Sales Manager

TRACY DELCAMPO

***** ****** ******* ** *****: 248-***-****

Northville, Michigan 48167 *************@*****.***

SUMMARY OF QUALIFICATIONS

Over 20 years of Automotive experience in Account Management, Technical Sales, Marketing Business

Development and Program Management. Highly skilled in all aspects of sales process with a strong

commitment to closing the sale.

• Proven track record of growing & managing sales, securing business and increasing company

profits through effective negotiations.

• Direct selling and execution of company products.

• Established, cultivated and maintained customer relationships to sustain customer loyalty.

• Strong written and oral communication skills with the ability to deliver capability presentation.

• Demonstrated ability to lead and motivate a high performance sales team.

Dedicated, enthusiastic and honest leader with a competitive spirit driven to achieve success.

PROFESSIONAL EXPERIENCE

ELRINGKLINGER, Inc, Plymouth MI 2012 – 2014

OEM & Tier 1 automotive supplier of Heat Shield Stampings, Cylinder Head Gaskets, Specialty

Gaskets, Plastic & Rubber Components and eMobility Components: $1.2 billion

Account Manager

Responsible for Top Line Growth for Tier 1 customer base and account management.

• Developed new business for eMobility products. Cold calling new prospective clients.

• Awarded GM global heat shield program (largest) for EKNA - $10million in sales.

• Responsible for profitable sales of EK products.

• Managed all commercial activities for Tier 1 and OEM customers in NA.

• Responsible for customer RFQ, gathering costs, price negotiations and quote to customer.

• Prepared, presented product presentation and proposals to customers.

• Developed customer sales forecasts for annual and five year business plan.

• Proactive leadership role in solving customer issues. Assured customer satisfaction from initial

engagement, design development phase, series production and service.

• Supported operations with new project launch requirements.

• Played an active role in coordination of program management.

MICRO GROUP Inc., Northville MI 2011-2012 (position

eliminated)

Tier two automotive supplier of precision metal stampings, injection molding assemblies,

pressure switches and tooling: $40 million.

Regional Sales

Sole responsible for prospecting and generating new sales growth for customers and

managing current customer accounts for the Midwest area, company based out of NY & FL.

• Identified new customers, pursued opportunities, managed and closed business opportunities.

• Responsible for winning new business and expanding existing business.

• Interact with customers on new projects and interface with RFQ process.

• Provide internal and external support as the liaison between engineering and the customer.

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• Demonstrate a commitment to customer service; anticipate, meet and exceed expectations by

solving problems quickly and effectively; making customers issues a priority.

• Established strong customer relationships along with team performance.

ALLSTATE WORKPLACE DIVISION, Novi MI 2009- 2011

Voluntary supplemental insurance provider offering life, health and disability insurance.

Exclusive Benefit Specialist

Responsible for selling Allstate supplemental insurance.

• Develop mentor and motive sales team to meet marketing strategies.

• Maximize relationships through cold calling; selling them on features and benefits.

• Delivered and sold presentations to perspective business owners.

• Achieved sales growth objectives in a business to business environment.

• Manage budgets and provide forecasts for financial and organizational needs

KAVLICO, Novi, MI 2006-2008

Tier one automotive supplier of pressure sensors: $200 million sales.

Regional Sales Manager

Responsible for generating new business for North American and Global customers, managed $20

million in sales annually and utilized solution selling. Customers included: GM, Chrysler, Hyundai,

GMDAT, Delphi, Inzi Controls, Honeywell Turbo, Tenneco, Federal Mogul, and other tier 1 suppliers.

• Increased sales (new business awards) by $10 million, a 50% increase in product

responsibilities.

o Analyzed customer needs and competitors products, developed strong working

relationships with customer to resolve issues and meet specified requirements.

1. Expanded corporate global presence through development of new Korean market.

1. Conducted customer plant

tours and technical presentations.

2. Increased revenue by $4

million.

2. Identified prospects and quoted over $50 million in new business annually, closing approximately

20%.

1. Utilized trade shows, cold

call, referrals to generate leads.

3. Prepare quote, create and negotiate contract with customer.

4. Collected over $1 million in customer account receivables.

5. Significantly improved customer satisfaction for major account through developing action plans

and improving team interaction.

CALSONIC KANSEI, INCORPORATED, Farmington Hills, MI 1997-2006

Tier one automotive supplier specializing in cockpit, front-end modules, HVAC, exhaust and electronics:

$5.5 billion sales.

Sales Manager / Program Manager 1999-2006

Earned fast-track promotion to manage sales team of five responsible for $600 million in sales

annually. Duties included: responding to requests for quotations (RFQ’s) and follow up;

communicating with customers and troubleshooting customer problems. Resolved account

receivable issues; tracked program profit levels; produced and presented internal reports to upper

management on sales forecasts, pricing and profit levels.

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Tracy DelCampo

1. Increased sales by more than $85 million to customers by proactively managing the sales team.

1. Customers included: GM,

Ford, Mazda, Subaru, Delphi, Air International and Faurecia.

2. Achieved #1 status for GM / Delphi account.

3. Increased profit margin from 3% to 14% through negotiation and design changes.

4. Consistently exceeded or met customer sales targets through competitive purchasing,

manufacturing methods, shared design and development costs.

5. Developed and implemented marketing strategy; including cold calling prospective clients,

delivering effective product presentations and building strong relationships with customers.

6. Created contract review procedures and forms to ensure consistency between departments

regarding project feasibility, timing and costs to meet QS9000 requirements.

Program Manager

Responsible for developing and implementing work schedules, conducting weekly status meetings,

and holding customer meetings to review program developments. Monitored cost and reported

findings to management and participated in design changes related to timing, pricing, approval and

delivery dates.

7. Supervised activities of a nine member team consisting of managers, engineers, sales and

purchasing personnel.

8. Consistently met task schedules to ensure client satisfaction and increased profits through

contract negotiations.

9. Implemented cost reductions, productivity and quality improvements program savings of over $1

million.

Account Manager 1997-1999

Managed exhaust account with sales totaling $26 million. Developed competitive quotes by

assembling and leading teams of sales, technical engineering and cost accounting personnel.

10. Increased revenue from key customer by $10 million through proactive sales strategies and

client education.

11. Maintained successful key account relationships with GM, Ford, Delphi, Air International.

FORD MOTOR COMPANY, Dearborn, MI 1992-1997

Launch Coordinator / Engineering Change Control Analyst

CARBOLOY, INCORPORATED, Warren, MI 1989-1992

Master Production Scheduler

.

EDUCATION

Master of Science, Administration, Central Michigan University, Troy, MI

Bachelor of Science, Materials and Logistic Management, Michigan State University, East Lansing, MI

Life and Health License

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