John Barnum Email & Phone Number

Connecticut, United States

Probe Card, Final Test Product Sales - US

Connecticut, United States

HPD Cryogenics, FRT Metrology, Prober Systems, Analytical Probes and Probe Card Sales at FormFactor

Southbury, CT

EASTERN REGIONAL ACCOUNT MANAGER FormFactor Inc (2012-Present) Microprobe (2007-2012)Manage and direct sales and business development initiatives, account management, new market, technology penetration, and coordinate and oversee qualification execution. Partner with senior leadership to identify opportunities for sales process improvementsFacilitate.

• EAST COAST ACCOUNT MANAGER (2006-2007)Managed and drove the daily sales and account management operations for all Probe Card sales throughout the majority of US East Coast Accounts, while directing all account team.
• Developed relationships with key accounts, while making sure key deadlines and milestones were met; Broadcom, Qualcomm, Global Foundries, and others.
• Continually gathered and assessed information on pricing, product quality, applications and competitive activity, while recommending process changes and account strategies.
• Developed and executed a eastern territorial sales plan to ensure efficient and productive coverage of all accounts and prospects; led sales pipeline development process.
• Acquired and maintained in-depth knowledge of all accounts, as well as worked with, influenced and established business relationships with all recommenders and decision-makers.
• Developed annual forecasts for assigned accounts; forecasted revenue on a regular basis and reviewed sales results to ensure that established targets were being met; took corrective action as needed.

• Managed and oversaw all aspects of Probe Card sales for all major East Coast accounts, to include global responsibilities requiring travel to SE Asia on a quarterly basis.
• Led the increase in revenue by 50% in 6 months by creating and implementing strategic account plans.

• Managed and drove all aspects of account and sales management for an $11M account portfolio, while successfully penetrating major accounts via partnerships with suppliers offering customers differentiating solutions..
• Created negotiation strategies for deals partnering with the business lines to ensure business objectives were met; identified and captured growth opportunities.
• Increased market share to 100% and annual revenue by 300% for a major account via the offering of value-added services; established Photronics as an integral part of their business strategy.
• Increased market share and exceeded sales goals consistently over 10 consecutive quarters; maintained a high degree of customer loyalty; provided input into new product development.
• Partnered with internal engineers, R&D and production staff to deliver customer orders.

• Managed and supervised a staff of five applications engineers and a customer support supervisor, while assisting with sales and supporting manufacturing with technical problems requiring interface with internal sources.
• Directed major projects with a focus on product quality, cost efficiency and profitability.
• Oversaw and contributed to the design and development of product to fulfill the needs of customers.
• Ensured projects were completed on time and within budget; acted as advisor to applications engineering team regarding projects, tasks, and operations.

Managed product qualifications for major accounts including Lucent Technologies and Intel.