THOMAS DICKERSON

Honeoye Falls, NY 14472 tdickers@rochester.rr.com 585-455-8175

Qualifications for Executive Level Sales/Marketing/General Management

PROFILE
Driven and detail-oriented entrepreneurial professional offering more than 20 years experience leading
direct sales, channel development, sales forecasting, contract negotiations, and personnel oversight.
Dynamic leader adept at providing superior customer service while forging and managing global
business/client relationships. Results-focused with a proven track record of successfully building teams,
driving profitability, controlling costs, and improving business growth. Self-motivated with strong
communication, interpersonal, and decision making skills. Areas of expertise include:
New Business Development Key Account Management International Business Sales Process
Development Technical Product Marketing Capital Equipment Sales Internet/Intranet/Web
Technology Direct/Indirect Sales/Distribution Network Management

KEY CONTRIBUTIONS

Managed sales/marketing team to record sales levels (>50% growth) while developing new
product/market strategies resulting in a successful merger/acquisition. [Ameritherm]

Generated $5M+ in prospective revenue pipeline through identifying and developing targeted
accounts while obtaining initial software installations with field beta sites. [ROISoft]

Recognized as the #1 revenue generator companywide for the past five years and negotiated the
companys first global software agreement. [Automsoft]

Secured the first million-dollar software/services order in company history. [Automsoft]

Improved regional forecasting accuracy by more than 40% to +/- 5% monthly accuracy.
[Computational Systems Inc.]
Grew metal embossing equipment and engraved roll product unit sales by over 500%, achieving a
record five-year high during the first year with the company. [Standex/Roehlen Engraving]

Successfully managed commercial/industrial optical systems engineering, manufacturing, assembly,

and final test operations, which improved performance levels, including enhancing shipment
performance rates to > 95% with associated 100% yield. [GCA/Tropel]

Increased OEM optical systems sales by over 300% annually for three consecutive years. [GCA/Tropel]

CAREER TRACK
ULTRAFLEX POWER TECHNOLOGIES
Americas Sales Manager...... 2015-2016
New business development for manufacturer of induction heating, melting, and casting equipment to
industrial markets. Primary focus on sales process implementation and lead management. Managed
direct field sales and independent representatives for new business unit while securing business from endusers and OEM accounts.

AMERITHERM
Director of Sales (Marketing)....2007-2015
Led direct sales team (10+) and channel representatives/distributors for global supplier of precision
induction heating solutions. Developed strategic sales/marketing objectives including compensation
plans, new product positioning, pricing, and competitive analysis.
Emphasis on business growth,
organizational development, business process improvement, and quality leadership.

ROISOFT
Director of Sales ............................................................................................................................ 2006-2007
Responsible for extensive new product introduction, cold calling, market research, trade show
introductions, and presentation delivery to targeted accounts for startup providing security and
management software solutions for Microsoft Excel documents used by companies in Sarbanes-Oxley
regulated industries including banking, insurance, capital market, and public firms.
AUTOMSOFT
Director of Sales ............................................................................................................................ 2000-2006
Oversaw sales to manufacturing automation divisions within major pharmaceutical and biotechnology
firms. Identified key accounts and secured corporate agreements with Pfizer Global Manufacturing and
other life sciences accounts. Launched innovative database processes, ensuring real-time data capabilities
and zero data loss; complied with FDA 21CFR Part 11 and other industry regulations.

COMPUTATIONAL SYSTEMS INC.

Regional Sales Manager ............................................................................................................... 1995-2000
Supervised eight regional sales directors and four regional engineering services associates. Acquired
new customers and achieved quarterly sales objectives. Supported advance test and measurement
software/instrumentation/services for predictive maintenance groups across Fortune manufacturers.
Spearheaded training efforts and promoted a team-oriented working environment.

STANDEX/ROEHLEN ENGRAVING
Marketing Manager ...................................................................................................................... 1993-1995
Responsible for driving metal embossing equipment and engraved roll product sales for global paper,
hardboard, non-woven metal, and texturizing industries. Responsible for determining technical
requirements and equipment specifications vital to proposal development and competitive order
processes.

DIMENSION TECHNOLOGIES INC.

Vice President of Sales & Marketing ........................................................................................... 1992-1993
Introduced advanced illumination and LCD display systems to industrial mining and military markets,
utilizing patented 3D auto-stereoscopic display technology.

GCA/TROPEL DIVISION
Director of Commercial Business.1982-1992
Oversaw global sales/marketing efforts, optical design engineering, component assembly, and final test
operations for this $10 million organization. Tasked with enhancing revenue, profitability, and shipment
performance for OEM optical systems and laser interferometer based metrology products. Served as a
steering team member for the Total Quality Initiative, training 200+ employees in quality management
processes/practices.

EDUCATION

UNIVERSITY OF ROCHESTER

MIAMI UNIVERSITY

M.B.A., Finance/Marketing

B.S., Business Administration

Awards:
NROTC Scholarship to Miami University

Additional Training:
Strategic Selling, Miller Heiman Inc.
Solution Selling, Michael T. Bosworth
Total Quality, Corning Glass

Personal and Professional References are available upon request.