John Cary

ad43qx@r.postjobfree.com

www.linkedin.com/in/johncaryprofile/

Mobile: 209-***-****

EXECUTION FOCUSED SALES/BUSINESS DEVELOPMENT LEADER Strategic, assertive leader with extensive experience throughout sales operations, business development, sales, operations, customer service, legal and finance; Data driven; Record of developing and driving sustainable sales, building global teams, establishing repeatable process, searching out innovative and profitable solutions in challenging environments and leveraging enterprise strategies to cultivate a world class BD/Sales Force; Long- standing passion for enabling sales, developing SOP, successful supply chain partnering, nurturing customer/vendor relationships, managing P&L and consistently realizing results; Great presentation skills, research and creating polished presentations. Proficient at Microsoft office and multiple ERP’s and BI platforms. Multiple awards for driving profitability, innovation and teamwork.

PROFESSIONAL EXPERIENCE

ARCH MEDICAL SOLUTIONS (MMI) – Sonora, CA (2019 – Current) Medical/Healthcare Manufacturing, High precision medical/aerospace component contract manufacturer supporting Tier 1 OEM’s leading the market in innovation. Senior Director, Business Development & Sales

Key member of Executive Team; Established the Business Development Team and responsibilities. Managed North American Sales. Primary leadership role in all aspects of Business Development, Sales and Purchasing. Set sales process & cadence.

• Established a Strategic Account Program and customer hierarchy to focus efforts

• Grew Strategic Accounts from $2M to $12M

• Repaired broken customer relationships and expanded footprint at Strategic Accounts

• Brought in new business resulting in ~200 additional parts, $4M in revenue, driving capital purchases and plant expansion

• Increased EBITDA by ~3% and implemented significant price increases to align to market conditions

• Authored and managed the Business Continuity Plan

• Aligned Purchasing to future customer requirements, saving ~$500K annually

• Created and trained all customer facing employees on CX principles Lowes Companies, Inc. – Sonora, CA (2017 – 2019)

Retail, Building and home materials ~ 307K employees worldwide. $72.15B ARR. Assistant Manager, Pro-Services & Lumber

Key member of Management Team; Primary leadership role in all aspects of Pro-Services customer support and issue resolution. Assessed, maintained and stocked appropriate seasonal inventory levels. Ensured my team was well trained with an appreciation for our customers and an appreciation for the look and feel of the store. Created reports to create a data driven environment and bring focus to the team to ensure we met out revenue and waste goals and objectives.

INTERNATIONAL INTERNET EXCHANGE, INC. (Console, Inc.) – Santa Clara, CA (2015 – 2019) Networking, Software (SaaS) defined interconnection solutions provider enabling a private and secure alternative to the commoditized Web; ~ 50 employees worldwide. $50M ARR. Vice President, Global Sales Operations

Key member of Executive Team; Primary leadership role in all aspects of Sales Operations. Determined organizational coverage model and led account development operations; Managed quota & commission; Cultivated key partnerships; Developed sales performance initiatives; Authored business proposals/plans, legal contracts, and service agreements; Set sales process & cadence.

• Spearheaded Sales Force implementation, providing data for critical & timely decision making

• Co-created marketing programs to increase awareness, increasing inbound calls by 38%

• Developed a sales incentive plan to drive node adoption, increasing adoption by 27%

• Key participant in the annual operating plan creation to meet internal goals and objectives

• Developed prospecting to close process & renewal program (reduced customer churn by 43%) SILICON IMAGE, INC. (Lattice Semiconductor, Inc.) – Sunnyvale, CA (2003 – 2015) Consumer Electronics, HD connectivity solutions provider to the world’s leading electronics manufacturers of Mobile, CE, and PC devices; ~ 650 employees worldwide and revenues of $300 M USD annually. Inventors of HDMI/MHL.

Senior Director, Global Sales Operations and Channel Sales (2010 – 2015) Key member of Sales Management Team; Primary leadership role in all aspects of Sales, Sales Operations, Internal Sales, OM, CS, ISR’s/SDR’s and Channel Partner Network; Determined organizational coverage model and led account development operations; Managed quota & commission; Cultivated key partnerships, developed sales performance initiatives; Authored business proposals/plans, legal contracts, and service agreements; Set sales process & cadence.

• Participated in Sales Incentive Plan with 20% of OTE Tied to Global Revenue Achievement since 2006

• Key Member of Business Development team assuring smooth handoff of opportunities to convert to Sales Revenue and the sale of IC IP.

