Sales Manager

Michael Ceritano

**** ******* ***** ~ Rochester, Michigan 48306

734-***-**** *********@*******.***

Executive Management

Business Development ~ Marketing ~ Operations ~ Finance

Sales, Marketing, and Finance including start-up business operations and turn-around management. Ability to deliver change and positive results through planning, strategic and competitive analyses, and proper execution of plans designed to grow revenues. Exemplary record of performance and leadership for 20+ years at automotive industry, consistently achieving the highest level of recognition by exceeding business plan goals and objectives. Motivational leader and active team contributor that manages multiple responsibilities in a fast-paced, time sensitive environment. Effective communication skills utilized in generating trusting relationships through integrity and professional character.

Professional Experience

Dana Holding Corporation, Maumee, OH March 2011 to August 2017

Director of Sales North America Aftermarket July 2016 to August 2017

Responsible for all commercial activity, Light Vehicle, Commerical Vehicle, Off-Highway, for $500 million Dana Aftermarket.

Manages all strategice sales activity for Spicer, Dana & Victor Rienz brands in North America.

Manage all product planning and marketing activities for Victor Reinz in North America.

Manage all Sales, Product Planning and Marketing Activities for Dana Brands in Mexico.

Sales activities are inclusive of Light Vehicle, Performance, Commercial Vehicle, and Off-Highway Markets.

Develop key go to market strategies designed to increase Dana market share in North America.

Lead and direct a team of 40+ salespeople and 8 rep agencies in U.S., Canada & Mexico.

Senior Manager OEM Major Accounts Sept 2015 to July 2016

Responsible for all OEM activities at Daimler Truck North America, Thomas Bus, Freightliner Custom Chassis, BlueBird Bus and Isuzu Truck NA.

Responsible to develop key, high level, cross-functional, relationships within customer.

Liason between Dana Light Vehicle Business Development Team and Dana Commercial Vehicle Operations.

Responsible quarterbacking each account with reference to quote development, new product launches, sales penetration, etc…

Interface with Dana Field sales to develop playbook for dealer contacts to drive Dana penetration within customer vehicles.

Lead cross functional teams of Engineering, Product Planning, Program Management, Finance and Operations in quoting of new business.

Develop Business Screening Document and present business case to Senior Management to approve new product ventures within large OE customers.

Negotiate long-term agreements with major OEM accounts.

Deliver, Negotiate and implement pricing at each customer as required.

Senior Manager OES Business Development 2012 to Sept 2015

Responsible for Strategic OE Service Account Management for North American OE Accounts, PACCAR PARTS, Navistar, Daimler Truck, Volvo Mack, Ford, GM, Chrysler, Nissan NA, and 100 specialty OES accounts.

Manage $200.0 million in OES sales.

Aftermarket Business Development representative for the CEO “Speed to Market” Initiative.

Professional Experience

Continued

Developed and presented product development issues and strategies to the Dana Executive Board.

Interfaced and worked on development teams consisting of Dana executive leadership focused on increasing product development “speed to market”.

Redefined the entire new business quoting and development process to insure quicker customer response and accuracy.

Manage 7 Senior Account Managers, a National Product Trainer and a Sales Operations Analyst.

Achieved $13.5 million in new business wins for 2014.

Achieved $3.5 million in margin improvement through negotiated aggressive pricing actions for 2014.

Successfully implemented a 6.8% price action for 2014 price book for all commercial OES accounts.

Researched, rewrote and presented internally and to the customer an entirely new go to market strategy for commercial truck carrier product line. This produced a 10% revenue growth in 2013.

Manage cross-functional teams to achieve strategic business initiatives.

Sold, planned and launched the first built for Aftermarket product Ultimate Dana 60 axles for off-road use. Designed and built in conjunction with the Jeep Performance Brand.

Sold, planned and launched multiple driveshaft products designed for the Jeep Performance Brand.

Planned and participated in customer dealer trade shows and industry trade shows for both commercial and light vehicle.

Dana Holding Corporation, Maumee, OH 2011 to 2012

Senior Account Manager OES

Responsible for Strategic and Tactical OE Service Account Management for Nissan NA, General Motors Customer Care and Aftersales, and Chrysler/Mopar with parts sales in excess of $13.5 million annually.

Exceeded all annual business plans goals for 2011.

oAchieved $1.15 million in margin improvements through negotiated aggressive pricing actions.

oAchieved $650,000 in new business wins.

oDeveloped strategic offerings to an OE account that led to 2 presource package quotes exceeding $ 2.0 million in new business annually.

GAF CONSULTING, Rochester Michigan 2004 - 2011

Project Management/Executive Consulting

Oversee Operations, Financial Management, and Sales for four independent businesses.

Grew business through customized and unique sales programs; and provided turn-around management at locations that were losing business.

