Sales Representative

GARY WHITFORD

**** **** ****

Grosse Pointe Woods, MI 48236

Home: 313-***-****

Cell: 586-***-****

Email: ***********@*****.***

Summary: Experienced Sales Engineer that has developed multiple international suppliers to

become successful global sources. Proven history of closing new business for multiple

Principals while maintaining and expanding current business. Diverse product knowledge based

on prior sales of precision machined components, steering and linkage components, DC motors

(multiple applications), machined castings, extruded aluminum, others. My ability to effectively

communicate with Product Engineering and Supplier Quality enables me to assist in the design,

development and testing of the products being marketed.

Professional Experience

(2007- 2014) H.C. OLSEN & ASSOCIATES, GRAND RAPIDS, MI

SALES REPRESENTATIVE

Increased sales of Korean Tier Two screw machine supplier by 300% over a 6 year period.

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Initiated sales at Nexteer Automotive for the supply of hydraulic pump assemblies and sub-

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components from a first time Chinese source.

Expanded the sales of steering linkage components to major Tier One suppliers from Korean

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source while going through bankruptcy process.

Lead commercial negotiations for raw material escalations, engineering change requests and long

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term supply agreements.

Participated in the majority of the sales agency’s technical presentations to potential new

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customers and suppliers.

Responsibilities included establishing and maintaining 3rd party warehousing to store product

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being supplied by overseas principals and managing the releases from the customer to the

principal and was involved in expediting material on an as need basis.

Initial contact person for all quality related issues. Interfaced with Purchasing, Engineering,

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Supplier Quality to ensure an uninterrupted supply of certified material was available to prevent

any production interruption. Provided work instructions for operators to perform required sorts

as needed. Prepared and presented corrective actions to OEM and Tier One with and without the

support of off-shore supplier.

(1985- 2007) GERARD THOMAS COMPANY, SOUTHFIELD, MI

INTERNATIONAL AUTOMOTIVE SALES ENGINEER

Primary customer base included: Daimler Chrysler, General Motors, Ford, Fisher Dynamics,

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TRW and ThyssenKrupp.

Expanded sales for one principal by $20M and maintained sole sourcing with a major Tier One

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supplier over a fifteen year period.

Managed on average over $30M in annual sales.

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Extensive knowledge of powertrain, steering and suspension products including HPS & EPS

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systems, braking and seating components.

Personally ensured that cost breakdown documentation was completed properly to submit an

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acceptable quotation. Attention to detail when completing forms for raw material, processing,

outsourcing, incoterms, SG&A, etc.

QUALIFICATIONS

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Developed several off-shore suppliers to meet the commercial and quality expectations of the

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North American market.

Capable and willing to work with all aspects of the business including purchasing, engineering

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and quality to support both customer and Principal.

Worked as co-op student in automotive machine shop to obtain hands-on training and machining

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experience.

Graduate of Motech Automotive Technical training.

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Owner and Operator of Automotive and Marine repair facility

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Former State of Michigan licensed master mechanic

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