TECHNICAL SALES / SALES ENGINEERING
Aggressive self-starter with hunter or farmer versatility seeking dynamic work environment that needs career business development skills with disciplined work-ethic and BS Engineering aptitude.
Major Accomplishments
- Obtained $10 million investment as 1st Business Development person at technology startup Nanovation.
- Largest group channel order of $600,000 with national standardization of optic product line at Sprint.
- Saved business and obtained design-wins for $2 million annually since 2008 of revenue at analytical instrument OEM’s for Heraeus in 3 year sales management effort by utilizing 20 years experience.
-Took ownership of negative situation caused by 2006 US customer production shutdowns
-Did internal/external liaison work driving performance improvement in Engineering, Production.
Expertise, Skills, and Training
- Years in a variety of industrial sectors; biotech, pharmaceutical, life science, electronic, optical, chemical, power generation, aerospace, and telecom engaging at all levels with engineers, buyers, sales channel partners including product demonstration and presentation campaigns, and account management.
- Open to significant travel and able to choose, evaluate, train, sales channel partners and reps.
- Interfaced in various international settings (Germany, China, UK, Puerto Rico, South America)
- Material, Chemistry, Biotechnology, Semiconductor education update and hands-on instrument training in Nanofabrication Manufacturing 300 hour semester www.cneu.psu.edu/edAcademicCap.html
Career Summary
Technical business development focused on high-tech solution sales to OEM Engineering and development teams including Process Manufacturing. Significant prospecting, market development, and regional/national territory experience with ability to generate new sales growth and develop account and end-user relationships.
Penn State University, BS Engineering Science, Honors Major in Engineering
Nanofabrication Manufacturing Certificate- 2003
EXPERIENCE
Millennium Packaging Carbondale, PA 2011- Present
Contract position in Business Development-obtained major intl. account with capital equipment placement .
In 2010 took over wife’s role as mentor of son with non-verbal autism and epilepsy during the more physical late-teen years. Son graduated HS is now in community college with condition successfully treated by medication
Heraeus Noblelight Hanau, Germany 2007 – 2010
North-South American Sales Manager-Product Manager Puerto Rico factory-reported to Europe-closed 2010
Products: Light source for medical devices, spectroscopy, R&D, medical/ life science analytical instruments.
Responsibilities: Prospect, develop, maintain, and technically support business for Optics division Americas
• Technical sales to 100’s of Channel personnel/OEM's in North and South America-$5 million+ sales
• Reversed North/South American Channel negative view and perception of Heraeus QC and delivery.
• Liaison for long sales cycle design wins with OEM Advanced Development teams at Thermo, PAC.
• Renewed customer confidence in production from Puerto Rico, UK, Germany, and China factories,
• Product Management with CM’s Logic for Grace, Sanmina- PAC, Flextronics/Singapore for Waters.
• Business Development- 5 new accounts totaling $550K by 2009 and $950K by 2010 including Grace
• Market/business development- sensor PID lamp- 0 to $20K in ’07, $320K in ’08/’09 to $500K in ‘10
• Business Development for PAC Houston '09 instrument lamp- 0 in 2008, $40K in ’09, to $250K in ‘10
• Maintained $2 million Beckman medical instrumentation business lost to Hamamatsu before arrival.
• Saved Perkin Elmer OEM business of $800K in ‘08 for China and PR factories with product support.
• Made Management/R&D/Engineering calls for opportunity to bid on $3 million Waters business.
• Perkin Elmer Singapore and Shelton factory technical design/quality control/and purchasing liaison.
Cemtech Energy Controls 2005 - 2007
Sales Engineer for Manufacturers Rep firm in north, eastern, and central PA
Products: Flow meters, data recorders, gas detection devices, process analyzers, PH meters, transmitters
Markets: Process manufacturing, Pharmaceutical, Utility plants, Control system users, Municipalities
Accomplishments/Responsibilities
• Represented Yokogawa as main line in consultative solutions selling role to pharmaceutical accounts, utility cogeneration plants and factories needing process control instrumentation
• Revived customer contact, quote, and design wins in dormant 24 county northern PA territory.
Nanofabrication Manufacturing Penn State course detailed at www.cneu.psu.edu/edAcademicCap.html 2003
Vacuum thin film coatings, Biotechnology-PCR Assay study in 180 lecture and 120 hours in cleanroom semiconductor fab, Evaporator and Sputtering tool use., UV-Vis, Spectroscopy, Light based characterization.
Emcore Fiber Optics Eastern Regional Sales Manager 2001-2002
Telecom market downturn after 9/11 changed business development plan-forced ’02 30% workforce reduction
Products: VCSEL/ PIN photodiode parallel optic modules, including transponders, transmitters/receivers Markets: Telecommunications and datacom OEM's like Ciena, Cisco, Sycamore Networks, Lucent
Responsibilities- First Business Development Manager for the division performing new product introduction.
Nanovation Technologies Strategic Account Director ...
Login or Register to view the full resume.
