Director of Sales and Marketing Resume
|Desired Industry: Sales/Demonstrators
|Desired Job Location: Stillman Valley, Illinois
||Date Posted: 1/3/2016
|Type of Position: Full-Time Permanent
||Availability Date: Immediately
|Desired Wage: 50000
||U.S. Work Authorization: Yes
|Job Level: Management (Manager, Director)
||Willing to Travel: Yes, 25-50%
|Highest Degree Attained: Masters
||Willing to Relocate: No
Growth-focused and results-oriented professional with proven expertise in leading business growth and optimizing company sales within diverse industries. Known as a multifaceted executive; noted for developing and executing strategies and plans to achieve significant revenue and profit growth. Equipped with well-defined business management acumen and well-honed communication, analytical, and problem-solving skills. Proficient with Microsoft Office Suite and Salesforce.com.
VUV Analytics – Austin, TX
Director of Sales and Marketing, North America 2014–Present
Develop and execute a North American new business strategy for a venture-backed startup company.
Oversee human resource functions, including the selection, recruitment, and professional development of a new Sales Team.
Coordinate with the founders in identifying go-to-market strategies to develop the company’s credibility in a highly mature market.
Manage all aspects of Canadian Distribution efforts from identification and selection to negotiation and support of this relationship.
Represent Sales and Marketing focus in executive-level management meetings including Board of Directors meetings with the chief executive officer, chief technology officer, and executive vice president of business development.
Interface with senior leadership including Executive Vice President of Business Development, Chief Technology Officer, and Chief Executive Officer to advise and develop market strategy and tactics for all aspects of sales activity.
Serve as a change agent in improving team productivity and efficiency throughout the organization.
Provided expert leadership to the company’s startup operations utilizing wide-ranging application and industry background to support the founders as they brought novel physics technology to the chemistry marketplace.
Drove ongoing business improvement and market focus by leading VOC to developers.
Ensured long-term success in developing and implementing appropriate complements organization-wide.
Contributed in successfully developing new markets within the industry.
Thermo Fisher Scientific– Sunnyvale, CA (2002–2014)
National Sales Manager, Clinical Controls (Microgenics); Fremont, CA 2014
Handled 14 direct reports, including sales professionals, technical support, and a sales supervisor, responsible for $28M in revenue.
Built and cultivated professional working relationships with key distribution partners across North America to increase mind-share, which developed partnerships and drove business growth.
Drove the turnaround of a national clinical sales organization to better focus on an overall strategic plan through both direct and distribution channels and supported integration of newly acquired molecular diagnostic product line.
Optimized business efficiency by focusing on pricing strategy utilizing key purchasing group policy and IDN price structures for discount reduction and margin and revenue improvement.
Established new business and maintained existing business by directing strategic IDN opportunities through distribution.
Initiated new business opportunities by coordinating with the Corporate Accounts Team.
National Sales Manager, Industrial Solutions; Fremont, CA 2013
Administered $14M in revenue, while directing seven reports, including sales and technical support personnel.
Directly managed the local product and marketing management functions, including exhibitions, promotions, inventory management, and factory forecasting.
Spearheaded efforts in leading and streamlining a small applied market group within the Clinical Diagnostic Division in a startup type environment.
Formulated and implemented a strategic plan during the first 90 days, which reorganized the Sales and Technical Support Team toward an opportunity creation-focused environment for new business advancement.
Efforts resulted in more than 70% growth from 2012 to 2013.
Partnered with the national service manager in restructuring service support management, which led to the following:
Modification of Technical Sales Support Team’s service responsibility to a profit-driven model utilizing existing clinical sales team
Enabled the Sales Support Team to focus on producing new sales through support and application demonstration.
Regional Sales Manager, Chromatography and Mass Spectrometry Division (Dionex); Sunnyvale, CA 2009–2013
Supervised a team of eight salespeople for ion chromatography, liquid chromatography and chromatography software product lines in the Midwest and Mountain Region.
Promoted sustained year-over-year growth across the region through:
Consistent attainment of high single-digit growth for Ion Chromatography, as the market leader in a mature market;
Increased overall regional market share for HPLC in a highly competitive market with 30% growth product line growth in a low single-digit growth environment; and
Execution of software strategy that focused on small- to medium-sized firms for market penetration.
Designed and implemented a regional demonstration center, in collaboration with a major research university, which included a cross-section of analytical instruments that required coordination with four separate business units.
Served as a driving force in maximizing business revenue and long-term customer satisfaction through a service-support based strategy.
Executive Technical Sales Representative, (Dionex); Sunnyvale, CA 2002–2009
Drove significant growth in a territory encompassing a cross-section of markets and industry with consistent double-digit growth; ultimately resulted in promotion to sales management.
Received the following recognition for outstanding work performance:
Top-ranked sales representative worldwide in reaching 128% of target in 2008;
President’s Club 2004, 2005, 2007, 2008, and 2009; and number one service-seller in 2005 to 2009.
Agilent Technologies (formerly Polymer Laboratories, Inc.) – Amherst, MA
Technical Sales Representative 1999–2002
Master of Business Administration (with International Focus)
Marquette University – Milwaukee, WI
Bachelor of Science in Chemistry, with Emphasis in Analytical and Forensic Chemistry, Minor in Mathematics (cum laude)
Southern Illinois University – Carbondale, IL
American Chemical Society
Sales and Marketing Management
New Product Development
Client Relations and Negotiation
Staff Development and Supervision
Rapid Conflict Resolution
Standard and Regulatory Compliance
Effective Sales Management ~ University of Wisconsin Executive Course: 2010
Value-Added Negotiation ~ Sales Concepts: 2008
Available upon request.
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