International Bus Dev/Mgt, Mkt Analysis/Prioritization, P & L

James A. Marsee, Jr. (Jim) 305-***-****

P.O. Box 836538 Mob 305-***-****

Miami, Florida 33283 ***.******@*****.***

http://www.linkedin.com/pub/jim-marsee/10/5b7/30

Entrepreneurial International Channel Sales Director

Creative and Focused, Successful in Opening Multiple New Markets

Revenue-driven executive with a record of success in developing international markets for multiple product lines and in multiple industries, including several focused on hospitality technology. Expertise in new market development, channel partner selection/management and sales force training, and strategic partnerships development. Have had P & L responsibility.

Identified, qualified and recruited new international dealers, expanded international channel program for NTN Hospitality Technologies. Focused primarily on Europe and Mexico;

Produced $2 million in annual revenues (2% of corporate global total) by second year after creating a Latin America Division for niche POS-PC manufacturer Javelin Systems. Captured McDonald’s and Cinemark Theaters in Latin America from entrenched competitors IBM, NCR, and PAR Technologies, by identifying technical support/repair as a competitive differentiator;

Increased FrontRow’s international sales by coordinating French and Singapore Ministry of Education defined pilot programs, and trials with individual school systems and private schools in multiple other countries. Hired new National Sales Manager to strengthen Australian sales team;

Turned around eight years of declining international sales (primarily Europe and Asia/Pacific) at IEE, Inc., manufacturer of electronic pole displays, as well as ruggedized custom display systems for industrial and military OEM markets. Doubled sales (to over $2 Million.)

Fluent Spanish, English; conversational Portuguese, French, Mandarin Chinese

International Channel Consulting, L.L.C. - Managing Partner Miami, Florida 2002-Present

Small consulting projects, market research and international market entry strategies for clients. I have opened and shuttered multiple times over the years, since 2002, as I have accepted offers from clients to come on board as a full time employee, then re-opened as needed. Recent projects:

Board of Advisors – Kedzoh (On-going - Startup developer and marketer of web/mobile based program to facilitate creation, distribution and management of short corporate video training clips. Management module for metrics to analyze results by employees - Consulting with founder on issues of channel development and structures required for managing product and partners across borders);

Cross cultural education and;

The intersection of invention and commercialization of that research.

FrontRow Calypso, LLC– Director, International Sales Petaluma CA (HQ) / Miami, Florida 2011–12

Small designer and marketer of classroom technology, starting with audiological classroom amplification and growing into the classroom hub for technology. FrontRow had been acquired by William Demant Holdings (Denmark), one of the world’s two largest assistive hearing technology (hearing aids, hearing test equipment, etc.) conglomerates. The 2011 merger with Calypso Systems added integration capabilities for all classroom technology, as well as the capability to control technology (class bells, PA systems, emergency alarms) throughout the entire school.

Developed international strategies on a country by country basis, depending on the structures for funding and managing education. Worked with country distributors to set sales goals, and the funding and tactics required to meet them. Documented and defined desired product features from major customers to present to Marketing and Engineering.

Increased level of sales and countries in which we had distributors, even as global downturn led most competitors to suffer dramatic reductions in international sales.

Assumed direct management of four person Australian sales team, which had previously been managed by the country General Manager of a sister company in a different business.

Negotiated pilot programs through the Ministries of Education in Singapore and France, as a first step towards gaining Preferred Vendor/Technology status.

IEE, Inc. – Director, International Sales Van Nuys, CA (HQ) / Miami, Florida 2006– 2010

$30 million custom design engineering and manufacturer of electronic displays and HMI (Human Machine Interface) equipment incorporated into a wide variety of industrial machinery and military equipment. Also both OEM and certified third party supplier of Point-of-Sale peripherals to some of the major retail and hospitality chains around the world. Worked with the world’s largest integrators in all segments.

Contracted to reverse 8-10 years of decline in international business, both total dollar sales and percentage of corporate revenue.

Doubled International sales by second year, from just under $1 Million to over $2 Million.

During first year identified multiple strong potential markets without coverage, and signed representatives. Ended representation in four markets, due to their poor production or inability to adapt to new product focus (design-in vs. line card), while signing replacements in all (except France.)

Developed product positioning messages in conjunction with channel partners, identifying value proposition and competitive advantages.

Served as the primary communications channel between the company and customers, resolving issues of price, delivery and quality.

NTN Hospitality Technologies - Director, International Partners Carlsbad, California (HQ) / Miami, Florida 2003 – 2004

$35 million developer of Point-of-Sale software and on-line entertainment for the hospitality industry. Recruited to build a worldwide (outside of the U.S.) structure to support distribution sales.

Define best opportunities worldwide, determine and drive changes needed to “internationalize” three product lines and develop a channel strategy to attract new dealers.

Selected dealers in the most important markets (Europe and Mexico). Re-wrote the dealer contract to fit international needs.

Determined which changes and regulatory registration were needed for a product line, and necessary steps and investments to achieve them.

Led the international components of a global POS software support contract with Domino’s Pizza.

International Channel Consulting, L.L.C. - Managing Partner Miami, Florida 2002 – 2003, 2005-2006

Provided market research and international market entry strategies for small technology companies.

Developed U.S. reseller channel program for retail POS software developer, recruited and supported first wave of reseller partners.

Identified effective strategies for an Asian PC manufacturer to expand into European and LatAm markets.

Conducted market research for a small telecommunications company to guide entry into Europe.

Javelin Systems - Managing Director, Latin America Irvine, California (HQ) / Miami, Florida 1998 – 2002

$100 million manufacturer of Point-of-Sale PC’s with integrated LCD/touch screen used in hospitality, retail, and gaming. Recruited by the CEO to build a Latin America division for distribution sales and support.

Sales exceeded $1 Million in the first nine months, leading the CEO to accept a proposal to move from being home based to opening a sales, warehouse and technical support office. Growth to exceed $2 Million resulted from:

Developed alliances with software developers and manufacturers of complementary products to promote complete system solutions.

Established in-country technical training programs for distributors, dealers, and major clients (identified technical support as an opportunity for competitive advantage.)

Recruited, trained, and managed technical, sales and operational staff for Miami/LatAm office opened.

Negotiated a contract to manufacture under license in Brazil to achieve price competitiveness.

Built a successful operation from concept to profitability in five months.

Former President and CEO Ed Brooks wrote: “Jim has proven he is a business leader in the Latin American Markets for Javelin. He has accomplished a lot with minimal support and very little overhead."

EDUCATION

Florida State University, Tallahassee, Florida Master of Arts, International Affairs

Stetson University, DeLand, Florida Bachelor of Arts

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