Sales Manager

JAY M. BYERS

*******@*******.***

***** ******* **. *********: 586-***-****

Macomb, Michigan 48042 Cellular: 248-***-****

CAREER SUMMARY

Experienced Sales Manager and Business Development Manager with 26 years of extensive knowledge in the industry pertaining to robotic-welding/fabrication turn-key automated solutions in Body In White & Light Automotive with a B.S. degree in Welding Engineering Technology. Successfully selling and managing robotic solutions to OEM’s, Defense and various Tier 1 & 2 accounts. Extensive experience with sales operations and business planning. Emphasis on welding technology, lean manufacturing processes, and cost reduction. Directly responsible for management both domestic and internationally over a matrix organization. Experienced leader that is goal oriented, results driven individual with exceptional communication and negotiation skills combined with highly effective interpersonal skills.

PROFESSIONAL EXPERIENCE

Easom Automation/Lincoln Electric Advanced Automation Solutions, Sterling Heights, MI June 2015-Current

Integrator that is focused on MIG welding applications along with turn-key solutions: $250 million sales

Sr. Manager Sales (Tier 1’s)

Manage Sr. Account Managers to support new initiative in developing Advanced Automation Solutions with key emphasis on Tier 1’s.Work collaboratively across North American divisions in pursuit of shared goals; lead key vendor relations and forge sustainable alliances with new and existing customers to secure pipeline of future contracts.

Developed marketing material to support the new Advanced Automation Solutions division.

Accomplished obtaining a new account with future growth expansions expected in 2016 while bringing in LE’s new wire to compete against Silicon Bronze.

Received multiple RFQ’s from Tier 1’s to support endeavor to grow AAS (MIG) division

In-depth knowledge on Advanced Processing and Estimating

Program Management mentoring as needed

Train team to understand full process solutions for robotic automations

Review market analysis to determine customer needs, sales volume potential, and pricing schedules that will meet company goals.

Secured key relationships with vendors to offer distributor pricing on key products.

Valiant International, Troy, MI August 2011-June 2015

Integrator that specializes in providing full service, turn-key automated production systems and tooling to industries globally: $450 million sales

Global Account Manager (Heavy Industries/Tier 1’s)

Manage targeted account programs within Heavy Industry Division globally with key emphasis on Tier 1’s.Work collaboratively across global divisions in pursuit of shared goals; lead key vendor relations and forge sustainable alliances with new and existing customers to secure pipeline of future contracts.

Recently promoted to Global OEM (FCA) Account Manager

Accomplished MPA (Master Purchasing Agreement) with Caterpillar

Successfully brought in over $200 million in targeted opportunities for Heavy Ind..

Recently brought in over $160 million in opportunities for Tier 1’s

Booked $41M Fiscal Year 2015 for Tear 1 accounts

In-depth knowledge on Advanced Processing and Estimating

Program Management mentoring as needed

Championed and managed the Platinum Channel Partnership with ABB Robotics

Review market analysis to determine customer needs, sales volume potential, and pricing schedules that will meet company goals.

Secured key relationships with vendors to offer distributor pricing on key products.

Jenoptik Laser Technologies USA Corp., Brighton, MI August 2010-August 2011

Leading Laser Technologies for metal/plastic processing for automation applications: $13 million sales.

Director Sales/Business Development (contract)

Manage all activities in Metal Processing Division in North America including marketing, business development, and capital equipment sales. Initiate negotiations with Channel Partners for best business solutions and cultivate relationships with outside manufacturers.

Manage Manufacturing rep’s to achieve their sales quota’s.

Develop business plans & sales strategies to take advantage of new business opportunities.

Review market analysis to determine customer needs, sales volume potential, and pricing schedules that will meet company goals.

Develop strategic sourcing and manufacturing strategy, based on global product requirement

Meiden America Inc, Northville, MI (www.meidenamerica.com) March 2008- June 2009

Latest technology in dynamometer based testing solutions in Automotive Div.: $250 million sales.

