Proven Expertise In:
· International Sales and Sales Management – P&L responsibility; increased sales 300% in 3 years (Korea); increased sales 100% in 23 months (China); increased sales 100% in 1 year (US)
· Marketing -- business process and ROI analysis; web globalization; marketing communications including competitive analysis, sales support, collateral development, and advertising
· Business Development – Channel Development and Management; Joint Venture Negotiations (Korea and China); Entrepreneurship (3+ years)
· Cross Cultural Business Practices – Non-native fluency in Mandarin Chinese; extensive business experience in Asia and Europe
BUSINESS EXPERIENCE
Sales and Marketing Director
March 2005-Present
Responsible for all sales and marketing initiatives for the leading high-tech x and x firm in Silicon Valley.
· Managed strategy to double company revenue in one year by updating business model to include technology with service sales. Responsible for acquiring an average of 4 key clients per month. Start-up/management of Sales/Marketing team.
· Marketing responsibilities include web site, trade shows, and webinars (averaging 100-150 attendees).
· Responsible for managing new venture to open the China branch office (and all related Sales/Marketing initiatives).
· Project Manage strategic and confidential onsite engagements for various high-profile clients.
Managing Director, SWIC Consulting US, LLC
San Francisco, CA
Jan. 2002-Feb. 2005
Directed US operations of a firm with expertise in developing US-Chinese trading relations.
· Managed Business Development and Sales for Common Sense Advisory (international business and globalization consulting firm) and The Hutner Group (boutique design firm)
· Managed $40M of M&A projects in the printed circuit board industry. Responsibilities included contract negotiation, due diligence and factory location analysis
· Managed process implementation for US client sourcing power generation equipment worth over US$10 million
· Set-up Chinese sales and marketing networks for US skin-care, medical, and environmental product manufacturers
· Developed marketing collateral system and ROI tool for a client selling a technology-intensive solution in the Globalization industry
· VP Marketing and Business Development for The First Annual American Music Festival in Beijing. Managed sponsorship proposals and contracts with a variety of Fortune 200 companies
Senior Web Globalization Consultant, Idiom Technologies
San Francisco, CA
Nov. 2000 - Aug. 2001
Idiom provides globalization software that automates and synchronizes
multilingual/multicultural content.
· Led a team that earned pre-tax revenue margins of 30% over cost
· Developed business process and web globalization plans for Fortune 500 clients in the high-tech, aeronautic, international leasing, and medical supplies industries
· Managed the development of an ROI analysis tool to determine the most efficient business process relating to web globalization initiatives
· Created Software and Consulting Services marketing collateral and seminar content
Senior Consultant, Marketing and Business Development, Vastera
Longmont, CO
April 1998 - Aug. 2000
Vastera (Nasdaq: VAST, acquired by JPM) provides software and services supporting the international trade compliance efforts for Global 2000 US-based and international companies
For Silicon Graphics (Client), Mountain view, CA
· Managed business process analysis project to measure, improve and streamline SGI’s sales process with international distributors, freight forwarders and value-added resellers
· Created and implemented processes to ensure SGI’s compliance with US Bureau of Export Administration regulations.
· Created and managed an external website and internal portal defining company-wide international sales processes
General Marketing Responsibilities
· Successfully drove efforts to expand revenue model from software purchase and installation to include subscription-based, applications hosting, and web-based revenue models
· Developed international partner channel to promote trade content and development
· Developed collateral, proposals and seminar content for International Trade Consulting Service
Ingersoll-Rand International, Various Locations 1991-1997
Marketing/Distribution Development Manager, Ingersoll-Rand Far East,
Hong Kong & China
Jan. 1996 – Dec 1997
· Grew sales from $20M to over $40 million in 23 months
· Marketing: Developed a worldwide gap analysis application to improve and streamline implementation projects. Managed all sales promotions and presentations, advertising, tradeshows, literature, and competitive analysis.
· Distribution Development: Responsible for the development and support of distributor sales in Hong Kong and China. Drove joint venture alliance with a Chinese State Owned Enterprise
· Management of International Sales Accounts (US$8 million annually): Acted as a liaison between Asian, European & North American multi-national corporations and Ingersoll-Rand
Manager, Ingersoll-Rand Korea ACG
Seoul, Korea
Oct. 1992 – Dec 1995
P&L responsibility for the Korean market
· Increased sales from US$8M in 1992 to US$23M in 1995 with no additional headcount
· Improved process for stocking and selling spare parts which improved distributor cash flow and resulted in a 40% annual increase in spare parts sales
· Successfully negotiated strategic alliances with two Korean conglomerates
· Managed distributor sales, alliance negotiations, contracts and marketing programs
Manager, Distribution Development, Ingersoll-Rand, ACG
Asia Pacific
Feb. 1992 -Sept. 1992
· Assisted distributors in the development and implementation of business
plans that led to an average annual sales increase of 28%
· Managed and implemented business process programs
LANGUAGES
Mandarin Chinese (Fluent); Korean & Spanish (Working Knowledge)
EDUCATION
MA in International Management
Graduate School of International Relations and Pacific
Studies, University of California, San Diego
1988 - 1990
BA in Economics and Political Science (Double Major)
Indiana University, Bloomington
Phi Beta Kappa, With Distinction
1981 - 1985
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