Breakthrough Business Development

ANDREW R. ROMANO

**** ******** **.

Pleasanton, CA 94588

Home 925-***-****

Cell 925-***-****

email: ************@*******.***

OBJECTIVE: A seasoned Marketing/Business Development Manager with a proven track record of:

 Closing multi-million dollar contracts.

 Negotiation of contracts and joint development programs.

 Exceptional presentation skills.

 Invigorating Development

 Initiating, Building, and Managing high value partnerships with customers, institutes, and suppliers to deliver "best in class" results within intensely competitive industries.

• Strong focus on project completion and delivering high value.

 Exceptional strategic planning and roadmaps.

• Detailed and concise business plans.

 Tactical plans and detailed follow up.

• Marketing plans with full implementation.

 Excellent project management skills.

EDUCATION:

Currently enrolled in UCSD/SC (University of California – San Diego/Santa Cruz) Biotechnology program.

Completed Courses: Good Manufacturing Practices (GMP), Cell and Molecular Biology, Drug Metabolism, Molecular Diagnostics, Toxicology and the Drug Discovery Process.

Current: Immunology.

Currently enrolled in UC Berkeley Marketing Program.

Wayne State University, M.S.- Organic Chemistry.

University of Arizona, B.S.- Analytical Chemistry.

EXPERIENCE:

Sr. Product Marketing Manager (Capital Equipment).

Lam Research, Fremont, CA - Oct. 2007 – Jan. 2009

- Initiated and managed a complex task which required contract negotiations, and coordination of resources between 3 multi-billion dollar companies which achieved “best in class” performance in 4 months.

- Created and presented business, marketing plans for new products and extensions of current product lines to executive staff.

- Presented and maintained technology roadmaps to describe future trends in multiple adjacent areas.

- Developed detailed cost and cycle time models of current technology flows to determine low cost options for future technology options.

- Completely revised the “Application Model” customer database which tracked technology trends, and global market share by application across the full market.

- Managed intellectual property, Non-Disclosure Agreements with multiple joint development partners.

- Communicated new integration developments (roadmaps) to senior staff, customers, and to the field.

- Partnered with development to drive new tool enhancements based on customer requirements.

Global Product Manager (Business Development) – Spray Cleaning Systems (Capital Equipment).

FSI International, Chaska, MN - January 2007 – October 2007

- Successfully released two new products to the field ($14M of revenue, +30% in sales).

- Complete responsibility for meeting the sales and profit targets for my product line (representing 95% of all equipment sales for FSI International).

- Strategic: reviews with executive board focused on recommendations for product development and product positioning.

- Tactical: regular reviews of customer status sales penetrations, activities.

- Responsible for Continuous Improvement Programs (CIP) to improve the product which included regular engineering reviews to access progress.

- Technical marketing interface with leading manufacturers globally (Korea, Taiwan, China, Europe, USA) with frequent visits (50% travel).

- Evaluation of requests for engineering changes/tool modifications using NRE (non recurring engineering costs), incremental cost models.

- Preparing technical presentations and presenting at worldwide conferences and at customer sites at all leading manufacturers.

- Liaison between sales, applications, engineering and customers.

- Alignment of internal departments to meet strategic, quality, and profitability goals.

- Drove application team to improve process technology to achieve customer goals.

Global Product Manager (Business Development) (Materials – Specialty Polymer Formulations, Specialty Chemicals, Etchants, Strippers).

AZ Electronic Materials, Somerville, NJ.

February 1998 – December 2006.

- Created significant increases in new sales globally (25% increase in overall sales, 80% in advanced product sales).

- Successfully established AZ as a key supplier to Intel at 90, 65nm.

- Managed and prioritized resources within development to achieve the fastest development cycles at the lowest cost.

- JDP contracts, non-disclosure agreements, and licensing terms with customers and vendors worldwide (including US-Japan, US-German, US domestic contract negotiations).

- Successful contract negotiations with US government agencies.

- Successful project management of joint development projects with Japanese manufacturers and research consortiums, German manufacturers, European research consortium, domestic semiconductor manufacturers.

- Managed the interface with key material suppliers to reduce prices and accelerate development.

- Developed business with customers in Europe, Asia, North America: frequent visits and relationship building.

- Teamed with development to provide concise and detailed input on customer needs and requirements.

- Prepared and delivered presentations at customer sites and technical conferences.

- Led negotiations on pricing at all key customers.

- Marketing/business plans, competitive analysis, strategy development, technology assessment, cost-based decision analysis (IRR, NPV).

- Key technical contributor.

European Regional Sales Manager. (Polymer Formulations, Specialty Chemicals)

E. Merck, Darmstadt, Germany. 5 years.

Analytical and Electronic products.

- Top sales contributor (top 1%)

- Support for a standard laboratory products.

- Full responsibility for introduction of new positive and negative resist systems into Europe.

- Led development of new photoresists including HiPR 6500 (g and i-line sensitive positive resist), and at least three new dyed positive photoresist products.

- Regional responsibility for France, Switzerland, Italy, Spain, Israel and finally European-wide responsibility.

PATENTS: 6 Granted.

EXTRACURRICULAR:

Computer hardware (servers) and software (JMP, SAS, Prolith, Word, Excel, Powerpoint). Strong mechanical inclination. Statistics. Wet chemistry, Optics. Materials, German, Italian, French language skills.

Member of the American Society for Quality (ASQ), American Chemical Society (ACS), American Association of Pharmaceutical Scientists (AAPS).

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