Senior Sales Manager

RICK CAYLOR

*** ********* **. ******, ** ***** 408-***-**** ****.******@*****.***

DIRECTOR OF SALES AND MARKETING

Growth Strategies / Business Development / Turnarounds / Channel Partnerships / Global Accounts

Startups / Market Expansion / Supply Chain / Contract Negotiations / Operations / Training / P&L

By utilizing strong sales, marketing and operating expertise, I developed and directed sales/marketing strategies that resulted in continually exceeding revenue targets in highly competitive manufacturing and distribution industries. I am adept at identifying and opening new markets to enhance profitability in domestic and international arenas.

By creating business opportunities and launching successful distribution channels, I have grown market share to exceed corporate expectations. Forming enduring relationships and developing strategic partnerships, I maximized sales and margins to outdistance the competition. My strengths include:

Spearheading new marketing initiatives to drive sales and increase market share

Identifying and capitalizing on untapped markets to grow revenue

Building, leading and training highly professional sales teams

Fostering key alliances globally to optimize sales and profitability for new and existing accounts

Colleagues have described me as a results-oriented leader who builds sales teams that consistently deliver top performance and close deals by cultivating long-term, trusting business relationships. My credentials include an MBA from the University of North Dakota and a BS in Business Management from the University of Indianapolis.

SELECTED ACCOMPLISHMENTS

Expanded market presence for startup company. Sonasoft required a two-tier channel sales model with a distributor/reseller network. Leveraged experience and relationships with key partnerships, forming a strategic alliance with Arrow and HP. Gained market exposure and acceptance in reseller community, boosting sales 125% in one year.

Outdistanced competition to gain global contract. Key Avnet account needed a way to globally supply programmable components to their Contract Manufacturers (CM). Incorporated MRP demand from each CM location, creating a fluid supply chain. Cut inventory levels while maximizing manufacturing flexibility, capturing $80M contract.

Catapulted revenue by seizing new market opportunities. Selected as key player by Avnet to create a new division focusing on the Electronic Manufacturing Services (EMS) market segment. Concentrated efforts on marketing, training and supply chain arenas, building the value of services to key accounts. Boosted sales from $19M to $350M.

Turned around struggling territory. Challenged to reverse a declining sales territory for Avnet. Restructured staffing based on talents. Implemented marketing program and focused on supply chain solutions in local market. Established programming center/warehouse operations, adopting model corporate-wide globally. Grew sales from $17M to $40M.

Secured lucrative contract by reworking product Potential client of Avnet’s needed a supply chain solution which maximized their inventory velocity. Collaborated with corporate to create a supply chain model using proprietary POURS solution, maximizing flexibility while increasing inventory velocity 1000%. Awarded $30M annual contract.

CAREER SUMMARY

Vice President Sales, Sonasoft Corporation, 2007 to 2009. Oversaw all aspects of sales and channel development for this startup provider of automated archiving, backup and recovery solutions. Developed nationwide reseller channel. Negotiated and closed key channel partnerships, increasing sales from $450K to $1M. Led sales team of five.

General Manager-Components Division, Arrow Electronics, 2006 to 2007. Managed sales and operations with full P&L responsibility for this global electronic component provider of products, services and solutions. Led 80 staff.

Avnet Electronics. Promoted to levels of increasing responsibility for this global distributor of electronic components.

Global Business Unit Director, 2003 to 2005. Promoted to oversee sales, sales support and operations for key global accounts including Cisco and Solectron in matrixed environment. Boosted Cisco’s annual revenue growth from 0 to $80M. Grew Solectron’s annual revenue to $350M, becoming #1 client. Led team of 100.

EMS Sales Director, 1997 to 2003. Directed sales team of 50 for the EMS market segment in Northern California. Developed key EMSI providers across North America. Catapulted revenue from $19M to $350M.

Additional: District Manager. Promoted from Account Executive to oversee all sales, marketing, operations and field applications engineers, consistently growing revenue, profitability and market share for territories in KY, OK and CO.

Earlier: Sales Engineer, Harris Semiconductor. First Lieutenant – Nuclear Missile Launch Officer, USAF.

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