Test, Audit and Commissioning
Service and Maintenance Support
Product Line Management Functions
Strategic Account Management
Sales Operations Management
February, 2007 – Present ***** ***** Management LLC
Consultant, Engineering and Marketing Services
Formed third party consulting firm to provide solutions within the RF and Fiber Optic industry. Engineering expertise with RF over Fiber applications and deployments. Architectural concept, network design and product specification for clients in the Broadband and FTTx space. Supply drawings and Bills of Material. Test and verification of product and system development for OEM suppliers. Marketing support in the form of objective specifications white papers, ***** descriptions, applications notes, customer and sales presentations. In-house and on-site ***** support. SBCA Commercial Certification. Fee based services on retainer, project or hourly basis.
August, 2004 – January, 2007 Foxcom, A Division of OnePath Networks
Director, PCO Product Line Marketing
Led product line marketing efforts for a leading RF and Fiber Optic Transmission OEM. Restructured market strategy and three line product portfolio for Private Cable Operators (PCO and MDU) and Fiber-to-the-Home (FTTx) markets. Led development, product release and market introduction of AverLux ™ fiber distribution system. Increased revenue from 1 to 4 M USD. Managed margins on in-house product builds and key outsourced components. Managed key accounts on ***** and commercial issues, partnerships with vendors. Developed product line road maps for growth. Managed marketing communications for trade shows, collateral, white papers and application notes. Presentations for industry forums. Directed ***** support resources as required.
May, 2000 – June, 2002 PPC- Production Products Company
Director of Strategic Accounts, Broadband and Cable
Sales and relationship management with broadband operators (MSO) in the NYC Area and emerging Competitive Local Exchange Carriers (CLEC) on national basis. Sales increased from 5 to 9 million USD, Budget by 25%. Key accounts Time Warner, Comcast, and TW Telecom. Generated and managed strategic plans, volume purchase, agreements and ***** support. Strategic interface with corporate and regional VP, tactical to system level.
***** Philips Electronics
Corporate Progression to key ***** Sales and Marketing Positions - Multiple Locations
Global Segment Manager - Electronic Manufacturing Services
Multi-task management of Electronic Manufacturing Services (EMS) channel. Solicited resources from business units and global sales organizations. Led cross-functional teams of sales, marketing, engineering and materials management. Implemented penetration plans. Measured KPI with emphasis on supply chain management, JIT and VMI logistics programs. Portfolio of ceramic and thin film components. Centers in Mexico, SE Asia, and Europe.
Key Account Manager - Philips Consumer Communications
Management of 75 million USD in component OEM sales across several Philips business groups to a highly visible Philips Electronics/Lucent Technologies JV. Held executive level discussions and policy sessions. Responsible for sales operational issues globally: pricing, negotiations, terms, logistics, budgets and metrics. Chaired sessions for product development and technology roadmap alignment. Represented working group for wireless interconnectivity.
Global Account Manager - Motorola & Lucent (now Alcatel-Lucent)
Managed 5 million USD and a CAGR of 10% in worldwide OEM sales with of passive components to two key accounts; Motorola verticals Communications, Automotive and Lighting, Lucent Divisions for Business, Consumer, Transmission. Directed penetration and team of sales resources in NA, EU and A-P. Negotiated price/share, terms/delivery. Obtained key qualifications and direction on new product development. Business Group leader to define key account criteria, selection and allocation.
***** Sales Account Manager - Liquid Crystal Displays
Direct key account sales in SE USA. Increased sales from 4 to 8 M USD. Accounts included Ericsson, Panasonic and SCI Systems. Support from design-in/***** aspects of custom LCD through order realization and logistics. Met and exceeded all profit center expectations
Field Applications Engineer - Discrete Semiconductors
Exceeded goals and targets every quarter by implementing design-wins to key accounts in the Southeastern USA. Key customers included IBM, Ericsson, Motorola and Chrysler. Product portfolio of small-signal and power transistors and diodes, RF and wideband devices.
2000 - Sandler Sales Institute, President’s Club Sales Training Program
1999 - Columbia University, Executive Education, Key Account Management Program
1998 - Target Account Selling, Target Marketing Systems, Inc.
1990 - Strategic Selling, Miller-Heiman, Inc.
1984 - Dale Carnegie Sales Course
1982 - North Carolina State University, Electrical Engineering
SBCA Certified Commercial