Business Development Program Management

MICHAEL DONOVAN

West Bloomfield, MI

419-***-**** ad0zah@r.postjobfree.com linkedin.com/in/themikedonovan mike-donovan.net Senior Business Development & Operations Executive An accomplished leader with deep expertise in managing global businesses and scaling for growth through strategic sales and business development planning. Highly effective and accountable, with a customer-focused and operational excellence mindset. Extensive experience driving transformation and scaling operations in many industries. A responsive executive who can add value to any enterprise by:

Reorganizing and revitalizing companies utilizing processes capable of taking the organization to the next level.

Developing global sales and operational strategies linked to creating shareholder value and achieving goals.

Improving and growing EBITDA by securing strategic opportunities, devising technical solutions, and adding value. AREAS OF EXPERTISE

Annual & Multi-Year Strategic Plans, P&L, Global Business Development, Operations Management, Technology, Sales Plans, Engineering, Innovation, Purchasing, Program Management, Budget Controls, Marketing, Strategic Planning, Employee Development, Executive Communications, Coaching & Mentoring, Leadership, Team Building EDUCATION INDUSTRY & CULTURAL ACUMEN

BACHELORS: (BMOS) Business Management & Organizational Development, Spring Arbor University-Spring Arbor, MI; ASSOCIATE: (AS) Technical Studies, Owens Community College-Toledo, OH INDUSTRY INSIGHTS: Automotive, Construction, Forestry, Agricultural, EV Mobility, Stationary Power, Boating & Marine KNOWLEDGE OF OTHER CULTURES: Germany, Mexico, Japan, China PROFESSIONAL WORK HISTORY KEY ACHIEVEMENTS

ZEV STATION CORPORATION-PALM SPRINGS, CA An automotive service and technology company in EV Charging and Hydrogen COO Board of Directors Officer Jun 2022-Sep 2022 Administrated the ultra-fast DC charging station industrialization. Directed and negotiated with supply chain vendors, customers, city and state government, and civic leaders. Oversaw the organization's financial structure, driving partnerships. Collaborated with the board of directors and executives to establish short-term objectives and long- range goals. Managed four direct reports.

KEY SKILLS & FUNCTIONS: grant management, start engine management, presentations, communication, leadership, contracts, mentoring, external stakeholder management, plans, policies, business case, sales SELECT ACHIEVEMENTS

Executed Phase One funding for Start Engine valued at $1M.

Launched the first satellite EV ultra-fast charging station, valued at $500K in capital expenditure (CAPEX)

Led planning for the premier station launch, scheduled for mid-2023, valued at $20M in CAPEX

Managed grants valued at $2.7M and successfully navigated the change process with government entities. ACTIVE EXHAUST CORPORATION-TORONTO, CA VCONVERTER-NOVI, MI A global leader in the design, engineering, and manufacture of exhaust systems

Global CEO & President Chief Executive Officer – Active Exhaust Corporation Jul 2019-Nov 2021 Served as the symbolic head of the organization and set strategic and measurable goals. Led company reorganization during last year with the company, which included a name change, departmental restructuring, and redefining operations to a quality operating system (QOS) metric-driven approach. Liaised with the board of directors and other executives to establish a five-year business blueprint and annual operating plan with clear strategic objectives. Presented regular reports on company status to the board of directors and company staff. Oversaw finances, ensuring adequate and sound funding for the company's mission and goals. Managed up to nine direct reports. M i k e D o n o v a n R e s u m e 2

KEY SKILLS & FUNCTIONS: strategy, finance, vision, mission, culture, mergers, acquisitions, banking, verbal and written skills, proposals and presentations, negotiations, innovation, P&L, business operations management, customer relationship management, increased revenue, new business development, business acumen SELECT ACHIEVEMENTS

Promoted to Global CEO & President after one year.

Added multiple original equipment manufacturer (OEM) customers, including Caterpillar, (GM) General Motors, Generac, and Harley Davidson, and secured two RFQs from CAT valued at $16M each in annual business.

Successfully moved locations to a state-of-the-art 150k facility and added automation with zero interruptions.

Opened new opportunities in an $8B market by leveraging a Vconverter acquisition. Vice President & General Manager - Vconverter Jun 2018-Jul 2019 Charged with developing and implementing long-range and short-term organizational goals and revising and improving company performance to achieve measurable results. Promoted to CEO of Active Exhaust Corporation USA following acquisition of Vconverter. Managed four direct reports. KEY SKILLS & FUNCTIONS: strategic planning, metrics, sales plans, continuous process improvement, hiring, business operations management, employee communication, P&L management, coaching, mentoring, program management, problem-solving SELECT ACHIEVEMENTS

Improved EBITDA from 5.9% to 14.5% in less than 12 months.

