Robert A. Hughes

abltb0@r.postjobfree.com

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

Farmington Hills, Michigan 48334

Home: 248-***-****

Mobile: 248-***-****

EXECUTIVE PROFILE

Sales, Marketing, and Business Development professional with extensive

experience in technical sales management and business development in the

automotive driveline, chassis and powertrain sectors. Further experience

in the formation of a startup company in the diesel engine emissions

reduction sector, in the development of new markets and applications for an

alternate energy - energy harvesting startup company, and in business

development with a CHP Power Generation company. Most recent, full time

focus in capital equipment business development with a balancing equipment

manufacturer supplying precision balancing machines to multiple industrial

sectors including automotive off-highway, aerospace and diesel engine

manufacturers. Track record of contributing to company strategy

development, profitable revenue growth and exploitation of market

opportunities. Excellent relationship building and negotiating abilities.

Strong communication skills with the unique blend of business acumen and

technical knowledge. Moderate German language skills. Basic Italian

language skills. MBA.

Significant experience in:

Engineered system sales Market and competitive Sales staff management

and marketing intelligence and mentoring

organization

Building strong customer International customer Commercial vehicle and

relationships management Passenger Car OEM

markets

PROFESSIONAL EXPERIENCE

Universal Balancing- Farmington Hills, Michigan May 2010 - Present

Capital Equipment Manufacturer

Corporate Sales Manager, Americas

Leading business development and sales activity in the North American

region as Universal Balancing embarks on a growth initiative against

larger and more established competitors. Approach includes marketing of

precision, reliability and durability of machines along with unique

measurement control system software which provides ease of setup,

training and use in operation. Flexibility of design and low cost,

custom software are additional competitive advantages. Strategy includes

building on success and trajectory in the automotive and off-highway

sectors to help leverage competitive advantages, including pricing, into

other sectors where the company does not have a large presence.

Existing and prospective customers include, but are not limited to AAM,

GKN, Cummins, Dana, First AutoWorks (China), Dresser Rand, John Deere,

Centrax, Bosch, GE, ZF, Chrysler and Ford. Long range plans include

expansion into Latin American market and the development of alliances and

possible acquisitions to expand the range of products offered and speed

to market.

ALCOR Energy LLC - Chandler Park, AZ 2010 - Present

Startup Company - Diesel Engine Emissions Reduction

Business Development 2010 - Present

Presently developing opportunities in a variety of vertical markets and

industries for ALCOR's CHP (Combined Heat and Power) power generation

systems which provide off grid, locally based electrical power for

hospitals, industrial operations, apartment complexes, and commercial

office buildings. The proposition to the customers includes a zero

capital cost system installation and grid tie-in that provides cost

savings compared to grid electrical costs with the CHP system used for

primary power or peak electric shaving.

Robert A. Hughes Page 2

EL Truck LLC - Detroit, Michigan 2009 - Present

Startup Company - Regenerative Shock Absorber for Diverse Markets

Vice President Sales 2009 - Present

Led business development efforts including definition of prioritized

segments and customers for a patented regenerative shock absorber /

damper concept. Customers include General Motors, BMW, CSX Rail, Oshkosh

Truck, PACCAR, Freightliner. Led efforts to engage customers, present

technology and pursue business development agreements. Also involved in

the development of alliances to expand the range of products offered and

potential speed to market.

Green Energy Resources - Louisville, KY 2009 - February 2010

Startup Company - Diesel Engine Emissions Reduction

Business Development 2009 - February 2010

Led and collaborated with business partners in the development of

commercial fleets, municipalities, off-highway and marine markets for

this aftermarket, diesel engine emissions reduction device. Developed

business plan, generated pricing structure and concluded dealership

agreements with primary distributor. Business failed due to inability to

properly price device with primary distributor and manufacturer.

