Sales Engineer

THOMAS TILMA

**** ****** **., ***********, ** *9426

630-***-**** ********@*****.***

Summary

Sales Engineer with over 18 years of experience. Successful sales in territory expansion situations.

Expert in Consultative Selling to maintenance, engineers, and C-level executives and translating technical

solutions into compelling investment opportunities. Strong account management skills, practiced in

transforming vendor/customer relations to that of a valued business partner. Excellent interpersonal skills,

able to build and sustain effective customer relationships. Additional areas of expertise include:

Business Development Account & Territory Management

Market & Competitive Analysis Consultative/Solution Selling

Pricing & Proposals Contract Negotiations

PROFESSIONAL EXPERIENCE

GKN Land Systems Grand Rapids, MI

Sales Engineer (Aug. 2014 – Current)

•Attained 5 new accounts in the Oil & Gas Industry. Develop Annual Sales Forecast including plan for sales growth and new customer targets. Attend and Display at

Trade Shows.

•Identify Opportunities and work closely with Product Management on product recommendation. Perform customer presentations.

•Formulate Quotations including coordinating with cost accounting on gross margins. Present quotations to customers and conduct negotiations.

•Analyze Market Competitiveness including pricing, market trends, and product developments. Coordinate with Corporate Marketing on industry specific brochures.

Eagle Precision Cast Parts Muskegon, MI

Sales Manager (Nov. 2010 – Aug. 2014)

•Increased sales of investment castings to manufacturing companies direct and through independent representatives by over 500%.

•Developed Annual Sales Forecast including plan for sales growth and new customer/market targets. Increased the number of new customers by 25%. Developed

and managed customer contact database including meetings, RFQs, and success ratio.

•Scheduled production orders, managed inventory, and maximized on time delivery by managing production flow via communication with lead personnel. Improved on time delivery by 50%.

•Part of cross functional team in preparation of RFQs including tooling, outsourcing, delivery, and customer APQP requirements.

Staubli Corporation Grand Rapids, MI

Sales Engineer (Dec. 2003 – Nov. 2010)

•Manufacture Quick Mold Change and Quick Die Change equipment for plastic and stamping manufacturing companies. Managed the whole sales process, including engineering, production, installation, run-off, customer’s sign-off, and payment collection.

•Manufactured mono-couplings and multi-coupling plates for hydraulic, water, air and electrical applications for manufacturing companies. Identified opportunities for time savings and for error-proofing the manufacturing process. Value added selling.

•Managed existing accounts and obtained new business with OEM, Machine builders,

Tier 1and Tier 2 suppliers. Increased sales by over 700%.

Thomas Tilma 630-***-**** ********@*****.***

Argus & Associates, Inc. Grand Rapids, MI

Account Manager (Mar. 2002 – Dec. 2003)

•Provide engineering services to manufacturing companies through the use of computer simulation (Delmia, Robcad). Identified opportunities to improve manufacturing processes. Sold services for robotic pick and place and water jet cutting applications. Optimized floor space for conveyor systems.

•Provide staffing, direct or contract, to manufacturing companies.

•Developed a customer base from the ground up with OEM, Machine builders, and

Tier 1and Tier 2 suppliers.

Coe Press Equipment Sterling Heights, MI

Regional Sales Manager (Aug. 2000- June 2001)

•Generated coil-feeding equipment sales direct and through our dealer network for a tri-state area.

•Responsible for the marketing and advertising of the tri-state area.

•Responsible for the customer base maintenance and development.

Hercules Welding Products/Obara Corporation Warren, MI

Senior Sales Engineer (July 1997-Aug. 2000)

•The Commodity Management Supplier (CMS) for several Ford plants.

•Exceeded performance metrics predetermined by Ford. Developed presentation to Ford Corporate for our new servo gun. Managed the Ford Focus project throughout the sales process, including engineering, production, installation, run-off, customer’s sign-off, and payment collection. Determined and maintained the levels of spare inventory on consignment.

•Managed General Motors’ Shanghai project throughout the sales process, including engineering, production, installation, run-off, customer’s sign-off, and payment collection. Coordinated project with General Motors, General Motors Shanghai, Utica Enterprises, and Obara Nanjing. Met on time performance demands.

•Managed existing accounts and acquired new business through value added selling. Developed and secured a large volume OEM, which increased annual sales by 25%.

EDUCATION Wayne State University Detroit, MI

Master of Business Administration

Concentration: Management

Michigan State University East Lansing, MI

Bachelor of Science

Major: Applied Engineering Sciences/Business Emphasis

TECHNICAL Lotus Notes iAvenue - CRM

SKILLS AutoCAD Microsoft Office

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