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Background Information and Experience


 

 

SUMMARY OF QUALIFICATIONS

  • 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

WORK EXPERIENCE
 

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 BUSINESS UNIT
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.

 

EDUCATION
 

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
 

ACCREDITATION
 

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

 

PROFESSIONAL MEMBERSHIPS


INTERNATIONAL SOCIETY OF MEASUREMENT & CONTROL - ISA - 15 year member