• Assigned Last 8 Years Quota, SBO’s and Channel Partner Strategy, encompassing $300M+ annual revenue amongst a globally dispersed Direct and Indirect Sales Team. Direct sales team member.

• Implemented Global Price Process, significantly reducing ASP leakage and contributing $3 - $4 M incremental GPM dollars annually

• Implemented KRA/KPI Mgmt philosophy improving Velocity & Closure Rate, increasing Delivery to CRD by 36%, increasing Order Mgmt Efficiency By 39% (0 SOX Deficiencies 9 years)

• Retained ~$3M expedite charges annually and reduced average sample TTM by 3 weeks by implementing design window alignment and NPI processes to customer project requirements

• Collaborated with Engineering and Operations to achieve key customer program milestones for programs totaling $150M+ annual revenue

• Spear headed Oracle On-Demand CRM implementation resulting in enhanced sales efficiency & effectiveness – automation & integration of Forecasting, Pipeline, Quoting, Pricing, and Sampling

• Awarded 2012 “Breaking Glass” award; Ranked #1 in 2013 sales annual performance review Director, Global Sales Operations and Channel Sales (2007 – 2009) Sales VP right hand; P&L owner managing $250M+ revenue and $12M expense budget; Developed Sales Operations Team (including Business Planning, Customer Service & ISR’s/SDR’s) into trusted advisers and primary link between internationally distributed Sales Team, HQ and Channel Partners.

• Led Sales & Marketing goal process overhaul including a new lead scoring, design stage velocity focus, pipeline Mgmt and leading to companywide goals process adoption

• Co-implemented Miller Heiman Strategic Account Program (LAMP) and sales process

• Successfully Negotiated Tier 1 Master Purchasing & Channel Partner Agreements

• Implemented internal spend control programs reducing OPEX by 10%+

• Re-engineered material planning process, reducing both excess and obsolete product reservations and annual inventory capital requirements by 25%

• Awarded 2007 President’s Club and 2008 & 2009 “Show Me the Money” awards Senior Manager, Global Sales Operations (2006 – 2007) Established from Scratch and Managed Global Sales Operations Function (including Business Planning, Customer Service & ISR’s/SDR’s), Charter and Team.

• Relocated Order Entry function to Taiwan, slashing OM expense by 60%

• Enhanced revenue predictability by ~18% through the standardization of deal attributes aligned with recognition principles, and increased closure rates through velocity analysis and targeted training

• Re-engineered global SIP and T&C’s aligning to industry best practices and cascading corporate G&O

• Created and implemented Sales Playbook processes

• Established On-boarding & Performance Mgmt Processes, reducing time to productivity by 36% Senior Manager, FP&A (2003 – 2005)

Tasked with scaling corporate planning, consolidation, and reporting processes for high growth; Provided functional support, focused on Sales, Marketing and Engineering; Specialized in revenue planning visibility.

• Re-engineered existing annual financial planning process (resulting in increased collaboration, and decreased roll up time by 20%), and quote to cash process (streamlined QtC by 38%)

• Led Creation of Automated Executive Reporting, Reduced Run Time by 75%

• Authored Integrated Circuit project ROI model used in part to decide project selection, investment level and resource allocation of ~ 8 Projects totaling $40M annually

• Awarded 2005 “Contribution to Sales” award

ARIBA, INC. (SAP) – Mountain View, CA (2001 – 2003) Software, Corporate spend and commerce activities Software as a Service (SaaS) products provider. Sales Financial Analyst, FP&A

Led Siebel CRM implementation and overhauled Sales and FP&A processes; Achieved objectives included dynamic financial accountability, key metric visibility and operational efficiency improvements VERITAS, INC. (SYMANTEC) – Mountain View, CA (2000 – 2001) Hardware, Storage Management Software for personal/small office to enterprise applications. Senior Commission Accountant - Team Lead

Led Callidus Commission DB Implementation and all related Sales Performance and Accounting process development and training; Spanning $1B+ Annual revenue and 1K+ Users BAY NETWORKS (NORTEL) – Santa Clara, CA (1998 – 2000) Telecommunications, network products manufacturer, including intelligent hubs, routers, LAN switches and management Senior Information Systems Business Analyst, software. Promoted from Commission Analyst

EDUCATION

Bachelor’s Degree in Business Administration

Dual concentration in Accounting and Management Information Systems Completed all Accounting course work, M.I.S. in progress San Jose State University

Contact this candidate