Sales Manager

SCOTT A. CHRISTIAN

PROFESSIONAL EXPERIENCE:

**/** ** ********, ***, Mission Viejo, CA

Present Director of Sales/Business Development

XiOptics is a company focused on the design, manufacturing and qualification of military and commercial specification optical termini for use in harsh environments.

The company is currently qualified to Mil-PRF-29504/4 and /5, and also offers M29504/6 and /7 products as well as ARINC 801 compliant termini.

Sales activities include:

oIdentify, qualify and secure opportunities for target products. Work with customers on product options, customer designs, product training, pricing, delivery schedules and all other customer-specific requirements.

oEstablish revenue goals.

oWork with Distribution partners and Sales Representatives to achieve revenue plan.

oEstablished Distribution sales channel.

oCreate marketing literature.

oTrain sales teams at distributors as well as sales representatives.

oSupport technical inquiries from all customers.

oEstablish product pricing and inventory stock levels.

oWorking to update the company website

oProfit and Loss responsibility.

Business Development activities include:

oCultivate longer term strategic customer relationships to ensure longevity, stability and sustainability.

oDevelop product road map based on market trends and VOC.

oWork with engineering, product management, manufacturing, finance to determine new product investment strategy.

oDevelop capabilities/product presentations and deliver presentations to customers’ executive/technical management.

oAnalyze and provide feedback to management on business trends, market strategies, product ideas, competitive landscape, and customer-specific requirements.

oIdentify new markets to penetrate

Identify potential customers within these markets.

Develop new customer contact strategy.

oAttend trade conferences and exhibitions and travel to customer sites as required.

01/11 to Delphi Connection Systems, LLC, Irvine, CA

02/15 Business Unit Manager and Distribution Manager

Develop five year revenue/growth strategy plans for Delphi Executive Management.

Cultivate longer term strategic customer relationships to ensure longevity, stability and sustainability.

Responsible for the Profit and Loss Statement, profitability measured by Operating Income

Revenue planning/forecasting

Create and implemented strategic product plans and roadmaps based on market trends and VOC.

oEngineering group developed and qualified 6 new products over the last two years.

Developed sales strategy with National and Regional Sales Managers

Implement tactical sales plans coordinating with RSM’s, direct sales engineers and sales reps.

oImplemented cross functional weekly meeting to review target accounts and opportunities.

The creation and maintenance of marketing brochures and catalogs.

Develop strategies for sales into adjacent markets for existing products.

Coordinate Engineering Design reviews and technical discussions with customers.

Established and maintained direct and distribution pricing for all products, 50,000+ part numbers.

Develop technical and business proposals in response to customers’ requests.

Analyze and establish pricing for Long Term Agreements.

Generate cost and price proposal responses to Government contracts in conjunction with estimating and the contracts administrator.

Identify candidates for commodity jurisdiction submittals to the State Department in an effort to reclassify items off the ITAR list.

Coordinate the production schedule for all product lines, setting priorities as required.

Overseeing audits to maintain industry certifications.

Directly reporting to my position are Engineering, Product Management, Program Management, Field Applications Engineering, Estimating, Manufacturing Engineering, Production Control, and the Machining Center.

Customers include but not limited to Raytheon, Boeing, Northrop Grumman, Lockheed, Electric Boat, BIW, General Atomics, US Navy, US Army, US Air Force, Defense Supply Center Columbus, and many other tier 1, 2 and 3 accounts.

01/05 to LumaCon, LLC, Tustin, California

09/10 Director of Sales/Business Development

LumaCon designed and patented the LumaCore™ terminus system, a 1.25 mm optical terminus with an integrated hex tuning feature.

Around the LumaCore™ terminus system the company developed a high density 38999 connector series, LC2 - an all metallic LC compatible connector for harsh environments, optical back plane connectors, and a D-subminiature connector family.

I negotiated the sale of Intellectual Property held by LumaCon, LLC to Molex, Inc. in September 2005, which initiated a six year support contract. During the support phase of the contract, I worked closely with the General Manager and Director of Marketing and Sales for Molex Fiber Optics in the rollout of the LumaCon product offering into the Molex sales channels.

