Professional experience |
SMaL Camera Technologies, Cambridge, MA Investors: Carlyle, Wasserstein,
Stata Ventures 2003 – 2004
Vice
President of Sales and Marketing
Recruited by former
cofounders of Sound Vision to provide sales and marketing leadership, revenue
growth and business development expertise for award-winning fables semiconductor
company that provides of electronic imaging solutions for the digital camera,
security and surveillance, consumer electronic and automotive markets, founded
by leading electronic imaging experts from MIT.
Highlights
Of Accomplishments
Sales / Business Development:
-
Boosted sales revenues by
160%, totaling $7 million increase / year.
-
Secured 10 new product
design wins representing an increase in customer base of over 300%.
-
Define and launch domestic
and international sales and marketing strategy to aggressively accelerate
revenue and profit growth.
-
Spearheaded market entry
within international territories, including Europe, Taiwan, Hong Kong, and
China.
-
Established Business
Development Team to explode market entry into new high growth, wireless
markets.
-
Led organizational to earn
Delouitte and Touche “Fast 50” award for revenue growth
Product Development /
Operations:
-
Oversee $2.5 million sales
and marketing operations budget.
-
For P&L accountability for
product line.
-
Slashed product development
cycle by 2 months by establishing and currently overseeing previously
non-existent Product Management Organization, responsible for conceptualizing
new products and product strategies.
-
Orchestrated design and
development of 3 new products with projected revenues of over $15 million
within first year.
Turnaround Management
-
Spearheaded product
repositioning efforts from disconnected and failing product line to new
product categories and new, lucrative market segments, resulting in immediate
revenue increase and acquisition of new long-term customers.
-
Realigned organizational
focus on 2 core markets resulting in change of model from customer /
technology driven to market driven strategy in order to achieve clear sales
objectives.
Sound
Vision, Wayland, MA Investors: Prism and Advanced Technology
Ventures 1998 – 2003
Vice
President of Worldwide Sales and Marketing
Conducted the company launch
activities and initial market penetration of leading fabless semi-conductor
start-up, focusing on SoC’s for fabless semiconductor company providing highly
integrated programmable embedded image and audio processing solutions. Held full
P & L responsibility for strategic planning, sales, international business
development and operating management
Highlights
Of Accomplishments
Sales / Business Development
-
Secured initial design wins
prior to product develop to rocket initial quarter revenues from $0 to $2M
-
Launched 3 new product
lines and built revenues from below $0 to over $10 million.
-
Exploded market entry
within uncharted territories in Taiwan, Hong Kong and China and built brand
into recognized business name.
-
Secured key design wins
with Kodak, Polaroid, Agfa, Vivitar, Bandai, Visioneer, AOL, and Microtek, to
name a few.
Product Development & Launch
-
Established a business
model for leveraging reference designs to reduce time to market and increase
profitability
-
Conceptualized, developed
and implemented all short and long term business development strategies for
existing, new and future product lines.
-
Led organizational to earn
“Fabless Semiconductor of the Year” award.
Organizational Leadership
-
Built and expanded company
from 10 person engineering firm into 60-person $10 million imaging solutions
organization.
-
Established operations in
Europe, Taiwan, Hong Kong, and Japan with direct sales, sales representatives
and distributor channel.
-
Oversaw performance of 20
sales and support force on 5 continents.
-
Recruited and hired product
marketing team, sales representatives and distributors.
-
Served as interim Chief
Operating Officer for 2002; exceeded profit objectives by 22% in 2002.
Kopin
Corporation, Taunton, MA
NASDAQ: KOPN `
1996 – 1998
Director
of OEM Sales / North America and Europe
Recruited by former General Manager of Coherent, to lead OEM sales efforts of
Kopin’s micro display technologies into new markets. Scope of responsibilities
included managing OEM sales efforts worldwide.
Highlights Of Accomplishments
Sales / Business Development
-
Grew military and aerospace
business 150% through development of OEM partners Rockwell and Xybernaut
-
Secured initial design in
consumer digital camera market with Sound Vision, Kodak and Mustek
-
Pioneered new wireless
market opportunities with key accounts, including Nokia, and Erickson.
Product Development / Launch
-
Spearheaded market entry
with company’s unique OEM micro LCD and CyberDisplay products within US and
Europe.
-
Positioned product line and
marketing strategy to attack entrenched CRT based display market
Coherent
Communications, Leesburg, VA NASDAQ: CCSC 1995/Acquired by Tellabs 1998
1992 – 1996
OEM
Sales Manager / North America (1994 – 1996)
Established first revenue
streams for a new business unit focused on exploiting embedded digital signal
processing technology into consumer markets. Scope of responsibilities included
managing OEM sales efforts within North America. Led development and
implementation of strategic sales and marketing initiatives.
Highlights Of Accomplishments
Sales / Business Development
-
Promoted to newly created
position to commercialize existing technology in a new emerging PC market
-
Launched first generation
Call Portä Full Duplex Speakerphone for the emerging desktop videoconferencing market.
-
Successfully secured key
OEM accounts, such as Intel, VTel, and Dell and drove revenues to over $5
million in launch year
Channel
Sales Manager, Mid-Atlantic Region (1992 –1994)
Highlights Of Accomplishments
Reseller Partnership
Development
-
Founding sales team of new
business unit focused on the videoconferencing market
-
Established and managed
distribution channel of over 70 resellers within Mid-Atlantic region supporting them with joint customer visits, marketing and promotional
activities.
-
Closed major design wins
with large systems integrators for the commercial and federal markets.
-
Built territory to win Top
Gun (Top salesperson worldwide) and President’s Club (130% above quota)
consistently
NCS Computer Systems, Winchester,
VA
1989 – 1992
Founder
Established networked computer solutions supplier business from inception
through profitable operations. Managed every aspect of company operations,
including sales, marketing, vendor contacts and customer service.
Highlights Of Accomplishments
Sales / Business Development
-
Established company with
two computer science professors to provide emerging personal computing
technology to the regional small business market
-
Built company to be the
third largest computer reseller in region within 3 years.
-
Spearheaded market entry
within international sales channels in France, Czech Republic and United
Kingdom.
Highlights
Of Accomplishments
Emerging
Technologies commercialized
-
CMOS Image Sensors against
CCD Image Sensors
-
Micro LCD Displays against
CRT Displays
-
DSP based Echo Cancellation
devices against Analog switching
-
Ultra-low power image
processors against standard image processors
-
Living room (TV) based home
entertainment products against PC based peripherals
Products
Sold:
-
Technology -
Semiconductors, DSPs, Custom ASICs, CMOS Image Sensors, Licensed Image
Processing technologies, Licensed Audio Processing technologies, licensed echo
cancellation algorithms, Consumer electronic reference designs, optical
modules, engineering services
-
Products – Consumer Digital
Still Camera, Professional Digital Still Camera, Desktop Audio Conferencing,
Consumer Electronic convergence products, home networking, digital
electronics, Home Networking Solutions,
Companies
Sold to:
-
Cellphone: Nokia, Ericsson,
Sony Ericsson, Motorola, Samsung, Konka, TCL, Qualcomm, Benq
-
Imaging: Kodak, Fuji,
Hewlett Packard, Casio, Pentax, Polaroid
-
Asian Manufacturing:
Samsung, LG, LiteOn, Tatung, Sanyo, Premier, Arima,
-
PC: Intel, Microsoft, Dell,
HP, Compaq, Sun, Silicon Graphics, Logitech, Creative Labs
-
Consumer: RCA, Philips,
Sony, Memorex, RadioShack, WalMart, Thomson
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