KENNETH J. SCHULTZ 311 North Third Street Telford, PA 18969 (215) 799-0321 ks125034c@westpost.

net SUMMARY Customer-focused Account Manager with a diverse background in account management, project management, field service, technical support, training, and marketing. Enthusiastic self-starter with a reputation for creative problem-solving, team building and strong interpersonal skills/relations. Possess a broad range of experience in: - account management, marketing, manufacturing, capital equipment development and continuous improvement; - customer relations and support, product utilization and life-cycle support. PROFESSIONAL EXPERIENCE THERMO FISHER SCIENTIFIC, Brookfield, WI 2003-2011 Account Manager (2006-2011) Managed 15 Pharmaceutical, Chemical, and Healthcare accounts with annual revenues of $3 Million in a territory ranging from Massachusetts to Maryland. Conducted regular meetings with all levels of personnel (C-Level, Directors, Managers, and hourly employees) within the client's organization to ensure the Thermo Fisher Asset Management Services program met their organization's unique requirements. - Achieved 100% of targeted account growth by effectively presenting key metrics with the use of business reviews and executive summaries to display the value-added benefits and savings of utilizing the Asset Management program over vendor service contracts for instrumentation service. - Negotiated contract renewals resulting in increased revenue and improved profitability for assigned accounts. - Attained 100% renewal rate for existing clients by standardizing procedures such as business plans, business review meetings, end-user education, satisfaction surveys, and reports. - Developed and delivered Monthly, Quarterly, Biannual, and annual business review meetings focusing on Business Plan review, Financial Review, Overall Program Review, and data analysis in order to foster business growth and improve client satisfaction. - Presented program business review meetings to C-Level, Director, and Management personnel at client facilities fostering and strengthening client relationships which ultimately resulted in account growth. - Increased account profitability by negotiating credits for excessive instrument repairs with service vendors and by identifying alternative parts sources. - Increased account profitability by identifying instruments

with excessive repair costs and providing alternative service methods (3rd party service providers and service contracts) to clients while still maintaining high level of satisfaction. - Participated as team member on Practical Process Improvement (PPI) initiative which led to more effective implementation procedures resulting in greater client satisfaction for the Asset Management program at new accounts. - Provided Thermo Fisher Asset Management Services program training seminars for client staff which improved program success and client satisfaction. * Site Manager (2003-2006) Managed all facets of Thermo Fisher Asset Management Services program as Site Manager for Rohm and Haas Company. Conducted regular meetings with lab managers of over 20 Rohm and Haas facilities across North America to educate end users of the Asset Management program's operations, benefits, and savings. - Achieved 36% account growth over 3-year period by continually promoting the benefits and cost savings of the Asset Management program to clients. - Added 4 Rohm and Haas facilities to Asset Management program by presenting program benefits and savings to lab managers. - Improved account profitability by introducing 3rd party vendors for service of instrumentation where appropriate. - Developed and delivered Monthly, Quarterly, Biannual, and annual update business review meetings that focused on Business Plan review, Financial Review, Overall Program Review, and data analysis in order to generate business growth and increase client satisfaction. - Resolved vendor issues by scheduling and hosting meetings with end users and service providers. EXPRESS SCRIPTS, INC., Bensalem, PA 2002- 2003 Operations Manager Managed all facets of a state-of-the-art High Volume Filler Production Floor for mail-order prescription facility. Staffed and supervised 25 pharmacy technicians and maintenance staff. Guided coordination of engineering machine upgrade efforts and implemented solutions to production issues. - Developed production processes and procedures to enable the High Volume Filler to increase production output from 15,000 to over 50,000 prescriptions per day. - Instituted training program for pharmacy technicians to ensure compliance with all production processes and procedures. - Reduced inventory cost by $1000 per day with the implementation of production procedures. - Coordinated engineering machine upgrades to reduce prescription short counts and ensure enhanced customer satisfaction. KULICKE AND SOFFA INDUSTRIES, INC., Willow Grove, PA 1990-2002 Software Marketing Manager (2000-2002)

