MICHAEL A. COBURN

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

Beverly Hills, MI 48025

Phone 248-***-****

ac2cuz@r.postjobfree.com

OBJECTIVE

To obtain the position of Director of Sales

HISTORY

**** – Present Principal MACoburn Sales, LLC

Working as a Regional Sales Manager for Sprintex USA selling superchargers to 120 plus aftermarket dealers for the Eastern US – states east of the Mississippi from FL to MA and Canada. This adds additional distribution, aftermarket and retail experience as well as working closely with engine and powertrain applications to my sales background.

Responsibilities include managing several regional independent sales representative organizations.

Setting up a national strategic marketing and advertising program geared towards branding their superchargers.

Monitoring Social Media and driving it towards selected groups and forums to gain market awareness.

Setting up and implementing the use of CRM.

2015 – 2016 Regional Sales Manager ROCKFORD PRODUCTS (CLOSED)

Responsible for the complete territory management of customer accounts and growing the sales of chassis and steering components – ball studs, inner tie rods, track bolts, along with other specialty cold formed/cold headed products.

Managed the Federal Mogul (aftermarket) account worth $12 million annually by building relationships through extensive travel and face-to-face interaction with the customer both at the corporate level as well as the manufacturing plants in the field.

Responsible for calling on companies in industries other than automotive – Melling Engine Parts (Caterpillar, Deere), Balon Corp. (oil & petroleum), Amsted Rail, Axle Tech, MTU America, Gabriel Ride Control, SAF Holland, along with various distributors – Finning Canada (Caterpillar, mining), IPD and World Class Industries.

Developed and began implementation of a five-year strategic sales plan aimed at analyzing the needs and issues of current existing customers as well as prior lost customers to solve performance problems, drive continuous improvement and ultimately grow sales. This was orchestrated in tandem with a plan to target new customers and new business development, which lead to my bringing in over $3,000,000 in new business opportunities just in Q1 2015.

Managed five independent sales representatives by providing technical support to them for strategic customer sales calls and closing opportunities. Under my direction, they brought in an additional $4,000,000 in new business opportunities YTD.

Directed the development of a robust sales-opportunity tracking and reporting system to enable quicker turnaround times in the quoting process while examining internal costs to challenge our pricing. In conjunction with these efforts, I raised the bar for detailed internal reporting on pre- and post-sales activities.

Attended Executive Leadership training program.

2012 – 2014 Principal MACoburn Sales, LLC

Representing a capital equipment manufacturer of machinery used for leak testing, flow monitoring, helium testing, vacuum drying, etc. Working with the engineers and purchasing at Ford to establish the specifications to design a “global” machine for Powertrain applications. Similar work with Chrysler Powertrain engineers, though not on a global scale, to develop rapid testing for transmission components. Exploring others areas for potential new business development such as injection molding and casting companies.

Selling for various principals: fasteners, machining, induction heat-treating, and plastic injection & blow molding. Brought in POs for machining opportunities within 6 weeks of starting with a machining principal. Introduced a stamping company to Ford and won new recurring business for them.

Consulting for Korean fastener manufacturer regarding penetration of domestic automotive OEM and Tier One market. Introduced them to TRW NA and got them an opportunity to quote a package of 52 parts potentially worth $1,000,000.00.

Networking with additional manufacture’s representatives to expand into non-automotive industries: aerospace, defense, industrial & medical.

2009 – 2012 Sales Account Manager ACUMENT GLOBAL TECHNOLOGIES

Responsible for the sales growth and account development of over 35 Tier One customers; 2010 sales of $16.4 million, 2011 sales of $19.2 million, 2012 YTD sales tracking above target of $22 million. Responsibilities include the supervision and negotiation of all commercial matters including technical issues such as print evaluation, cost estimating, quoting, and review/acceptance of customer purchase orders. Active interface with customer engineering for all matters including quality, delivery, PPAP approval and prototype development for future programs.

Account analysis for sales, marketing and value proposition based selling. Experienced with Microsoft Office products for both PC and MAC. Familiar with customer database software. A team player with excellent time management skills and discipline. Familiar with Salesforce.com.

Responsible for the supervision and negotiation of all commercial matters including print evaluation, cost estimating, quoting, and review and acceptance of customer purchase orders.

Active interface with customer engineering for all matters including quality, delivery, PPAP approval and prototype development for future programs with access to purchasing contacts for most Detroit based Tier One automotive accounts.

2004 – 2007 Capital Equipment Sales Account Manager SCHENCK ROTEC INC

Aggressively grew sales of General Motors account from 1 million to 8 million in 3 years by building relationships, working the customer plant locations for cost improvement opportunities and then communicating the technical needs of the customer back to my team of application engineers.

Sold new equipment to Ypsilanti transmission plant: 4 new lines: three-station in-line fully automated vertical balancing machines with punch correction for transmission hub and housing components. Put new machinery in Allison Transmission: vertical single station HD Carrier balancers w/ mill correction.

Sold retool packages to GM engine plants in Flint, Romulus, St Catharines & Tonawanda: multi-station lines consisting of horizontal balancers, multiple drill stations for removing material from the crankshaft counterweights, and robotic pick & place with heating elements for placement of the reluctor rings.

Sold complete Tire & Wheel rooms for Cactus Plant and Spring Hill: robotic valve stem insertion for the wheels, conveyors and tracking, mount & inflate equipment, balancers and corrections stations. Worked with system integrators.

Created and sold training packages for Toyota Engine plants in Kentucky and Alabama.

Orchestrated prototype balancing services to Behr to prove out future parts prior to production, traveling with the customer to Germany and Australia and placing machines in South Africa.

Responsibilities included Contract Negotiations, writing and editing proposals, working with Applications Engineering, Operations and Program Management to increase sales profitability.

1993 - 2004 President HOOVER STEEL TREATING, CO.

Responsible for corporate legal and financial reporting. Implemented new Windows based computer system with Peachtree accounting.

Secured new line of credit from banking institution; opened existing Union contract and won major concessions; re-negotiated Buy/Sell agreement – to drive down costs during 2001 recession.

Diversified existing customer base of broach cutting tool manufacturers by calling on blade manufacturers for the textile industry and feed screw manufacturers for the plastic injection molding industry.

Used hunter/rainmaker philosophy to increase customer base by 10% by developing new markets with customers who manufactured gears, shafts, spline rolling tools and cold forging products.

Negotiated 3-year contract with UAW represented workforce and generated savings by reducing Worker’s Compensation costs.

Responsible for legal matters regarding environmental and employment issues, including work with Federal Mediation and Conciliation Service, OSHA and the EPA.

Initiated review of suppliers, negotiated credit and terms, set up inventory programs and wrote comprehensive quality and safety manuals to institute new procedures.

1991 – 1993 Capital Equipment Sales Account Manager BALANCE TECHNOLOGY INC.

Initiated relations with BMW as they planned to locate in Spartanburg, SC.

Responsible for Japanese transplant companies, including Diamond-Star Motors, Honda of America, and Toyota Motor Manufacturing.

Sold capital equipment and support through interactive coordination with engineering and manufacturing departments; experienced with custom designed, automated systems incorporating PLC, transfer systems, gauging, welding, milling, and auditing.

Responsible for establishing and managing a network of manufacture’s representatives in locations such as Alabama and California, writing proposals for the reps and assisting in presentations.

Implemented aggressive telemarketing effort to target new customers. One cold call actually lead to the sale of three machines at a value of $900,000.00.

EDUCATION

Oakland University, Bachelor of Arts Degree, English

Wayne State University, course work in combined Law & MBA programs

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