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Phoenix Contact
11/2002 - Present
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Franklin and Marshall College,
Professor of Marketing, 7/2002 - 7/2005
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Innovation Focus, Executive Vice President,
6/2001 – 8/2002
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Automation Intelligence, Directory of Marketing,
9/1998 – 6/ 2000
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Rockwell
Automation, Product Marketing Manager, 5/1993 – 4/1996
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MTS, Application and System Engineering,
6/1991 – 5/1993
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FMC Corporation, Design Engineer,
7/1985 - 9/1989
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Naval Weapons Support
Center Crane, Coop Student, 1983 1985
Harrisburg, PA, November 2005 - Present
Worldwide leader in the manufacturing of industrial automation,
interconnection, and interface solutions. Product Line Manager for the creation
of a new global family of programmable controls. The development this family
involved the coordinated activities of four teams in diverse locations including
South Asia. I am responsible for all aspects of the product line from
requirements and production through to profit margin. Some highlights include:
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Conducted market research for the family of
programmable controls in the USA and Germany
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Participating in week design progress meetings as
arbitrator of trade-offs between product features, time to volume, and
recurring cost
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Participation in international conferences and
trade shows to research and promote this product line
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Travel to South Asia to work with the development
team during at critical integration phase
Additional responsibilities include, (1) Product
Manager networked IO products and the development of second-generation DeviceNet
and Ethernet IP network adaptors for this line. (2) Develop and conduct internal
training courses on new product development, and the stage-gate process for all
product managers, project managers, and engineering management. (3) promoted the
adoption of a high-end web-survey tools for the collection of data support
product development, focus customer service initiatives, measure progress, etc.
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Lancaster, PA, July 2002 - July 2005
Franklin and Marshall (F&M) is a highly selective liberal arts college,
Most of the students that graduate with business majors are placed with the top
accounting and consulting firms in the country. Courses taught:
Voted most inspirational faculty member by
students in 2005.
While teaching, I continue to research new product
development in particular focusing on the appropriate use of customers in
product development to gain product advantage. As a professor, I have had
countless opportunities to enhance many skills including: (1) the ability to
inspire and nurture excellence from others, (2) the ability to research,
analyze, and formulate theories and models to understand complex issues, and (3)
the ability to clearly communicate complex material so that others can
understand.
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Lancaster, PA, June 2001 – August 2002
Internationally recognized boutique consulting firm with
specific expertise helping clients to identify and develop new products,
services and business lines. Collaborated on IF and client teams from Fortune
500 companies to emerging organizations, covering numerous industries. Designed
and facilitated a variety of custom research programs to discover business
solutions:
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Product development process creation
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Product portfolio management
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Qualitative market research
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Quantitative market research
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Conjoint analysis
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Technology adoption forecasting
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Technology roadmapping
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Product life cycle management
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Business strategy/plan development
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Innovation process acceleration
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Comprehensive literature reviews and theory
building
Corporate operational responsibilities included: (1)
developing the IF strategic plan and operating plan, (2) developing and
implementing a real-time sales forecasting system, (3) revising the pricing and
costing model, (4) developing an IF Faculty agreement to create a network of
independent consultants, (5) mentoring junior consultants.
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Atlanta, GA
Consultant: Sept.
1998 – June 2000
Full-time: April 1996 – Sept. 1998
Systems integrator and developer of leading-edge software
for the control of complex high performance systems. Products include: software
development tools for creating application programs, real-time control software
for program execution, and PC hardware for installation in harsh environments.
Recruited to this position by the president and CEO, whom I worked for at
Rockwell Automation. While this company was substantially smaller ($10M) than
Rockwell was, the products were much more sophisticated, earlier in their
product life-cycles, and more critical to the success of the customer.
Automation Intelligence is a developer of leading-edge software for the control
of complex high performance systems. With AI products, customers develop
application programs which are run on PCs with Windows NT/2000 or VxWorks
operating systems. AI products include: software development tools for creating
application programs, the real-time control software for executing those
program, and PC hardware for installation in harsh environments.
As Director of Marketing, I was responsible for all short-term and long-range
product plans, product pricing, advertising and promotions for the company.
Accomplishments:
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Responsible for short-term and long-range market
plans including: market segmentation, targeting, and positioning through
pricing, promotions, and distribution channels.
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Developed technology roadmaps and five year
product platform plan for all products and technologies to ensure a consistent
vision of the future, internally for engineers and externally for customers
and suppliers, transitioning the product from proprietary stand-alone designs
to connected products incorporating industry standards and internet
connectivity.
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Restructured product-line pricing to take
advantage of our unique strengths and the inherent weaknesses of the
competition while increasing average gross margin.
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Led multifunctional teams to develop and launch
software and hardware products.
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Negotiated private label contracts with
international and domestic suppliers and customers.
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Led, motivated and trained marketing and
application engineering staffs.
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Direct advertising development, collateral
material, press releases, website development, and market research.
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Directed the development and implementation of
the e-commerce strategy at AI
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Continued product
management responsibilities
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Eden Prairie, MN, May 5, 1993 – April 5, 1996
Market share leader in factory automation equipment. Product responsibilities
included: integrated drive/position controller, development software, digital
and analog brushless servo drives, brushless servo motors, bush servo drives, a
family of six position controllers, and all the accessories that go with these
products (?$50 million). Product-Life-Cycle management for the whole product,
starting with the creation of the original business plans, leading the
development teams, target costing, pricing, planning for production, forecasting
sales and profits, developing marketing strategies appropriate for the product’s
stage of life, managing the customers experience and continuing through to
end-of-life customer support, and replacement strategies.
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Led multinational design team (US/UK/Japan) to
develop next generation product platform.
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Led, motivated and trained other product managers
and application engineering staffs.
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Led effort to develop and implement ISO9001
product development procedure.
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Managed products through UL, c-UL and CE
regulation compliance.
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Supported a direct sales force, manufacturer’s
reps and distributors on customer visits including several Fortune 10, many
Fortune 500 and smaller businesses customers.
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Provided sales support through, trade
advertising, tradeshows and programs
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Oversaw critical product development,
pricing/margin, advertising and successful launch of products into
marketplace.
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Eden Prairie, MN June 1991 – May 1993
Managed the introduction of MTS technology to customers. Responsible for
meeting customers’ expectations for performance, delivery and price, for custom
application specific software and systems. I managed/supervised a staff of five
application and systems engineers.
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Evaluated customer projects ensuring technical
feasibility, profitability and strategic fit.
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Developed design specifications, pricing, and
delivery schedules for customer projects.
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Directed the development of technical manuals and
literature.
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Coordinated the activities of application and
systems engineers
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Led, motivated and trained employees and conducted
performance reviews of application and system engineering staffs
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Eden Prairie, MN September 25, 1989 – May 4, 1993
As an application engineer I had a diverse set of duties: evaluated
conflicting customer requirements to determine an optimal control system
solution; participated in customer visits as the factory's technical
representative; provided fast accurate answers to customers' questions;
delivered product training for customers, regional sales managers, factory
representatives and distributors; developed hardware and software specifications
for new products, product enhancements and custom products; determined servo
motor requirements for systems.
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Minneapolis, MN, July 1, 1985 - September 22, 1989
Co-developed a computer control system for the MK 45 five-inch naval gun,
controlling nine axes of rotation. Specified, designed, built and tested a
Single Board Computer and memory board for a multi-processor control system.
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Crane, Indiana, 1983 1985
As a co-op student, determined the faults in the automatic testing procedures
for circuit boards. Designed and implemented software and/or hardware changes to
perfect the testing. Demonstrated changes at vendor site.
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