JOSEPH C.

SCHELL
Parker, TX 75002
(972) 342-8118 joseph.schell1@verizon.net
LinkedIn Profile: http://www.linkedin.com/in/jcschell

LEADERSHIP PROFILE
Tenacious, goal-oriented professional with more than twenty years of experience developing successful product and
sales penetration strategies including disruptive commercial technology, large capital equipment and test services.
Adept in fostering strong client relationships and business partnerships to drive profit and revenue growth. Dedicated
to ensuring customer satisfaction to generate repeat and referral business. Excels in establishing benchmarks of
performance and standards of excellence in continuous refinement of products, processes and support.
Additional areas of expertise include:
Customer Engagement and Advocacy Product Management General Management Cross-functional Team
Leadership Product Marketing Business Development Product Development Value-based Selling Market
Requirements New Product Introductions Product Pricing Product Life Cycle Management Contract
Negotiations Proposal Development Business Case Justification Technology Insertion Design Wins Complex
Solution Selling Strategic Alliances Business Strategy Product Roadmap Development Project Management
Agile and Waterfall SW Development OEMS Channel Partners Supplier Negotiations Cultural Diversity

S ELECTED HIGHLIGHTS ______________________________________

Secured multi-year/multi-million dollar thermal imager design-win for next generation firefighting

Launched disruptive commercial infrared products - growing sales in excess of 400%

Achieved $15M in sales 125% of target; increased number of chamber sales by 300%
Received two General Managers Awards, for outstanding contributions to sales and marketing

Successfully negotiated multi-year, commercial and defense contracts in excess of $10M

Captured phase one award of a $20M retrofit project, exceeding sales quota by 200%

CAREER TRACK __________________________________________

DRS TECHNOLOGIES INC. DALLAS, TX
Senior Product Manager, Sales 2010 to 2014 (Infrared Thermal Imaging Camera Cores, LWIR)
Functioned as General Manager with profit and loss responsibility for commercial line of infrared camera modules,
including full product lifecycle management from requirements gathering to concept definition, development, launch,
product maturation and end-of-life. Secured and managed multi-million dollar development budgets and product
schedules. Conducted gate reviews to ensure design-to-cost, price-to-win and time-to-market remained aligned with
revenue targets and go-to-market strategy. Synergized cross-functional team of Business Development, Marketing,
Operations, Engineering and Trade Compliance to streamline product launch and roll-out. Continually monitored
product positioning and competitiveness, taking action to enhance features to bolster revenue growth and increase
market share. Spearheaded cost reduction efforts across the line of business improving product margins to assure
ROI goals were met and that product/business model remained viable in the face of increasing competition.

Introduced disruptive low cost 17um LWIR technology - Worlds smallest thermal camera, Grew OEM
thermal module line of business 400% to ~$20M per year
Secured multi-year/multi-million dollar thermal imager design-win for next generation firefighting

Recognized by Photonics Online for authoring one of the top 3 most downloaded white papers in 2013.

Joseph C. Schell

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Increased positive cash flow and business competitiveness by lowering production costs, growing product
margins, expanding product portfolio and strengthening critical supplier relationships

VI TECHNOLOGY INC. CARROLLTON, TX

Regional Sales Account Manager, 2008 to 2010 (Automated Test Equipment, SaaS)
Managed North American Central Region Provided customized test solutions and SaaS following extensive
requirements gathering and test plan development including enterprise wide Arendar 2009 Suite for managing test
plans and test data. Provided comprehensive risk assessments and cost impact as part of the sales process.
Turned around failing multi-million dollar, key account; increasing both near and long-term revenues while creating
new business opportunities as a preferred supplier. Veteran respondent to complex RFI/RFP/RFQs including
multiple contract vehicles and associated negotiation tactics. Leveraged channel partners and sales reps as force
multipliers to achieve sales objectives.

Successfully negotiated $10M multi-year defense and commercial contracts

Recognized by president for quickest time to convert green-field opportunity to tier 1 account

Improved company cash-flow by boosting sales margins 10% and reducing payment schedules by 33%

ASYST TECHNOLOGIES INC. RICHARDSON, TX

Senior Sales Account Manager, 2006 to 2007(AMHS, RFID, Semiconductor Capital Equipment and Services)
Assured multi-million dollar revenue streams while working to secure $50M Automated Material Handling System
(AMHS) project. Routinely coordinated technology and system design reviews with end users, owners, purchasing
agents, and production managers in effort to design-in our AMHS solutions and drive the sales process. Orchestrated
consultative assessments to demonstrate core competencies and industry best-known-methods in support of account
strategy. Managed a cross-functional account team of eight.

