Sales Manager

J OSEPH A. T OBON

**** ***** *** ******@********.**.*** Home: 614-***-****

Hilliard, OH 43026 Cellular: 614-***-****

SENIOR-LEVEL BUSINESS DEVELOPMENT PROFESSIONAL

Improving Operations, Increasing Sales, & Driving Profitability; Bi-lingual in Spanish/English

AREAS EXPERTISE

OF

Joint Venture Negotiations Contract Review & Recommendations Recruiting & Staffing

Performance Management Program Development/Implementation Sales & Marketing

Startups & Turnarounds Staff Training & Development P&L Responsibility

Creative & Strategic Selling Strategic Planning & Initiatives Vendor Negotiations

New Market Identification Budgeting & Expense Reports General Management

Relationship Management Troubleshooting & Problem Solving Mergers & Acquisitions

CAREER HIGHLIGHTS

Increased revenue from $123 million to $150 million while maintaining 8.5% profit margin by in-

creasing business with current customer base and adding new product line. Vice President of Sales &

Project Management - HFI LLC

Gained $7 million new yearly business. Saved $2 million annually by establishing comprehensive

network of Mexican-based transportation companies. Director of Business Development - Compre-

hensive Logistics/Falcon Transportation

Successfully implemented program management system to facilitate on-time project delivery to cus-

tomers. Vice President of Sales & Project Management - HFI LLC

Gained $17 million new fabric business by developing relationship with Volkswagen. Sales Manager

– Guilford Mills

Gained $2 million new business by introducing President to key decision makers at University of Mich-

igan and Botsford Hospitals. Business Development Consultant - Ajuba International

Introduced purchasing systems and procedures which managed overall purchasing process from

RFQ to quote to annual cost savings programs and expanded supplier base strategically located to mfg

facility. Vice President of Purchasing and Business Development - HFI LLC

Gained $5 million new stamping business by developing mutually beneficial relationship with Toyota,

Senior Account Manager - Peregrine Incorporated

Successfully delivered $250 million Dodge Dakota complete seat program on-time/under budget. Pro-

gram Manager – Lear Corporation

Recouped engineering change monies by developing engineering change management system to track

product cost. Vice President of Sales & Project Management - HFI LLC.

CAREER PROGRESSION

AJUBA INTERNATIONAL (www.ajubanet.net) – Charlotte, NC

Premier healthcare process company ($50 million) serving major hospitals and health care companies with focus on revenue cycle

outsourcing. Employs 1,000 with offices in Michigan, North Carolina, and Chicago.

Business Development Consultant (2007 - 2009)

Hired and accepted challenge to work closely with CEO to evaluate potential new automotive industry and

title insurance/mortgage industry markets, leverage extensive personal network to introduce CEO to senior-

level executives at leading automotive, medical and mortgage companies, and conduct market research to out-

line business opportunities.

JOSEPH A. TOBON

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Representative Accomplishments:

Persuaded numerous companies to outsource by demonstrating Ajuba could perform back office

functions (e.g., title searches) far cheaper and deliver finished products much faster (in 24 hours).

Increased annual revenue $2 million by gaining business of Botsford Hospital and University of Mich-

igan Hospital.

COMPREHENSIVE LOGISTICS/FALCON TRANSPORT (ww.complog.com) - Hilliard, OH

Privately owned, $350 million logistics/transportation company with 20 East Coast trucking terminal locations. Manages 5

million sq. ft. warehouse space and employs 1,000. Sister company, Falcon Transport, has serviced automotive industry many

years.

Director of Business Development (2007 - 2008)

Brought onboard and tasked to develop market for both transportation and logistics in Southwest United

States and into Mexico, to identify potential trucking side partners, and to provide door-to-door customer

service. Teamed with trusted Mexican carrier to take Falcon trailers into Mexico and to identify trucking op-

portunities from border to northbound locations and from northbound locations to border.

Maintained responsibility for establishing relationships with key customers/decision makers in South-

west/Mexico, sought new logistics side opportunities (independently or JV), and sought available

space/buildings.

Representative Accomplishments:

Formulated interchange agreement by identifying, validating, and meeting with top 50 Mexican carri-

ers to establish trusting and mutually beneficial relationships resulting in $2 million in annual savings.

Facilitated more accurate monitoring of customer activity by developing/introducing customer

tracking logs and helped select state-of-the-art sales management program to keep current on customer

activity.

