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Vice President of Sales; VP Sales and Marketing; General Manager Resume
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| Desired Industry: Management |
SpiderID: 950 |
| Desired Job Location: Norristown, Pennsylvania |
Date Posted: 7/27/2004 |
| Type of Position: Full-Time Permanent |
Availability Date: August 204 |
| Desired Wage: |
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U.S. Work Authorization: Yes |
| Job Level: Executive (President, VP, CEO) |
Willing to Travel: Yes, 25-50% |
| Highest Degree Attained: Bachelors |
Willing to Relocate: No |
Objective:
Sales leadership position in dynamic technology product firm selling to value conscious consumers or channels
Experience:
EXECUTIVE SUMMARY
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High Energy executive with extensive sales, marketing, technical, and leadership experience.
Proven results creating, building, and leading organizations, building revenue and gaining market position in emerging and competitive markets for entrepreneurial through $100M+ companies. Offers a diverse wealth of practical knowledge matched by a track record of execution and accomplishment. Technology savvy with experience in the development and commercialization of technical products and services to technical and non-technical markets. Team player with exceptional written and interpersonal communications skills.
Specific Expertise
- Sales Management: Recruiting, Training, Leadership
- Direct, Multi-tier & Multi-channel Sales
- Strategic Planning, Leadership and Execution
- Marketing Communications
- Product Marketing and Market Research
- Strategic Alliances & Partnering
- New Product Development & Commercialization
- Executive and Operational Management
- Managing P&L for predictable results
- Engineering & Project Management
Professional Experience
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Bottom Line Technologies Inc., Bloomsbury, NJ - www.bltinc.com
Design services corporation providing custom hardware, software, and systems to commercial and military clients.
President 1989 - July, 2004
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Direct Sales and Sales Management, Marketing, Executive management, Strategic and Tactical Business Planning and Execution, P&L, Operations, Human Resources, Legal responsibility, and overall leadership of corporation of 20 engineers and 25 sales representatives.
Sold to emerging market of outsourced engineering
- Personally closed dozens of complex $100K+ hardware and software sales
- Sold to Fortune 100, federal government, and dozens of smaller companies
- Created and managed network of 25 North American sales representatives
- Created strategic alliances with 4 regional sales organizations
- Formed strategic partnerships with 6 major semiconductor and IP corporations
- Created and implemented a leading edge dynamic internet marketing strategy
- Created Web Site and direct email campaigns
- Boosted search engine hits and prospect inquiries 10X
- Obtained editorial coverage in over 40 magazines reaching over 12M people
- Generated 1200 leads by exhibiting and speaking at 2 National Trade Shows
- Created dealer advisory board for product planning and channel development
- Trained 700+ engineers nationwide generating 1000 leads and $1M+
- Integrated company's sales and support activities with Goldmine CRM software
- Transformed business from product to service firm after first 3 years
Managed P&L and lead organization for 15 years through 2+ economic cycles
- Increased EBIT over 40% by streamlining processes for all internal operations
- Pioneered innovative, empowering, and efficient compensation plans
- Implemented quality initiatives increasing client satisfaction and profit margins
Founded Corporation in 1989
- Created high-end engineering design services organization
- Recruited and managed senior engineering management and senior engineers
- Recruited top talent from Fortune 100 companies
- Obtained bootstrap and SBIR funding
- Recruited 4 person board of senior industry leaders
- Trained office staff in use of Microsoft Office and CRM software
XILINX INC., San Jose, CA / Malvern, PA - www.xilinx.com
Develops, manufactures, and markets advanced integrated circuits, software tools and intellectual property. Helped create the fastest growing segment of the semiconductor industry: Programmable logic devices.
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Northeastern Area Field Applications Sales Engineer 1987 - 1989
(Area Technical Sales Manager)
Quadrupled territory's annual revenue to $10M in two years
- Closed $1M+ sales
- 1000+ accounts (20 key), 4 reps, and 23 distributors
- Sold and supported sale of integrated circuits and software development tools
- Performed new product market research, specification, and strategic planning
- Supported prosecution of Xilinx core patents
- Assisted with new hardware and software engineering and development
DATATEL INC., Cherry Hill, NJ
Founded in 1980, Datatel designed, manufactured, and marketed digital network communications systems and was listed twice on the Inc. 500 list of fastest growing private companies.
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Engineering Director 1985 - 1987
Engineering Project Manager 1983 - 1985
Engineer 1981 - 1982
Managed and Designed "Black Box" and small systems products
- Lead and participated in development team
- Managed Final Test
- Supported field sales
- Developed new hardware and software products based on market research
- Set up internal quality program
- Joined as 3rd associate at age 19 in the founder's basement
- Grew with company to 300+ employees
- Left to pursue career in sales after private acquisition
Education:
1981 - 1983 Drexel University evening program, Philadelphia, Pa.
EE; Tested out of maximum number of classes while working 80 hour weeks on startup Datatel
1980 - 1981 U. S. Naval Academy, Annapolis, Md.
Commission as a Naval Officer and EE; Left after vision degraded below flight status
1979 - 1980 Rutgers University, New Brunswick, NJ.
EE on full scholarship from US Navy; Left to attend U. S. Naval Academy, Annapolis
Affiliations:
- Instructor and Member, Sandler Sales Institute President's Club
- Flight Leader, Young Eagles, Angel Flight
- Mensa, Institute of Electrical and Electronic Engineers (IEEE)
- Charter Member, Philadelphia Technology Development Council
- Experimental Aircraft Association, Airplane Owner's & Pilots Association
Skills:
I have substantial experience in four skill areas: Sales, Marketing, Technology, and Leadership.
- I bring in the leads and the bucks by applying a disciplined and methodical approach to marketing, sales and management.
- I’ve spent the past 25 years immersed in extremely technical markets and often I’ve sold to and managed organizations that weren’t exactly technically savvy. Bridging that gap and conveying and selling value is a skill I truly enjoy using.
- People that have worked for and with me generally like my inclusive yet decisive leadership style. It has enabled me to attract, retain, and motivate outstanding people who are at the very top of their game.
- My network includes officer and director level people at technology firms throughout the tri-state area and, so some extent, across the country.
Reference:
Employer, employee, client, vendor, and personal references available upon request
Candidate Contact Information:
| Name: Ed McCauley |
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