Category: BUSINESS-DEVELOPMENT

         BUSINESS DEVELOPMENT MANAGER         Professional Summary     Seasoned business development professional seeking leadership position with increasing responsibility and room to contribute to company success. Accomplished Business Development Manager with innovative leadership style and expertise in brand positioning strategies. Outstanding sales, marketing, business development and account management talents with great influencing and communication strengths. Personable team player able to relate easily to people of all backgrounds with consultative, flexible approach. Strong record of accomplishment over 20 years in sales and marketing with a > $10M territory. High-achieving Business Development Manager offering 20-year track record of success improving sales and growing company customer base through effective program management, strategic planning and team leadership. 20 years of experience converting sales leads and effectively managing multiple territories. Highly skilled in forecasting, project management and strategic planning and top-notch communication abilities.       Skills          Key decision making  Marketing  Verbal and written communication  Strategic planning  Excellent at Networking  Relationship building and management      Conflict resolution  Goals and performance  New business development  Territory management  Account management and development  Product and service sales            Work History      Business Development Manager  ,     03/2014   to   10/2019     Company Name   –   City  ,   State      Accounts included Skyworks, Finisar, Broadcom, Macom, On Semi, Microchip, GCS, Northrop Grumman, NXP, Cypress  Grew territory from $200K/year to $3M/year  Organized trade shows - Semicon, CS Mantech  Devised SWOT analysis to create and execute business plan supporting achievement of established quotas  Capitalized on industry and marketplace trends to strategize solutions and enhance business operations  Established relationships with key decision-makers within customer's organization to promote growth and retention  Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit  Identified key products, services and customers and used data to devise innovative sales and marketing plans enabling dramatic growth  Represented company and promoted products at conferences and trade association meetings  Negotiated contracts with clients  Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends         Regional Sales Manager  ,     06/2003   to   11/2013     Company Name   –   City  ,   State      Sell precious and non-precious metal sputtering targets and evaporation materials  WW Key Account Manager - Skyworks, Avago, Triquint, JDSU, Saint Gobain  Manage global account teams in account development, planning, and execution  Territory value $18M - annual growth of 15%  Sell into semiconductor, wireless, medical and photonics industries  Customer contract negotiations, customer reports, quarterly business reviews  Work closely with engineering at customers to offer value based products  Responsible for Leadership and Team Development Training within Materion  Develop critical relationships at all levels at customers and also within Materion         Senior Account Manager  ,     01/2002   to   01/2003     Company Name   –   City  ,   State      Sold chip assembly equipment for flip chip, wafer bumping services, leasing services  Singapore start-up trying to gain entry into U.S. Market  Trained on equipment and technology in Singapore  Customers included chip assembly houses, foundries, and chip manufacturers         Senior Account Manager  ,     01/2001   to   01/2002     Company Name   –   City  ,   State      Sold design management and collaboration software to chip designers - EDA Industry  Sold to engineers up to C level executives  Customers included chip design houses (Fairchild, AMD, 3Com, Juniper Networks, etc.)  Annual quota of $1.7M  Worked with engineers in selling value proposition in how it decreased design cycle time  Responsible for weekly forecasts, budgets, customer call reports, weekly customer updates, quarterly sales meetings, weekly sales and technical conference calls         Senior Account Manager  ,     01/2000   to   01/2001     Company Name   –   City  ,   State      Sold E-commerce and Data Management Software (partnered with Ariba) - start-up company  Software linked to customers' ERP systems (SAP, Oracle, Baan, JD Edwards)  Sold to Fortune 500 semiconductor customers (LSI, Micron, ST Micro, Philips, etc.)  