ANDREW S. BLACK

SALES LEADER DELIVERING MAJOR ACCOUNT COMMAND AND MAXIMUM REVENUE

email: acxinv@r.postjobfree.com www.linkedin.com/in/asblack 1-858-***-**** Strategic sales and business development executive with a successful track record of building and managing revenue and market share. Recognized for Business Development, Account Management and Sales Management expertise that has consistently resulted in the development of major revenue customers. Team leader and talent developer with deep experience creating and managing strong customer relationships. Expert in managing complex sales environments involving C-Level relationships, sophisticated negotiations, finance, legal, technical sales support and supply chain components.

- Developed Fortune 100 Accounts from concept to $800M in revenue

- Developed Strategy and Managed Sales Regions with revenue well over $1B.

- Fortune 100 C-Level relationship management expertise.

- Hands on Sales Leader:

- Start-Up/Turnaround/Reorganization Specialist

Skill Set that Delivers Tangible and Measurable Business Success

- Strategic and Tactical Planning - Key Account Management

- C-Suite Relationship Building - Sales Team Leadership

- Business Development - Virtual and Cross Functional Team Development

- Start Up/Turnaround - Talent Acquisition and Team Development

- New Product Launch - Managing Long Term Complex Sales Cycles Technical Toolkit

Semiconductor Package and Test OSAT, GaAs semiconductors, modem, RF, Hi-Rel, wireless, mobile, cellular, Wi-Fi, satellite, cell phone, smartphone, IoT, B2B, B2G, automotive, telematics, aerospace, international manufacturing, enterprise software

Distinguished Career of Sales and Business Development Excellence STATS ChipPAC, Fremont CA

Vice President, Regional Sales January 2014- June 2016 STATS ChipPAC is a world leader in semiconductor assembly and test services. Chief responsibility is leading a cross functional team servicing STATS largest customer with revenues in the mid 9 figure range. Strategic and tactical functions include:

- Roadmap planning, new design/technology integration (new business design wins)

- Introduced & launched major new technology to STATS largest customer with 80% market share

- Grew and maintained market share in declining TAM region

- Relationship management from working level engineering, procurement and supply chain personnel, to the Operations, Engineering and Supply Chain leadership (SVP/VP level).

- Weekly forecasting

- RFQ management

- Internal relationship management with multinational factories

- NPI attainment and tracking.

CohuHD, Poway CA

Vice President, Sales November 2012- January 2014

Joined the leadership team at the invitation of the President to turnaround of this long standing IP video systems manufacturer (CMOS and CCD based cameras). The turnaround effort was successful and the unit sold. Actions taken include:

- Restructured the domestic sales group resulting in revenue growth of 20% in US market

- Refocused and expanded go-to-market strategies by creating a stronger online presence and social media campaign

- Put renewed emphasis on new markets: ruggedized IP CMOS Cameras, Security, DoD, B2G, International, custom CCD machine vision cameras for aerospace and DoD applications

- Developed plans to solidify CohuHD’s core market of traffic surveillance by concentrated on building leadership position at State ITS departments and metro transit and transportation departments.

- Positioned CohuHD as cloud and edge computing devices for smart city, smart traffic systems.

- Assisted in new product development.

NVIDIA Incorporated, Santa Clara, CA

Senior Director, Sales January 2011- October 2012

Joined NVIDIA’s new internal start up mobile computing/wireless group. Assigned to develop and grow NVIDIA’s key OEM account to assist in this transition. Key responsibility was leading all activities globally at NVIDIA’s lead accounts in the mobile industry. Including:

- Sales growth at Key Account from zero to $80M annual

- Assist with product positioning

- Competitive analysis

- Secure design wins

- Established key executive relationships (CEO, SVP Engineering, etc.) as a new supplier in this competitive space QUALCOMM– QTI, San Diego, CA

Vice President, Sales (Promoted) September 2007 – April 2010 Led sales growth and account management of Qualcomm- QCT hardware and software customers in $1B+ North America Region. Major accounts included Motorola, Blackberry, Palm, HP, Sierra Wireless, Novatel.

- Grew regional revenues 20% from $1.2B to above $1.4B overcoming extremely poor economy during the 2008/09 recession.

- Mitigated risk while expanding revenues by decreasing dependency on a single major account and diversifying the account base.

- Expanded market share at the regions major accounts achieving 50%+ at all major accounts, up from below 10% at regions #2 account and 30% at the regions #1 account.

