Paul Titus

In my role as Regional Director and Product Manager FTTx in the USA since 2020, I have been responsible for driving the market growth and strategic positioning of our company's fibre optic connectivity products. My role involves managing key datacentre accounts, government projects, and Department of Transportation (DoT) projects, while also expanding our product reach to cable assembly houses and contractors. Concurrently, I have also served as the Managing Director for the Middle East and Africa region since 2008, leading a team to achieve significant sales success and regional market penetration.

While employed at Sanwa Technologies Inc, I performed the following job duties:

Promoted to Director/Project Manager, FTTx, following Sanwa’s acquisition of Fiberon, expanding my responsibilities and market reach.
Lead the development and sales of fibre connectivity products manufactured in Japan, targeting major vendors in the USA and the global datacentre market.
Played a pivotal role in driving FTTx solutions across various regions, significantly enhancing the company’s presence in the fibre solutions market.
Provided strategic oversight and support to the Middle East branch as Managing Director, managing the sales of fibre optic solutions for major telecom operators and structured cabling solutions for large-scale construction and data center projects.
Frequently travelled to key regions to support business operations, foster client relationships, and ensure the successful implementation of projects.

Key Responsibilities:

Datacentre Accounts Management:
Promoting tailor-made fibre optic connectivity products to major datacentre accounts in the USA.
Ensuring customized solutions meet specific customer requirements and industry standards.

Government and DoT Projects:
Leading efforts to position our fibre optic cable and solutions assortment in various government and DoT projects.
Collaborating with project managers and government officials to ensure successful product deployment and integration.

Business Development:
Strategically positioning the company’s portfolio to cable assembly houses and contractors in the region.
Expanding market reach and enhancing product visibility and acceptance.

Sales and Marketing:
Coordinating and executing sales strategies and marketing campaigns to promote fiber optic solutions to diverse customers.
Driving business growth through effective pipeline management and strategic account planning.

Leadership and Team Management (Middle East and Africa):
Leading a team of sales and marketing professionals, ensuring successful execution of strategies and achieving regional business goals.
Overseeing daily sales and operational matters, with the team directly reporting to me.

Profit and Loss Responsibility:
Managing the financial performance of the Middle East and Africa region, ensuring profitability and sustainable growth.
Handling budgets, forecasts, and financial planning to drive business success.

Client Engagement:
Building and maintaining strong relationships with major telecom operators, distributors, and system integrators in the Middle East and Africa.
Positioning structured cabling and fibre optic solutions in major construction, datacentre, government, and Department of Transport projects.

Market Expansion:
Identifying and pursuing new business opportunities to expand market presence in both the USA and the Middle East and Africa regions.
Developing and implementing strategies to enter new markets and increase market share.

Major Skills gained/applied:
Strategic Planning and Execution: Developing and implementing comprehensive sales and marketing strategies aligned with company goals.
Leadership and Team Management: Leading and mentoring high-performing teams, fostering a culture of excellence and collaboration.
Client Relationship Management: Building and maintaining strong relationships with key industry players, ensuring high levels of customer satisfaction.
Technical Expertise: In-depth knowledge of fibre optic products and solutions, providing technical guidance and support to clients.
Business Development: Identifying and pursuing new business opportunities, expanding market reach, and enhancing product visibility.
Sales and Marketing: Coordinating sales strategies and marketing campaigns, driving business growth through effective pipeline management and account planning.
Financial Acumen: Managing budgets, forecasts, and financial planning to ensure profitability and sustainable growth.
Market Analysis: Conducting market research and analysis to identify emerging trends, competitive landscape, and customer needs.
Communication and Negotiation: Excellent verbal and written communication skills, effective negotiation strategies, and the ability to close high-value deals.
Project Management: Managing complex projects, ensuring timely and successful completion while meeting customer requirements.

As Managing Director, I oversaw operations and sales across the Middle East, Africa, parts of Asia, and the Indian subcontinent. I led a diverse team encompassing sales, finance, supply chain, and technical experts, managing our branch as the hub for CopperOn and as the regional office for Fiberon.

Our strategy focused on target account selling, prioritizing major accounts over smaller, individual projects. This approach proved successful, enabling us to secure significant accounts and achieve strong financial performance annually. While our fibre optic solutions led the market until 2015, a shift in the telecom industry allowed our structured cabling business to gain prominence.

A key aspect of my role was to ensure our products were specified by major accounts and international consultants. Although challenging initially, we gradually built a strong market presence, establishing Copperon as a brand capable of competing with leading international brands.

We tailored our solutions to align with technological advancements and forged strategic partnerships with reputable manufacturers. Additionally, I successfully negotiated with suppliers to secure favorable lead times and payment terms, ensuring smooth cash flow and operational efficiency.

As Managing Director, my responsibilities encompassed the entire operational and sales spectrum, driving the company’s growth and market presence in a highly competitive industry.

