Sales Manager
Resume:
WILLIAM C. GAUCHER
River Forest, Illinois 60305
bgaucher4comcast.net
Dynamic, highly motivated electronics sales and management professional with extensive experience representing multi-national electronic component manufacturers seeking to utilize experience, expertise, and a market understanding to excel within a progressive organization.
Successfully planned and executed marketing strategies for multiple electronic manufacturing clients within a given territory and specific target accounts. Design wins focus on most passive components including capacitors, resistors, connectors, printed circuit boards, power supplies and many RF type components including crystals, and RF frequency timing devices.
Experience includes international travel to manage all levels of the design /sales cycle for both engineering issues as well as global price negotiations. Responsibilities have also included the execution, implementation and tracking of all contract awards.
Demonstrated top producer with a sales record exceeding $150 million. Management experience has included hiring, training and supporting both a direct sales force as well as independent rep firms covering multiple states. Have worked closely with assigned resellers, including training outside sales people for technical presentations.
Highly adaptable. Consistently learning the language and application of new electronic components.
Insightful: Able to quickly and accurately identify the decision makers and evaluate customer needs through a relaxed yet informed questioning style and coordinate those needs with company goals.
PROFESSIONAL HIGHLIGHTS:
WG TECH SALES & Consulting
River Forest, Illinois Sept 2001 - Present
Principal
Utilized expertise gained from two decades of progressive electronic sales experience to build independent sales firm from the ground up specializing in electronic component design- in to implementation.
Represented various international manufacturers of electronic components that have included printed circuit boards, crystal oscillator products and switching power supplies in the northern Illinois and Southern Wisconsin region.
-Changed focus of client base from telemarketing to direct interface
-Major accounts include, but were not limited to Motorola Cellular Base Station and Automotive
Groups, and Lucent telecom design group.
-Successfully introduced and designed in numerous products to the automotive and
cellular markets.
-Selected successful products include a crystal oscillator for a Grade 3 automotive
application for Motorola and a TCXO utilized in a critical timing circuit for Motorola Canopy Group.
-Developed sales network and presentation materials for a high-speed video feed company that catered to the education market.
INTARSIA CORPORATION,
Fremont, California March 2000 - Aug 2001
Midwest Regional Manager with Global Responsibility
Oversaw all aspects of engineering and sales for the central United States and southern Canada in the RF and microwave markets.
-Utilized independent sales firms to represent and design- in IPDs, LNAs, and PA Modules
through an additive lithography process that embedded passive components using a glass substrate.
-Recruited, selected, trained and provided ongoing product support to independent rep firms and multiple FAEs throughout territory.
-Performed extensive, accurate market forecasting; drafted and implemented budgets accordingly.
-Bore primary responsibility for all sales and design activity for Motorola worldwide.
M. GOTTLEIB ASSOCIATES,
Chicago, Illinois Aug 1998 - Feb 2000
Major Account Manager -Motorola& Lucent
-Bore primary responsibility for design in and sale of passive and RF type components including TCXOs used in cellular and ADSL switching equipment.
-Developed and implemented successful sales strategies for major capacitor manufacturer.
-Acquired first time participation in Motorola world wide capacitor negotiations.
-Secured design win at Lucent Technologies for film capacitor application.
-Successfully introduced OCXO manufacturer to Motorola Land Mobile Division.
METCOM ASSOCIATES
Park Ridge, Illinois Dec 1993- Aug 1998
Major Account Manager
As an independent representative our firm represented 12 major manufacturers of electronic components.
-Personal accounts focused Motorola Base station & Land Mobile Division and Lucent Technology.
-Develop marketing plans for synergistic sales to multiple engineering groups in the analog and digital cellular switching markets. Typical design cycle could exceed 9 months thus requiring both successful vertical and horizontal selling
-Recognized by major client for spearheading a top down technology shift inside digital base station.
-Frequently traveled to Asia with engineering and supply chain representatives to cement design wins.
-Design wins include high frequency chip capacitors, chip resistors, 350W power supply for analog-N-AMPS lI base station, as well as a 4 Mhz OCXO, band pass filters, and directional couplers for digital-TDMA and GSM markets.
-Sales exceeded $15M per year.
NTK Technical Ceramics Dec 1990 - Dec 1993
Mt. Prospect, IL
Sr. Sales Account Manager
Represented international manufacturer of high tech ceramics used in cellular applications.
-Responsible for successful design-in of PZT filters used in RF conversion for analog handset applications.
-Supplied Motorola with all PZT filter used in N-AMPS Products for Base Station applications.
-Multiple visits to Japan with Motorola engineers to begin future designs for both N-Amps III as well as TDMA applications.
ALLIED SIGNAL LAMINATES
La Crosse, Wisconsin Sept 1986 - Oct 1990
Territory Manager/ Regional Sales Manager
Successfully sold and managed 5 state area for major manufacturer of laminated materials used in printed circuit board applications.
Major successes included $10M contract award at GTE Northlake. As a manager, sales in the 5 state area increased over I00% within an l8 month period.
-Responsible for all P&L including all costs of sale.
-Developed new compensation plan for area sales force.
-Managed 4 direct reports as well as hiring and training new territory representative.
-Named Central Region Salesman/ Manager of the Year l989.
EDUCATION: UIC Chicago Psychology
“POST” Xerox Sales Training.
Allied Signal School of Management
Miller-Heiman School of Strategic Selling
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