b'Sales Applications Engineer Resume\nRESUME DETAILS\nPROFILE\nA unique blend of Sales & Marketing, Engineering, and hands-on skills; in-depth scientific, technical, and\nanalytical instrumentation product & applications knowledge; and high energy have earned a solid\nindustry reputation as a very effective Applications Engineer and Technical Sales & Marketing\nprofessional. Strong self-starter, very dedicated & driven leader and contributor in Sales & Marketing and\nProduct Management and Development. Exceptional talent in product niche marketing through\nidentification & development of lucrative product and service solutions for difficult problems recurring in\napplications or industries.\n\nQUALIFICATIONS and SKILLS\n* Comprehensive knowledge of principles & methods for showing, promoting, and closing sales of highly\ntechnical products and services, especially strategies & tactics for optimizing product differentiation to\nbuild value-based justification.\n* Established track record in closing significant sales of high technical content capital equipment at all\nlevels, from technicians and engineers to top level executives, with a special gift for solving customer\nproblems and creating value, and an industry-leading reputation for technical -competence authority,persuasive ability, persistency, and an unrelenting tenacity for closing sales.\n* "Consultative Selling" expert with a consistently demonstrated capability to outsell less costly\ncompetition as justified by higher perceived value (lower COO, etc) - proven results from a philosophy of\nimpeccable -pre-- and -post-- sales customer support and a uniquely refined talent for identifying\ncustomer needs and developing creative product & service solutions.\n* Business Management Minor plus over 10 years business management experience; familiarity with\nevery aspect of operating a Sales & Marketing department for a $30M manufacturing company, including\nseamless interdepartmental integration.\n* Expert in the capture and realistic assessment of marketing data obtained from customer feedback,\ncompetitive analysis, market and application trends, etc. for product planning purposes, determination of\nroadmaps, ROI analyses, risk mitigation, maximizing margins, and optimization of development\nresources.\n* Mastery of high tech and industrial markets from semiconductor & electronics mfg. & automation to\naerospace, pure gas mfg., biotech, pharmaceuticals, medical devices & instruments, steel & metals,\npetrochemical & chemical mfg., energy & utilities, municipal wastewater, solar & nuclear power,\ntelecommunications, and government DOD & DOE labs.\n* Semiconductor process tool (RTP, Vertical, & Horizontal Furnace) and Automation Equipment Load\nLock modification & retrofit experience in the fab, including gas distribution system and process control\n\n\x0cre-engineering and fabrication to apply analytical instrumentation for integrity verification, plus expertise\nwith sealing, purging, and process improvements.\n* In-depth chemistry and physics background from very sound fundamentals in college, such as Masters\nThesis project, -Turbulence Measurements in a Free Kerosene Jet- - funded by the National Science\nFoundation, and the extent of physics, chemistry, and electrochemistry used throughout entire career in\nanalytical instrumentation.\n* Fluency with many software applications and languages; CAD/CAM fundamentals; electro-mechanical\nsystem build, schematic, and functional documentation; process plant P&ID documentation; data\nacquisition and statistical analysis; graphical user interface (GUI) design; firmware and custom software\napplication development; and PC-based DCS & SCADA process and/or instrumentation control systems,\nincluding HMI, RTU, and PLC architectural components.\n* Expert in UHP fluid delivery system design & fabrication; many gas & liquid analytical techniques,\ninstruments, and analyzers (including chromatographs, spectrometers, viscometers, and electrochemical\n& photo sensor based); and design, fabrication, and test & training of analyzer & sample conditioning\nsystems for lab & field process monitoring applications.\n* Strong mechanical and electro-mechanical engineering design & fabrication background, including\nelectrical and electronics assembly & test, clean assembly processes, cleanroom practices, chemical\nprocessing, and fluids handling systems.\n* Versed in the design & fabrication of precision automation machinery for the semiconductor and\nelectronics mfg. industries, including linear & rotary motion components & controls, vision systems, and\nthermal/atmospheric zone isolation & control.\n* Proficient in machine shop practices, design for manufacturability, manufacturing of precision high tech\nmachinery and sophisticated analytical instruments & systems, six sigma mfg. principles, and companywide TQM to ISO 9001 standards.\n* Knowledge of residential and commercial building and construction practices, including HVAC, NEC,\nEIT certification, alternative energy applications (NABCEP - PV certification pending), and energy\nefficiency/conservation/management.\n* Recognized talent in the preparation & delivery of training programs from customer/sales force training\n(including in-depth technology, applications, competitive, product description/configuration/pricing, etc.) to\nhighly technical service training.