Assisted the Founder to complete two executive management transitions before handing off the activities to the new organization. In prior projects with this client, we established and implemented a strategic plan to grow European sales. Coached the Avionics Program Manager to roll out new products and services addressing safety critical avionics design. Optimized the Middle East and Asian business. Increased revenue by directing and managing international channels.
Hired by the CEO to establish their presence in the European market. Identified first customers and on-boarded a seasoned distribution network in Northern, Southern, and Central Europe. The company was later acquired by a larger competitor.
Hired by the Founders to organize sales and marketing for their specialized component distribution company. Trained and coached the executives and sales teams on a transformational journey from passive component distribution into a differentiated global memory component specialist. Arcotek currently competes in the marketplace with the largest component distributors in the world.
Developed and managed customer relationships and partnership opportunities in the United States. Guided the Scientists and Engineers to create localized value propositions to take the Institute’s technologies to market. Coached the Program Managers to conduct successful meetings with US customers and established opportunities for product sales, licensing, and partnership agreements.
Advised both the Founder and the President on SaaS sales for insurance, banks, and financial organizations serving special needs children. Made recommendations on basic positioning, presentations, messaging, and forecasting. Established the process for early adoption pilot projects with early prospects. Recommended strategies to manage multiple channels, including pricing and compensation.
Engaged by the Chairman of the Board to develop and manage a subsidiary in the Americas. Advised the Executive Staff on ways of doing business in the United States, including coaching the President and other Executives, as we established important relationships with partners and turned local semiconductor design service providers into channels of distribution.
Worked closely with the Managing Partner to establish wholly owned subsidiaries in the UK, Singapore, and Uruguay for this highly specialized IT services provider. Each subsidiary was served by a local network of professionals from In Region’s global network to assist in office services, accounting, facilities, and human resources.
Created a USA expansion plan fitting the budgetary constraints of the CEO. Analyzed the US market and competition to provide a business, headcount, and revenue plan to penetrate this new geography. Reviewed current and potential competitive strategies. Provided guidance to change positioning and improve presentation materials. The company was acquired.
Directed the CEO’s Japanese market expansion project for intellectual property and version control technology. The project began with engaging In Region’s local network in a primary market study targeting selected customers and proceeded with the selection and engagement of a Japanese distribution channel. Project later proceeded with expansion into North America.
As a contract Vice President of International Operations, managed the subsidiaries in London, Paris, and Tokyo, eventually handing off executive management responsibilities to hired executives. Later rehired to reorganize branches in preparation for a merger. Successfully directed the related human resource issues for European employees. The company was successfully acquired.
Advised Founders and executive management on international business expansion. Recommended and drove best sales and reseller management practices. Changes to business development and sales methodologies resulted in the client’s ability to establish the company in all major international markets. Opened the Asian markets in China, Korea, Japan, and Taiwan, while tripling the North American business.
Brought in by the CEO to expand market opportunities in India, Israel, Russia, South America, Western, and Eastern Europe. Optimized sales practices, key account selling methodologies, and managed sales in North America, Europe, the Middle East, Northern Africa, and India. After hiring distributors and implementing best sales practices, In Region transitioned sales management responsibilities to corporate executives.
Engaged by the CEO to manage sales, marketing, and distribution channels in Europe, Asia, and India. Increased sales revenue by expanding the channels in Asia and India, while increasing sales focus on strategic customers. Sales success enabled the company to be acquired by a larger competitor. Remained post acquisition to resolve human resource issues and integrate distribution.
At the request of the President, promoted and developed a methodology of best sales practices and strategic opportunity sales methods that moved the company’s offering from individual product to solution centric. Expanded international sales management responsibilities, advising all regions on large and strategic opportunities, as well as coaching and directing the top sales performers in the company. The company was acquired.
Assisted this worldwide leader in instrumentation, test & measurement equipment to integrate and roll out a newly acquired software instrumentation technology. Created business models, pricing structures, presentations, and specific deal structures to enter and build new markets.
Advised the Founder to accelerate and optimize commercial sales. Analyzed sales procedures, deal activities, and sales opportunities. Proposed actions to revive previous engagements and created new sales programs to acquire additional customers. Conducted sales training for a very technical sales engineering team. Proposed ways to accelerate existing direct and reseller business. Recommended new pricing and sales best practices to facilitate commercial sales.
Engaged by the Chairman and CEO to integrate into the executive staff to change the direction of the company focus from services to software products. Coached management on a seamless transition and expansion into China. The adopted strategy focused sales on safety critical software for avionics, energy, and medical markets. The company was later acquired. Served as interim Global Vice President of Sales during the acquisition.
Worked closely with the CEO and Chairman of the Board to manage the integration of a UK company into its acquirer in France. Took the responsibility for global sales and marketing and advised on hiring a CEO. After improving the revenue performance and sales channels in Europe, North America, Japan, Korea, Taiwan, and India, a portion of the company was spun-off and sold, while the rest of the company was further improved and sold.