Developed software feature and premium process capability definitions as well as reviewed customer software feature requirements and managed the software planning/review activity to satisfy customer development and production needs. This activity encompassed new software features and premium process introduction and seeding key accounts, cradle to grave program management as well as upgrade and enhancement planning and support. - Defined market requirements and coordinated program management functions for multiple departmental activities and resources engaged in the software feature development, premium process development, and distribution process. - Managed custom software feature requirements from customer negotiations to software installation and verification testing. - Delivered sales training and customer presentations. - Conducted technical sales negotiations. - Provided primary point-of-contact for worldwide sales and distribution representatives. - Reviewed and approved customer feature requests and feature specifications. - Reviewed and approved customer orders for premium process software. - Calculated sale price of premium process software. Used Equipment Production Supervisor (1999-2000) Managed production floor for Used Equipment Group. Staffed and supervised 10 technicians as well as project priority and schedule management to ensure on-time delivery of customers' used equipment orders. - Developed and managed production process requirements for "out-of-production" equipment which generated over $2 million per year in revenue. - Maintained on-time delivery of used equipment that was consistent with customer expectations. - Reviewed Out of Box Quality (OOBQ) Reports for possible production process inconsistencies. - Devised and incorporated production process improvements to prevent future OOBQ discrepancies. - Forecast required parts and kits for used equipment orders. - Developed ISO procedures that enabled the Kulicke and Soffa Used Equipment Group to become ISO 9000 certified. Process Engineer/Consultant (1998-1999) Reviewed and managed process evaluations for key Natel Engineering Company (Chatsworth, CA) customer production orders. Guided coordination of Natel programs and implemented solutions to Natel production issues. Reported to the Vice President for Manufacturing Services at Natel as part of an on-site contract with Kulicke and Soffa. - Developed ISO procedures that enabled Natel to maintain ISO 9000 certification. - Chaired bi-weekly on-site contract status meeting involving Natel engineers and Kulicke and Soffa ball bonder marketing manager. Account/Site Manager (1997-1998) Managed all facets of $2 million on-site service contract between Kulicke and Soffa and Intel Corporation (Chandler, AZ). Duties included staffing, direct supervision and performance evaluations

of 10 Field Service Engineers for 24/7 production operation. - Administered Consignment Spare Parts inventory valued at over $10 million. Maintained proper inventory levels to maximize equipment uptime and productivity, resulting in increased profits by minimizing inventory costs. - Chaired Continuous Improvement meetings to track equipment issues and devise solutions for these issues. Meetings involved Intel engineers, Kulicke and Soffa engineers and marketing departments. EDUCATION - BS, Business Administration, University of Phoenix, King of Prussia, PA - Electronics Engineering Technology (equivalent to an Associate in Electronics), Micro-Electronics Technical Degree, RETS Electronic School, Broomall, PA TRAINING and CERTIFICATIONS Element K On-line Training and Certification - Microsoft Office 2007 Programs: ACCESS (Level 1); EXCEL (Level 4 & some Visual Basic for Applications); POWER POINT (Level 1); WORD (Level 3) - Sales: Basics of Effective Selling; Telephone Sales Skills; Mastering Cold Calls - Negotiation: Preparing to Negotiate; Selecting Your Negotiation Strategy; Finding Resolution Through Negotiation; Negotiating Skills for the Sales Professional; Negotiating Skills In Action - Presentation Skills: Dynamic Business Presentations - Customer Relations: Building Strong Customer Relationships - Meeting Skills: Business Meeting Skills; Get The Most Out of Your Meetings - Contracts: Understanding and Using Contracts - Strategic Planning: First Steps Towards Strategic Planning; Developing a Strategic Plan; Developing and Implementing a Strategic Plan United States Air Force - Electronics certification courses (9 months) on all USAF communication and navigation equipment, Communication/Navigation Technician, USAF Technical School, Biloxi, MS MICROSOFT WORD RESUME AVAILABLE ON REQUEST