Sales Customer
Resume:
Thomas Heineman
**** *********** *******, ** ***** 313-***-**** *********@***.***
Account Management
Business Development ~ Client Retention ~ Territory Development
Performance Profile / Performance Summary
! Determined, Energetic, Customer Driven Sales Professional, Proven Ability to Develop New
Business and Increase Sales, Build Strong Partnerships, Demonstrated Ability to Gain
Customer Trust and Secure Win-Win Results.
! Comprehensive experience in all phases of successful product sales and marketing as a
leader and team player. Poised in interactions across all business hierarchies; a persuasive
communicator and assertive negotiator with strong deal closing abilities. Excellent
presentation, organization, and problem solving skills.
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Core Expertise and Leadership
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Customer Relationship Building Account Development Automotive Platform Launches
Prospecting and Lead Competitive Benchmarking Multitasking Environment
Generation
Presentations, Negotiations, New Product Development Attention to Detail
Closings
Following Up and Getting Listening-Voice of Customer National Trade Shows
Referrals
Customer Innovation Campaigns Problem Solving Analysis Territory Management
Team Building Leadership Overcoming Objections Undeniable Pursuit of Goals
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Revenue Growth
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Maintained consistent, year-over-year pattern of increasing revenues through robust and
down turns of automotive manufacturing for over 20 years.
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Accomplished business sold / closed over the last eight years of performance and
dedication totals $ 61,566,563
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Thomas Heineman
2226 Heatherhill Trenton, Mi 48183 313-***-**** *********@***.***
Competitive Overview
Market Research and Competitive Analysis - Market research and competitive
benchmarking for new opportunity identification and new product development. Notable
achievements, New Plastic Product Division, Resulting in Five New Product Launches /
Lines.
Sales Engineering Background - Built rapport with customer, Innovation Days with
Interior Systems and Fastener Engineering. Feature presentation on companies
engineering expertise, capabilities and innovations. Identification, assessment and
anticipation of customer needs and of industry trends. Quickly establish requirements to
ensure customer fulfillment with New Product Launches / Lines.
Customer Partner Relationship Management - Reputation for strong, sustained
relationships with customers, independent representatives, distributors and channel
partners to facilitate sales growth. Provide exceptionally high levels of support during
assembly plant launches. Perceived as a leader, contributor, team player, and problem
solver.
Platform Launches General Motors, Chrysler, Fords - Successfully launched over
thirty-five new vehicle lines responsible for selling / closing, engineering analysis and
prototype development through complete launch. Travels included Canada, Mexico, and
China.
GMT 900 Platforms GMX 968 Acadia / SRX, CTS Cadillac GMT 610 Savana
Enclave
GMX 521 Camaro GMT 172 / 177 GMX 351 Malibu Ford P415 Pick-up
Equinox
Ford D471 Flex C170 Focus D385 MKS D258 Taurus
U-502 Explorer S197 Mustang Chrysler RS/RT Mini Van WK / WJ Grand Cherokee
LX LD 300 / Charger KK / KT Jeep Liberty MK 49 / MK 74 DS Ram 1500 Pick-up
Compass / Caliber
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Thomas Heineman
2226 Heatherhill Trenton, Mi 48183 313-***-**** *********@***.***
A.Raymond Tinnerman
Midwest Regional Sales Manager (January 2013 - January 2014)
• Challenged to diversify and develop non-automotive business. To revitalize the industrial business
unit, selling directly to the O.E.M. customer base. A.R.T. is a 165 year old global automotive firm with
22 manufacturing facilities with over 1,000 active patents and over 1 Billion in Sales Annually.
• Responsible for twelve states in the Midwest Region plagued by poor performance. Prospected very
aggressively, built a broad range of sustainable relationships. Took 14 existing customers and
developed The Midwest Region, identified over 150 New Customer Contacts with New Business
Opportunities.
• Attended Five National Trade Shows, Delivered / Sold Five Key Customer Innovation Days at
customer engineering centers. Benchmarked four consumer products with A.R.T. Engineering Team.
• Directed all sales activity. Results generated over $ 8,670,130 in New Sales Request for Quotations
in New Business Opportunities.
Jarvis Property Restoration
Regional Sale Manager (May 2011 - November 2011)
• Success in Sales Management and Marketing at Local, Regional, and National Levels with Fire
Departments, Insurance Companies, and Property Management Corporations.
• Management - Solid background in planning and executing Sales and Marketing Plans. Hands-on
Manager with highly developed negotiation skills and experience, cultivating strategic business
partnerships.
• Communication- Persuasive Communication with well-developed presentation and negotiation skills.
Able to develop productive relationships with colleagues, customers, and staff at all levels.
Termax Engineered Fasteners (USA, Canada, Mexico, China)
Manufacturers Representative / Sales Engineer (August 1990 - August 2010)
• Primary Liaison - Managed, and Directly Sold to General Motors, Ford, Chrysler Corporation and
Major Tier One Engineering and Purchasing Departments for all Platforms.
• Directed, Hired, Trained, Managed, and Motivated 5 independent Sales Representatives.
Implemented sales strategies and tactical “Focused Plans” to sell to over 75 Major Tier Ones.
• Johnston Controls, Intier, Magna, LEAR, IAC, Inteva, N.Y.X., Mayco Plastics, A.B.C Plastics,
Faurcia.
Account Development, Directed the team that created the partnerships, which sold over 100 New
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Part Numbers with PPAP Approval.
• Results - Developed New Plastic Division, Identified Five New Product Lines. Proven ability to
recognize and capitalize on market trends.
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Thomas Heineman
2226 Heatherhill Trenton, Mi 48183 313-***-**** *********@***.***
Technifast Industries (Michigan)
Manufacturer Representative / Sales Engineer (May 2001 - September 2006)
• Manufacturer of Cold Forming and Thread Rolling, Screws, Springs, Rivets, Nuts, and Assemblies.
Technifast established a global footprint for low cost country in China, India, and Mexico to create
Cost Savings.
• Perfect match to support current established customer base. Win-Win Situation, No Conflict of
Interest with Termax.
• Account Development, Increase New Costumer Base by over 40% in a highly competitive market
place. Results, Increased Sales Revenues sold over $5,000,000 in New Business.
Phoenix Powder Coating (Ontario, Michigan, Ohio)
Manufacturer Representative / Sales Engineer (September 1988 - June 1995)
• Developed and Implemented Sales and Marketing Strategies. Reversed a failing territory,
reestablishing productive customer relationships with the Big Three Engineering and Purchasing
Departments.
• Increased overall sales from $ 250,000 to $ 6,400,000.
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Education and Professional Development
• Western Michigan University
• Dale Carnegie Sales Training
• Zig Ziglar Comprehensive Selling
• Brian Tracy - Psychology of Selling
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