Sales Engineer

THOMAS M. GRIMES

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TECHNICAL SALES LEADER

Progressive experience in sales leadership and account management with an

extensive history of growing business by achieving record setting sales and

profit improvement numbers. Strong selling experience, coupled with

technical, engineering and process driven skills, provides a background

that has helped organizations access new accounts through teamwork,

innovative techniques and solid customer relations. Expert at rapid

relationship building at all levels, identifying key decision makers,

developing enthusiasm and implementing winning selling strategies.

AREAS OF EXPERTISE

Sales Leadership + Technical Sales + Account Management + Sales Engineer +

New Account Penetration

Capital Equipment + Distribution + Project Management + Mechanical

Engineering

PROFESSIONAL EXPERIENCE

Nidec America Corporation - Auburn Hills, MI

2010 - Present

A supplier of high efficiency brushless DC motors to the automotive, home

appliance, consumer power tool and HVAC industries. Sample target products

include air conditioners, power tools, white goods, washers, dryers,

dishwashers and other small appliances.

Senior Applications Engineer & Sales Manager

Assist key contact engineers with new motor development programs and

execute them into new production orders.

. New market growth of strategic large multinational target companies.

. Facilitate engineered solutions between companies to ensure approval

of new programs and final customer agreements.

. Provide understanding of American customers and business expectations

to assist in improving commercial business practices, procedures and

growth strategies.

Atlas Copco Tools & Assembly Systems LLC - Auburn Hills, MI

1998 - 2008

A leading global supplier of industrial power tools and custom engineered

tightening systems. Industries serviced include construction, agriculture,

automotive, aerospace, electronics, appliance, heavy truck, off-road

equipment and machine tool builders/assembly line integrators.

Technical Sales Leader (Internal Promotion) 2000 - 2008

Established and managed the direction of a key sales and customer

relationship team for new and major diesel engine, automotive engine,

transmission, and axle programs through team-building and strategic

planning. Supervised company regional sales managers and motivated the

distributor sales force.

. Outstanding sales leadership performance resulted in "Team Leader of

the Year" awards for two consecutive years.

. Penetrated and dramatically drove market share growth at key

Caterpillar diesel engine plants from 0 - 68% in five years.

. Penetrated new accounts previously dominated by competition resulting

in increased sales of over $9 million dollars per year.

. Successfully drove sales to completely re-tool the Detroit Diesel

Corporation and establish a dominating 98% market share with an 8 year

aggregate of over $10.5 million in sales volume.

. Actively positioned Atlas as the supplier of choice and more than

doubled the tool population and market share at Cummins Inc.

. Detail oriented with solid written communications for generating

commercial proposals with an emphasis on product positioning for

business development.

. Developed a new simplified technical data worksheet now used

throughout the company which improved the overall commercial proposal

process and significantly shortened lead times.

Account Manager / Distribution Leader 1998 - 2000

Account Management of custom engineered multiple DC motor assembly

systems for the Chrysler Technical Center and assembly plants. Home

office sales leader for distributors located in the eastern US.

A sample of the companies included: BMW, Ford, GM, Caterpillar, Cummins,

Dana, Detroit Diesel, Eaton, Freightliner, Harley Davidson, Mack Trucks,

Mercedes Benz, Nissan and Peterbilt.

. Developed key accounts and penetrated new accounts.

. Responsible for selling the largest capacity multi spindle tool ever

produced by the company.

. Consistently increased sales year over year.

Verson - Southfield, MI 1995 -

1998

A premier North American supplier of large technologically advanced metal

forming transfer presses, serving the automotive industry, tier suppliers,

aerospace, appliance and heavy equipment industries.

Account Executive / Technical Sales - GM and Tier 1 Accounts

Management of all direct sales and marketing, service and customer

relations for the worldwide General Motors Corporation sheet metal

stamping operations, including large metro Detroit area Tier suppliers.

. Established $13 million in sales in the first year with the company by

selling advanced programmable servo motor electronic transfer feed

technology; converting antiquated mechanically driven transfer feeds

and increasing production by 60-100%.

. By 1997, accomplished $80 million in sales which achieved 95% of the

corporation's total yearly capital sales plan by facilitating the

first major General Motors order placed with Verson in ten years.

. Consistently increased sales each year: 165% in 1995 and 210% in 1996.

Cincinnati Incorporated - Harrison, OH

1993 - 1995

A technologically advanced machine tool manufacturer of laser cutting

systems, press brakes, shears and punch presses for the metal fabricating

industry.

Sales Engineer / Account Management / New Account Penetration

Direct sales responsibility for a multi-state territory which included:

Minnesota, Wisconsin, Colorado and Wyoming. Opened, maintained,

developed and serviced new and existing customer accounts.

. Company Gold "C" Award recipient in both '93 and '94 for outstanding

sales performance.

. Through aggressive selling, increased sales in 1994 by 138% over 1993

and expanded the customer base by 42%.

Ingersoll-Rand Co., Air Compressor WW Headquarters - Davidson, NC 1989 -

1993

A leading worldwide manufacturer of rotary screw and reciprocating

industrial air compressors.

Product & Process Engineer (Internal Promotion) 1991 - 1993

Designed and automated new assembly fixtures. Contracted and supervised

capital improvement projects.

. Instituted a fastener torque control program which significantly

improved product integrity.

. Implemented paint color matching technology with a colorimeter for

consistent part component sourcing.

. Created more efficient assembly workstations and production area

layouts for the design team. These endeavors increased production

throughput and optimized product designs.

Engineering Development Program 1989 - 1991

A training program that provided thorough knowledge of the technical,

operational and commercial aspects of Ingersoll-Rand's business and

products. Assignments included: Development, Product and Manufacturing

Engineering, Production Supervision, Purchasing and International Product

Management.

EDUCATION:

B.S. Mechanical Engineering - Michigan State University, East Lansing, MI

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