Implemented a standard program management review process to improve launch and communications.

Refocused operations and continuous improvement on QOS, introducing a systematic and formal 8D process.

Eliminated a sales backlog of $500k and improved on-time delivery from <50% to 95%. EBERSPAECHER-NOVI, MI Manufactures exhaust and vehicle heating systems for passenger and commercial vehicles Global Director of Sales & Program Management Jan 2017-Jun 2018 Prepared and presented quarterly board-level reports of global customer business for Stellantis and GM teams. Responsible for managing Mercedes, VW, and BMW US accounts. Directed a matrixed direct report group that included seven sales and program managers.

KEY SKILLS & FUNCTIONS: program management, process improvement, customer service, customer relationship management, sales plans, sales goals, new business development, coaching, mentoring, organizational management, negotiations, budget management, staffing, advanced computer skills, revenue growth SELECT ACHIEVEMENTS

Mended the company's damaged reputation with GM, brought them back to the table, then managed GM, Stellantis, and European LV customer business valued at $360M.

Significantly improved customer satisfaction in three months by devising a plan to meet commercial and timing.

Created commercial excellence and focus, resulting in three points of EBITDA improvement.

Resolved commercial claims valued at over $6M in three months.

Promoted within six months to add cost estimating department responsibility. TENNECO-GRASS LAKE, MI Leading designer, manufacturer, and distributor of vehicle clean air and ride performance products Executive Director of Sales & Program Management Jul 2003-Jul 2016 Managed all North America (NA) LV customer accounts, valued at $1.5B annually. Oversaw sales program management and cost estimating. Improved customer relationships while accessing support needs and capacity. Supervised seven direct reports and responsible for a 71-employee department. KEY SKILLS & FUNCTIONS: cross-functional team management, sales plans, sales goals, customer relationship management, technical sales, back-office support, succession planning, finance, purchasing, lean management, revenue growth SELECT ACHIEVEMENTS

Successfully transformed the sales process and team structure to increase replacement business and incremental sales awards hit rate to 95% and 76% respectively.

Negotiated several new significant commercial agreements valued at $600M while lowering productivity costs.

Landed BMW and Volvo North America accounts by leveraging global quotes and strategies.

Drove acquisition of new business contracts, resulting in company’s need to expand to two new plants in Mexico. M i k e D o n o v a n R e s u m e 3

Director of Sales & Program Management Jun 2003-Mar 2015 Managed multiple North America (NA) customer accounts valued at $370M. Negotiated contracts, coordinated presentations, and oversaw the company's involvement in the Stellantis bankruptcy and post-bankruptcy proceeding. Initiated and coordinated three United States Council for Automotive Research (USCAR) presentations on solid Urea technology. Devised and executed global growth strategies. Managed a program management team of 11 employees. KEY SKILLS & FUNCTIONS: cross-functional team management, sales plans, sales goals, customer relationship management, business development, prospecting, client relationship management, negotiations, contracts, sales goals, coaching, process management, presentations, revenue growth

SELECT ACHIEVEMENTS

Doubled business unit revenues and improved EBITDA to >20% on Stellantis, CNH, VM Motori, Caterpillar retrofit, and European exhaust customers VW, Audi, BMW, and Mercedes, valued at $370M annually.

Secured $145M in incremental business that required the addition of three new plants. All programs launched on time successfully.

Obtained up-front progress payments for engineering, research, and development (ER&D) valued at $23M.

Negotiated $17M in advanced tooling payments and steel surcharge price increases valued at $18M.

Promoted to take responsibility for a $259M adjacent market opportunity, reporting to General Manager CTO. EARLIER WORK HISTORY

Managing Director M-Class Industrialization (Plant Manager) / Director of Sales & Program Management / Program Manager-Zeuna Staerker; Program Engineer- AP Automotive Systems Inc; Manufacturing Engineering Manager- Chipmatic Tool & Machine Inc

CORE COMPETENCIES

TECHNOLOGY SKILLS: Microsoft Office Suite: Word, Excel, PowerPoint, Teams; Video Conferencing, Custom CRM, ERP, and SAP software, Custom Automotive & Commercial Vehicle Forecasting Tools, Power BI Software Services & Apps SOFT SKILLS: leadership, exceptional managerial communication, problem-solving, mentoring, multiple-disciplined manager, collaboration, open-minded, approachable, transparent, ethical, decisive, fearless, strong analytical skills, clear communication skills, growth mindset, employee coaching, C-suite relationship management, creativity, motivating, organized, adaptive, strive for excellence, independence

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