20 years successful experience in technical sales & marketing
activities - focused into the industrial process control market
18 years in management and executive staff positions
· Demonstrated ability to strategically generate new business,
dramatically increase sales volume, positively stimulate the sales
force and identify new product opportunities
Special talent for working with customers and gaining their
support and confidence through presentation of effective solutions
Development and execution of a product and market strategy
that resulted in the number one worldwide market share position
within six years for two monitoring and control products.
Successfully contributed to the development and market
positioning of fieldbus technology via the ISP Foundation and the
Fieldbus Foundation as a member of the Executive Committee &
Director of Technical Promotion
Created and managed a dynamic sales channel consisting of regional
sales management and Independent Manufacturer's Representatives
CJM Consulting - Peachtree City, Georgia
6/2000 - Present President
A Business-to-Business Marketing Services consulting company serving
a variety of clients including software, internet services, process
control and others technology clients. Provide marketing support
functions in the areas of business planning, trade shows coordination,
marketing requirements documents, business expansions programs,
product introduction plans, website enhancements, press & advertising
activities, multi-media projects and other related business activities.
FOSS - NIRSystems - Silver Spring, Maryland
1/2000 - 6/2000 VICE PRESIDENT, MARKETING & SALES
Global supplier of Near Infrared Instrumentation and part of the
FOSS Group. Responsible for Global sales and marketing into the
Pharmaceutical & Chemical Markets, changing the corporate direction
from technology driven to market/customer driven and moving the
products into the process environment in addition to the current
lab. Worldwide sales volume of $20MM.
Yokogawa Corporation of America - Newnan, Georgia
1998 - 1999 VICE PRESIDENT, INDUSTRIAL AUTOMATION MARKETING
Responsible for operating income, marketing, promotion and technical
support of all field instruments including flowmeters, pressure
and temperature transmitters, analytical products and control system
products. Sales volume responsibilities were of about $100MM.
1997 - 1998 VICE PRESIDENT, RECORDER & DATA ACQUISITION
Created an independent business unit in order to recover market
share for stripchart recorders as well as introduction of a new
line of paperless recorders and the DARWIN line of Data Acquisition
products. Results were 105% of target, 110% growth and 120% of operating
income target by the end of the first year.
1994 -1997 GM BUSINESS DEVELOPMENT, FIELDBUS TECHNOLOGY
Activities for both Yokogawa Electric and the Fieldbus Foundation(FF)
including: Director of Technical Promotions and Executive Committee
Member for FF, Corporate Marketing, Strategic Planning, Executive
Staff Member for JYC- Developed Yokogawa's Global Marketing Strategy
for the introduction and implementation of fieldbus technology and
positioning Fieldbus Foundation as the preferred technology for
the North American process control industry.
1989 -1994 GENERAL MANAGER, PRODUCT MARKETING
Responsible for all marketing and sales promotion activities for
flowmeters, transmitters, analyzers, chart recorders, controllers
and data acquisition products. Responsibilities included market
survey, product definition, product introduction, advertising, promotion,
trade shows, training and growth of market share as well as volume.
Business grew $30MM in 5 years via rep sales.
1986 - 1989 NATIONAL SALES MANAGER
Responsible for sales in North America via regional managers and
manufacturer's representative sales force. Established 5 regional
offices, multiple distribution channels and regional operations.
Achieved 25%+ growth for 3 years
1983 - 1986 PRODUCT MANAGER, RECORDING PRODUCTS
Responsible for the specification, design, training, introduction,
sales promotion and technical support of the chart recorder products.
Created a plan that resulted in obtaining number 1 market share
for North America and then the world, within 6 years. Created the
new industry standard for chart recorders.
Tracor Westronics - Fort Worth, Texas
1980 - 1983 REGIONAL SALES MANAGER
Responsible for sales and technical support of manufacturer's representatives
in the northeast USA for chart recorder and data acquisition products.
Wayne State University Bachelor of Science - Psychology 1975
Additional - Several courses including Conway Quality, Strategic
Marketing (Amos Tuck, Dartmouth), time management, Tom Peters seminars,
Foss Leadership Training & several self-improvement books, videos
and audio tapes
FIELDBUS FOUNDATION (formally ISP Foundation) - Director, Technical
Promotions and Member, Executive Committee
KOKUSAI CHART OF AMERICA - Member, Board of Directors since 1997
PUBLISHED - Winner 2nd place Yokogawa Global Essay Contest, entitled
"Creating the Future," Several ISA Articles, ISA Panel
Moderator, ISA Speaker and author of "The Ten Most Common Misunderstandings
of Fieldbus Technology" - Control Magazine, 1998
INTERNATIONAL SOCIETY OF MEASUREMENT & CONTROL - ISA - 15 year