), and other thin film filter

based optical components

Markets: Telecommunication and data communication OEM's

Accomplishments/Responsibilities

. Sold out production obtaining Calient Networks EDFA order-Managed US

and Europe Reps

. Handled inside sales function of rep contracts, commissions, order

acceptance, prospecting.

Nanofabrication Manufacturing-NSF 18 credits detailed at

www.cneu.psu.edu/edAcademicCap.html 2003

120 cleanroom, 180 lecture hours, Chemistry in Semiconductor Manufacturing,

Photomasks, Spectroscopy, Thin films chemistry, Chromatography, MEMS and

laser components, Light (UV-VIS-IR) based characterization.

Emcore Fiber Optics Eastern Regional Sales Manager

2001-2002

Telecom market downturn after 9/11 changed business development plan-forced

'02 30% workforce reduction

Products: VCSEL/ PIN photodiode parallel optic modules, including

transponders, transmitters/receivers Markets: Telecommunications and

datacom OEM's like Ciena, Cisco, Sycamore Networks, Lucent

Responsibilities- First Business Development Manager for the division

performing new product introduction.

Nanovation Technologies Strategic Account Director

1999 - 2001

Employee 19 and first business development person in start-up closed by

lack of 3rd round funding in 2001

Products: Optical component integration of switches, splitters, taps,

AWG's, and photodiodes as a photonic integrated circuit (PIC) with 3

optical component technologies: silica-on-silicon, indium phosphide and

MEMS

Responsibilities-Initial business development introducing company to

decision makers- senior management

. Identified targets, introduced startup-managed business development

process as 1st salesperson.

. Engineering/sales calls to negotiate and obtain Lucent Integrated

Optical Module contracts in 1 year.

. Set-up Motorola $10 million Strategic Investment/Partnership to create

volume CATV components.

. Customer Product Development/work with international Engineering team

to transfer parts to mfg.

AMP Inc. Business Development Engineer, Mid-Atlantic

1997 - 1999

. Covered NY State to Virginia region calling on telecom and datacom

OEM's until Tyco '99 buyout.

. Managed 20 Sales Engineers for active/passive fiber optic components-

$5 million sales region.

. Established high level technical design contacts at Lucent

Technologies in New Jersey

Traded positions with wife in executive hospital position at birth of son

1994-1997

Courtaulds/Semco div. of Products Research and Chemical now PPG

1989 - 1994

Regional Sales Manager

Products- Injection molded syringes, cartridge packaging for chemical

formulator/ material application industry.

. Worked Maine to VA calling on chemical formulators, telco and

electrical utilities, packaging distributors

. Increased area from $1.3 million to $2 million including $200K new

chemical packaging business.

. Obtained $400,000 specialty packaged chemical utility products Verizon

contract by field demos

. Sold value-added packaging services to chemical formulators and

refurbishment service to dealers.

. Managed distribution network for specialty chemical company selling to

packaging industry.

. Product development for Loctite-Henkel adhesive plastic packaging

including color/brightness.

GTE Fiber Optic Products Account Manager- TX, OK, ARK, MO, KS

1986-1989

. Nationally standardized product line at Sprint headquarters-Kansas

City-by field demonstration of UV- cured adhesive glass tube splicing,

use of cleaving tools, fiber restoration kit, and splice optimizer.

. Obtained the largest order in division history $600,000 thru

Distribution for entire product line.

Education

Penn State University, BS Engineering Science, Honors Major in Engineering

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