Sales Customer Service

Kevin L. Kemp

**** ***** ** ** ***** Rapids, MI *9534 616-***-**** ***********@*****.***

Senior Level Executive

Profile Summary

Highly successful global business development and operations leader with a proven record of success in diverse engineered and technology based product lines, with specific strength to analyze markets, position a company as a market leader and significantly affect overall corporate growth. Over twenty-five years of varied manufacturing technology experience to expand business and dramatically increase revenues in competitive markets. Effective strategic planner, able to identify business opportunities and develop new markets by leading product development teams and initiatives, global sales engineering teams, applications engineers, project managers, manufacturing, quality and customer service teams. Solid record of achievement in building and leveraging industry contacts. Ability to maintain long-term market presence in changing market conditions and economic environments. Excellent operational, technical, product development, sales, and marketing skills to support growth at various levels in a wide range of industries.

Skilled at building successful teams and leading change in competitive environments. Proven record of building productive relationships to drive new business, growth, and revenue. Successfully lead multiple projects and cross-functional teams implementing innovative technical and operational solutions. Champion career development and retention through mentoring and the creation of high-performing teams

Core Competencies

Business/Market Planning Training/Mentoring Talent Development

Global Market Expansion Acquisitions/Joint Ventures Market Analysis

Complex Manufacturing Operations Applications Engineering Lean Manufacturing

Finance Management New Product Development Technology Licensing

Budget Development/Management Contract Negotiations Sales Strategy Development

Advanced Manufacturing Technology Forecasting Quality Improvement

Stage-Gate Product Innovation Manufacturing Engineering New Business Development

Strategic Business Planning Ideation Process Cultural Diversity

Test Systems & Data Acquisition Factory Automation Robotics & Machine Vision

Professional Experience

Lakeside Surfaces Inc Muskegon, MI (Residing in Grand Rapids, MI) http://www.lakesidesurfaces.com

Vice President Operations/Sales/Marketing March 2015 to March 2018

Directed all manufacturing operations, Project Management, Engineering, Estimating, Field Services, Sales, Marketing, three Distribution Centers and the local teams, along with a product showroom. Charged to strategically grow the business top and bottom lines and improve efficiency in all areas through developing new quality processes, work instructions, functional processes in all areas, training and mentoring team managers and staff. In addition, was charged with the project management responsibilities to construct and develop a new 100,000 sqft corporate headquarters, manufacturing facility, and an upscale retail showroom. Successfully achieved a KPI metrics and goals annually.

SGS ETC. Denver, CO (Residing in Grand Rapids, MI) http://www.sgs.com

Director, Business Development August 2013 to January 2015

Recruited to expand the business, both organically and through strategic acquisitions, for highly engineered laboratory testing of engines, powertrain, complete vehicles, stationary power, fuels and lubes. Testing at high altitudes for emissions, calibration, catalyst aging, mileage accumulation, cold starts, etc... Direct all new business development, account management, marketing, and proposal management, Created and implemented successful strategic planning.

Acemco Incorporated Spring Lake, MI http://www.acemco.com

Executive Vice President, New Business Development, Sales and Marketing January 2012 to August 2013

Executive Vice President & General Manager - Diversified Products Group January 2012 to August 2013

Directs all corporate new business development, market expansion, non-automotive sales and marketing leadership to provide strategic growth to the legacy business units, and also to aggressively position the new start up group to diversify the company into new strategic market areas, including furniture, aerospace, defense, appliance, medical, agricultural, heavy truck, and personal transportation.

Directly responsibility at the P&L level for the Acemco Diversified Products Group.

Accomplishments:

Developed and implement new business strategic sales and marketing plans.

Performed cross market research and initial spike testing.

Created new marketing communications tools.

Identified, pursued, and secured new first adopters in each market segment targeted.

Established and met current stretch goals for sales growth.

Successfully created new company brand image targeted at diversified products.