AAM - Detroit, Michigan 1998 - 2009

Tier 1 Driveline Supplier to Global Automotive Industry

Sales Manager, Driveline 2003 - 2009

Sales Manager, Commercial Vehicle 2000 - 2003

Sales Manager, Worldwide Programs 1998 - 2000

Led staff of account managers and sales coordinators (up to five people)

in management of existing business (General Motors, Nissan, Chrysler) and

business development activities (Toyota, Hyundai, BMW, Daimler, Navistar,

Mack Trucks). Led pricing negotiations and conclusion of long term supply

agreements. Responsible for development and maintenance of key customer

long range product plans. Areas of responsibility included Commercial

Vehicle, Worldwide Programs and Passenger Car segment sales and

marketing.

. Created advanced technology marketing and business development

opportunities as key, technical sales associate

. Executed diversification goals resulting in acquisition of $600M in

long term supply agreement sales with General Motors across Alpha, TE,

Global Zeta, Global Epsilon and Global Small SUV platforms

. Developed and negotiated agreements for supply of a range of

driveline, chassis and suspension products with a commercial vehicle

segment customer, resulting in $120M revenue over a 5 year program

. Concluded pricing agreements on design change opportunities resulting

in margin improvements from $200K to $1.8M annually for life of

various programs

. Collaborated with company sales support staff and engineering

colleagues effectively presenting products, manufacturing processes

and pricing justification for new business driveline system proposals

and engineering / development related changes

. Led company-wide initiative that collected and quantified competitive

intelligence data supporting company strategy development, resulting

in optimized pricing and manufacturing location selections

Robert A. Hughes Page 3

TRW AUTOMOTIVE- Lafayette, IN 1993 - 1998

Tier 1 Steering Systems Supplier to Global Commercial Vehicle Industry

Marketing Manager 1997 - 1998

Regional Sales Manager - OEM 1993 - 1997

Directed staff of five account managers and internal sales support sales

coordinators in support of company short and long term planning

objectives. Responsible for revenues ranging from $5M to $45M per

management of existing business and business development activities.

Coordinated pricing decisions in collaboration with Plant Managers and

staff. Led Marketing team in support of company initiatives and strategy

development. Collaborated with engineering colleagues and executive

staff to define future product needs based on market trends

. Managed and improved relationships with variety of OEMs in both sales

and marketing positions

. Managed and increased revenue from $5M to $45M, and gross margins for

commercial vehicle customers including Freightliner, Volvo, Mack

Trucks, Thomas Built Bus, Pierce Mfg. and Oshkosh Truck

. Attained a solid record of gross margin improvement in sales while

leading and coaching a sales team for region (Gross margin results

ranged from 20% to 29% for various products)

. In Marketing capacity led, organized and executed a market study for a

product portfolio diversification initiative. Resulted in R&D

commitment to develop new product for anticipated growth of front

independent suspension applications in the commercial vehicle segment

. Developed potential acquisition targets working on a small, select

team of sales, marketing, engineering and finance personnel

. Presented market and acquisition target studies, conclusions and

recommendations to various levels of TRW management up to the CEO and

Corporate Staff. Resulted in high level review of potential

acquisition targets and a final decision not to pursue further

commercial vehicle segment growth

ZF LLC - Northville, MI 1989 - 1993

Global Tier 1 Supplier of Driveline, Chassis and Transmission Products to

Automotive Industry

Sales Manager, Commercial Vehicle, Chassis and Transmission 1990 -

1993

Sales Application Engineer - Chassis 1989 - 1990

Initial responsibilities included an extended, eight month training

session incorporating design, manufacturing and customer field visit

activities at ZF Division headquarters in Germany, 1990

. Worked jointly with ZF Sales in support of steering system business

development and joined Sales staff in 1990

. Developed new customers in support of company business growth

initiatives

. Managed commercial vehicle OEMs with revenues in excess of $30M

annually

EDUCATION

MBA, General Business Management, Indiana University 1996

Bachelor of Science - Mechanical Engineering, University of Louisville

1983

Language Studies

German: 6 semesters of formal study at University of Detroit evening

school

Italian: 2 years of formal study while at the University of Louisville

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