\n* Accomplished in scientific and/or technical discussion and challenge/debate from top level executives,\nengineers and scientists to plant operations and maintenance level technicians, group presentation &\ntraining, and global travel.\n\nRELEVANT EXPERIENCE and ACCOMPLISHMENTS\n* Secured lockout specification and global standardization of a start-up company`s product by a\n\n\x0cprominent semiconductor mfr, despite -unknown quantity- start-up status and intense competition, leading\nto the eventual lucrative sale of the company.\n* Negotiated $MM contracts with key OEM and large end user accounts for complex analytical instrument\nsystems, including customized features that assured company lockout specification under competitive\nbidding situations.\n* Awarded by Delta F Corporation for, -Commitment, Creativity, Courage, Effort, and Results of a\nConsiderable Contribution,- well above and beyond the requirements of the job - an unprecedented\ncompany recognition and event.\n* Created and implemented strategies and tactics, such as custom applications development or product\nengineering, for penetration into OEM & key accounts and markets worldwide and directly managed\nregions worth over $15M/yr., leveraging direct sales, independent manufacturers` sales representatives,\nand Regional Sales Managers; achieved above average performance in direct sales territories,\nconsistently as much as 180% of quota.\n* Planned and executed strategies to secure new Tunable Diode Laser Absorption Spectroscopy\n(TDLAS) technology moisture analyzers into a global market dominance position in the semiconductor\nand pure gas markets (worth over $10M/yr.) in less than one year through carefully managed Alpha and\nBeta site evaluations, thorough competitive knowledge, and influence management on lock-out white\npaper specifications with prominent semiconductor companies.\n* Developed a market niche for in-situ oxygen analysis on multi-chamber process RTP tools working in\nthe fab with a prominent semiconductor manufacturer to develop revised product and installation design\nspecifications, resulting in a quality plus 27% throughput improvement, global lock-out whitepaper\nspecification by the host, a new targeted product offering for the company, and a new OEM option for the\ntool manufacturer.\n* Introduced a new very low LDL oxygen analyzer after revising major design elements based on\ninsightful applications development, which revolutionized UHP gas integrity verification in the\nsemiconductor and pure gas mfg. industries, captured 80% global market share in its first year (worth\nover $12M/yr.), and achieved spectacular gross margins.\n* Established lockout white paper specifications with two major semiconductor companies for several new\nultra-low LDL oxygen analyzers totaling over $2M, which in turn was a key influence to other\nsemiconductor and pure gas companies, bringing the repeated rapid capture of a global market\ndominance position and high gross margins to the company.\n* Conceived, sold, & lead design effort for high margin custom analyzers to a DOE lab at massive\npremiums over competitive products - the largest single company order to date - enabling substantial\nfollow-on sales by achieving sole-source justification & networking references for new applications at this\nand other DOE lab facilities.\n* Produced perfectly targeted detailed functional & graphical user interface specifications for an ultra-low\nLDL trace moisture analyzer delivering excellent gross margins and based on fundamentally new TDLAS\ntechnology revolutionary to the industry.\n\n\x0c* Designed, developed, and promoted an OEM oxygen analyzer product for in-situ analysis that\nrevolutionized the application of real-time chamber or section integrity verification and control for many\nsemiconductor horizontal, vertical, and solder re-flow furnace manufacturer OEM`s.\n* Earned cross-departmental and cross-functional competence authority due to depth of customer,\nmarket, application, product, competitive, and technical knowledge, persuasive ability, passion for\ncompany success, enthusiasm, and negotiatory & pleasant demeanor overall.\n* Achieved a nearly 300% sales increase over 5 years due to remarkably detailed consultative sales\napproach, despite the recessionary effects of the early 1990`s and having the most expensive product on\nthe market - significantly greater than all other regions - a consistent pattern of above average sales.\n* Hired, fired, trained, supported, directed, assessed, managed, mentored, and motivated direct sales\npersonnel and networks of independent manufacturers` sales representatives and distributors throughout\ncareer.\n\nEDUCATION\nTUFTS UNIVERSITY - Medford, MA\nM.S.M.E. - Thesis project and all courses completed toward degree.\n* Concentration: Fluid and Thermal Sciences.\n* Awarded full scholarship for academic excellence.\n* Tau Beta Pi Engineering Honor Society, G.P.A.: 3.80 / 4.00\nB.S.M.E. - Minor in Engineering Management.\n* Graduated Magna Cum Laude - Certified EIT\n* Dean`s List, G.P.A. in major: 3.73 / 4.00\nSAN JOSE STATE UNIVERSITY - San Jose, CA\nCertification - Semiconductor Device Fabrication Process Technology (.25 micron geometry), sponsored\nby SEMI.