I traveled with Molex District Sales Managers to train the Sales Engineers and Molex Distribution partners on the LumaCore™ based products.

Developed new products around the LumaCore™ terminus, introduce Molex Sales Engineers to LumaCons’ Military/Aerospace industry contacts.

Assisted Molex Corporate Communications personnel in the creation of marketing communications literature for the LumaCore based products.

Attended Molex sponsored “lunch and learns” at Tier 1 Defense OEM’s presenting the technical overview of the LumaCore™ based products to groups of engineers.

Presented business plans and strategies to Molex Executive management at the quarterly business reviews.

10/03 to Glenair, Inc., Glendale, California

12/04 Senior Product Manager, Fiber Optics

Spearheaded an initiative on fiber optic products within Glenair, the initiative included:

Visited top 50 fiber optic Military/Aerospace OEM customers to present Glenair fiber optic capabilities as well as develop a data base on the customers programs and personnel contacts for account tracking purposes. Fiber optic revenue grew at 35% pace year over year. Revenue for the fiber optic products is $13.0M

Developed proposals in response to government and OEM RFQ’s.

Worked with inside sales to develop the ability to follow-up on all quotes greater than $5K, Sales Representatives were contacted and required to contact the customer within forty-eight hours of quote being sent.

Responsible for qualification of composite “tight tolerance” D38999 connectors for Lockheed JSF program as well as the composite “GFOCA” connectors.

02/99 to ITT CANNON, Santa Ana, California

07/03 Fiber Optic Product Manager

Responsible for developing ITT Cannon’s long and short term strategies for all fiber optic products worldwide.

Analyze Strategic Markets to identify product position in the focus markets.

The results highlighted ITT Cannon’s strengths and weaknesses within the fiber optic business unit, creating a product and service gap analysis.

Profit and Loss responsibility for the product line globally.

Develop new channels to market for fiber optics products and technology.

Negotiate strategic alliances with critical component manufacturers in our supply chain.

Created a technology road map for the fiber optic business unit.

Created marketing literature.

01/94 to ITT CANNON, Santa Ana, California

02/99 Business Development Manager, Commercial Aircraft Market

Designed and implemented global marketing/sales strategy for ITT Cannon Europe and North America. Prior to 1994 Cannon has not experienced success in the European aerospace market.

Used voice of customer to identify KSF's worked with National, Regional and Field Sales to implement a new sales training program to better communicate ITT’s products and capabilities.

Cannon sales of Military and Aerospace products have increased at a rate of 10% over last four years. This represents $ 20 million increase in sales for ITT Cannon Globally.

Created ITT Cannon value added business unit.

oRealized a gap in ITT Cannon's service offering and established a business unit with assembly sites in Mexico, China and California.

oResponsible for the P/L of the business unit, sales are $11.0M and growing at 45% per year.

oSell the capabilities to all industries; Military, Aerospace, Industrial and Transportation.

Work in conjunction with General Manager, Director of Marketing and Sales, Product Marketing and Regional Sales Managers to develop, new products for niche and broad based applications. Work across all ITT Cannon Global product lines; RF, Mil Circular, Rack and Panel, Micro, D subminiature, Telecom, Smart Card.

03/91 to SONY TRANS COM, Irvine, California

12/94 Marketing and Sales Manager

Responsible for all strategic and tactical marketing and sales in North America for commercial and business aircraft entertainment systems, subsystems and components. Functionally responsible for strategic planning, tactical implementation, business development and sales, product development, product marketing, program management and new product launch.

07/89 to Senior Applications Engineer

03/91

Responsible for market analysis, product development support (including program management of engineering development), product launch, customer support, and customer installation for airlines worldwide.

03/86 to HUGHES AIRCRAFT COMPANY, Irvine, California

07/89 Senior Systems Support Engineer

Trouble shooting of digital audio systems and cabin management systems on board aircraft and at customer's component test facilities (MRO). Developed on-board system test procedures, created LRU test procedures to component level, and provided technical training to customers.

EDUCATION:

Lewis and Clark College, Portland Oregon

B.S. Physics

PROFESSIONAL EDUCATION:

Six Sigma

Strategic Selling

Total Quality Management

Lean Manufacturing

Team Building

Proficient in all Microsoft Office applications

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