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Sales Manager

Toledo, Ohio, United States
August 29, 2018

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Experienced and Metric Driven Finance & Operations Manager

Professional hands-on operations and quality manager, excelled in organization transformations through operational analysis and by implementing quality improvement processes, and data-driven strategic planning. Dynamic, highly motivated analytic manager consistently recognized for achieving sales, operations and financial goals through detailed planning and building collaborative and accountable teams throughout the organization.


Operations Process Improvements

Organizational Quality Leadership

P & L Budget Development

QS/ISO/Lean/Six Sigma Certification

CRM/ERP/Accounting Analytics

Leadership Development

Labor/Management Negotiations

Sales Training & Development

CRM & ERP Implementation

Professional Experience

AUTOTEC ENGINEERING, Sylvania, Ohio 2014 - Present

Business Analytics, Corporate Services

Process Improvement Manager

Financial and Operations Manager to develop, implement, and train teams for ERP implementation, and data-driven Sales, Operations and Process Improvement Plans for business strategy and implementation

Implemented Salesforce CRM, established Sales & Marketing plans to integrate and direct sales efforts

Established an Excel and MS Project based scheduling, to coordinate Engineering releases, machining, purchasing, and assemblies to build engineer-to-order machines for 15-20 simultaneous projects

Trained Autotec staff on the Jobscope ERP system, and upgrading for needs with Financial module

Initiated and led the business analysis for an integrated ERP and CRM for detailed costs analysis.

Established a costing / budget format to break out six major engineering, machining, fabrication and assembly projections; now hitting 95-98% of key indicators to budgets and margin goals

Established weekly Job Costing project reports for live financial measures for all project-to-date KPIs

Established a Quality System with processes and procedures based on EOS accountability goals

Leader of the sales and operations planning process, to drive sales from $3M to $8.2M for fiscal 2015; $11M 2016, $14M 2017, and +16M projected in fiscal 2018 sales


Principal at Operations & Marketing Leadership

Operations & Marketing Consultant for organizational improvements in business strategy and implementation

Lead and support both profit and Not-for-profit organizations for business analysis, strategic planning, and implementation of continuous improvements to achieve mission and financial success


Senior Operations Director

Operations Leader for development of quality systems for customer EMR and consultant needs

Initiated and implemented an effective Quality System for corrective actions and continuous improvements to meet hospital needs for project management and EMR systems deployment

Streamlined and error-proofed the time & expense process to manage +500 hospital EMR consultants

Built a twelve week Financial cash flow model for the Controller, tied in directly to the Sales Pipeline and the budgetary forecast we established for the RFQ for customer IT conversion projects

Achieved Salesforce CRM and Recruiting upgrades and training for integrated systems utilization


Director of Operations, Production

Operations, Sales and Financial Leader for organizational transformation for Processing & Distribution Facility

Effectively implemented new sales, production, and marketing programs in the operations facility which reduced consumer lead time by 33%, shipping costs by 21%, and sales margins 18% annual

Implemented a Financial Budgetary Plan, managed the measurable targets and appropriate change

Grew the net profit to $2.4 M from $420,000 the previous year, on a sales increase from $16 to $17.7M

Implemented LEAN Process changes resulting in a 331% net margin growth on the 14% sales growth

Effectively resolved thirty open union grievances and arbitration issues at no cost to the company

Designed, planned and built a 15,000 sq. ft. destination retail bookstore within the production facility

Accomplished all marketing and operational goals for a high productive, cost-effective processing and distribution facility; that was then purchased by a larger producer for the facility’s efficiencies


Operations Manager and Chief Operating Officer 2008 – 2011

Business Manager and Chief Executive Officer 1997 – 2005

Financial, Operations, Sales, & Production Leader to generate and manage diverse industrial contracts

Established the annual Plan for Sales and Financial Budget, and reported status monthly to the Board

Increased contract labor volume $2.4M to $3.5M annual during the turnaround period

Revitalized the QS and Lean quality system for robust continuous improvement teams and projects

Initiated multiple “Lott owned businesses”, e.g. Recycling, Document Imaging, Warehousing, and Pet Food production - to add 82 new jobs beyond the traditional piece work automotive assembly contracts

Added 45 new non-automotive “job shop” production contracts to diversify employee work levels

Financial, Operations, Sales & Quality Leader to implement, train staff, certify to QS-9000 & Ford Tier 1 Supplier

Obtained QS-9000 Certification for Lott Industries - the 1st facility ever for developmental disabilities