\n\nEMPLOYMENT HISTORY\nSELF-EMPLOYED 2009 to present\n-- Entrepreneur -* Technical Sales & Marketing Consultant - Providing targeted Technical Sales & Marketing expertise,\nsupport, & guidance.\n* Perfection Home Improvement - Operating a small general contracting business geared toward upgrade\n& repair.\n* Southern Cars Direct - Researched, produced a business plan, and secured funding for an alternative\nconcept auto retail business that featured the resale of highline vehicles acquired in pristine condition\n\n\x0cfrom the south.\nMARBLEROCK CINEMA CORPORATION - Lexington, MA 2007 to 2009\nOwner and operator of a chain of New England regional independent movie theaters.\n-- Facilities Manager -* Prepared new location site plans; completed analyses discovering benefits of unit liquidation versus\ncontinued operation.\n* Repaired and maintained electrical and mechanical systems in all theaters, including HVAC, projectors,\nlamp houses, platter servers, sound systems, seats, ticket and concessions equipment, signs, etc.\nCARTEL - Aloha, OR 2001 to 2006\nStart-up manufacturer of state-of-the-art customized, fixed and mobile analytical systems for impurities in\nUltra High Purity (UHP) gas applications serving semiconductor manufacturing, cryogenic air separation,\nand electronics industries.\n-- Co-founder and Chief Engineer -* Key customer interface, Lead Design Engineer, Engineering Manager, and Manufacturing Manager.\n* Created a new concept MOP (moisture/oxygen/particles) mobile analytical cart with significant\nimprovements in ruggedness, reliability, response time, detection limits, cost effectiveness, and\nstraightforward ergonomics.\nALPHA OMEGA INSTRUMENTS - Cumberland, RI (with follow-on consulting) 2002 to 2003\nManufacturer of process gas analyzers and electro-optics device controllers used in a wide variety of\nindustrial applications from semiconductor to chemical/petrochemical, pharmaceutical, metals, and\nnational defense/aerospace.\n-- Director of Sales & Marketing -* Planned & executed strategic Sales & Marketing objectives for overall growth & penetration into key\naccounts/markets through internet & direct sales, key account development, and via a network of\nindependent manufacturers` sales reps.\n* Identified new niche market opportunities by applying engineering/design skills for value-add\ncustomization to standard AOI products with little competitive differentiation, greatly improving value to\nthe customer.\n* Implemented several Sales & Marketing administrative systems for product quotations, lead and quote\ntracking, non-standard product estimates/quotes and fabrication, and performance reporting for\nindependent manufacturers` sales reps.\nINDUSTRIAL VIDEO & CONTROL - Watertown, MA 2001 to 2002\nManufacturer of internet controllable (pan/tilt/zoom) video systems for remote industrial video monitoring\napplications.\n-- Engineering Consultant -* Engineered, designed, fabricated, and tested ultra-low-maintenance prototypes for explosion-proof\npackaging of video monitoring products, according to NEC Class I/II, Division 1, and Class I/II, Division 2\nrequirements.\n* Achieved a remarkably rapid certification by FM through sound engineering, diligence and\nresponsiveness, and unparalleled cooperative spirit, which enabled IVC to garner significant sales and\nearly market share.\nDELTA F CORPORATION - Woburn, MA 1988 to 2001\n\n\x0cPremier manufacturer of trace and percent oxygen and moisture analyzers, serving the semiconductor,\nelectronics, air separation, chemicals/petrochemicals, steel/metals, pharmaceuticals, national defense,\nand aerospace industries.\n-- Field Sales Director -* Significant role in altering product development process from engineering to market driven & widening\nmarket focus from strictly product driven to application solutions & service driven, resulting in the\npreviously mentioned award recognition.\n* Mentored two Regional Sales Managers and an Applications Engineer.\n-- Product Manager -* Conceived new products & optimization of existing products representing $20M - $30M annually,\nincluding detailed functional specifications, ROI analysis, project oversight, direct product development\ncontribution, coordination of Alpha/Beta testing & certifications, creation of all sales & marketing\ncollaterals (application guides/notes, brochures, pricelists, technical papers, world class web presence,\netc.), and development of sales/rep/service product trainings.\n* Chaired the Oxygen Task Force of SEMI International Standards Facilities Division (CGDS\nSubcommittee) for 3 years and authored SEMI F35-98, -Test Method for UHP Gas Distribution System\nIntegrity Verification Using Noninvasive Oxygen Measurement-, completing the peer review process in\nrecord time with near lockout status for Delta F.\n-- Regional Sales Manager -* Developed a detailed product/technology training course for customers and manufacturers` sales reps adopted as the core of all promotional materials and future training courses for over 10 years.\n* Derived a process for assessing independent rep firms based on gross sales versus quota, territory\nsales of comparable products versus GDP, quote activity, product & competitive knowledge, customer\nfeedback, and enthusiasm for selling the products.'