Sales Manager
Resume:
WILLIAM M. CONEY
415-***-**** / Mobile: 530-***-****
*******@*****.***
www.linkedin.com/in/wmconey
KEY EXPERTISE:
• High tech sales / marketing management in semiconductor, medical device, software, services
• Business to business and direct to consumer experience; domestic and international
• Large and small company background including 2 startups EXPERIENCE SUMMARY:
Royce Instruments Napa, CA
Sales Manager
January 2016 to
October 2018
Sales Manager with worldwide responsibility for two product lines – bond test and die sort. Oversaw representative and distributor network including distributor selection for India, Germany, Scandinavia. Managed Napa Apps Lab with two engineers & one technician for customer demos and product customization. Led new die sort product introduction in 2016 followed by major inspection capability upgrade in 2018. Meyer Burger Thun,Switzerland
North American
Sales Manager
August 2012 to
October 2015
Responsible for sales of solar, semiconductor, consumer electronics manufacturing equipment for specific North American accounts. US account management for multiple product lines [equipment, software, service and support] across multiple US and European manufacturing sites. Successfully penetrated key US solar cell manufacturers as well as major US consumer electronics company.
Ars Pragmatica Sacramento, CA
Principal
September 2011
to August 2012
Business consulting service providing strategic and tactical marketing and sales planning to local businesses while engaged in full time job search. Clients included Renaissance Winery, Apollo Olive Oil, Jamaica Inn [hospitality] and Lupeta, Inc [fashion design]. EG Systems (formerly Electroglas) Hayward, CA
VP Sales &
Marketing
April 2008 to
September 2011
Recalled to supplier of semiconductor test equipment and software after mid-2009 bankruptcy. Worldwide Sales, Marketing, Service organizations. Management of local and remote staff as well as international distributors and representatives. Responsible for pricing, quotations, product configurations. Maintained close coordination with Engineering and Operations to maintain working supply chain and manufacturable product configuration. Interface between sales and engineering for rationalizing product structure, determining development roadmap. Tasked with identifying new markets / customers for company key motion control technology using personal network and connections. Extensive business development activities to sort out and identify highest value growth opportunities outside of existing market. Sciemetric Ottawa, Canada
Business
Development
Manager
November 2006 to
July 2007
Chartered to penetrate new verticals for process control software. West Coast leads in multiple industries: pharma, medical device, aerospace, semiconductor. Developed regional business plan targeting most responsive business segments. Solution based selling drawing on technical support staff to personalize capability to match each unique need. Coordinated with system integrators / VARS to ensue broadest penetration. Built pipeline to >500K, established first West Coast medical customers. William Coney - Page 2 of 2
Hysitron Minneapolis, MN
Sales Manager
Western Region
June 2005 to
August 2006
Focused on rebuilding 11 state territory after extended absence of representation. Provided materials testing equipment and laboratory services to multiple industries: medical, materials, semiconductor, pharmaceutical, research / universities. Led sales team involving service, technical support and lab services to customize procedures and test methodologies for each customer’s requirement. Maintained company prices / margins by value-based selling against lower cost competitor. Exceeded 1st six months sales target by 20%, tripled pipeline to $4.8M in first year. Renaissance Vineyard and Winery Sacramento, CA
President / CEO
Feb 2002 to
June 2005
Approached by Board to produce new marketing and sales plan. Appointed President / CEO with directive to end chronic cash flow / profitability problems. Direct to consumer branded business. Initiated major business restructuring: asset write downs, renegotiation of loans, repositioning of company from mid-size producer to small boutique vintner. Worked intensively with Board, lenders, and outside auditors to ensure successful transition. Rebuilt management team around winemaker while restructuring sales organization to focus on telemarketing. Produced 60% sales increase with new strategy. Improved cash flow through 50% headcount reduction, tight cost cutting and control. ASML Track Systems [formerly Silicon Valley Group] San Jose, CA Vice President
Marketing
February 2000 to
October 2001
Member of senior staff for $150M division of $3B semiconductor equipment manufacturer. Promoted from Director of Tactical Marketing and charged with protecting profitability by extending life of mature product lines while simultaneously launching new products in overseas market. Developed and implemented effective account strategy to place initial units on evaluation leading to volume production buys. Led efforts with third party integrators to add product capability through integrated metrology joint ventures and sales of spares and used equipment. Team leader for marketing integration during acquisition by ASML.
Chemwest Systems Portland, OR
Director of Sales
and Marketing
September 1998
to February 2000
Responsible for sales and marketing activities for $5M Pacific NW-based manufacturer of semiconductor manufacturing equipment support tools. Tasked with identifying new business opportunities for existing company capability both within and outside of the semiconductor industry. Worked closely with CFO / GM in raising investment capital by working with board, banks, and investors to ensure company's survival through extended industry downturn.
DNS Electronics Sunnyvale, CA
Director of
Marketing
March 1995 to
September 1998
Led Product Marketing, Marketing Communications and Contracts Administration for
$250M+ Japanese manufacturer of semiconductor production equipment. Responsible for success of complex sales processes involving Volume Purchase Agreements, purchase, delivery and performance negotiations, and Request For Quotation activities across six product lines in the North American market. Cooperatively coordinated sales, engineering, service and overseas manufacturing to meet business plan. Successfully built internal processes to manage during period of rapid growth from $80M to >$300M. Sienna Technologies Santa Clara, CA
Western
Regional Sales
Manager
June 1992 to
March 1995
Managed West Coast/Pacific Rim markets for semiconductor test equipment manufacturer. Direct sales to West Coast and oversight of distributors/representatives for Japan, Korea, Taiwan and Singapore (including selection & replacement). Developed regional business plan including forecasting, budgeting, sales training, and coordination of applications / service activities in territory. Key role in new product planning, product positioning & development of account strategies. Built Western Region from <10% to
>25% of total company sales.
Education
August 1977 University of Georgia Athens, Ga
BS in Chemistry [ACS-Certified, Cum Laude]; National Merit Scholar; Presidential Scholar
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