Sales Manager

Tom Sovich – Page *

TOM SOVICH, MBA

*** *. ******* ****. ******, OH 44202

Phone: 216-***-**** acam5i@r.postjobfree.com www.linkedin.com/in/tomsovich

GM / Business Development

Demonstrated leadership as a Board Member, President, and Global Sales and Marketing Executive in technology

driven manufacturing, non-for profit, business to business and consumer products. Worked globally in

Turnarounds, Mergers and Acquisitions in small to middle market size companies Demonstrated results growing

businesses through the development of sales, strategic alliances and commercialization of innovative products.

Built collaboration across broad functional disciplines, yet decisive, with an ROI-driven approach.

• • •

P&L Responsibility Global Business Development Coaching / Mentoring

• • •

Strategic Business Planning New Market Entry/Growth Manufacturing Engineering

• • •

Acquisition Integration Budget / Expense Management Change Management

• • •

Product Planning/Launch Contract Negotiations Relationship Building Expertise

TOM SOVICH CONSULTING, Cleveland, OH 2012 - Present

President

We are a change agent consulting company, helping clients clearly define unique value propositions, strategy

and tactical actions to produced desired results. A few of our notable clients include the following:

• WEINBERG CAPITAL GROUP, Cleveland, OH

A private equity firm specializing in buyouts and acquisitions of middle market companies.

Recruited as a change agent for new business acquisition.

• AMERICAN FRICTION TECHNOLOGY, Cleveland, OH

Leading manufacturer of metallic friction materials. Key markets include motorcycle, heavy truck and military.

HAWK CORPORATION (HWK), WELLMANN PRODUCTS GROUP, Cleveland, OH 1997 - 2012

$250 million wholly owned subsidiary of Hawk Corp. Supplier of high performance friction materials for brakes,

clutches and transmissions used in all types of vehicles. Acquired in Dec. 2010 by Carlisle Cos.

Vice President – Aircraft and Aftermarket, Solon, OH (2009-2012)

Reported to President and COO of parent company Hawk Corporation. Responsibilities with this promotion

included $80M P&L for four major market segments and the four functional groups of Global Sales, Product

Marketing, Marketing Communications, and Customer Service. Six direct reports and fourteen indirect.

• Fueled ten-fold increase in equity with profitable sales growth that drove stock price from $5 to $50.

• Key team member responsible for successfully marketing and executing the sale of Hawk Corporation to

Carlisle (CSL) for $413M in December 2010.

• Retained by new ownership after acquisition in 2010 to assist with integration.

• Team member completing due diligence on prospective acquisitions.

Vice President –Global Aftermarket, Solon, OH (2006-2009)

• Full P&L including operations responsibility for Quartermaster Clutch production plant

• Led team in developing 5 year strategic plan and annual operating plans.

• Drove record profit and sales in 2 of 4 business units in 2009 when competitors declined sharply.

• Led Global sales and marketing team to record Sales and EBITDA.

• Managed $3M annual expense budget.

Tom Sovich – Page 3

Director, N.A. Aftermarket Sales & Canadian Operations, Solon, OH (2004-2006)

Reported to President Aftermarket Division. Led North American sales team including 6 direct reports 14 indirect

including Canada GM, 6 sales managers.

• Certified Six Sigma Green Belt – Project secured business with new customer worth $2M per year.

• Negotiated multiple long term agreements securing total EBIDTA of $7.5M.

• Developed and launched strategic plan in 2005 to more than double sales within three years to $60M.

• Reduced Canadian operations working capital 23% via lean manufacturing, JIT and payment terms.

• Achieved 97% on time delivery and zero lost work time accidents in Canadian operation.

Industrial Sales Manager – North America, Medina OH (2001-2004)

Increased responsibility and promoted to report to VP Sales & Marketing. Drove sales growth with Tier 1 OE

suppliers within North American. Included international sales responsibility for North American customers with

global operations.

• Secured new business awards for over $2M per year from two of the top three truck clutch

manufacturers.

• Delivered accurate forecasts for operations to drive capacity and manpower planning.

Sales Manager OE, Medina, OH (2000-2001)

Developed two new strategic OEM’s accounts securing $6M in new business over three years.

Product Manager, Aftermarket, Brook Park, OH (1997-2000)

Responsible for sales within NAFTA region and global marketing of industrial aftermarket product line. Developed

and implemented a global pricing strategy that successfully increase market share in our served market from 13% to

15% while increasing net profit margin 1.5%. Successfully launched efforts to expand sales distribution into

Mexico and South America resulting in 60% annual growth for these regions.

ELTECH SYSTEMS CORPORATION, Chardon, OH 1987 - 1997

$100M technology and capital equipment supplier (Acquired by De Nora S.p.A)

Senior Product Manager, Chardon, OH (1996-1997)

Relocated to Ohio with expanded P&L responsibility tasked to turn around a $6M product line.

Product Manager - ELTECH INTERNATIONAL CORPORPATION, Houston, TX (1995-1996)

Sales Engineer – ELTECH INTERNATIONAL CORPORPATION, Houston, TX (1993-1995)

Senior Project Engineer - ELTECH INTERNATIONAL CORPORPATION, Houston, TX (1991-1993)

Technical Service Engineer II - ELTECH SYSTEMS CORPORATION, Houston, TX (1989-1991)

Research Engineer I - ELTECH RESEARCH CORPORATION, Houston, TX (1987-1989)

EDUCATION

KELLOGG SCHOOL OF MANAGEMENT, NORTHWESTERN UNIVERSITY, Evanston, IL

Executive Masters of Business Administration, December, 2012.

FENN COLLEGE OF ENGINEERING, CLEVELAND STATE UNIVERSITY, Cleveland, OH

Bachelor of Mechanical Engineering, 1987

• Dean’s List, Student Chapter President - American Society of Mechanical Engineers.

• Awarded Outstanding Co-Operative Engineering Student 1987.

• Founded and worked entrepreneurial business to fund 100% of tuition, room and board.

ADDITIONAL INFORMATION

Tom Sovich – Page 4

• Special Trustee – Western Reserve Academy Board of Trustees, 2012-2013.

• President, Western Reserve Academy Dads Club – Led key changes to annual fundraising events that

increased net proceeds close to 300%, raising more than $250K over three years.

• Developed high energy fuel cell and granted US Patent number 4,950,561 in 1991. Increased specific

power output by a factor of 10x and reduced recharge time from 4 hours to 2 minutes.

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