Thomas G. Gottschalk Email & Phone Number

San Mateo, Ca, Us

San Jose, California, United States

Globally experienced sales hunter and marketing professional with over 17 years in sales (managing teams in Asia Pacific, Americas, and Europe) and over seven years in product marketing of complex technical product solutions (Biotechnology, Academic, etc.). Technical skills include result oriented sales cycle management, development of collaborative sales strategies, P&L management, forecasting, team training and motivation. Bilingual (English, Native German), intermediate Japanese. Familiar with software & sales tools. Avid observer of international economics, enthusiastic long distance runner (finished 25 marathons), outgoing and enjoying to socialize.

San Mateo County, California, United States

Santa Clara, Ca

Globally experienced sales hunter and marketing professional with over 17 years in sales (managing teams in Asia Pacific, Americas, and Europe) and over seven years in product marketing of complex technical product solutions (Biotechnology, Academic, etc.). Technical skills include result oriented sales cycle management, development of collaborative sales strategies, P&L management, forecasting, team training and motivation. Bilingual (English, Native German), intermediate Japanese. Familiar with software & sales tools. Avid observer of international economics, enthusiastic long distance runner (finished 25 marathons), outgoing and enjoying to socialize. - Focused on exceeding annual sales quotas, achieved five year growth of 173% - Grew annual Sales volume to a company record in 2022 by 99% year over year and achieved a two year growth of 236% in China, vastly exceeding quota - Managed strategic agreements with channel distributors and OEMs to increase coverage- Led the direct sales force in APAC hands-on (instrument solutions, capital equipment, consumables, etc.), developed pricing strategies leading to an increase of margins by over 15%- Provided the business and sales plan for and set-up a direct China sales organization (WFOE) to aggressively drive local direct business- Monitored sales performance KPIs and developed strategic key relationships to increase the network of key opinion leaders by 3x- Managed regional monthly order forecast, monitored margins to achieve quarterly and annual business goals- Acted as evangelist at conferences and meetings to drive the sales message- Provided team development through coaching and product training to enable sales success- Worked with Product Managers and Service Engineers on GTM strategies to competitively position for growth- Supervised Application Scientists and Service to improve customer satisfaction by 2x

Santa Clara, U.S.A.

- Oversaw the global Magnetic Resonance marketing application scientist team, responsible for application and solution oriented software new products plan, backed the success of the sales team by driving pre-sales support - Focused on MR market development, drove application launch and go to market plans and executed them with the application team. Provided solution based selling tools and training. - Successfully launched several hardware and software products including a new low field NMR RF console with five associated key automation accessories- Developed and executed plans to utilize additional core sales distribution channels, successfully activated European and American channel including sales training, consequentially contributed to an increase in sales volume through better coverage

Santa Clara, U.S.A.

- Develop and drive business strategy in pharmaceutical and academic markets (drug discovery, research), VOC, new product proposals, MRI roadmap, marketing mix.- Responsible for Marketing Budget and management of Marketing team.Drive product life cycle management (upstream marketing) and marketing plan management (downstream marketing).- Manage strategic key account and opinion leader relationships.- Planned and executed commercial launch of new pre-clinical MRI product line May 2012 (Conferences, Launch Video, Collateral, Training, Presentation, etc.).

Santa Clara, U.S.A. , Tokyo, Japan

- Define and execute Market Development strategy for Asia/Pacific, integration of Varian, Inc. sales team.- Implement sales development activities and reinforce them through coaching & training.

Palo Alto, U.S.A.; Tokyo, Japan

- Managed direct capital equipment sales force of ~ 15, plus application and service teams in Japan, China, Korea, Taiwan, Australia, New Zealand, Latin America, as well as distributor relationships in Japan and South East Asia, exceeded Sales target i.e., FY09 bookings $ over 42% above target, units over 64% above- Drove result oriented sales cycle management: Identified customer needs, developed winning sales strategies, worked cross-functional with product marketing, R&D, service, legal, tackled RFPs and closed deals- Trained, coached, and motivated sales force, evaluated and improved sales performance - Represented the company as ‘Evangelist’ at marketing seminars, customer sites, and at scientific conferences, managed marketing activities i.e., user meetings- Managed OEM vendor relations in Pacific Rim, negotiated and closed a US$ 35M five year distribution agreement with a Japanese peer company- Based in Tokyo from Summer 2003, enabling more direct interaction with customers

Darmstadt, Germany

- Directed sales activities: identified customer needs, configured quotations, gave seminars, managed pre-sales and after-sales relations, negotiated with customers and purchasing agents, closed deals, managed regional order forecast, grew annual order volume, and exceeded target by over 11%- Managed Eastern European sales force, approved discounts to improve margins over 5%

Palo Alto, U.S.A.

- Product management of accessories, upgrades, and custom products – defined Marketing Mix: acted as marketing lead, determined customer needs, defined products, worked with R&D on timing and monitored progress- Led international web development projects with responsibility for content, design, vendor relations (achieved cost savings of $70k during www.varianinc.com roll-out) - Optimized business processes involving Marketing, Sales, Engineering, Operations, and IT; i.e., developed a process to reduce inventory, saving over $250k

Darmstadt, Germany

- Technical pre-sales consulting of sales force and customers. - Coordinate European order processing.- Organize the company appearance at major exhibitions and trade shows in Europe.