RESUME: Semiconductor Sales Manager

[Michael Wier]

Resume # : 22358
Header : Semiconductor Sales Manager
Date : March 25 1998
Name : Michael Wier
Address : 1940 Arbor Walk Court
Dayton, Ohio 45459
Country : USA
Phone # : 937-433-0928 Fax # : 937-433-0928
Email : mike...@aol.com

Resume

Michael I. Wier
1940 Arbor Walk Court
Dayton, OH 45459
email: Mike...@aol.com
Residence: 937-433-0928

Position Objective: Sales or Marketing Management in the Semiconductor,
Computer, Communications or related industry.

Summary
Over twenty years experience in sales and marketing of electronic
components, especially VLSI digital and analog integrated circuits for
large, small, and start-up companies. Proven abilities in managing
strategic accounts, sales managers, applications engineers,
manufacturer's reps and distributors. Able to forge lasting
relationships at all levels of an organization. Strong technical
abilities. In-depth understanding of biometric, telecommunication,
consumer electronics, industrial control, PC, and automotive electronics
markets and customers.

Opened and grew new territories and accounts for six companies.
Established and maintained strong customer partnerships. Recruited and
hired field applications engineers, manufacturer's reps, and
distributors. Retained employees in difficult situations.
Designed innovative training programs. Implemented leading edge
procurement programs. Achieved designs of highly complex products.
Managed corporate quality programs. Set sales and marketing policies.

Experience

Veridicom, Inc., Santa Clara, California 1997-1998
Area Sales Manager, Dayton, OH
Introduced a new biometric fingerprint sensor IC and software to the
industry. Developed major acount relationships and designed the device
into laptop computers, access control, and network security systems.
Interfaced with executives of end users to develop the market for
biometrics.

Dense-Pac Microsystems, Garden Grove, CA 1997
Area Sales Manager, Dayton, OH
Managed sales in the eastern half of the U. S. Replaced ineffective
manufacturer's reps, and hired new reps for uncovered territories.
Trained reps in new memory product lines. Revamped company's customer
service system. Increased customer base by 15%. Repaired damaged
customer relationships.

Advanced Micro Devices (AMD), Santa Clara, CA 1980-1996
District Sales Manager, Strategic Sales, Dayton, OH (1990 - 1996)

Responsible for AT&T (now Lucent Technologies) manufacturing and
consumer products design locations. Coordinated the corporate quality
program. Influenced purchasing and other design locations. Team sales
were $50M.
* Persuaded management to reopen a $4M custom design project which had
been promised to competition.
* Arranged for the first visit to AMD of an AT&T Vice President.
* Converted significant 16 bit processor business from competition to
AMD. Resulted in $2M revenue.
* Persuaded AMD to supply 100% ($3M) of the customer's EPROM needs
during allocation.
* Defined two new products from customer inputs.
* Initiated a series of corporate-wide forums to solve programmable
logic issues.
* Led the team effort which achieved the number one vendor rating in
the Lucent Cooperative Vendor Program.
* Achieved a 100% quality rating at assigned locations for over two
years.
* Designed-in the first 80486 and MACH 445 devices used by AT&T
resulting in $2M in sales.
* Positioned AMD as the FLASH vendor of choice at Lucent resulting in
$8M in sales.

Additionally responsible from 1990-1992 for AMD sales into the
automotive industry, with concentration on Delco Electronics.
* Introduced AMD into Delco.
* Championed the automotive industry to AMD.
* Qualified AMD as an alternate source for FLASH memories resulting in
$2M in sales.

Regional Sales Manager (1987-1990)
Managed five district managers with three manufacturer's rep
organizations, twenty distributor locations, and four field applications
engineers in the Great Lakes.
* Increased sales from $20M to $30M.
* Successfully integrated two sales forces after the MMI merger.
* Repaired strained relations with major customers.
* Trained the sales force in a major new product line.
* Managed transitions required by the Arrow-Schweber and
Hamilton-Hallmark mergers.
* Retained a manager who I had replaced as a result of the merger.
* Increased customer base by 25%.

Monolithic Memories (MMI)
Regional Sales Manager, (1980-1987)
Opened the Great Lakes region, managing two FAE's, three manufacturer's
rep organizations, and thirteen distributor locations. MMI was
purchased by AMD in 1987.
* Grew sales from $1M to $10M.
* Increased customer base by a factor of ten.
* Introduced programmable logic to the marketplace.
* Originated the all day PAL Seminar customer training program.
* Achieved the number one line status at our distributors.
* Trained three salesmen who were named Salesman of the Quarter.
* Managed the fastest growing territory in the company for six years.
* Opened MMI's first gate array design center.
* Led the team that was responsible for MMI's first gate array
design-in.
* Led the team to one of the company's first Field Programmable Gate
Array design wins.

Signetics, Dayton, OH 1977-1980
District Sales Manager
Opened the Indiana - Kentucky territory. Managed one of the company's
top five accounts, Delco Electronics. Managed an FAE, a manufacturer's
rep firm, and two distributors. Grew sales from $1M to $25M.

ITT Semiconductors, Dayton, OH 1976-1977
District Sales Manager
Managed a large rep firm.

Chicago Miniature Lamp Works, Chicago, IL 1974-1976
Marketing Manager
Responsible for all marketing and inside sales responsibility, managing
a staff of ten. Increased Sales from $4M to $7M. Won the largest order
in the company's history. Completely revamped the new product
introduction process. Introduced two new product lines.

ITT Semiconductors, West Palm Beach, Minneapolis, Chicago 1970-1974
Served as a product engineer, product marketing engineer, and salesman.
Managed a small manufacturer's rep firm.

Education

MBA, Florida Atlantic University BSEE, Texas A&M University

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