Sales Engineer
Resume:
Ralph Sorrentino
**** ****** ( Commerce, Michigan 48382 ( *************@*******.*** (
Professional Profile
Marketing Initiatives ( Channel Development ( Strategic
Planning
Seasoned sales professional with an outstanding track record building
critical partnerships, driving strategic marketing plans, and developing
new business in automotive electronic systems manufacturing. Demonstrated
ability to cultivate and manage business with industry leaders including
DaimlerChrysler and GM as well as tier-one and tier-two suppliers. Proven
expertise in all aspects of product management and implementation,
including client communication, warranty and APQP management, and
engineering team leadership. Strong relationship management skills,
communicating effectively with technical and non-technical staff, clients,
and vendors. Outstanding credentials include Bachelor's degree in
Electrical Engineering and MBA degree.
Core Competencies
PROJECT MANAGEMENT PROTOTYPE / PRODUCTION
PRODUCT QUALITY ISSUES PRICING
TECHNICAL SALES OEM / SUPPLIER MANAGEMENT
PRESENTATION SALES ENGINEERING
CONTRACT NEGOTIATION TEAM LEADERSHIP
PROFESSIONAL EXPERIENCE
ISABELLENHUETTE / AUTOMOTIVE ALLIANCE - COMMERCE, MICHIGAN, 2008 TO 2010
Business Development Manager, North America
Chosen to open new business channels with North American automotive
suppliers for well-known European electronics supplier. Coordinate all
sales efforts; establish, coach and mentor sales teams while strategizing
and implementing market plans and campaigns. Manage supply chain,
distributor relations, and negotiate contracts. Consulted with distributors
regarding automotive technologies, the North American market, and global
trends. Track and report performance metrics; team with sales
representatives and distributors to create plans and meet objectives.
. Expanded business across a number of high profile automotive suppliers
including Hitachi, Lear, and Trico.
. Secured new design wins for products during highly challenging market
conditions. Increased sales at TRW and Continental Automotive.
Chrysler, LLC - Auburn Hills, Michigan, 2007
Contract Consultant, Rear Wheel Drive Platform Engineering
Selected as expert consultant to analyze, assess, and support selection of
potential product and component suppliers in international locations across
China, India, and Mexico; carefully reviewed potential supplier engineering
and manufacturing capabilities. Partnered with engineering and
manufacturing departments to review technical requirements, determine needs
and capabilities, and develop plans and programs to control materials and
labor cost.
. Leveraged strong experience with international manufacturers to assess
capabilities of potential suppliers in order to present cost-savings
plans to senior decision makers.
Terry Barr Sales, LLC - Southfield, Michigan, 2003 to 2007
Manufacturer Sales Representative
Recruited to market and sell HVAC control units; chrome-plated nameplates,
moldings, and grills; automotive ceramic electronic products; brake pads;
and precision metal products from original equipment manufacturers (OEMs)
to key automotive customers including DaimlerChrysler and General Motors.
Assisted OEM clients in developing strategies to capitalize on new business
opportunities. Conducted technical presentations to promote customers'
products to current and potential customers. Served as primary contact for
purchasing and commercial negotiations. Drove quoting system and negotiate
final pricing with customer. Organized logistics and warehouse activities
for new programs. Coordinated resolution of customer warranty and quality
concerns.
. Won $3.5M business for GMX384 side molding, rear appliqu , and emblem
program for Sam Shin Chemical.
. Landed GMX381, GMX386 and GMT900 emblem programs for Sam Shin, worth
$6.2M.
. Positioned GMB Korea, Kyocera, Woory Industrial, and Xinyi Auto
Fittings for future business opportunities in North America.
Siemens VDO / VDO North America - Auburn Hills, Michigan, 2000 to 2003
Account Manager
Cultivated relationships with key accounts including Timken, BorgWarner,
SFK, Delphi, Conti Teves, DaimlerChrysler, and NVG, in sales of automotive
sensors, SKF and intake air/fuel modules, and ABS modules. Participated in
strategic decision-making process for new business development. Ensured
customer satisfaction within all programs. Determined final prototype
pricing and production pricing for sensor programs and engineering changes.
Tracked and reviewed tooling capital expenditures with senior management.
. Landed BorgWarner wheel speed sensor account totaling $2M.
. Developed tracking system to monitor competitors and rapidly identify
new business opportunities.
. Managed ongoing business of Conti Teves ABS module worth $35M.
. Managed launch of DCX 5.7L and 2.0L MDR crank sensors worth $3.5M.
. Managed current wheel speed sensor programs at SFK, Timken, and Delphi
worth $2.5M.
Omron Automotive, Inc. - Farmington Hills, Michigan, 2000
Account Manager
Recruited to build customer relationships leading to expanded business
opportunities with DaimlerChrysler and Volkswagen. Coordinated all internal
efforts aimed at securing new business. Worked closely with customers to
ensure satisfaction and maintain sales of automotive switches, relays, and
electronic modules; communicated with engineering and manufacturing to
resolve warranty and production quality concerns.
. Rapidly renewed interest at DaimlerChrysler and obtained RFQs for new
programs.
. Laid groundwork for $30M sale of LX IP switch and wireless door lock
control module.
. Maintained market share for current relay business despite increased
competition.
Allegro MicroSystems, Inc. - Commerce Township, Michigan, 1998 to 2000
Sales Engineer
Researched and cultivated new business opportunities with tier-one and tier-
two automotive electronics suppliers and automotive OEMs in southeast
Michigan. Played key role in sales and marketing of hall-effect sensors,
regulators, and motor drivers. Delivered technical presentations to promote
Allegro products to existing and potential customers. Obtained RFQs and
presented quotes to customers. Participated in business development
decision-making progress with each product group.
. Successful in making Allegro chip integral part of the Delphi Active
Wheel Speed Sensor worth $30M.
. Spearheaded development of relationships with SSI Technologies, TRW,
and Lucas Varity for profitable sensor opportunities.
** ** **
Additional experience as Senior Account Manager with ITT Automotive, Sales
Engineer with United Technologies Automotive, Product Engineer with Alps
Automotive, and Test & Development Engineer with Chrysler Motors
Educational Background
Wayne State University - Detroit, Michigan
Master of Business Administration-Finance / Bachelor of Science in
Electrical Engineering
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