Manager Sales

Global Technology Leader - AJAY R. KOTHARI

508-***-**** / ***********@*******.*** Naperville, IL

Global, Patented Engineering and Technology Management Leader in Design,

Development, Quality, Project, Application, Custom Testing, Controls,

Efficiency and Automation, heavily involved in Software Development for

Numerous Industries relying on Advanced Technologies, including Custom

Industrial, Automotive, Aircraft, Aerospace, Robotics, and Oil & Gas

Identifying Markets For New Products . Defining Strategy For Penetrating

Niche Markets . Defining Market Direction . Transforming Organizations as

Business or Market Conditions Dictate

A recognized Leader in Global Product Development Strategy leading teams of

experts in Development Engineering, Outsourced Technology, as well as

Technology Partners and Outsourced Sustaining Engineering Groups.

Record of creating Global Networks of Engineering Partners, forming

alliances of outsourcing companies to penetrate new market segments and

save on retraining and recruiting costs.

Core Expertise (A-Z)

. Application Engineering Management Contract Manufacturing Conversion

Data Acquisition Disaster Recovery Display Technology Distributor

Training In Product Features & Sales Strategies, Domestic & International

Document Management System Standardization Due Diligence

Engineering Team Optimization & Reorganization

. Global Product Development Strategy Go-To Market Strategy Internal &

External Engineering Resource Management IT Management Lean

Management M&A Integration Market Analysis & Penetration Strategies

Marketing Collateral Development Multi-Site Management New Market

Business Development NPI Process Development OEM Customization &

Requirements Outsourcing Strategies & Partnerships Power Distribution

. Pre- & Post-Sales Product Support Process & Machine Control Systems

Product Conceptualization Product Marketing, Positioning & Pricing

Product Road Maps Project Management Rapid Design & Development

Regional Sales Manager Recruitment Sales & Marketing Sales Manager

Training Technical Manual Development Technology Outsourcing Test

Equipment Development & Process Standardization Virtual Engineering

Organizations

Overview/Reputation

. Delivering the most cost-efficient state-of-the-art products and reducing

the overall engineering footprint

. Savvy to exactly what is needed to bring a product to market, what an

industry needs, and how to best position products for maximum share and

return

. Creating new and agile engineering organizations and transforming

existing enterprises

. Consistent record of on-time, on-budget project delivery with creation of

original or custom NPD/NPI processes that facilitate the completion of

long-unfinished projects even years overdue and significantly over budget

. Expert in driving the development process from SOW to Specification

through Validation and Verification

. Swift and acute understanding of new business models and how to deliver

appropriate market solutions

. Marketing and sales expertise through the complete lifecycle

. Demonstrated ability to confer with and persuade international players,

such as in allaying liability concerns of the Chief Engineer of a Japanese

company regarding installation in an industrial product

Leadership Attributes

. An engineering one-man show for an industry leader in Rugged Display and

Computers for Oil & Gas Exploration and Defense industries

. Readily crossing departmental boundaries to join forces on languishing

projects

. Big Picture Vision, meticulous management of details

. IT leader with acute technical know-how who typically installs the right

and best infrastructure for company's mission and goals

. A respected and accomplished mentor with record of leading engineers who

routinely advance to high-level positions, including in marketing and

sales leadership roles

. Valued motivator with an eye for recognizing hidden talents, empowering

people to form cohesive, collaborative partnerships

. A leader who repairs dysfunctional groups and liberates personnel from

their silos

Select Accomplishments with Metrics

. Built and led team that created and delivered products from concept

through production-ready, introduction and marketing stages in as little

as 12 weeks

. Created concept and designed two compression/decompression products

based on breakthrough technologies that led to two patent applications

for an alternative (remote terminal) Oil & Gas exploration market -

partially based in US and India - released in 6 months and increased

market share by $3M

. Developed multiple new products at a rate of 4-5 per year to maintain

market position as well as penetrate new market positions

@ Chemring

. Within the first six months of leadership, turned around, closed and

delivered several major development projects that had been languishing

for two years and severely over budget, while shrinking the engineering

budget 15% year over year, achieving all results in the first year of

work

. Assumed leadership and optimized the engineering group and reduced

engineering spending 30%, from 6% to 5.1% as portion of revenue in the

first year, to 4.8% after 6 months in the second year, and increased year-

over-year revenues 6% from $50M to $53M (2012) with no added engineering

recruitment - Improved efficiency that enabled taking on additional

engineering projects with better throughput

. Upgraded a product in decline and returned to marketplace to generate $1M

in added revenue

. Within the first six months brought a major product enhancement to market

using the same resources that had previously failed to deliver a single

project on time and on budget