Projects have included:

Lake Orion Interstate All Battery Center, 2008 - 2011

oNegotiated and started ground-up operations of the first independent Franchise signed nationally.

oLed teams to achieve sales goals of $450,000 in second year of operation; and exceeded breakeven sales volumes within 16 months of operation.

oBuilt corporate account base in excess of 175 commercial sales accounts in eighteen months.

oAchieved highest monthly sales of $45,000 in July of 2010.

AutoOne of Lake Orion, 2008 - 2011

oDeveloped programs and trained staff which resulted in increased sales by 20% in the first year of operation and grew sales an additional 4% in year two.

oUtilized existing customer base to cross-promote all additional services offered at the location.

oInstituted telesales process for all past customers.

Highland Mobil, 2007 - 2010

oInvestigated and identified major theft within operation; and took over operations and financial services.

oProvided turn-around management techniques to go from $300,000 in loses in 2006 to breakeven in the first year of operations management. Recognized a profit of $40,000 in 2008 and maintained profitability and positive cash flow during 2009.

Professional Experience

Continued

Alexander’s Autowash & Detailing Center Lake Orion Michigan, 2004 - 2012

oOversaw all remodeling of this existing center; and delivered positive cash flow to struggling car wash & gas station in first year.

oIncreased sales from $1.2 Million to $1.9 Million in first year of operation; and added three additional profit centers growing sales by $700,000 per year during the second year.

CHRYSLER GROUP LLC/ DAIMLERCHRYSLER, Auburn Hills, Michigan 1990 - 2004

Global Business Manager, Reman and OE Parts Group Mopar Parts, 2003-2004

oManaged and implemented the Global Core Return System, which included the launch of all US facing PDCs in order to ensure proper control of Mopar’s core assets.

oMaintained accountability for $20 million of core inventories worldwide.

oDeveloped overall business strategy to maximize profitability in the Reman product lines.

oSupervised two analysts and a customer call center used for dealer/supplier and PDC inquiries concerning core management.

oProvided oversight of core inventories and warranty material return, which ensured maximum ROI.

oCollaborated with the Service Marketing group to develop the on-demand Service Marketing program.

oDeveloped policies and procedures for the proper use of Mopar’s core material in supplier’s Reman operations.

oDeveloped and launched Reman product programs that drove Mopar’s Reman sales (Truckload Transmission Program).

oDeveloped, managed, and trained Reman suppliers on overall core management in Reman operations.

Vice President of Sales Detroit Office Experian Automotive, 2002 -2003

oManaged Sales Team of four representatives in Detroit and New Jersey calling on national automotive accounts BMW, Mercedes Benz, Ford, DiamlerChrysler and GM.

oLanded national program to provide autocheck product into Ford Dealerships Nationwide through Ford Used Car Operations.

oContracted DiamlerChrysler used vehicle operations to provide autocheck product to all dealers through DCX dealership portal.

Manager Reporting, Analysis & Incentives, Mopar Parts Division, 1998 - 2002

oDeveloped and managed the $4 Billion North America revenue forecast, which included the annual dealer incentive program with $18.5 Million budget.

oManaged and directed the rewrite of North American revenue reporting systems.

oDeveloped, directed, and implemented all key-reporting enhancements to North American revenue reporting systems for North America Sales Operations.

oIntegrated Canada and Mexico sales reporting into the established North American market.

oDeveloped models to analyze the exact impact of pricing changes on overall revenue in Access.

oPresented monthly sales results and financial performance trends to senior management.

Reporting and Financial Analyst, Mopar Parts Division, 1996 -1998

oDeveloped and implemented the sales and return objectives for U.S. Sales Operations with sales in excess of $3 Billion.

oProvided analysis models to evaluate financial impacts of changes to marketing policy, and customer terms and conditions, to divisional sales and profits.

oDeveloped, maintained, and reported on product line and geographic sales and returns.

Sales District Manager Chrysler Corporation, 1994 - 1996

oManaged new car sales for metro Philadelphia district consisting of 15 new car dealerships.

oImplemented national training programs directed towards new car salespeople to enhance overall sales performance at dealerships.

o

Professional Experience

Continued

oParticipated in national vehicle launches by delivering product comparison presentations to dealership staff.

oDeveloped and coordinated local dealer sales events in conjunction with national product launches.

Dealer Marketing Manager, Mopar Parts Division, 1992 - 1994

Warranty and Sales Incentive Auditor, Chrysler Corporation, 1990 - 1992

Education

DREXEL UNIVERSITY, Philadelphia, Pennsylvania

MBA Marketing Management, 1995

UNIVERSITY OF PITTSBURGH AT JOHNSTOWN, Johnstown, Pennsylvania

BA Business Economics Finance, 1986

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