Established Lott as a Ford Tier 1 supplier, and added $4M in production work to seven assembly plants

Implemented training, developed work teams, and designed and documented an ISO/QS/Lean system

Ranked in the Top 3, nationally for success in contract labor dollars and the number of individuals with top pay through development of Lott Industries into a $7M production facility for DD adults

SAUDER MANUFACTURING COMPANY, Archbold, Ohio 2005 - 2008

National Sales Manager, Worship Market

Sales & Operations Manager for national team of commissioned sales reps & internal support staff

Sales Manager with P & L responsibility for the national division and twenty-five territory reps

Increased +$2M in new product sales, managing launch through the Lean/Six Sigma Tollgate review

Implemented new Sales Assistant program to integrate sales / engineering project management

Increased sales +10% and margins +20% annual, for a $24M division in a declining pew market

MORTON INTERNATIONAL, INC., Chicago, Illinois 1990 - 1997

Account Executive, Salt Division

Sales & Account Territory Manager for grocery, industrial, agribusiness, water conditioning and de-icing

Aggressively grew the sales territory from $4M to $7M in products across the Grocery, Water Conditioning, Industrial, Food Service, and De-icing markets.

National Leader in sales growth and financial profitability in territory sales; consistently each year

FRITO-LAY, INC., Maumee, Ohio 1983 - 1990

District Sales Manager, Route Salesman

Sales Rep & District Sales Manager for consumer products in the food and specialty products industry

Increased weekly route sales average by 138% in two years, representing the #1 territory for sales growth for two consecutive years, out of 71 territories in the Northwest Ohio region

Acknowledged as the #1 District in the Division in sales growth, 1987, "Top Gun Award" in 1988

Provided advanced sales training for 225 sales reps as Certified Instructor for Frito-Lay Sales Seminar



MBA, Marketing and Finance – 1995

BA, Psychology and Social Work – 1980

Continuing Education / Other Credentials


ProSource Professional: Lean Six Sigma Black Belt Certification (6/2014) CRM Administrator (6/2013) and Jobscope ERP Administrator (10/2014)

National Association of Information Destruction (NAID): Lead Internal Auditor (10/2008)

Sauder Manufacturing: Lean Manufacturing & Six Sigma Management Systems (2/2006)

Benchmark Technologies: ISO 14001 Internal Auditor Training (2/2003)

Automotive Industry Action Group: Integrating ISO 14001 & QS-9000 Quality Systems (12/2001)

Entela, Inc.: ISO/TS 16949 Audit Training (6/2000)

Entela, Inc.: ISO 14001 Audit Training (6/2000)

Ford Motor Company ISO 14001 Salaried Awareness Training (5/1999)

Lake Erie Manufacturing Extension Partnership: Strategic Quality Planning (3/1998)

Industrial Opportunities (1 Day each): SPC, Mistake Proofing, FMEA, PPAP, APQP, Six Sigma (5/1997 – 6/1999)

Employers Association, Marcia Fox: ISO Internal Auditor (8/1997)

IRCA and RAB QS-9000 Lead Assessor Jack Kanholm: QS-9000 Quality System (3/1997)

Excel Partnership: RAB Accredited Lead Assessor QS 9000 (3/1997)

Morton Salt Group: Total Quality Management - Leadership through Quality (3/1994)


Jobscope ERP Analytics, Data Collection and KPI Reporting, Financial & Operations (2014)

Salesforce CRM Administrator Module Trainings: Dashboards, Reports, Permission Sets (6/2013) Salesforce CRM and Job Science Recruiting: Operations Administrator Training (9/2012)

NWO Safety Council: Employee Wellness - A Profitable Business Strategy (5/2012)

Toledo Area Local Government Leadership Academy: Public Sector Leadership (3/2005)

The University of Toledo Division of Continuing Education – “Grant Writing for Non-Profits” (3/2004)

Metal Stamping Press Operator with SPC Responsibility for Tier 1 QS-9000 (part time 1999 – 2005)

Northwest Ohio Safety Council: Certified Forklift Operator (1998)


Consultants, Managers and Staff at ESD - "HIPAA Security and Privacy Awareness Credentialing"

LCBDD staff for In-services, ten seminars for CEUs on Quality Systems, Job Set-up, and Production Topics

Managers for manufacturing companies - “Cost Effective Sub-Contracting to DD Production Facilities”

Managers of workshops for developmentally disabled - “Getting QS Certified for Automotive Assemblies”

Experienced Frito-Lay Route Sales Reps – “Frito-Lay Advanced Sales Seminar”

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