- Led the growth of the regions 2nd major account (Blackberry) by over 700% in revenues to ~$600M- building it into Qualcomm’s 3rd largest account globally.

- Built out an undermanned staff, replacing underperformers. Developed performance improvement metrics resulting in multiple staff promotions via increased performance. Senior Director, Sales (Promoted) April 2006 – September 2007 Focused solely on the business development of a major global wireless device OEM account (Motorola).

- Achieved $800M revenue in 2006 - Qualcomm’s #1 revenue account.

- Awarded 2006 Vendor of the Year from the major OEM.

- Negotiated third-party Global Supply Chain parts hub allowing improved supply performance and mitigate potential line down scenarios at the customer.

Director, Sales (Promoted) April 2003 – April 2006 Focused solely on the business development of a major global wireless device OEM account (Motorola).

- Doubled 2003 revenue levels within 24 months achieving ~$500M sales by the end of 2005.

- Drove business relationship to the CEO to CEO level solidifying the strength of the relationship.

- Led negotiation on legal issue between Qualcomm and major OEM account resulting in successful arbitration.

- Lead negotiator on five year Supplier Contract between Qualcomm and major OEM account expanding the relationship.

- Recruited and expanded staff to assist in the management of a major wireless OEM account. Regional Sales Manager July 2001 – April 2003

Joined Qualcomm to lead the business development on a major global wireless device OEM account (Motorola), and manage and grow relationships with other lower volume accounts.

- Conceived and executed five year business development strategy to earn business at Motorola.

- Secured first major business with major Motorola in 2002 resulting in ~$750K revenue. 2003 revenue reached $250M, achieving the five year revenue plan in less than two years.

- Collaborated on the development of technical support model for Motorola, adopted later to support all QCT customers elevating QCT support levels to the entire QCT customer base.

- Secured Qualcomm’s first automotive account (Motorola, and later, Continental) enabling Qualcomm to be a major supplier to GM’s OnStar telematics product over that past decade. STRATEDGE, San Diego, CA

Regional Sales Manager, North America (Promoted) 1999 – 2001 STRATEDGE is a semiconductor packaging manufacturer for commercial wireless, microwave RF communication IC’s (KuBand, LMDS, VSAT), satellite communications and military applications.

- Directed all sales activity in North America. Increased sales revenue 2X. Expanded account base 4X.

- Maintained direct management of key accounts developed as Senior Account Manager. Expanded Sales Team Senior Account Manager 1997 – 1999

Key responsibility: Developed and managed new business at major wireless communications companies in North America.

- Interface with all levels of management, from Staff Engineering to President/C-Level personnel.

- Managed sales cycle from product introduction to customer program adoption. Managed customer product orders to ensure on-time delivery/completion and customer technical support.

- Results included key contracts with major defense contractors (Raytheon, Hughes Space & Com, Boeing), major commercial wireless equipment suppliers (Hughes Network Systems), and contract work with GaAs power amplifier IC manufactures (TriQuint Semiconductor). Revenues reached $1.5M, roughly 30% of StratEdge revenue.

Led Development of Assembly and Test Services 1998- 2001 Managed and led all aspects of internal start up of GaAs semiconductor/package integration assembly and test service. Duties included: mechanical engineering and design, component selection, process control, vendor qualification and selection, and sales and marketing. Successfully developed the marketing plan to obtain additional funds needed to launch the Assembly & Test Services. First year of operation resulted in over $500K in sales, a product featured in May 2001 Microwave Journal, and a product nomination for Interconnect of the Year sponsored by Advanced Packaging Magazine, April 2001.

- Marketing Manager – Co-developed and co-authored/authored all of StratEdge marketing collateral used by the company from 2000 to well past my departure in 2001. Also, co-developed the web site concept. 3DV TECHNOLOGY, Nashua NH

Western Regional Manager, 1995-1997

Start up software developer of enterprise data network management software systems designed to diagnose and manage routers, switches, hubs and other data and telecommunications gear via SNMP. 3DV was acquired by Network Associates.

- Original employee of start-up company.

- Developed business from zero to $1M selling to Fortune 500 companies and ISP’s. Average sale was $40K.

- Developed customers included: Bank of America (3DV’s largest); HP; Micron; Arizona Public Services; Kaiser Permanente; States of Idaho, Washington and Alaska; U.S. Navy; Cerfnet; Earthlink. EDUCATION

B.A., Communications & English – California Lutheran University

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