Sales and Business Development Director

ROBERT A. JUDGE

*******@*******.***

Five Lee Ann Circle

http://www.linkedin.com/pub/rob-judge/0/100/824

Westborough, MA 01581 Cell 508-

***-****

SUMMARY:

High-performance Strategic Sales professional with outstanding success in

sales management, technical sales, and account management in diverse and

challenging global arenas.

Demonstrated history of delivering and sustaining revenue and profit gains

within highly competitive markets. Adept strategist with keen market sense

and proven ability to close multi-million dollar opportunities, resolve

complex problems, open new markets and achieve or exceed sales goals.

Strengths include:

o A seasoned veteran of the global telecom, OEM, semiconductor, and

electronics distribution marketplaces, with progressively responsible

experience driving business and earnings initiatives and achieving

revenues in excess of $70M annually.

o Skilled presenter, with a talent for conducting powerful, highly

effective presentations.

o Extensive experience developing strategic plans, directing channel

partners / manufacturer representatives and using well-honed tactical

skills to manage and perform across multiple disciplines and geographies.

o Successful in analyzing evolving solution specifications and goals across

an enterprise to leverage products and services, maximize revenue

potential, and increase customer loyalty.

o Working knowledge of a variety of semiconductor applications including

Microprocessor, Network Processor, FPGA, ASIC, Imaging, Power, and ASSP.

o Working knowledge of Telecom and Networking systems and protocols for

Carriers and Enterprise.

o Highly proficient in Microsoft Excel, Word, CRM.

o Internet savvy with demonstrated acumen of web marketing and sales tools

and solutions.

AREAS OF EXPERTISE:

o Customer Relations Management ( New Business Development (

Global Team Leadership

o Strategic Planning/Selling/Execution ( Global Account Management (

Project Management

o Executive Alignment / Relationships ( Contract / Price Negotiation (

Forecasts / Metrics

EXPERIENCE:

Brehon Sales Group, LLC Westborough, MA

3/13-Current

Principal/Owner

Brehon Sales Group is a Business Development Consultancy focusing on SMB

success strategies specifically marketing, sales, ecommerce, and financing.

o Currently providing consultancy to a stealth-mode equipment vendor

targeting the IoT smart-grid communications market.

o Created and developed a full-ecommerce platform for local retailer

culminating in 50% growth in revenue directly attributed to the online

sales.

o Integrated the full social media and web tool suite including

Facebook, Twitter, Pinterest, Instagram, eBay, and Wordpress into the

organization resulting in dramatic growth of new customers locally,

domestically, and internationally.

o Implemented SEO (Search Engine Optimization) strategy culminating in

250% increase in unique visits to the website.

MACNICA-AMERICAS, INC Solano Beach, Ca. / Westford, MA

2011- 1/13

A division of Macnica, Inc, a $2.4B global leader in semiconductor

distribution and design services featuring Altera, Linear Technology,

Aptina, Silicon Labs, SiTime.

Eastern US-NA Sales Director

Charged with managing and directing 6 direct reports in driving design-win

and revenue goals in the Boston, Texas (Austin & Dallas), Minneapolis, and

Toronto marketplaces.

o Increased new customer engagements by >30% in territory

o Developed detailed TAM/SAM analysis by territory for franchised

suppliers

o Managed supplier relationships in territory while driving strategic and

tactical sales strategies to Tier 1, 2, and 3 companies in the

territory.

o Developed and successfully instituted company-wide process for tracking

Asian transfer business.

o Coordinated all training and supplier strategies for the sales team in

each market.

o Successfully recruited multiple seasoned sales performers from

competitors.

PMC-SIERRA, Sunnyvale CA / Westborough, MA

2010 - 7/2011

PMC-Sierra is a premier Internet infrastructure semiconductor solution

provider.

Senior Manager, Eastern Regional Sales, Wireless Infrastructure and

Networking Division

Charged with driving all sales and design win activity on the East Coast

and Canada for the WIN-Business Unit of PMCS with primary focus on

business unit's extensive suite of network processors, production software,

source-code licensing, and development tools.

o Identified all primary client designs and status, including precise

profiling of key client executives and decision makers, and potential

revenue streams for PMC-Sierra executive staff, sales management, and

marketing resulting in seamless integration of the new business unit into

PMC-Sierra.

o Organized and directed PMC Sales and Field Application Engineer training

for all PMC-Sierra personnel in Eastern US, ensuring that staff in

assigned territory received preparation needed for selling new products

introduced via acquisition.