Booked $7.4M in equipment and service orders attaining 125% of sales quota

Won initial phase of a $20M retrofit project exceeding quota by 200%, Increased customer satisfaction
score-card by 10% and restored corporate image as a preeminent equipment supplier

HITACHI HIGH TECHNOLOGIES AMERICA, DFW AIRPORT TX

Senior Sales Account Manager, 2002 to 2006 (Semiconductor Process/Metrology Equipment and Services)
Developed relationships with upper-level management and executives, identified and classified sales barriers, and
devised strategies to punch through. Used consultative sales approach to reinforce business relationships as a
trusted solutions provider and created pathways for new technology penetration. Managed sales and service support
teams for both etch (SED) and metrology (EMD) product lines targeting 130nm, 90nm, 65nm and 45nm nodes.

Achieved $15M in sales revenue 125% of Target, increased chambers sales within specified region by
300%; grew EMD annual service revenue streams by 10% and system upgrades by 200%

Received the GM Award in recognition of overall contributions to sales and marketing and exceeded EMD
sales goals by 100% and two years ahead of schedule

Region Sales Manager, 1999 to 2002 (Sales Territory Development, Product Management, Capital Equipment)
Collaborated with Sr. leadership to define/set regional sales goals. Created account strategies in alignment with
targeted objectives and set MBOs for direct reports in my region to promote new product penetration and increase
individual and regional performance. Performed product management duties for SCDS gas abatement system
including market assessment, product positioning, establishing pricing and developing product/feature roadmap and
full product launch campaign.

Joseph C. Schell

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Achieved $8M in sales revenue and received the GM Award for strategic product penetration in recognition
of securing the first 300mm advanced semiconductor equipment placement in North America

Introduced revolutionary POU gas abatement technology, Hitachi SCDS, as functional Product Manager

Process Engineering Manager, 1998 to 1999 (Engineering Manager)

Directed global team of process engineers in support of worldwide installed base. Recruited uniquely qualified
personnel to participate in a two-year expatriate assignment in Japan. Conducted technical product demonstrations,
and prepared technical responses to RFIs and RFQs. Regularly reviewed marking data, looking for technology
trends and competitive threats. Performed SWOT assessments and provided input to product development team to
shape future direction of products, requirements and features. Consolidated customer technology roadmaps to align
product and technology strategies.

Secured $4.5M equipment sale by identifying anomalies in clients equipment evaluation methodologies

Improved equipment productivity 25% by implementing new hardware and process sequencing

MATERIALS RESEARCH CORPORATION, DALLAS TX

Marketing Manager, North America and Europe, 1996 to1998 (Product Marketing Semiconductor Equipment)
Developed product marketing strategies for rebranding our Eclipse and Solara processing equipment. Developed
technical marketing materials to advance and support Eclipse hot Al reflow capabilities. Covered US and Europe,
engaging customers to better understand market perceptions of our brand and equipment capabilities in preparing
new marketing blitz.

Executed marketing campaign raising brand/product awareness leading to $10M increase in CVD and PVD
equipment sales.

TEXAS INSTRUMENTS INC., DALLAS TX

Technical Staff, 1991 to 1996 (Semiconductor Process Development)
Promoted from plasma process engineer to Group Member Technical Staff leading the advanced CMOS metal etch
process development team. Managed development thrusts for .18um CMOS and 1Gbit DRAM applications.
Collaborated with equipment suppliers to evaluate and develop new processes and equipment capabilities.

Improved process yield 75% by optimizing process control parameters resulting in annual savings of $5M/yr

E DUCATION/TRAINING _______________________________________
UNIVERSITY OF NORTH CAROLINA AT CHARLOTTE, CHARLOTTE, NC
M.S.E.E., Electrical Engineering / B.S.E.E., Electrical Engineering

Thesis topic: Plasma Resistant Positive Photoresist for I-Line Lithography

Awards include: MCNC Fellowship in Microelectronics, SRC Funding Recipient, Graduate Research
Assistantship, ECS Recognition for Research, Member Tau Beta Pi Engineering Honor Society

Trained in CRM Platforms (Microsoft CRM, Salesforce, Siebel) strategic account planning, LAMP, Spin Selling, The
Counselor Salesperson, Project Management and EVMS principles, Open Innovation, 5S, RFID Technologies and
applications, Factory Automation Techniques for Semiconductor Fabrication, Fundamentals of Electron Microscopy,
POU Gas Abatement Technology, Computed Tomography, Magnetic Resonance Imaging, Six Sigma and Principles
Statistical Process Control, Taguchi DOE, Materials Sputtering, and Basics of Supervision

Joseph C. Schell

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P UBLICATIONS ___________________________________________

Tamarisk Custom Lens Calibration - Simplifying Integration with Flexible Design Capabilities coming 2015

Image Contrast Enhancement (ICE)The Defining Feature, Photonics Online, 2013

A Novel Plasma Etch and Clean Process for Sub-.05 Micron Interconnects, VMIC, 1996

Application of Deep-UV Resist for 0.25um Metal and Poly Processing, SPIE, 1996
Electron Beam Stabilization of Deep-UV Photoresist, Interface 95 Microlithography Seminar

Submicron Deep-UV Imaging Using Oxygen Plasma Resistant Novalac Based Photoresist, ECS, 1990