Sales Customer Service
Resume:
ROBERT A. STEVENSON
** ***** ******** *********, ** 14534 Tel: 585-***-**** acp4qe@r.postjobfree.com
BUSINESS DEVELOPMENT PROFESSIONAL
Multi-faceted, results-driven professional with demonstrated success in marketing and selling complex technical products in highly competitive B-to-B environments. Hands-on leader skilled at identifying opportunities to create innovative, cost-effective solutions and building lasting customer relationships.
Business Development
Value Selling
Customer Relationship Management
Market Analysis & Penetration
Product Management
Global Market Vision
Capital Equipment Expertise
Sales Force Management
PROFESSIONAL EXPERIENCE
CONSULTANT
2013 to 2015
Market and technology analysis; Strategic partnerships; Mergers and acquisitions; Strategy development; Expert reviewer for the US DOE SunShot PV investment program.
GT ADVANCED TECHNOLOGIES – NASHUA, NH
World's leading manufacturer of silicon furnaces and deposition equipment for photovoltaics; Sapphire growth furnaces for LEDs, glass, and defense optics; Vacuum deposition equipment.
DIRECTOR PRODUCT MANAGEMENT
2012 to 2013
Managed new HiCz™ product line; Produced business plan, product definition, program schedule, budget, cost targets, selling tools; Led market development, proposal generation, and launch.
Engaged potential international customers and prepared bid packages.
Partnered with solar cell firms to show economic value of the enhanced material and tool productivity.
DIRECTOR BUSINESS DEVELOPMENT
2010 to 2011
Initiated a new product line targeted to the monocrystalline silicon solar cell market.
Identified potential avenues and targets: acquisition, co-marketing agreement, internal development.
Acquired technology for a novel, continuous approach to CZ growth with substantial economic and material quality benefits.
CONSULTANT
2009 to 2010
Provided management solutions to the solar and semiconductor materials and equipment industries
KAYEX DIVISION OF SPX / GENERAL SIGNAL – ROCHESTER, NY
Manufacturer of crystal growth furnaces for the PV, semiconductor, and optics industries – silicon, germanium, GaAs
DIRECTOR OF BUSINESS DEVELOPMENT
2008 to 2009
Managed strategic sales, long term revenue growth, product planning, strategy, and intellectual property.
Penetrated China market with low cost, high yield tool. Negotiated contract that led to $50M in orders.
Licensed multicrystalline technology to diversify product line. Led negotiations; created business case.
DIRECTOR OF SALES AND MARKETING
1998 to 2008
Led worldwide sales, marketing and business development. Managed sales force, international reps, and customer service. Negotiated equipment and service contracts. Planned product and business strategies for solar, semiconductor and optics industries. Expanded product offerings through acquisition, partnerships, and adjacent technologies.
Grew revenues to $83 million in 2008 from $15 million base.
Met or exceeded revenue and margin targets for six consecutive years
Led design of new line targeted to the solar silicon market. Resulted in $135M of orders, including major contracts in the US, Korea, and Norway.
Performed acquisition due diligence and managed integration of competitor’s product line and customer base. Resulted in $40 million incremental sales.
Introduced germanium growth product to leverage expansion in concentrating solar cell and infrared optics markets. Resulted in $9 million incremental sales.
Won long-term 300 mm generation business with major semiconductor wafer producer.
Developed first company business in Finland, Belgium, Russia, Ukraine, and Czech Republic.
Built $4M equipment reconditioning business and a $5M materials business during industry recession.
VICE PRESIDENT OF TECHNOLOGY
1996 to 1998
Led new product strategy, technology team and planning. Supervised Engineering and Process departments (26 people). Handled technical sales and relationships with major customer accounts.
Major contributor to sales and marketing effort that produced $44 million revenue year.
Wrote 300mm business plan, directed on-time development program, won secondary customer acct.
Member of team that formed highly successful manufacturing joint venture in China
Created process modeling team to improve equipment productivity; Equipment yields increased 20%.
MANAGER OF NEW PRODUCT DEVELOPMENT
1995 to 1996
Led product planning and customer engagement
Built relationship and initiated program with leading wafer maker for next-gen. 300 mm wafer tool.
Managed $1.5 million custom control system design project and GaAs growth products
ENGINEERING MANAGER
1992 to 1995
Responsible for product design and R&D. Managed electrical, mechanical, software engineers.
Performed sales function with unit president; Generated $25 million new business in Japan and Korea.
Key member of corporate strategy planning and presentation team.
EDUCATION
MBA – University of Rochester Simon School of Business Administration, Rochester, NY
Concentrations: Finance and Entrepreneurship
MS Physics – Carnegie Mellon University, Pittsburgh, PA
BS Physics – University of Notre Dame, South Bend, IN
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