Global Commercial Director - Sales Demonstrators Resume Search
Global Commercial Director - Sales Demonstrators Resume Search
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Global Commercial Director Resume


Desired Industry: Sales/Demonstrators SpiderID: 58479
Desired Job Location: San Diego, California Date Posted: 3/11/2012
Type of Position: Full-Time Permanent Availability Date: Immediately
Desired Wage: 175000
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel: Yes, 25-50%
Highest Degree Attained: Masters Willing to Relocate: No


Objective:
Accomplished, creative, and self-
motivated professional, offering wide-
ranging background in international
sales management, business development
and marketing of high-value industrial
instruments,

software and services. Accurate and
highly ethical while contributing
immediately to corporate financial goals
and objectives. Expert at establishing
professional relationships with
customers,

partners, and executives to develop new
and innovative revenue opportunities.
Equipped with exceptional organizational
expertise, a keen attention to detail,
and outstanding communication skills to

build motivating, positive team
environments. Knowledgeable in GFAA,
ICPMS, XRF, XRD, PGNAA, and LIBS/OES
technologies as well as domestic and
international minerals, cement, coal,
power,

semiconductor and silicon wafer markets.


Experience:
THERMO FISHER SCIENTIFIC, INC. ~ SAN
DIEGO, CA 1999 ~ PRESENT

Global Commercial Director (Materials
and Minerals Business Unit)

Provide expert commercial oversight to
approximately $40M international
analyzer business in the cement, coal,
and coal-fired power markets. Deliver
exceptional leadership in overseeing the
entire

business development activities, which
include sales, key account acquisition,
strategic planning, marketing,
administration, channels/distribution
network development, applications
support, and

services for online, nuclear-based,
elemental analysis products. Demonstrate
outstanding interpersonal skills in
developing and maintaining OEM
relationships and agreements with global
process

companies. Play an instrumental role in
identifying and contracting with new
distributors for the Chinese, Russian,
and Eastern European territories.
Spearhead negotiation and secure major

contracts in United States, India,
China, Europe, and the Middle East.

Notable Contributions:

- Rendered effective supervision
to more than 60 direct and functional
sales and service professionals while
overseeing P&L of a team of 20 service
professionals in North America, and 7

remote sales and service
offices.
- Boosted annual global sales by
more than 150% through consistent
regional development and focused
strategic alliance efforts.
- Substantially grew global market
share from 52% to more than 74%.
- Effectively instituted regional
sales and service offices in UAE,
Germany, India, and Brazil.
- Conceptualized and executed
sales incentive system aimed at
rewarding results and premium price.
- Significantly improved sales in
key markets and accounts by forming and
directing a technical and application
team to support the global sales
network.
- Coordinated “One-Thermo” and
“Connections” cross-divisional teams at
trade shows, customer meetings, and
developed synergistic portfolio-based
marcom.
- Delivered exemplary performance
in reorganizing and streamlining global
direct sales and representative network
to concentrate on strategic markets and
to improve customer response and

quality of service.
- Remarkably launched new products
that were developed through VOC and
phase-gate processes.
- Rendered support in integrating
new sales processes and systems such as
Salesforce.com CRM.

International Sales Leader, Americas
(Materials and Minerals Business Unit)

Engaged in efficiently completing front-
end commercial and application
engineering responsibility for North and
South American territories pertaining to
online PGNAA instrumentation products in

cement, coal, and coal-fired power
markets. Held accountability in managing
front-line sales efforts, encompassing
extensive customer interactions at top
levels. Directly supervised three direct

reports as well as six regional sales
representatives.

Notable Contributions:

- Consistently surpassed AOP
bookings and gross margin targets by
applying best practices.
- Successfully secured individual
sales record of $5.5M in new product
bookings in 2005.
- Effectively enhanced customer
process operating efficiency, raw
material monitoring and control as well
as leading to solution sales by
accomplishing detailed plant studies and
establishing

various applications.
- Earned special recognition award
for key account management in 2004.

International Sales Manager (Real Time
Analytics Business Unit)

Demonstrated expertise in overseeing
front-end sales of high-tech capital
equipment to cement and mineral
processing industries in North American
and Latin American markets. Conducted
extensive

visits to various minerals processing
facilities (copper, lead, zinc, iron,
gold, calcium carbonate, and others)
across North America and Europe.

Notable Contributions:

- Instrumental in securing
strategic orders in the United States,
Argentina, Puerto Rico, Spain and other
countries.
- Acquired great experience with
ultrasonic, X-ray fluorescence (XRF),
and prompt-gamma neutron activation
analyses (PGNAA) technology,
applications and techniques.



EARLIER CAREER

AIR LIQUIDE CORPORATION ~ FALLBROOK, CA
1994 ~ 1998
US Sales Manager
Project Manager


Education:
Master of Business Administration (2011)
- POINT LOMA NAZARENE UNIVERSITY ~ SAN
DIEGO, CA
Thermo Fisher Scientific Company-
Sponsored Program

Thesis: “A Marketing Strategy for a New
Laser-Induced Breakdown Spectroscopy-
Based
Blast Hole Analyzer for Use in Limestone
Quarries”

Bachelor of Science in Mechanical
Engineering (1993) - COLORADO STATE
UNIVERSITY ~ FORT COLLINS, CO

Pi Tau Sigma National Mechanical
Engineering Honor Society
American Public Power Association Deed
Scholarship
Paid Student Engineer for Mechanical
Engineering Department’s “Energy
Analysis and Diagnostic Center” (EADC),
supported through funding by DOE
CSU Honors Program


Affiliations:
--------


Skills:
Business Development/Key Account
Management
Sales Leadership, Training and
Development
OEM and Distributor Negotiation
Business Performance Management
Strategic Planning
Product Positioning


Additional Information:
PROFESSIONAL DEVELOPMENT

Developing Emerging Leaders - Inaugural
Class (2011) - THERMO FISHER SCIENTIFIC
~ WALTHAM, MA

The Art of Project Management - AMERICAN
SOCIETY OF MECHANICAL ENGINEERS (ASME) ~
PHOENIX, AZ

Role of the Leader Training - THERMO
FISHER SCIENTIFIC ~ SAN DIEGO, CA

Minerals Processing - COLORADO SCHOOL OF
MINES ~ GOLDEN, CO


Reference:
Available upon request.


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