Roger DeLaughter
12915 Mill Ridge Dr.
Cypress, Texas 77429
281-935-6401(c)
rpdelaug@hotmail.com
Over the last several years I have worked for companies that are focused on Marine Fuel Management systems. What I found to be most satisfying was working with customers to help them understand how the systems I represented could help them better manage fuel. I worked with marine operators to understand their requirements for vessels ranging in size from small tugs to offshore support vessels to cruise ships to large cargo ships; but as a salesman for a particular vendor, my hands were often tied to the limitations imposed by the system, its architecture, or the constraints placed on an opportunity by management. Because of this history, I have a unique perspective on this narrow niche and as an independent consultant can help operators address this issue more effectively; make sure they quantify their requirements, help them formulate and set proper expectations, identify solutions that can meet their objectives, and guide them to the selection of a solution that will deliver as promised. I have an understanding of the capabilities of several products and have learned what works and what does not; which products can address a customer's needs and which ones will fall short.
Experience Summary:
Experienced professional, strong in the areas of technical sales, business development, and channel development/management for industry leading software/hardware manufacturers, systems vendors, and IT Services companies. I am an entrepreneurial, analytical, technology-focused individual with excellent relationship building skills, trained in consultative selling techniques.
Areas of expertise include:
• Marine Fuel Management Systems Consulting
• Complex solution sales, software/hardware product sales, IT project sales
• International Business/Market Development, licensing, negotiating and contracting
• Global channel program development and management, VAR, OEM, SI relationships
EXPERIENCE
Marine Fuel Management Consulting 04/10 – Present
Consultant
• Consult with clients to quantify project requirements and draft RFP
• Survey vessels to identify issues/constraints
• Evaluate vendor proposals and check references
• Ensure system is properly installed and customer effectively trained
MICAD Marine Systems LLC 02/09 – 4/10
North/South American Sales Manager
• Drove significant increase in year-over-year sales for North America
• Top salesman for company in 2009
• Developed multi-million dollar pipeline of opportunity for 2010
• Recommended product development to improve competitive position and market penetration
Nautical Control Solutions 10/06 – 01/09
Business Development Manager
• Drove 147% increase in year-over-year sales (direct and indirect)
• Grew partner program by over 100% in 2008
• Consulted with clients to define and prepare detailed system quotations including hardware and software
• Developed product positioning, pricing, sales/marketing materials, presentations, proposals
Perficient Inc., Director Business Development 2005–2006
Junot Systems Inc., Sr. Business Development Manager 2003–2005
Invensys Systems Inc., Partner Relationship Manager 1999–2003
Digital Consulting and Software Services, Account Manager 1998–1999
Aspen Technology, Director 1988–1998
I hold a T.W.I.C
