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STEPHEN M. OMANSaint Louis Park, MN 55416 (612) [email protected] www.linkedin.com/in/stephenoman-SalesLeader
STRATEGIC MARKETING & SALES/GLOBAL BUSINESS DEVELOPMENT EXECUTIVE
Create market share leadership and sustainable revenue growth by targeting and penetrating high-growth vertical markets, including photovoltaics, composites, electronics, medical device, and aerospace.
Global Sales & Business Development Team builder, specializing in high-growth potential markets and high-value customers. Apply strategic marketing & sales principles, and alignment on strategic vision, to achieve customer consensus and commitment for value-differentiated, product platform solutions. Disciplined in ensuring company’s strategic objectives align with salesforce go-to-market strategies and with Customer requirements. Deliver sustainable revenue and profitable bottom-line growth.
Passionate about manufacturing, manufacturing process technology, and high ticket capital machinery. Strategic marketing & sales process champion. Optimally align with customer-buying processes. Build collaborative, sustaining relationships with high-potential strategic Customers. Mentor and coach to sales force and product managers in vertical market penetration and strategic selling
principles. Collaborative sales leadership with company’s internal functional disciplines. Utilize customer “advisory committee” product development/market penetration strategies that create value-
differentiated, high-profitability product platform solutions. Recognized for opening doors with early adopters and market leaders. Won multiple machinery purchase contracts exceeding $10M. Mitigate company and customer risks in complex manufacturing process capital equipment. Accomplished at developing strategic vision and plans for high growth potential markets. Negotiate complex, multi-year purchase contract agreements with C-level executives.
TOP MILESTONE ACCOMPLISHMENTS
Grew Despatch annual sales from $22M in 2002 to $202M in 2010, enabling 2011 acquisition by ITW at 10x EBITDA. Built and led 1st direct sales global footprint for Despatch in Greater China, Japan, Korea, and Europe; achieved #1
global market share in photovoltaics and carbon fiber markets. Led $1.7M carbon fiber product development program to complete process design specifications, engineer, build,
validate, and launch split-zone oxidation oven within 24-month timeline. 15% Customer sponsorship contribution. Won purchase contracts for more than $100M in 1st time, and follow-on sales by demonstrating superior ROI
potential of Despatch’s process technology solutions (including $35M from BMW and $25M Hexcel). Executed collaborative customer/vendor partnerships to create market-leading process systems for photovoltaics
(dual lane drying/firing furnace), aerospace (variable speed quick quench aluminum heat treat), pharma (full barrier isolator parenteral fill/finish), electronics (inline epoxy B-stage), and data storage (magnetic annealing).
PROFESSIONAL EXPERIENCE
ITW CORPORATION, DESPATCH, Lakeville, MN 2011 – 2016
Carbon Fiber Business Unit Manager, reporting to General ManagerLed business unit team of 12 in executing strategic initiatives to transition business from lower margin, custom-engineered oxidation products to high-margin, market-leading standard product platform targeted at high-growth potential automotive market. Increased Business Unit legacy product profitability 50% from 2012 to 2015 through continuous improvement
Stephen M. Oman [email protected] Page 2
Carbon Fiber Business Unit Manager (continued) Implemented Customer Advisory Committee new product development to complete engineering design and 1st
article production build of new Split-zone oxidation system within 24 months, securing $200K customer sponsorship commitment, finishing customer validation trials in June 2016, and officially launching product.
Unseated existing supplier through strategic selling to C-level executives and won $35M, sole-source purchase commitment from BMW-SGL for their i-3/i-8 series electric vehicle program. BMW-SGL win showcased Despatch equipment in the world’s largest industrial carbon fiber plant as the industry “standard” for automotive carbon fiber oxidation ovens.
DESPATCH INDUSTRIES, LLC, Lakeville, MN 1999 – 2011
Director of Global Sales, reporting to CEOIncreased annual revenue from $25M to $202M. Implemented global business development and global distribution targeting new strategic Customers and high-growth potential vertical markets. Established 1st Despatch direct sales and service offices in Europe, Greater China, and Korea to capitalize on rapidly
growing photovoltaics market. Built photovoltaics industry global customer base to 100+ Customers and exceeded $350M in photovoltaics
revenue from 2005 to 2010, unseating leading European competitor and achieving 65%+ global market share. Attained record company revenues of $100M in 2008 and $202M in 2010 by penetrating Greater China
photovoltaic manufacturing market leaders, by strong market share expansion through C-level selling focus, and by establishing strong direct sales and technical services presence to support growing market share and ensure high level of Customer satisfaction.
Created Despatch as the industry “standard” for carbon fiber oxidation ovens (highlighted by “6 wins in 6 months”), exceeding $100M carbon fiber revenues, including $35M (BMW) and $25M (Hexcel).
FORTREND ENGINEERING, Santa Clara, CA
Wafer Transfer Automation Manager Developed and won multiple contracts for 200mm/300mm copper processing wafer transfer systems.
DESPATCH INDUSTRIES, Minneapolis, MN
Engineered Systems Sales & Western Regional Sales Manager Achieved leading market share position in Aerospace, carbon fiber, biotech/pharma, data storage, and electronics
markets for engineered complex thermal processing solutions.
GCA PAR, St. Paul, MN & INTELLIDEX, Corvallis, OR
Robotics Sales Engineer
EDUCATION
Bachelor of Mechanical Engineering (BME), Honors, University of Minnesota, Minneapolis, MN
