Sales Manager

Objective: Senior Product Line Management

Executive Summary

Demonstrated abilities in the areas of product line management, marketing,

sales and business development. Results-focused, hands-on professional with

strong business and technical background for applications in the medical,

industrial, military/areospace and telecom markets. Expert in analyzing

and solving complex problems. Extensive international experience in

project management, business development and managing multi-site team

members.

Summary of Skills

Product Marketing SalesForce.com

Process Development Business Planning

Account Management Proposals and Contract

Sales and Marketing Negotiations

Services Development and

Deployment

Professional Experience

VP Sales and Accounts (2005 - Present)

GDCA Inc., Livermore, CA

. Directed the sales and marketing teams responsible for branding, customer

service, sales processing and business development. Managed additional

product portfolio growth that resulted in an 87% increase in sales.

. Negotiated contracts and purchase orders with customers. Established

international distributor team and methods for remote management that

resulted in increased distributor sales of 20% per year.

. Developed proposals, managed accounts and leads using salesforce.com and

social media tools. Prepared 3-year business plans, department budgets,

managed key accounts and captured new partnerships.

. Focused on extending long-term product support for embedded electronics

and associated services. Achieved growth through acquiring licenses for

obsolete industrial computers and extending the manufacturing of these

products after the OEM has discontinued them.

Director of Product Marketing and Program Management (2000-2005)

Motorola, Embedded Computing;?Force Computers, a Solectron Company

. Managed a team of product marketing and program management professionals

responsible for embedded computing products in medical, industrial,

telecommunications, data storage/NAS and Mil-Aero applications. Resulted

in capturing 78% of all design-wins for the division.

. Developed repeatable processes for evaluating new business cases,

determining ROI, managing product life cycles, and documenting change

requests. This Approval-to-Quote process resulted in higher rates of

success when responding to RFQs.

. Provided sales training and comprehensive integrated sales and marketing

plans.

. Turned a $3M program around after sustaining a major subcontractor

shutdown. Negotiated new objectives, milestones and presented the new

schedule to the customer.

. Increased the visibility of the product lines through an aggressive

outbound marketing campaign of trade shows, press releases, newsletters,

presentations, speaking engagements, and webinars. Developed MRDs,

roadmaps, proposals, product pricing, collateral, competitive analyses,

web content and sales tools.

Product Marketing Manager for Worldwide Services (1997-2000)

Force Computers, Inc. - Fremont, CA

. Developed a complete professional services program from the ground up and

was responsible for the worldwide services P&L. Created a new position

responsible for developing and marketing a line of value-added services.

Completed business plans, service marketing and sales training materials.

Generated over $1M/year in service revenue after the first year of the

program without any increase in headcount.

. Instituted methods of tracking and documenting all customer change

requests to eliminate specification creep. Supported worldwide sales team

with customer meetings and formal proposals.

Program Manager and Business Development Manager (1993 - 1997)

FMC Corporation / UDLP - San Jose, CA

. Prepared and negotiated strategic teaming agreements with international

and domestic partners. Directed product videos, provided program status,

and developed monthly newsletters. Prepared and presented briefings to

customers all over the world including the first International Technology

Symposium in Islamabad, Pakistan.

Education

MS Engineering Management, San Jose State University

BS Mechanical Engineering, California Polytechnic State University at San

Luis Obispo

Professional Development

Member of the Alliance of Chief Executives

Product Marketing and Product Management, AMA

Science of Selling, Sales Research Institute

Program Managers Development Course, FMC Corporation

Internship at Arrow Development, Designed roller coasters and amusement

park rides

LinkedIn profile: http://www.linkedin.com/in/steveroldan

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