WINTEGRA, INC. Westborough, MA / Austin, TX (acquired by PMC-Sierra)

2001- 2010

Wintegra, Inc. was a semiconductor and software company, engaged in the

design, development, and marketing of access processing semiconductors and

software solutions for telecommunication infrastructure solutions. NOTE:

PMC-Sierra purchased Wintegra in 2010 for $240M.

Eastern Regional Sales Director

Charged with driving all sales and design win activity on the East Coast

and Canada for network processors and production grade software solutions

targeted at a wide range of communication applications, such as 2G, 3G and

LTE Wireless Infrastructure, WiMAX, Carrier Ethernet, DSL and PON.

o First sales executive hired in 2001 when company unveiled their initial

product.

o Formulated and launched successful premier sales strategies for US,

Europe, and Asia.

o Created strategic sales and penetration plans with representative

channel, winning critical engagements at numerous global telecommunication

accounts and transforming territory revenue from $0 to $15M, which equated

to 25% of Wintegra revenue.

o Hired and built top-performing manufacturer representative teams in New

England, Metro-NY, Mid-Atlantic, Southeast USA, California, Texas, Canada,

UK and France.

o Secured multi-million dollar design wins at Cisco, Tellabs, Alcatel-

Lucent, ADTRAN and many other Tier 1, 2,

and 3 companies, including other high profile customers which was a

crucial impetus in PMC's acquisition of Wintgra.

o Managed revenue forecasting and all design win reporting for region,

resulting in comprehensive understanding of each customer's revenue

expectations by customer application.

MOTOROLA SEMICONDUCTOR, Sunnyvale, California.

1993 - 2000

Motorola Semiconductor designed and sold a broad range of semiconductor

solutions to the global electronics customer base. Motorola divested

itself of the semiconductor division in 2003 and is now named Freescale.

Global Account Sales Director (1996 - 2000)

o Directed Global Sales team for Motorola (now Freescale) at all 3Com

locations worldwide. Annual revenue exceeded $50M in sales.

o Directed, motivated, and guided five direct sales representatives to meet

quarterly financial and design goals.

o Drove Motorola's broad NPU / MCU portfolio into high-volume

applications at all 3Com global locations, including all US and

European design centers.

o Design wins led to adoption of Motorola products in as many as 20 3Com

products, including Palm Pilot, multiple Ethernet-adapter cards, and

3Com's family of Ethernet switches and routers.

o Established PowerPC as the dominant microprocessor architecture for

major portion of 3Com's networking

Applications.

Account Executive (1993 - 1996)

Account executive winning 68K processor, Power PC, and MCU sockets in

networking and industrial platforms.

o Grew account base revenue by 135% in 2 years via targeted selling

involving active participation of all available resources, including

executive sales management, technical staff and distribution partners.

o Managed more than 20 high-profile accounts in Silicon Valley market,

including broad range of communication, industrial, and medical accounts,

many of which were later acquired by Cisco.

o Acquisition of prestigious accounts such as these led to Motorola

becoming one of top five distributor resale companies in Silicon Valley

market.

o Task Force member for implementing Siebel CRM tool to outside sales

organization, resulting in corporate-wide adoption of Siebel CRM, in use

today at Freescale.

ARROW ELECTRONICS Wilmington, MA and Sunnyvale, CA

1983-1993

Account Manager/ Area Sales Manager

o Number 1 Sales Rep in Boston Branch in 1988

o Promoted to Area Sales Manager in Boston office in 1989.

o Transferred to Arrow's largest branch in Silicon Valley in 1991. Served

as Area Manager managing a staff of eight sales reps.

EDUCATION:

BS, Management, Bentley University, Waltham, MA

REFERENCES:

o I maintain a deep, industry-wide reference pool including CEO, VP, and

Director level personnel across the USA and Europe. References available

on request.

Contact this candidate