EXPERTISE SUMMARY

I have been quite fortunate to acquire my experiences at market leaders in their respective industries: SCHOTT (World leader in technical and optical glass); Vishay (World leader in passive electronics); and Agere Systems (World leader in microelectronics and optoelectronics—the former AT&T Microelectronics Group).

I am a technical business leader who develops talent and produces revenue growth through improving customer service, expanding share, penetrating new customers, and introducing new products. I strengthen customer relationships to maximize access to business opportunities. I successfully communicate with executive level down to entry level. I address issue resolution with a steady demeanor. My proficiencies include driving new business as well as contract and price negotiation.

SKILLS Team Mentoring / Leadership Conflict Resolution

Quotations and Pricing Market Awareness and Research

Account Management Business Development

Channel Partnerships Supply Agreements, JDAs and NDAs

B2B Sales Customer Service

CRM Entry and Updating Customer and Product Strategy

Networking Revenue Tracking

EXPERIENCE SUMMARY

SCHOTT North America, Remote Office in Mountain Top, PA June 2006-August 2022

Senior Sales and Business Development Manager, North America

Responsibilities: Global commercial product introduction, sales region responsibility, leading product team and sales effort, determining and justifying technology direction, recommending continue / stop on R&D projects, sales forecast ownership, providing management reports and business plans, providing direction to the development team, monitoring expenditures, negotiating of Purchase Agreements, Development Agreements, Material Transfer Agreements, Third Party Sales Agreements, and Non-Disclosure Agreements, and creating sales collateral, data sheets, and press releases.

Achievements:

Led sales / new business for division to achieve 2025 revenue target 3 years early

Orchestrated year over year growth consistently for new business initiatives

Increased Business Entity revenue through new design activity, strengthening C-Level and above relationships, and improving customer service and responsiveness

Worldwide Project Leader / Product & Senior Sales Manager for NA Market and Sales Development and Innovation

Responsibilities: Product Management, Project Leadership, and Overall sales ownership

Achievements:

Led multi-disciplined Oil and Gas new business team to enter a new market and through a lifecycle decision

Identified and secured design ins with the team for a new market

Launched new porous product area adding new customers and applications

Created new business by establishing industry wide network for product

Worldwide IR Material Sales and Product Line Management

Responsibilities: Product Management, Project Leadership, and Overall sales ownership

Achievements:

Led new infrared business development effort to create new products and capabilities

Acquired new revenue generating customers in new markets and applications

Initiated new business by conducting trade show talks and 24 customer product seminars

Generated new product development activities

New Business Development for Advanced Optics, North America.

Responsibilities: Project Leadership, and New Business ownership

Achievements:

Drove the study and market entry for IR Materials

Negotiated partnership agreement for IR Material supply

Secured multi-year funding for improving a high quality product

Identified areas for potential growth

VISHAY INTERTECNOLOGY / TEXAS COMPONENTS, Remote Office in Walnutport, PA Aug 2004-June 2006

Manager of Technical Sales, Mid-Atlantic Region for Precision Resistors

Responsibilities: Regional Manager of Account Management, Channel Management, Rep Training, and New Business

Achievements:

Increased Mid-Atlantic Territory sales by 20% (up to $32M in revenue) for Precision Resistors

Surpassed design win objective of 30

Motivated rep firms increasing sales activity

AGERE SYSTEMS (formerly Lucent Technologies) Allentown, PA, Aug 1997-Dec 2003

Senior Manager of Integrated Circuits and Optoelectronics Sales and Product Management

(Included leadership roles as Senior Manager of Regional Sales Team, Optoelectronics and IC Tactical Sales Team,

and Receiver and Laser Product Management Team)

Responsibilities: Senior Manager of Business Entity, Account Management, Product Management, and New Business

Achievements:

Secured $30M in Design ins at worldwide OEM locations

Met $42.5M revenue goal despite downturn and product exit decision

Launched state of the art receiver product on schedule and ahead of competition

Grew worldwide Nortel Account to $300M revenue from $80M

Achieved $30M revenue target for new ATM Product Introduction

Initiated Customer Quarterly Business Review (QBR)

WESTINGHOUSE ELECTRIC CORPORATION, Monroeville, PA, July 1991-July 1997, Senior Engineer

Senior Systems Engineer Instrumentation and Control Systems Design

Responsibilities: Senior Systems Engineer overseeing functionality and performance

Achievements:

Designed and tested I/O termination assembly (including opto-isolators) / enclosure cabling

Created a new under power/under frequency protection implementation including panel design

Verified control system algorithms

Managed I&C design database requiring oversight of 5 programmers

Special Assignment: Successfully performed as on-site customer liaison in Czech Republic for 3 months

EDUCATION Drexel University, Philadelphia, PA, B.S.E.E., Magna Cum Laude, GPA 3.85

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