ALBERT A.

DiGUISEPPE
49 Brentwood Lane
Fairport, New York 14450
Home 585-377-1476
ad88a740@westpost.net

Summary
Accomplished professional with a strong track record for delivering growth in re
venue, profit and market share.
Proven relationship manager, successful in establishing rapport and working with
people at all levels.
Capable program/project manager, well equipped to manage and prioritize the comp
eting demands of multiple projects.
A respected team player with a strong work ethic and a record of integrity, depe
ndability and outstanding customer service.
Core Competencies
- Business Development - Project Management
- Account Management - Relationship Building
- Sales Management - Problem Solving
- Program Coordination - Team Building

Career Highlights
- Doubled order volume in the first 4 months of 2010 vs. the same period of 2009
.
- Drove new business development to 13% of sales in an economic downturn includi
ng new design wins and market share gains from the #1 competitor.
- Provided the leadership and guidance that led to a 20% compound annual sales g
rowth rate and above average gross profit margins over a 7-year period.
- Turned around a serious quality problem in troubled product line supplied to E
NI's #2 global account representing greater >20% of ENI's annual sales. In a two
-year project, rebuilt relationships with this account's technical, materials an
d Sr.Management teams. Led ENI engineering team that dramatically improved produ
ct design, reliability and quality. Regained the customer's confidence and reta
ined the business of this key account.

Key Professional Experience

Richardson Gratings a Newport Corporation Brand 2008 - 2010
A manufacturer of diffraction gratings for analytical instrument, telecom, semic
onductor and scientific applications.
Sr. Sales Manager
- Personally managed the top 3 accounts representing 50% of annual revenue.
- Developed a program to support new design opportunities including quick turn p
roduct samples, technical support and value added engineering.
- Realigned the group to more effectively support the strategy of identifying an
d penetrating high volume OEM accounts
- Lead a factory based team selling both direct and through a worldwide distribu
tion network
- Rebuilt a fractured relationship between the sales, production and engineering
groups creating an environment focused on high quality and customer satisfactio
n.
MKS Instruments / ENI Products Group - Rochester, New York 1989 - 2008
A producer of high power RF and DC power supplies for the semiconductor, optical
and coatings industries
Sales Manager, Program Manager 2002 - 2008
- Played a major role in winning significant new business within ENI's #1 and #4
accounts in 12+ month product development projects. Business valued at greater
than $5M annually.
- Developed a high performance sales and applications engineering team responsib
le for over $125M in annual revenue.
- Program Manager for client related technical projects ranging from 12 to 18 mo
nths in length. Served as liaison between ENI and the engineering, operations a
nd materials management groups in the client organization. Responsible for drivi
ng all aspects of the relationship within these accounts.
- Firm understanding customer needs and project complexities, balancing multiple
projects simultaneously and handling project emergencies. Identified project sc
ope, resources, and ROI for ENI marketing, engineering, and senior management te
ams and directly managed project teams across the organization including new pro
duct development.
- Served as Sr. Managements' go-to person for complex technical, quality, reliab
ility, and commercial issues across the client base.
MKS Instruments / ENI Products Group, continued
Regional Sales Manager 1993 - 2002
- Led sales and marketing activities within the entire eastern U.S. Managed a t
eam of seven, including inside and outside sales representatives, applications e
ngineers, and customer service personnel. Managed a Manufacturers Rep channel an
d was personally responsible for selling to major accounts.
- Co-developed and refined the Corporate strategic account development model lea
ding to significant growth at existing accounts and the addition of four major n
ew accounts representing a total of $5 million in incremental annual sales. Also
closely guided team Account Manager in winning an additional account representi
ng $5 million in annual sales.
- Identified industrial hard coatings as a new market segment and generated incr
emental sales from this sector.
- Increased team productivity and effectiveness as well as customer satisfaction
by implementing customer relationship management software.
Sales Engineer 1989 - 1993
- During first year, increased territory sales from $500,000 to $1.3 million. By
1993, grew territory sales to $2.7 million. Won territory's first OEM account,
generating $3 million in annual revenue.
- Recommended the addition of a manufacturers' rep channel for maintaining exist
ing accounts, allowing ENI sales engineers to focus on developing strategic acco
unts. Once implemented, this cost-saving recommendation produced faster sales gr
owth for ENI.
Other Experience
ESTEK/Div of Eastman Technology, Xerox Corporation, TII Computer Systems
Education
Bachelor of Science in Electrical Engineering Technology 1985
Rochester Institute of Technology - Rochester, New York
Associate in Applied Science in Instrumentation Technology 1981
Monroe Community College - Rochester, New York
Other Background
Project Management - Project Management Professional (PMP) Exam Course
Computer Skills - Microsoft Project, Visio, Word, Excel, PowerPoint, and Outlook
. Lotus Notes. ACT! and Goldmine sales software.