Sales Manager

Richard A. Good ***** Mayfair Dr. • Farmington Hills, Michigan 48331

H: 248-***-**** • C: 248-***-****

Business Development • Sales • Program Management

Email: *****@****.**.***

”Articulate a vision and make things happen”

http://www.linkedin.com/in/rickgood

Profile

Results driven technical sales and program management professional offering International Industrial & Automotive

manufacturing experience complemented with the ability to develop global Experience

business opportunities. Motivated self starter used to working long sales New Business Development

cycles. Hunter and champion with a reputation for identifying and transforming

Strategic Planning & Execution

ideas and opportunities into action and revenue builders.

Competitive Market Positioning

Land, manage, and drive strategic growth and product visibility within

C Level Relationship Building

competitive markets. Break down barriers to get to key decision makers.

High Caliber Presentations

Visionary with a passion for solving problems.

Revenue & Profit Growth

Develop strong relationships with cross functional personnel such as

Project Management – APQP

engineering, quality, product development and sales support.

Disciplines

Increase sales and build an industry presence to capture market share and New Product Launch

enhance profit margins.

Global Program Development

Listen for unspoken clues to influence customer decisions. Break down OEM’s and Tier I Customers

roadblocks reaching out to all stakeholders to increase bottom line. Recognized

Lean Methodologies

champion of relationship selling that secures the deal.

Negotiating Win Win Sales

Budget Management

Performance Scorecard

Six months following purchase of ITT Fluid Handling Systems Division, assumed responsibility as Program Manager / Account

Manager, to oversee transfer of existing business and start up business from Mexico to China. Obtained NSF ARF certification,

assisted in tooling up China tool sources, and held open issues reviews with customer, Moen $3M in annual sales. Launched Moen

project on time and currently in production supplying Moen in China, the US and two Moen suppliers in China – Cooper Standard

Automotive

Dana, single source supplier to TRW, purchased raw material base tube for side curtain airbags from outside sources. ITT had the

capability to make base tube. Personally launched initiative to convince ITT upper management that they should be in this business

by promoting market launch plan, strategic marketing opportunities, and using reverse engineering of the competitor product.

Efforts resulted in award of seven programs – three competitive and four new platforms with a value of $22M – Cooper Standard

Automotive / ITT

Vitec, a joint venture between TI Automotive, a direct competitor of ITT and a Detroit minority ownership. Led initiative to develop

customer relationships with winning selection as the supplier of choice for Vitec even though TI had the “right of last refusal” on all

competitive quotes. ITT was awarded $36M of fuel tank lines spread across six vehicle platforms – ITT

Provided potential customers tube samples and offered European test results as proof of viability of Hycot, an extruded cold drawn

aluminum tube with nylon 12 extruded over the outer diameter. Persuaded customers to test the finished product, take samples to

OEM (Ford, GM, and Chrysler) and demonstrate product. Convinced OEM to test at the Arizona Proving Grounds and Internal

Labs. Successful results gained sales with Ford and GM with total sales of approximately $4.5M – Hydro Aluminum Hycot, Area

Manager

Richard A. Good H: 248-***-**** • C: 248-***-**** • Email: *****@****.**.***

http://www.linkedin.com/in/rickgood

Career Summary

ASSOCIATED TUBE GROUP, a Division of Samuel Man Tech, Inc., Ontario, Canada • 2008 – Present

Supplier of welded stainless steel tubular products. www.associatedtube.com

Sales Manager

Recruited to manage all sales and marketing activities for the USA group. Provide leadership to three inside sales reps and ten

outside reps producing $15 million in annual sales. Establish pricing levels and policies; develop and execute marketing programs.

Prospect new customers, improve relations, and maintain customer retention. Prepare annual and 5 year strategic sales plan; develop

monthly forecasts and variance to forecasts; create monthly sales commentary. Provide market information, call reports and

recommendations to senior leadership.

Consistently meet budgeted standard margins

•

Significantly improved coordination of marketing initiatives with outside sales agents

•

Supported new industrial sales efforts in the western United States resulting in $375K in new sales

•

Secured Powertrain tube awards valued at $2.5M at Curtis Maruyasu America for Toyota platforms

•

ITT INDUSTRIES (now known as Cooper Standard Automotive), Auburn Hills, Michigan • 2001 – 2008

Global automotive supplier of plastic and metal fluid carrying systems.

