business development - advanced materials

PROFESSIONAL SUMMARY

A versatile business development professional with significant commercial experience in applications engineering, sales account/territory management, and global marketing responsibility of high tech materials and products. Proven business to business sales skills across the enterprise. Recognized strengths in technical selling, customer advocacy, negotiation skills, value selling, and clear concise strategy development. A creative thinker who looks outside the box and possesses an ability to source new opportunities while leveraging the business discipline acquired at GE and IBM, knowledge gained at the Wharton Business School and the entrepreneurial “get it done” spirit of privately owned Advanced Ceramics Corporation.

PROFESSIONAL EXPERIENCE

General Electric – Advanced Materials, Cleveland, Ohio 2000-2008

High tech non-oxide ceramic powders and shapes manufacturer serving diverse markets ranging from foundry mold releases to III-V semiconductor processing components. Advancing commercial responsibilities from field sales to global marketing manager roles creating new business opportunities, indentifying high impact tradeshows and conferences, directly supporting and facilitating the sales organization in new products and markets.

• Secured long-term customers and contracts at price premiums while maintaining customer loyalties through three separate ownership groups; Local equity investor – Advanced Ceramics (’00-’02), GE (’02-’06), and Apollo Management private equity holdings (’07-‘08).

Industry Marketing Manager, Thermal Management, (2006-2008)

Global responsibility for business development including market definition and segmentation, opportunity analysis, go to market strategy, lead generation and qualification, and field sales support for unique heat dissipating technology, with a challenging sustainable sales history, traditionally used in military application and for cooling high power Si, GaAs, and GaN electronics.

• Devised, directed, and executed worldwide marketing strategy for achieving increased repeatable business, significantly increasing potential customer leads, industry recognition, and revenue opportunities

• Identified $500MM in total available opportunity for all thermal management, properly positioning the technology and products, focusing marketing efforts and improving effectiveness in going to market.

• Built an opportunity pipeline > $30MM with significant opportunities outside of North America and > 500 new perspective customer contacts

• Delivered > 400% growth for thermal management in new business sales and wallet share, leading and collaborating with cross functional teams across the enterprise including R&D, Engineering, Sales, Product Management, etc.

• Led new customer application and secured the first “significant” repeatable non-military opportunity with first year revenues projected near $1MM with 2-3X sustainable potential

• Presented technology and product presentations regularly on thermal management at customers and targeted industry events for maximum market exposure, resulting in new revenue opportunity growth

• Initiated and co-authored two thermal management papers and co-authored one patent application

• Served as an interim product manager for ceramic powders business

Industry Marketing Manager, Industrial Applications, (2004-2006)

Responsible for business development organizing ceramic powders and components business into well defined markets with a focused global go to market strategy including competitive and opportunity analysis, lead generation and qualification, and field sales support serving Aircraft Brakes, Super Abrasives, Powdered Metal,Thermal Spray, Lubrication, and Metallurgy markets.

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• Identified $50MM of total available opportunity for the industrial application markets

• Supported global sales with training, product presentations, mentoring, lead generation and qualification through trade show exhibits, conferences, market intelligence, and customer visits

• Drove successful National Sanitation Foundation (NSF) registration of Boron Nitride powders to uniquely position product as a “clean” lubricant for the food lubrication industry; resulting in a new adjacency market and three new first time food lubrication customers

• Collaborated as marketing team member with international innovation and design leader IDEO, resulting in 3 new consumer concepts and a new product launch with a national sporting goods manufacturer sold in retail stores today

• Co-authored four patent applications for ceramic industrial and consumer applications

Regional Sales Manager, Midwest, (2003-2004)

Managed > 50% of the largest customers in the company portfolio of a $6MM+ midwest territory for ceramic powders, and shapes. Responsible for total account management; customer relationships, forecasting, pricing, profitability, negotiations, and proposals. Diverse industries: abrasives, friction products, semiconductor, electronics, metallurgy, polymers, and lubrication

• Delivered 11% top line revenue growth in ’03 and 7% top line revenue growth in ’04

• Closed key competitive win worth $1.7MM over 2 years

Sales Engineer, (2000-2002)

• Achieved 20% growth year on year for a top 3 customer

• Initiated, led, and achieved 20% improved delivery performance for that same top 3 customer

• Negotiated and closed a new polymer customer opportunity generating > $6.5MM over 5 years

• Negotiated a three year, $4MM+ contract at 10% premium over competition

Air Products and Chemicals, Inc., Cleveland, Ohio 1993-2000

Commercial Technology Engineer (1995-2000)

Strategic technical field position supporting sales and marketing of industrial gases, combustion technology, and on-site gas generation plants for the glass melting industry. Responsible for uncovering and leading technical sales involving glass melting capital equipment and technical consulting to customer engineering and plant operations. Contribute to global marketing strategy for the glass group, development of equipment and service proposals, and implementation and management of glass furnace oxy-fuel technology.

• High level contributor of global glass team achieving annual sales growth in excess of 10%

• Collaborated to increase market share to > 80% for oxy-fuel boost furnace technology through technical sales and equipment implementation (including economic analysis, project management, and equipment installation)

• Led and supported glass furnace oxy-fuel conversions and modifications across North America

• Conceptualized and led a new fee-based service offering for Finite Element Modeling glass furnace modeling generating $0.25MM in first year revenues where services had previously been given away at no charge

• Co-authored two patents for oxy-fuel glass furnace technology

Account Representative, Packaged Gases (1993-1994)

Re-established company presence in packaged gases in Cleveland after the territory was unsupervised by managing the local industrial and specialty laboratory gases base.

• Retained business at largest risk customer, LTV Steel, by re-establishing a favorable relationship, that delivered a critical revenue stream to the business and opened discussions for new opportunities

• Closed 16 new specialty gas accounts supporting corporate initiative to penetrate laboratory market in the territory

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OTHER RELEVANT EXPERIENCE

International Business Machines Corporation

Application Engineer, Industrial Solutions

Transitioned from engineering to the commercial business of IBM. Member of Plant Floor Solutions Team driving hardware and software solutions at all levels of an organization. At the forefront of IBM’s entry into marketing consulting services business with specific focus on continuous process industries (i.e. glass, steel, coatings).

Development Engineer, Ceramic Packaging Laboratory

Accountable for coordinating prototype development for design and process optimization activities within substrate personalization for supercomputer ceramic substrate packaging.

The Pennsylvania State University

Graduate Research Assistant, Materials Research Laboratory

Research focused on superconductor materials and increasing the transition temperature of this material system. Studies centered on the science and engineering of electronic ceramic materials.

Union Carbide Corporation, Components Division

Process control and development engineer

Involved with thick film, surface preparation, and metallization for ceramic capacitor manufacturing. Utilized Design of Experiments and Statistical Process Control methodology to optimize manufacturing processes.

EDUCATION

University of Pennsylvania, Wharton Business School, Philadelphia, PA

Executive Advanced Management Program

The Pennsylvania State University, University Park, PA

M.S. Ceramic Science and Engineering – Electronic Ceramics

Alfred University, Alfred, NY

B.S. Ceramic Engineering

General Business Classwork - 27 hours

PROFESSIONAL DEVELOPMENT

GE Industry Marketing

IBM Sales and Marketing School

Six Sigma, SPC, DOE, Juran quality, JIT, Malcom Baldridge process

ORGANIZATIONS

IMAPS (International Microelectronics and Packaging Society)

ALS Association Northern Ohio

Walsh Jesuit Career Support Initiative Steering Committee

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