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A LEADER
with a proven track
record for achieving business goals in sales, marketing and support.
An enthusiastic manager with high integrity and broad domestic and
international experience. Management strengths include strategic
planning with a direct customer focus, business and organizational
problem solving skills and a creative and practical approach. Excellent
people development, good communication skills and an emphasis on
building effective teams have been hallmarks of my success. Technically
strong and computer literate.
EXPERIENCE / ACCOMPLISHMENTS
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IFR
SYSTEMS, INC., Wichita KS |
1999
- 2001 |
(Test and Measurement company, focussed on the communications
and wireless industries.
Revenue of $150M and 1140 employees)
Vice President of Sales
Worldwide sales, service and
support
- Led the creation of the "New IFR" following the acquisition of Marconi
Instrumensts by IFR Systems.
- Instrumental in developing and implementing a new business strategy
focussed on the 3G Wireless market.
- Grew orders by 15%, without the introduction of any significant new
products.
- Created a cohesive sales team of 4 Sales Regions from 8 subsidaries
that were managed by general managers.
- Introduced new performance metrics for sales and the business units.
(Designs, manufactures & markets test tools and services
for the computer and telecommunication
industries. Revenue of $10M and 65 employees)
Vice President of Sales and Marketing
Worldwide sales, marketing, service and support
- Established a new business unit providing value-added services. Now
the largest profit contributor for the company.
- Developed and implemented a new business strategy for Genoa to grow
to $35M by 2001.
- Created an effective marketing department along with shifting the
prime responsibility for defining new products from engineering.
- Forged a single sales organization providing a complete solution to
the customer.
- Introduced "pay for performance" and effective compensation plans.
GENRAD
INC., Concord MA |
1995
- 1997 |
(Manufacturer of in-circuit ATE equipment with annual revenues
of $150M and 1000 employees.
Vice President of Sales and Marketing
Worldwide sales, service and support; General Manager of
the Board Test Business Unit
- Grew service and support margins 30% by focussing on unique value
added services.
- Commercial orders increased 22% with 40% of 1996 sales from new customers
after identifying the "can't lose" and "must win"
accounts worldwide.
ABSOLUTE
TIME CORPORATION, San Jose CA |
1994 - 1995 |
(Start-up that designs and
manufactures very accurate time clocks and frequency
sources for digital cellular, telecommunication and computer network synchronization.)
Vice President of Sales and Marketing
Responsible for establishing sales channels and marketing
program
- Successfully recruited and established manufacturers reps and distributors.
- Developed major new market opportunity that more than doubled the
revenue.
ANRITSU WILTRON COMPANY, Morgan Hill CA |
1989 - 1994 |
(Third largest Test and Measurement company with revenues
of $900M. Measurement solutions
focus on the microwave, telecommunications and wireless markets.)
President
and General Manager, North American Sales Company |
1991
- 1994 |
Managed sales, marketing, service, administration & HR for
the US & Canada ($40M.)
- Eliminated loss (25% of revenue) and reduced selling costs as a percentage
of sales by 50% within 2 years of company acquisition by setting goals
and providing training.
- Achieved 36% growth for one division and 13% growth for another in
a declining market.
- Developed key account program that led to a doubling of sales at AT&T.
Created the business plan, recruited a new team for digital radio market
and by forming relationships with key customers achieved 1994 annual
target in first 3 months.
- Led a quality program that implemented sales productivity tools providing
automated forecasting, lead tracking and a 20% increase in the sales
call rate.
Director
of Sales, Microwave Division |
1989
- 1991 |
Worldwide responsibility for
$50M through 6 US and 10 international sales offices
- Increased market share from 14% to 19% by focusing on customer needs.
- Decreased demonstration inventory 25% ($1.5M), while increasing customer
demonstrations by systematic reassessment of processes.
- Reduced worldwide selling costs as a percentage of sales by 20% by
setting clear, measurable goals with effective delegation.
HEWLETT
PACKARD |
1969 - 1989 |
(World leader in measurement, communications and computer
equipment)
Marketing
and Sales Director for Test and Measurement
Intercontinental Operations, Palo Alto CA |
1988
- 1989 |
Directed sales and field marketing in Japan, Far East, Australia,
Latin America, and Canada
including marketing centers in Hong Kong and Tokyo; revenue exceeded $500M
- Achieved 114% of budget for orders and a 25% growth in revenue.
- Provided strong focused leadership for the Test and Measurement sales
management.
Marketing
Services Manager - Test and Measurement, Palo Alto CA |
1987
- 1988 |
Responsible for T&M Sector's "cradle to grave" technology,
applications and product training;
promotional program; telemarketing and annual quota setting process
- Directed a lead generation/telemarketing process for advertising and
direct mail that provided qualified leads; sales conversion went from
less than 5% to 25%.
- Designed and executed technical training model for all sales professionals;
implemented advanced sales and product training for over 700 sales people.
General Manager UK
Sales Company, Pinewood England |
1984 - 1987
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Managed all business and functional areas with revenues of
$380M and 1,800 people
- Achieved 9% order growth with only 4% cost increase by reorganizing
to focus on accounts and industries.
- Reduced total inventory 7% and accounts receivable over 90 days by
40%.
- Increased service/support profit 22% by making billing efficiency
the key measure.
Sales and Service Manager
UK Test & Measurement Group,
Winnersh England |
1979 - 1984
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Responsible for sales, marketing, service and support operations
in the UK and Ireland
- For 3 years running, increased sales 25% with market growth of 15%
and using an innovative marketing approach grew service by 15% versus
0% for the corporation.
- Incremented revenue 25% per annum, by forming Hewlett Packard's first
Project Center - a special engineering unit that provides local systems
integration "added value".
DSA Sector Sales Manager,
Northern Europe |
1975 - 1979
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Managed UK, Scandinavian, and Benelux sales for Digital Signal
Analysis Equipment
Sales / Sales Manager
(Test and Measurement) |
1969 - 1975
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Promoted from Sales Engineer to Area Sales Manager
COSSOR ELECTRONICS,
Harlow UK |
1966 - 1969
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Microwave Engineer promoted to Project Leader
EDUCATION
HND (BSEE), College of Electronics, UK (1966)
Institute of Electrical Engineers, UK
Executive Seminar, INSEAD, Paris
Stanford Executive Seminar
Outward Bound, River Dart Development Center
Team Building Course, Challenge Training Limited
Managing Market Research, Hewlett Packard
Personal Performance Program, Performex
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