Paul Kirkland Email & Phone Number

San Francisco Bay Area

San Francisco Bay Area

Senior Global Account Manager – Display BGManage relationships between SMA and GSMCollaborate sales objectives between SMA and Sharp Japan.Price negotiationsCoordinate business activities between Sharp and Apple engineering groups during the design cycleProvided coordination between Sharp Japan and Apple groups in the US, China and JapanDrive internal discussions and alignment to respond to customer requests involving new products, manufacturing capacity allocation and expansion, pricing, contracts, environmental standards, worker standards, etc. Escalate issues and counsel executive management as required, providing recommended solutions that balance advocating for the customer and meeting the needs of the organization.Use data and experience to plan and implement activities related to forecasting, production planning Extensive travel throughout China and Japan to support the business

San Francisco, Ca

Generated new business opportunities for a UK based Nanotechnology start-up. Successfully penetrated mobile device companies in European, Canada and the Bay Area. Negotiated commercial contracts with top tier handset manufactures.Gained direct access to stakeholders through relationship building.Provided program management for released products in Europe, North America and Asia.Managed team of FAEs in Europe, the Bay Area and Asia

San Francisco Bay Area

PULSE ENGINEERING, San Diego, California • 1995-May 2011Leading global supplier of Electromagnetic Interference (EMI) suppression components for the Networking, Telecom, and Power Industries. $650 million annual revenues. Western Territory Manager (2008 – present)Manage and direct sales representatives (10 individuals) in California, Idaho, Utah and Colorado. Set revenue goals, MBO’s and target account penetration list. Extensive travel in the territory to drive new design wins at established OEM’s as well as start-up companies. Work with the distribution channel to promote further penetration in second tier account base. Provide direction between OEMs, engineering, operations and CEMs. Key Accomplishments: Attained and exceeded $15 million budget, exceeding the previous year’s goal by $3 million. Negotiated and secured $2 million of business from the competition at Juniper Networks. Grow antenna business at Barnes and Noble (Color Nook) by $500,000 in one year. Engaged with Amazon.com in next generation designs.Senior Global Account Manager (1999-2008)Increased market share with key customers and delivered unprecedented revenue gains through implementing strategic value-added programs streamlining material delivery and cutting product lead times. Collaborated with North America, Europe, and Asia sales teams on strategic sales initiatives. Championed operational improvements bolstering order fulfillment and maximizing margin dollars. Pursued and maintained relationships with top-tier electronics manufacturing service providers, garnering major new opportunities. Attained or exceeded $45 million budget, and offered hands-on management of material forecasts, pricing, expedites, and quality issues on a global basis. Guided program transfers of board builds between North America, Europe and Asia, rapidly resolving issues.

Senior Global Account Manager (1999-2008)Increased market share with key customers and delivered unprecedented revenue gains through implementing strategic value-added programs streamlining material delivery and cutting product lead times. Collaborated with North America, Europe, and Asia sales teams on strategic sales initiatives. Championed operational improvements bolstering order fulfillment and maximizing margin dollars. Pursued and maintained relationships with top-tier electronics manufacturing service providers, garnering major new opportunities. Attained or exceeded $45 million budget, and offered hands-on management of material forecasts, pricing, expedites, and quality issues on a global basis. Guided program transfers of board builds between North America, Europe and Asia, rapidly resolving issues. Assessed current and future customer needs, and worked closely with Engineering on developing new products and platforms ensuring attainment. Key Accomplishments: Spearheaded quarterly contract negotiations and successfully increased share of business with Flextronics, a major subcontract manufacturer, from 25% to 76%, while enhancing revenues from $10 to $20 million+ and minimizing price reductions to 1-2.5% per quarter. Identified improvements bolstering supply chain management, accurately forecasted demand fluctuations, and provided strategic insights to Asia and Europe sales teams enabling creation of comprehensive sales coverage model.  Increased business-to-business efficiency through launching new programs such as EDI Invoicing, as well as a dedicated network of Vendor Managed Inventory (VMI) hubs. Improved customer service processes, and fostered a positive environment stressing accountability.  Contributed heavily to international design team efforts, and interfaced with New Product Introduction (NPI) staff to ensure timely product launch.  Won President’s Award 2002 for achieving 160% of goal.

Manage and direct sales representatives (10 individuals) in California, Idaho, Utah and Colorado. Set revenue goals, MBO’s and target account penetration list. Extensive travel in the territory to drive new design wins at established OEM’s as well as start-up companies. Work with the distribution channel to promote further penetration in second tier account base. Provide direction between OEMs, engineering, operations and CEMs.