Territory: U.S East and West coasts and Europe         Senior Account Manager  ,     01/1995   to   01/2000     Company Name   –   City  ,   State      Sold PVD materials - sputtering targets to semiconductor industry  Key account manager for customers in AZ, CA, Northwest (Hyundai, Motorola, Conexant, Micron)  Grew Northwest territory from $300K/yr to $5 million/yr in 3 1/2 years         Senior Buyer / Program Manager  ,     01/1991   to   01/1995     Company Name   –   City  ,   State      Program manager for IDT subsystems - planner and buyer for all components, worked closely with end customer and subcontractors (Solectron, A Plus, Flextronics)         Education      Certified Professional Coach  :   Coaching  ,   2010     Institute of Professional Excellence in Coaching   -   City             Bachelor of Science  :   Business Administration, Marketing  ,   1991     UNIVERSITY OF TULSA   -   City       Attended numerous training seminars in sales, management, team building, and leadership        Accomplishments     Won Supplier of the Year awards from Skyworks and IRC in 2012 and 2013 Team Builder: Certified Draw Success Trainer for Team Development and Success Sales  Training: Certified in AMA, Miller Heiman and Mike Bosworth Solution Selling Techniques  Coaching: Certified IPEC (Institute of Professional Excellence in Coaching) Coach Certified Life Solutions Coach for Personal Empowerment for Individuals and Teams Negotiation  Certified Karrass negotiator       Affiliations     Industry Associations Member of Fab Owners Association Technical Program Committee Member of CS Mantech       Additional Information     Kyle Cease Meditation Retreat 2019 
Tony Robbins UPW Event 2016 
Michael Beckwith Program 2019 
Dr. Joe Dispenza Follower         Skills      Key decision making  Team leadership  Marketing  Verbal and written communication  Strategic planning  Excellent at Networking  Relationship building and management    Conflict resolution  Goals and performance  New business development  Territory management  Account management  Product and service sales        Work History      Business Development Manager  ,   03/2014   to   10/2019     Company Name   –   City  ,   State      Accounts included Skyworks, Finisar, Broadcom, Macom, On Semi, Microchip, GCS, Northrop Grumman, NXP, Cypress  Grew territory from $200K/year to $3M/year  Organized trade shows - Semicon, CS Mantech  Devised SWOT analysis to create and execute business plan supporting achievement of established quotas  Capitalized on industry and marketplace trends to strategize solutions and enhance business operations  Established relationships with key decision-makers within customer's organization to promote growth and retention  Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit  Identified key products, services and customers and used data to devise innovative sales and marketing plans enabling dramatic growth  Represented company and promoted products at conferences and trade association meetings  Negotiated contracts with clients  Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends         Regional Sales Manager  ,   06/2003   to   11/2013     Company Name   –   City  ,   State      Sell precious and non-precious metal sputtering targets and evaporation materials  WW Key Account Manager - Skyworks, Avago, Triquint, JDSU, Saint Gobain  Manage global account teams in account development, planning, and execution  Territory value $18M - annual growth of 15%  Sell into semiconductor, wireless, medical and photonics industries  Customer contract negotiations, customer reports, quarterly business reviews  Work closely with engineering at customers to offer value based products  Responsible for Leadership and Team Development Training within Materion  Develop critical relationships at all levels at customers and also within Materion         Senior Account Manager  ,   01/2002   to   01/2003     Company Name   –   City  ,   State      Sold chip assembly equipment for flip chip, wafer bumping services, leasing services  Singapore start-up trying to gain entry into U.S. Market  Trained on equipment and technology in Singapore  Customers included chip assembly houses, foundries, and chip manufacturers         Senior Account Manager  ,   01/2001   to   01/2002     Company Name   –   City  ,   State      Sold design management and collaboration software to chip designers - EDA Industry  Sold to engineers up to C level executives  Customers included chip design houses (Fairchild, AMD, 3Com, Juniper Networks, etc.)  Annual quota of $1.7M  Worked with engineers in selling value proposition in how it decreased design cycle time  Responsible for weekly forecasts, budgets, customer call reports, weekly customer updates, quarterly sales meetings, weekly sales and technical conference calls         Senior Account Manager  ,   01/2000   to   01/2001     Company Name   –   City  ,   State      Sold E-commerce and Data Management Software (partnered with Ariba) - start-up company  Our software linked to customers' ERP systems (SAP, Oracle, Baan, JD Edwards)  Sold to Fortune 500 semiconductor customers (LSI, Micron, ST Micro, Philips, etc.)  Territory: U.S  East and West coasts and Europe         Senior Account Manager  ,   01/1995   to   01/2000     Company Name   –   City  ,   State      Sold PVD materials - sputtering targets to semiconductor industry  Key account manager for customers in AZ, CA, Northwest (Hyundai, Motorola, Conexant, Micron)  Grew Northwest territory from $300K/yr to $5 million/yr in 3 1/2 years         Senior Buyer / Program Manager  ,   01/1991   to   01/1995     Company Name   –   City  ,   State      Program manager for IDT subsystems - planner and buyer for all components, worked closely with end customer and subcontractors (Solectron, A Plus, Flextronics)