Increased revenue at ACEMCO Inc. by 18% year on year

Increased revenue at Diversified Products by ~39% year on year

Increased overall market footprint for both groups by over 25% in 2012.

Developed 20% growth in existing customer base.

Manage and Direct 32 staff team members involved with Sales, Marketing, Applications Engineering, Estimating, Purchasing, Shop, and Admin.

A&D Technology, Inc. Ann Arbor, MI http://www.aanddtech.com

Director, Global Business Development 2008 to 2011

Expanded the business into new global market segments and regions through leveraging the engineering and manufacturing competencies in production and laboratory testing technology, primarily related to advanced PowerTrain development and testing. Directed all global sales, marketing, business development, product management, technical writers, training, and managers with a total staff of 23. Created and implemented successful strategic planning.

Accomplishments:

Created and implemented a companywide Management By Planning cascading goals system and a new product development process based upon classic Stage Gate Systems.

Mentored product managers to develop/implement advanced product road maps, and budgets while creating more efficient cross-functional teams with software and hardware engineering groups.

Expanded sales to new market segments including defense, alternative energy, medical, national labs, and universities. Successfully planned for and launched new products and technologies.

Mentored sales engineering staff in complex selling techniques and advanced negotiation skills

Developed and grew the A&D Technology China staff. Negotiated and secured first major orders.

Developed sales and service agents for strategic global target countries.

Established stretch goals which increased sales by over 25%. Increased closing/hit ratio to 45%.

Implemented new marketing communications tools, including new web page, presentations, and technical proposals. Created a new company brand image.

Acemco Incorporated Spring Lake, MI http://www.acemco.com

Director, New Business Development and Marketing 2007 to 2008

Directed new business development, market expansion, non-automotive sales and marketing leadership for a newly created position to diversify the company into new strategic market areas, including furniture, aerospace, defense, appliance, medical, agricultural, heavy truck, and personal transportation.

Accomplishments:

Developed/implemented new business development strategic plans and strategic marketing plans.

Performed cross market research and initial spike testing. Created new marketing communications tools. Identified new first level customers in each market segment. Established stretch goals for sales growth. Created new company brand image targeted at diversified products.

Burke Porter Machinery Company Grand Rapids, MI http://www.bepco.com

Vice President, Sales, Marketing and New Business Development 1990 to 2007

Burke Porter European Operations Board Of Directors, 1995 to 2007

Directed new business development, market expansion, global sales and marketing leadership, new product and emerging market development, project management, applications engineering, customer/field service engineering, and general management with full P&L responsibilities. Directed between 12-18 direct reports. Staff grew from 55 to 300+ worldwide.

Accomplishments:

Increased sales from $15M in 1990 to over $70M.

Grew market share to over 50% worldwide and 90% in NA for core product groups

Improved order closing ratio/hit rate from an average of 20% to over 50%.

Expanded core product sales to non-traditional and foreign based Vehicle OEM’s, tiers, universities, independent research facilities, US government, agricultural, heavy truck, off road, recreation vehicles, and general manufacturing customers.

Directed market research and trained staff to sense market needs to establish target segments. Led global sales and marketing teams to position products and programs for key account growth. Created pricing structures to ensure competitiveness while maintaining maximum profit margins.

Negotiated with senior OEM vehicle executives and US government to position BEP as leading supplier for emissions testing chassis dynamometers over a stronger Japan-based competitor, resulting in new products/market opportunities in excess of $50M over a five year period.

Implemented an effective value based-needs and benefits analysis selling strategy.

Positioned company and brand as the industry benchmark standard and global leader in vehicle testing and assembly systems.

Developed a unique Customer Satisfaction Survey process to measure and trend overall CSI.

Established/mentored a global sales team that would dominate among all relevant competitors.

Developed and strategically grew the Asian/Indian markets, positioning BEP as the leading supplier for vehicle testing technology.

Designed marketing plan to improve brand image through industry-based print media, engineering-based trade shows, world wide web, and conferences.

BEP received the West Michigan Global Trader of the Year Award.