Program Manager & Account Manager

Tapped to lead the APQP team for new product launches and maintain program timing. Confirmed customer commitment and

deliverable issues; coordinated open issue reviews with joint customer and colleagues. Led strategies to secure new business

opportunities while maintaining current business. Initiated and maintained in depth long term customer relationships. Spearheaded

development of annual forecasts and 5 year business plan. Prepared new business quotations and improved margins of existing

business. Participated in quality audits and account receivable issues. Coordinated assembly plant launches and troubleshooting

initiatives. Customers included Continental Teves, TRW, Martin Rea, Bosch, Vitec and their OEM customers; Nissan, Ford, GM

and Chrysler.

Secured new business awards totaling $58M between 2005and 2007

•

Gained 62% of competitor’s market share equating to $36M

•

Led Tier II Sales Group to gain $20M in new business in 2005

•

Awarded $15M in new business in 2006

•

Successfully transferred at mid launch a full brake line program from Arkansas to Mexico

•

GROTE AND HARTMANN (now owned by Lear), Madison Heights, Michigan • 2001

European (German) owned manufacturer and supplier of industrial connectors, junction boxes, terminals and wiring harnesses.

Account Manager

Led sales and marketing strategies to Lear, Detroit Diesel securing $275K in new business.

EPIC TECHNICAL GROUP (Division of Dana Corporation), Auburn Hills, Michigan • 1999 – 2001

Supplier of plastic and metal fluid carrying systems for fuel, brake and vapor assemblies and industrial gas hoses. www.dana.com

Senior Account Manager – Tier II

Managed new business strategies. Served as a trusted customer liaison improving business relationships with current customers; led

new customer development. Developed quotations, initiated new customer quality audits, and secured material approvals. Resolved

commercial issues and led product launches. Customers included GM, Kautex and Inergy.

Awarded $4.5M in GM and Chrysler business

o

Generated new sales leads for underground fuel storage hoses at gas stations valued $375K

•

Negotiated settlement of $1.5M in open commercial issues

•

Obtained GM MATSPC approval for Dana manufactured Nylon 12 extruded tube

•

Richard A. Good H: 248-***-**** • C: 248-***-**** • Email: *****@****.**.***

http://www.linkedin.com/in/rickgood

HYDRO ALUMINUM HYCOT (Division of Norsk Hydro Denmark), Logumkloster • 1991 – 1999

One of largest industrial conglomerates in Scandinavian with global business reaches in oil & gas exploration, light metals and

petrochemicals. www.hydro.com

Area Manager, North American and Asian Markets

Recruited to establish market for new and unapproved fuel and power steering tubes with OEM’s and other tier customers.

Developed product pricing and feedback; prepared forecasts; developed marketing plans and strategies. Coordinated logistics and

shipments from Denmark’s manufacturing facility. Led resolution of open commercial and quality issues. Three indirect overseas

reports

Successfully launched European based premium priced aluminum tube in North America & Asia growing sales of

•

Hycot to $4.5M

Initiated use of Hycot Tube at GM, Ford and Chrysler for fuel, vapor and power steering lines

•

Coordinated Hycot Engineering and Customer Support at OEM’s

•

Granted material approvals from OEM Material Testing Labs

•

Secured power steering business at GM Holden & TI Brazil

•

Note: Information regarding earlier career history in sales / sales management and quality control manager roles is available

upon request.

Education & Professional Development

Miami University, Oxford, Ohio: Bachelor of Science Degree Business Administration

University of Michigan College of Engineering: Value Based Six Sigma Green Belt Certification

Covey: Seven Habits of Highly Effective People

Mercuri: International Export Sales and Negotiation

Karass: Effective Negotiation Skills

International Institute of Learning: Project Management

Skillpath: Managing Multiple Projects, Objectives and Deadlines

Workshops in APQP, PPAP, VAVE, FMEA, 8D Root Cause Analysis, and Negotiate to Win

Contact this candidate