Established several valuable JVs, partnerships, and/or alliances by actively engaging in conversa-

tions/discussions with and gaining trust of major custom brokers/transportation carriers.

HFI LLC (www.ait-hfi.com) - Groveport, OH 2004 - 2007

Privately owned automotive interior parts supplier with facilities in Ohio (2), Alabama (1), and Mexico. Customers 99% trans-

plants (Honda largest). Employed 2,000 with $123 million annual sales.

Vice President of Purchasing & Business Development (2006 - 2007)

Vice President of Sales & Project Management (2004 - 2006)

Hired to oversee sales, program managers, and purchasing group and to develop/implement (heretofore non-

existent) systems, processes, and procedures to track measurables, RFQ tracking system, customer database,

and engineering change tracking. Direct reports: 6 sales personnel, 5 program managers, 2 buyers, 2 quoting

administrators, and 1 quality field representative. Member, Executive Team.

Representative Accomplishments:

Established first-ever direction for sales department by assigning accounts and establishing clearly

defined roles, metrics, and goals for account managers (all commercial issues and new programs) and pro-

gram managers (new programs’ on-time launch).

Saved $1+ million Purchasing Department expenses by mandating minimum 5 suppliers quote on

every item and by implementing market test requiring bids on existing products every 6 months to verify

best values and saved $600,000 by locating local suppliers in Mexico and North America.

Grew business from $125 million to $150 million while maintaining 8.5% profit margin (in 2 years).

Provided lower cost, higher quality cut and sew airbags (expected to grow from $5 million to $30

million by 2010) by facilitating strategic partnership with Milliken and Company.

JOSEPH A. TOBON

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Significantly improved supply side equation by meeting with top 5 “problematic” suppliers each

month, requiring submission of plans to be removed from list, and carefully tracking improvement.

Improved productivity, efficiency, and performance by introducing RFQ tracking system to track all

quotes and record customers’ hit/miss ratio in order to know business percentage by product line.

Played key role in establishing engineering change tracking system to ensure changes tracked

and money recovered on time by negotiating all obsolescence claims with customers and supply base.

Vastly expanded marketplace by introducing HFI LLC to U.S. OEMs and tier ones and by obtaining

$20 million interior business from Faurecia on New CTS Cadillac (2007).

GUILFORD MILLS (www.guilfordproducts.com) Madison Heights, MI

Major international fabric supplier. Employed 5,000 with $1 billion annual revenues and $400 million automotive revenues.

Tier One Sales Manager (1998 - 2004)

As main liaison to all major North American tier one seat suppliers and cut and sew suppliers, managed ac-

counts team, set annual goals, and helped team achieve goals by maintained ongoing, positive relationships

with each facility’s design, engineering, purchasing, program management, plant management, quality, and

materials departments.

Also functioned as Program Manager with responsibility to set/manage annual budget, update forecast in-

formation, and ensure all key customer dates met.. Worked closely with OEMs and major suppliers on all is-

sues, especially implementing VA/VE initiatives. 2 direct reports and 3 indirect reports.

Representative Accomplishments:

Developed various company presentations (English and Spanish) and presented at customer training

programs, quarterly company sales meetings, and all company executive meetings.

Increased margins and volume by establishing innovative rebate program based on total volume

shipped (vs. per-yard incentive).

Played instrumental role in saving $20 million/year by helping introduce low-cost fabric that replaced

expensive carpet in low visibility areas (back of back and front/side facings).

Helped secure new Mexican business and manage Mexican customer accounts by hiring, training,

and guiding new sales personnel in Mexico.

Reduced costs by aggressively negotiating multimillion dollar obsolescence claims with all major

OEMs and tier ones that provided detailed timelines and detail reports clearly demonstrating that Com-

pany bore no liability.

Reduced quality rejects 30% and increased revenue $36 million by holding regular meetings with

purchasing/design departments and end users and directing quality reps to visit Mexican manufacturing

locations monthly to ensure expectations met.

EARLY CAREER

PEREGRINE INCORPORATED - Southfield, MI

Senior Account Manager (1996 - 1998)

LEAR CORPORATION – Southfield, MI

Account Manager (1995 - 1996) Program Manager (1993 - 1994) Buyer (1988 - 1993)

EDUCATION

CENTRAL MICHIGAN UNIVERSITY - Mount Pleasant, MI

BA in Spanish and Business Management (1988)

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