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LumaSense Technologies , Inc.
Director of Corporate Development
Director of Business Development
Director of Sales for Asia
Santa Clara , California, May 2006 - Present
LumaSense is a venture-funded roll-up in the industrial sensors / test and measurement (T&M) industry that was founded in 2005 with the vision of creating a global sensor company serving the Industrial, Energy, Environmental and Medical markets. Its strategic goal is to attain market leadership by acquiring dis-similar companies serving similar customer segments with complementary product lines.
By focusing on specific vertical markets, LumaSense intends to capitalize on sales and marketing synergies to accelerate revenue growth within each market and increase market share by providing access to channels in new market segments.
During my first year, LumaSense completed the acquisitions of Innova AirTech Instruments, Mikron and Impac Infrared, and Andros. These acquisitions brought the company from less than $10 million in revenue from a single site to nearly $100 million in revenue from nine sites, and from less than 60 employees to more than 300 employees. A great deal of value was created by creating a single company with balanced product lines and global reach. We are now focusing on creating additional value by integrating these five entities into a single, global competitor with a unified, coherent approach to customers across application and market segments.
My focus during the integration of these companies is on maintaining and improving our sales in Asia. All of the acquired companies had their own distribution channels and partners in Asia, many of whom were brought into conflict with each other because of exclusivities. I work directly with end-users and OEM accounts, as well as with our distributors. With a focus on Japan, China and Korea I am opening and staffing offices in Asia in order to bring us closer to our customers. In my first six months, sales in Asia more than doubled as compared to the previous year.
Role as the Director of Corporate Development:
- Conduct all aspects of corporate acquisitions, including:
- Profile: Map industry segments, determine strategic fit of acquisition candidates
- Qualify: Lead the team that initiates contact and establishes relationships with company owners, determine their willingness to sell, develop the investment thesis and present it to the board of directors
- Close: Valuation, deal structure, negotiation, due diligence, close and integration
- Hired and managed service providers, consultants, and staff to support the dealmaking process
Role as the Director of Business Development
- Seek, evaluate and negotiate sales and partnership opportunities
- Evaluate the suitability of new applications and market segments across our product lines
Role as the Director of Sales for Asia
- Revenue, revenue, revenue
- Create and implement a unified sales strategy that accommodates regional and cultural differences
- Develop relationships with OEM customers
- Manage and recruit multiple distributors in multiple countries throughout Asia
- Communicate the LumaSense vision to current and potential customers and partners in order to position the company as the premiere provider in their niche
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