Sales Manager

Larry J. Lubeski

**** ********** *****

Lapeer, MI 48446 Cell 810-***-****

Email: ************@*********.*** Home 810-***-****

SENIOR BUSINESS MANAGER

gLOBAL SALES MANAGER / Business Development & Sales / Strategy Development

Results driven manager with broad experience managing global sales teams,

project management and product launch, and business strategy. Successful

new business development and growth exemplified by sales leadership and

exceeding business booking targets by 25-40%. Skilled in sales strategy,

negotiating, financial/business case development, and managing global sales

teams. Global experience with highly engineered products and systems in

complex business environments. Agile in applying fundamental business

acumen with strong customer focus and rapid product execution.

* Lead Global Sales Teams * New Business Development * Sales Strategy

Development and Execution * * New Product Launch * Project Management

* Sales Leadership * Customer Relations * Finance * *Multiple Product

Lines * Penetrate New Markets & Advanced Technology Products *

SELECTED ACHIEVEMENT HIGHLIGHTS

. Managed global sales activity for the Brakes and Suspension Business

Teams. Conducted intense price negotiations and resolved protracted

issues involving customer-driven changes and price increases. Improved

customer relationships with multiple global customers as evidenced by

awards of $3B in new business annually; 40% above target goals .

. Championed all aspects of the Divisional Annual Master Supply

Agreements with General Motors Corporation, including preparation of

Customer Reviews delivered by the Divisional President.

. Completed Chapter 11 restructuring with streamlined business processes

to improve global sales effectiveness.

o Integrated worldwide sales strategy and coordination in advance of

customer global sourcing.

o Managed customer interfaces with Purchasing and Engineering to

implement plant site wind-downs and product exits.

o Proactively managed Sales headcount to reflect certain plant wind-

downs and product exits.

. Led the largest Divisional Customer Focus Team, with multi-functional

membership. Delivered periodic reviews of action plans with the

Divisional President and his staff. Developed a "Voice of the

Customer" feedback process to improve competitiveness, technology,

quality and delivery performance.

. Awarded corporate "Glenn B. Hall Mentoring Award," June, 2008.

. All annual appraisal reviews rated "Outstanding" or "Superior."

PROFESSIONAL EXPERIENCE

Delphi Retiree Association Consultant/Advisor 2009-PRESENT

Assisted in the formation of the Delphi Salaried Retiree Association.

Acted as an advisor to the leadership teams on a number of major issues and

accomplishments.

o Assisted in creation of a medical insurance VEBA (Voluntary Employee's

Beneficiary Association).

o Retained contracted severance payments to recent retirees during

Chapter 11 proceedings.

o Litigation pending to retain pension benefits at earned levels.

DELPHI CORPORATION, CHASSIS SYSTEMS, Troy, MI and Dayton, OH

Global Sales Manager. 2005-2009

Led global sales team for Chassis Systems covering major North American

vehicle manufacturer accounts. Managed all aspects of global customer

relationships with over $3 billion in annual revenue.

o Improved customer interface at commercial and engineering executive

levels.

o Achieved new business awards in excess of $2.0B in 2007 and 2008.

o Awarded new business programs for advanced technologies in controlled

suspensions and braking systems.

o Created and implemented divisional practices to address systemic

commercial issues including technical product strategies, tool audit

processes, cost transparency, and commodity cost mitigation.

o Restructured sales staff yielding 50+% reduction without

deteriorating revenue objectives while in Chapter 11.

DELPHI CORPORATION, ENERGY and CHASSIS SYSTEMS, Troy, MI

Global Customer Manager - General Motors Corporation. 2004-2005

Championed all aspects of the Divisional Annual Master Supply Agreements

with General Motors Corporation, including preparation of Customer Reviews

delivered by the Divisional President

o Set strategic direction of annual negotiations with General Motors

Corporation.

o Implemented divisional process to coordinate global strategy and data

collection.

o Prepared Divisional President's presentation materials for customer

review meetings.

Global Customer Manager - General Motors Truck Group. 1995-2004

Led new business development activities for Energy and Chassis Division.

Developed sales strategy and assisted Business Team in developing

opportunity financial business cases.

o Led sales team to exceed targeted bookings goals by 10 - 35%.

o Negotiated closure of open commercial issues, and exit of divested

product lines.

GENERAL MOTORS CORPORATION, AC Spark Plug Division, Flint, MI

Sales Manager, New Product Launch 1993-1995

Managed all aspects of new product programs sold to customer for annual new

vehicle launch programs.

o Developed divisional Risk Assessment Process to identify and manage

high-risk programs.

o Managed customer interface for all aspects of products for new vehicle

programs.

Staff Engineering Manager, Process Engineering - Fuel Handling Product Line

1990-1993

Managed a team of process engineers responsible for designing and executing

process equipment and tooling for new product introductions. Launched

several new product designs on-time and under project budgets.

Manufacturing/Operations Plant Superintendent 1985-1990

Managed more than 100 salaried and 1000 hourly employees in a manufacturing

plant. P&L responsible for cost, quality, delivery, and union relations.

Exceeded annual budgeted savings targets while reducing inventories and

improving on-time delivery. Implemented several "Lean Manufacturing"

projects to reduce project costs and increase productivity.

Various Production Control, Logistics, and Purchasing Assignments up to-

1985

Managed teams to schedule production, control inventory, and manage the

supply chain. Devised and implemented just-in-time deliveries to reduce

inventory. Managed and scheduled all supplier parts. Quoted and negotiated

competitive annual supply contracts for all purchased material.

EDUCATION

UNIVERSITY OF MICHIGAN, RACKHAM GRADUATE SCHOOL OF ENGINEERING ANN

ARBOR, MI

Awarded Master of Industrial and Operations Engineering Degree.

GENERAL MOTORS INSTITUTE OF TECHNOLOGY FLINT, MI

Awarded Bachelor of Industrial Engineering Degree, Dean's List.

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