While employed at The CopperOn Company MEA, I performed the following job duties:

Responsible for the daily operations of the MEA branch within the organization.
Developed and executed the company’s business strategy, providing strategic advice to the President and the headquarters.
Prepared and implemented comprehensive business plans to facilitate achievement by planning cost-effective operations and market development activities.
Oversaw our branch financial performance, investments and other business ventures.

Throughout my employment, I gained the following experience:

Experience establishing marketing and sales for the optical connectivity industry.
Experience strategically formulating plans and initiatives on each opportunity to make a winning proposition for optical connectivity, ODF systems, underground closures, boxes and optical other components.
Experience negotiating and finalizing the commercial/technical terms with the customer and principals.
Experience being accountable for project management involving planning & execution, cost analysis, setting sales funnel, sales pipeline and targets based on the opportunities & leads and achieving sales objectives.
Experience performing end-to-end project management and entire project life cycle including study of business goals, project scoping, effort & time estimation, project costing, execution scheduling, milestone definition, control planning & execution planning
Experience conducting vendor management through evaluation & selection, bid appraisal, contract negotiation, MOU with partners/vendors and monitoring of performance.

With 23 years of extensive experience in the fibre optic cable, connectors, and accessories industry, I have successfully driven business growth and established strong relationships with a diverse range of clients, including end-users, distributors, contractors, and system integrators. My career has been marked by a deep technical understanding of fibre optic products, strategic market development, and consistent achievement of sales targets.

Spearheaded the enhancing of fibre optic solutions in a company previously focused solely on copper products for the telecom industry.
Developed and managed a comprehensive product line of fibre optic solutions, including FTTx products, to meet the evolving demands of telecom operators.
Collaborated with R&D, manufacturing, and key suppliers to design and launch innovative fibre optic solutions tailored to telecom applications.
Successfully transitioned the company’s product portfolio, enabling it to compete in the growing fibre optic market and secure significant new business with major telecom operators.
Drove the integration of fibre and copper solutions, offering end-to-end connectivity options that enhanced the company’s market presence and sales.

While employed at Reichle & De-Massari, I performed the following job duties:

Leadership and Team Management: Lead a high-performing regional sales team, driving significant revenue growth and market expansion. Mentored and developed team members, fostering a culture of excellence and collaboration.
Strategic Market Development: Developed and executed comprehensive sales strategies tailored to the MEA region, resulting in substantial market share increase and enhanced brand recognition.
Customer Relationship Management: Established and maintained strong relationships with key industry players, including end-users, distributors, contractors, and system integrators. Ensured high levels of customer satisfaction and loyalty through personalized service and support.
Product Expertise: Utilized deep knowledge of fiber optic cables, connectors, and accessories to provide technical guidance and support to clients. Conducted product demonstrations, training sessions, and technical workshops to educate customers and drive product adoption.
Sales Growth: Consistently achieved and exceeded sales targets through effective pipeline management, strategic account planning, and rigorous follow-up. Successfully closed numerous high-value deals, contributing to the company’s overall profitability.
Market Analysis and Trend Identification: Conducted thorough market research and analysis to identify emerging trends, competitive landscape, and customer needs. Leveraged insights to refine sales strategies and product offerings, ensuring alignment with market demands.
Collaboration with Distributors and Integrators: Built and nurtured strong partnerships with distributors and system integrators, enhancing distribution channels and expanding market reach. Coordinated closely with partners to develop joint marketing initiatives and sales campaigns.
Regional Sales Management: Managed sales operations across multiple regions, driving business growth and market penetration. Developed and executed regional sales plans, aligning with overall company objectives.
Client Engagement: Engaged with a wide range of clients, from industry end-users to distributors and contractors, understanding their unique needs and providing tailored solutions. Fostered long-term relationships through trust and consistent delivery of value.
Technical Support and Solutions: Provided comprehensive technical support and solutions to clients, addressing complex requirements and ensuring successful implementation of fibre optic systems. Collaborated with engineering teams to customize products and services to meet specific project needs.
Sales Training and Development: Conducted training programs for sales teams and channel partners, enhancing their product knowledge and sales skills. Empowered teams to effectively promote and sell fibre optic products and solutions.
Product Sales and Support: Sold a wide range of fibre optic products, including cables, connectors, and accessories, to various industry stakeholders. Provided technical support and guidance, ensuring optimal product performance and customer satisfaction.
Market Expansion: Identified and pursued new business opportunities, expanding the customer base and increasing market share. Conducted market research and analysis to identify potential clients and industry trends.
Customer Education: Conducted seminars, workshops, and training sessions to educate customers on the benefits and applications of fibre optic technology. Enhanced customer knowledge and confidence in using fibre optic products.

Skills and Expertise:

In-depth knowledge of fiber optic cables, connectors, and accessories
Strategic sales planning and market development
Strong leadership and team management skills
Exceptional customer relationship management
Technical support and product training
Market analysis and trend identification
Effective communication and presentation skills
Collaboration with distributors, contractors, and system integrators
Consistent achievement of sales targets and business growth