Expanded total product offerings from one major testing technology product line to over ten.

Quality Improvement Team member to secure ISO certification.

Developed effective marketing and sales strategies that consistently met or exceeded all predetermined performance goals annually.

Implemented a formalized Stage Gate process to control the new product development process.

Penetrated Japanese OEM vehicle transplants and successfully displaced the legacy supply base for vehicle test and inspection systems.

Established dedicated sales and service offices in China, Japan, India, Taiwan, and South America.

Established original quality system that positioned BEP as the first company industry-wide to receive the Ford Motor Company Q1 award for quality excellence.

Grew the Customer Service and Field Engineering teams to earn an industry-leading service reputation, an important attribute in leveraging value-added negotiation strategies to secure higher levels of new business.

Established and grew Project Management and Applications Engineering teams, implementing related processes following the Kerzner methods.

Interviewed regularly by international/local trade journals to discuss technological and business developments in the industry.

Co-Managing Director, European Operations 1995 to 2001

Directed operations for European business units, including P&L, union negotiations, and hiring personnel, for manufacturing, engineering, sales, and service facilities located in Belgium and Germany. Established operational processes and policies. Supervised five direct reports and 100+ European staff.

Accomplishments:

Established a European-based joint venture with a large industrial company. Successfully converted the joint venture operation into a wholly owned foreign subsidiary within five years

Drove top and bottom line growth to steadily increase shareholder equity.

Increased market presence to all major European vehicle OEM’s.

Expanded market to Eastern Europe and sales agencies in Italy and the UK.

Established ISO-based quality system.

GWI Engineering Company Grand Rapids, MI http://www.gwiengineering.com

General Sales Manager 1984 to 1990

Directed sales and marketing, project management, applications engineering, project cost estimating, proposal development, and general management. Supervised five direct reports and a total staff of 60.

Accomplishments:

Increased sales from $2M to over $20M. Trained staff on value selling and negotiation techniques.

Expanded customer base into new markets, including office furniture, appliances, and energy.

Increased range of product offerings from automated welding systems to include automated synchronous and non-synchronous assembly systems, vision-based inspection, robotics, laser welding and cutting, machining, and water jet cutting, employing various technologies.

Directed and grew the sales engineering team to effectively expand market opportunities.

Developed accurate business forecasting methodology that varied less than 5% annually.

Co-founder, SME’s Machine Vision Association and Computer and Automated Systems Association. President for the local chapter for two consecutive years.

Professional Affiliations

Society of Automotive Engineers

Society of Manufacturing Engineers

Machine Vision Association of SME – Founding Member

American Welding Society

Original Equipment Suppliers Association

National Defense Industry Association

Precision Metalworking Association - PMA

Patents

US Patent #7,054,727 issued May 30, 2006: Method Of Measuring Propensity Of A Vehicle To Roll Over.

US Patent #7,058,488 B2 issued June 6, 2006: Vehicle Testing Apparatus for Measuring Propensity of a Vehicle to Roll Over.

Published Papers

SAE #200*-**-****: Measuring Active Chassis System Performance in an HIL Environment.

SAE #200*-**-****: Vehicle Rollover Propensity Measurement Using A Novel Approach

SAE #200*-**-*****: A Dynamic Roll Simulator to Test Rollover Mitigation Systems

Education

Grand Rapids Community College, Grand Rapids, MI

Associate Applied Science, Mechanical Engineering

Additional Training:

Dr. Coopers Stage Gate New Product Development Methods and Process

Kerzner Project Management, Management Development, Business Plan Development, MSU’s Strategic Business Planning, Marketing Plan Development, P&L Operations, Budget Development and Administration, People Motivation, Effective Time Management, Developing and Implementing Effective Sales Strategies and Techniques, Harvard Negotiation Training, SME’s Machine Vision Technology Training at MIT, Crosby Quality Training, and Lean Implementation Techniques

Society of Automotive Engineers, Detroit, MI: Vehicle Dynamics and Testing--courses and conferences

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