Sales Engineer

Xiaolu Li

Boston, MA ***** ************@*****.*** Mobile 978-***-****

Result driven, business oriented, strategically thinking professional with Master’s degree in

CAREER

PROFILE Physics, solid technical background and over 10 years diverse experience in various corporate

functions (R&D, manufacturing, product management, sales and marketing) in various high -

tech industries (semiconductor, consumer electronics, capital equipment)

Proven track record of managing and growing $30M+ business, gaining market share,

improving profit margin, identifying new markets, bringing new products from concept to

commercialization, closing business in a highly competitive global marketplace and volatile

economy

Excellent communication, presentation, analysis a nd problem solving skills

Adept at cross functional teamwork and relationship building with customers and suppliers,

positive interpersonal skills to lead and influence without authority

AREAS Technical acuity and quantitative analysis Business development

OF Contract negotiation Product life cycle management

EXPERTISE P & L ownership Global product strategy

Customer and supplier relationship management Channel and field marketing

B2B and B2C marketing Pricing and sales operations

Program and project management Forecasting and supply chain planning

WORK MKS Instruments, Inc., Wilmington, MA 2013-2015

EXPERIENCE Leading global capital equipment manufacturer providing technologies to power, control,

deliver, monitor, measure and analyze advanced processes in high growth markets

Senior Product Marketing Manager

Business manager for Ozone Products, serving semiconductor, pharmaceutical, medical device,

cosmetics, food and beverage, waste treatment and water process industries

Managed a $30M annual revenue product line

In 10 months increased product line gross margin by 10% through streamlining product

portfolio and adjusting pricing strategy

Reset product roadmap and engineering project priorities to align with market demand,

department budget and revenue/profit target

Market analysis, business development and B2B marketing

Developed strategic plan to identify growth opportunities in core and adjacency markets

Built and fostered strategic alliance with key customers and subsidiaries globally

Won a design-in with a key customer, in 5 months successfully delivered product prototype

under extremely tight timeline and secured a $0.5M initial purchase order

Developed new global service and repair business model to increase aftermarket revenue

Lead inbound marketing through content marketing (application notes and white papers)

and outbound marketing through global road shows to promote brand and new products

Sales enablement and sales support management

Worked side by side with account managers from lead generation all the way to delivery

and post-sales support to win business and customer satisfaction

Provided financial and operation forecast and oversaw bookings, billings and backlog of

responsible product line

Osram Sylvania Inc., Danvers, MA 2010-2013

#1 lighting manufacturer in North America and a worldwide leader in lighting solutions

Product Marketing Manager (2012-2013)

Product portfolio management and business management for Professional Retrofit Products

Owned business unit P & L and product line full life cycle, grew revenue from $11M to

$26M in 12 months by launching LED T8 lamp product line to penetrate the emerging

Xiaolu Li’s Resume Page 1 of 2

energy efficient commercial building market

Turned business from -14% (EBIT) to profitable by re-negotiating supplier/vendor pricing,

improving inventory turnover and re-aligning engineering projects with market demand

Led cross functional team to develop and commercialize innovative products with industry

recognition, eg. Lighting for Tomorrow Award, IES Award, etc.

Owned product strategy of US, Canada and Mexico, collaborated with counterparts in

other regions globally to align business plans and product strategies

Market research, business development and regulatory affairs

Performed strategic segmentation analysis to identify market size, competitive landscape,

defined product positioning/roadmap, pricing and go -to-market strategy

Pushed industry and government regulatory agencies, eg. Department of Energy,

DesignLights Consortium, etc. to establish new categories and regulations for utility

companies and local governments to offer rebate programs to accelerate market adoption

of energy efficient products

Developed co-branding business strategy with home automation providers, eg. Comca st,

and retailers, eg. Lowe’s, Bestbuy, etc. to penetrate emerging home automation market,

protecting and differentiating Sylvania brand/products from low cost competitors

B2B and B2C marketing, channel and field marketing, sales enablement

Oversaw all product launch and marketing activities, including marketing literature,

packaging design, promotional programs, POP messaging, data sheets, e-catalogs,

applications guides, E-commerce literature, white papers, application notes, case studies,

webinars and sales force training programs

Conducted road shows and trade show to promote products and promotional programs

Applications Engineer (2010-2012)

In charge of all technical related requests from pre-sales to post-sales

Owned product technical specifications definition by converging voice of the customer from

sales channels and direct customer interviews, competitive benchmarking and product

positioning

Luminus Devices, a subsidiary of Lightera Corporation, Woburn, MA 2008-2010

Manufacturer specializes in high power LED devices

Sustaining Engineer

Responsible for daily manufacturing sustaining duties and technical solutions with quantitative

analysis to improve production yield, meet capacity planning, reduce cycle time and cost by

lean manufacturing methodology

Received LEAN AWARD in recognition of successfully generating over $60k annual savings by

introducing new manufacturing process

Crystal IS, an Asahi Kasei company, Green Island, NY 2006-2008

Manufacturer of optical and electronic devices based on innovative AlN substrate material

Process Engineer

In charge of Nitride-based UV LED device design and fabrication, testing, product

benchmarking, product/process flow design and cost analysis

Rensselaer Polytechnic Institute, Troy, NY 2004-2006

Research Assistant/Engineer

Developed a better theoretical model to account for light transmittance pattern through

roughened surfaces of transparent materials

EDUCATION M.S., Physics, Rensselaer Polytechnic Institute, Troy, NY 2005

B.S., Optics, Beijing Jiaotong University, Beijing, China 2004

Xiaolu Li’s Resume Page 2 of 2

Contact this candidate