. Created a new successful roadmap and three-year strategic growth plan for

the once most profitable product line then entering a downward slide

. Realized 100% improvement in average days open with introduction of a new

electronic process (ECO), a highly efficient Engineering Change

Management System that replaced paper-based solutions, speeding process

by two-thirds from over 30 to 10 days

@ Curtiss Wright

. Recruited from Azonix to build engineering team to design and develop a

power distribution product line for army tanks and other front-line

military vehicles, working with leading Defense customers such as AM

General and General Dynamics

. Created the 3-year strategic vision that made company the exclusive

provider of power distribution for the Defense industry

. Delivered two product proof-of-concepts in the first six months to

facilitate entry into the new market

. Released three products for a major Defense company, allowing the

organization to enter power distribution market and increase 1st year's

revenue by $1M

. Led due diligence resulting in acquisition of two companies, one UK and

one US, to gain entry and compete within two new lucrative market

segments - Completed the seamless integration of one acquisition in

record time (6 months), saving over $1M

. Designed a standardized process for test equipment which cut development

time by 50%

. Took over leadership of IT group to set up the right infrastructure and

applied Lean principles to reduce cost of maintenance

. Worked with sales force to change the culture and mindset on the bottom-

up costing approach of a Contract Manufacturer

@ Azonix

. In one year led Measurement and Controls group to a 7% increase in

revenue after three straight years of annual decline

. Created an inside sales group from the ground up which increased customer

satisfaction at least 65% over the previous 6 months

. Cut closing rate 43% from 7 to 4 days

. Developed and released a new PC-based product that penetrated the

Transportation industry, which grew to comprise 10% of company revenue

with continued growth

. Responsible for 40% of company revenue as Product Sales Manager for the

Measurement & Controls Group, with worldwide responsibility for three

product groups, (Small Data-Acquisition Systems, Programmable Control

Systems, Low-End Distributed Control Systems)

. Created European technical support group in Paris which facilitated

penetration into the European market, increasing revenue by 15%

. Led a team of engineers to develop the first TFT LCD-based and ruggedized

industrial PC designed for harsh environments, obtaining certification

for hazardous locations worldwide

. Streamlined the product qualifying process by 50-67%, from 8-12 to 4

months, especially difficult as it concerned stringent military specs

Whiteley

. Designed and developed a flow test and measurement system using PC-based

architecture to provide the first standard platform for the company,

which offered capabilities in test environment simulation, system

calibration, data logging and report generation

. Designed and developed software for a Robotics Quality Control system for

high speed testing and failure classification of sub-components for the

Automobile industry

. Developed a new system based on VME bus structure and real-time software

that allowed development of high throughput systems (3,000 parts/hr),

establishing the company as a market leader and generating additional

revenue

Career History

Chemring Energetic Devices, Downers Grove, IL 2012 to 2013

Focused on Military Egress and Life Support as well as the Weapons

Deployment and Space markets, developing components for the B-2 strategic

bomber and Atlas and Delta families of launch vehicles.

VP of Engineering

. Directed 30+ design and development, production/process engineers as well

as quality assurance across two facilities

Curtiss Wright Controls - Electronic Systems, Littleton, MA 2007 to 2011

Focused on providing power distribution and chassis products to the prime

defense contractors.

Director of Engineering

. Created new Design Engineering group and optimized existing Process

Engineering group with 20+ engineers

Azonix Corporation, Billerica, MA 1991 to 2007

A leader in rugged display and computers for Oil & Gas exploration and

Defense industry.

VP of Engineering 2001 to 2007

. Led design, development and process engineering teams of 42

professionals, with as many as three development centers within North

America and two offshore partners in India

Applications Engineering Manager/ Inside Sales Manager 1999 to 2001

Engineering Manager 1998 to 1999

Product Sales Manager - Measurement & Controls Group 1996 to 1998

Marketing Engineer 1994 to 1996

Applications Engineering Manager 1993 to 1994

Project Engineer 1991 to 1993

Whiteley Industries Inc. Tewksbury, MA 1984 to 1991

Developer of custom automated test equipment (ATE) for Automotive and

Aircraft industry.

Senior Controls Engineer 1990 to 1991

Control/Automation Engineer 1985 to 1990

Electronics Design Engineer 1984 to 1985

Education & Development

Wentworth Institute of Technology, Boston, Massachusetts

BS in Electronic Engineering Technology 1985

. Sandler Sales Training 1995

. Crane Six Sigma Green Belt 1998

. Leadership Training @ Center for Creative Leadership 2004

. Curtiss Wright - Leadership Training 2008

Publications

The New IC/MMI - Trends & Development Industrial Computing, June 1996

The DCS Gets Personal Industrial Computing, October 1996

Patents

. Intrinsic Safe Ethernet - Based Communication, US 8081413

. Wireless Communication using Intrinsic Safe Design for use in a Hazardous

Area, US 7312716

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