Regional Sales Manager

Manage personnel and operations of sales office in Northeastern US responsible for developing new client relationships while growing existing client relationships utilizing consultative selling techniques while reporting to Vice President of Sales and Marketing. Promote and sell capital equipment of dynamometer based testing solutions to new and existing customers in North America focusing on Automotive, Construction, Agriculture, and Marine applications.

Managed product offerings from inception through mature support phases for both new and existing products (primary focus on battery simulation technology for HEV’s)

Responsible for scheduling resources

Managed all RFQ proposals and submittals.

ISRA VISION SYSTEMS INC, Lansing, MI April 2007-Dec. 2007

Technology based provider of flexible turnkey machine vision solutions: $10 million sales.

Key Account Manager / Program Manager

Promote and sell capital equipment of machine based vision solutions from cradle to grave to new and existing customers in North America focusing on Body In White welding/material handling applications

Accomplished sales of standard capital equipment ranging from $50 K to $100 K per unit.

Successfully accomplished over $750 K in sales of standard capital equipment in six months exceeding sales quota for 2007 while dealing with constraints. Customers were (GM Delta, Esys Corporation, Ogihara, Benteler Manufacturing, Dana Corporation).

Generated new leads into Aerospace Industries for standard capital equipment which resulted in first order from Goodrich Aerospace of $100,000 exceeding set MBO quota for ISRA VISION.

ABB ROBOTICS NORTH AMERICA, Auburn Hills, MI 2005-2007

Technology based provider of automation products and systems: $150 million sales.

Business Development Manager Body In White North America

Prospect potential companies for the sale of capital equipment for robotic welding solutions. Initiated negotiations with Channel Partners for best business solutions. Managed proposal team and overall proposal costs. Accomplished over $60 M in capital equipment sales.

Accomplished sales of capital equipment of robots and framing equipment to DCX totaling over $15 M in 2 years.

Successfully sold over $45 M of standard capital equipment to various accounts (AZ Automotive, Benteler Manufacturing, Martinrea, Ogihara (Atlanta & Howell), Budd Kitchener, and AZ Automotive.

Developed and executed marketing and business plans to follow the Global Lead Center BIW strategy utilizing the ”global” resources of organization taking into account customer needs, product lifecycle, competitor intelligence, market outlook, and R & D requirements.

Supported and trained the sales force by ensuring that market offer fully satisfies customer requirements.

Enhanced Engineering and Estimating functions to develop mutually beneficial solutions for customer projects which led to increased Request For Quote activity.

Managed all Request For Quote deliverables which increased target delivery by 37%.

Setting market pricing for BiW products and solutions.

FORI AUTOMATION INC., Shelby, MI 2001-2005

Final Trim Chassis systems provider for OEM’s and Tier Ones: $40 million sales.

Account Manager / Program Manager

Promoted and sold complex solutions of capital equipment to new and existing customers internationally and domestically for specialty systems for Final Trim & Chassis. Responsible for managing programs to successful launch while maintaining customer quality, timing, and budget requirements.

Generated new business accounts for special hybrid robotic welding systems which accomplished $60 million in proposals for the first year with a hit ratio of 23% to Tier 2 & 3 suppliers.

Sold and Managed multiple programs from cradle to grave to Ford Hermosillo (Chassis Decking equipment worth $11 M) and DCX JNAP (Chassis Decking equipment worth $13 M) resulting in 19% net margin.

Managed all welding systems from inception to completion

Conducted recruiting internationally to manage the growth of business over seas.

COMAU NORTH AMERICA, Auburn Hills, MI 1997-2001

Global supplier of industrial automation robotic welding systems for the automotive manufacturing sector: $250 million sales.

Sr. Program Manager

Supported sales activities for the sale of capital equipment in welding robotic solutions. Ensured communication processes are in place to provide critical program updates of contractual milestones and to maintain customer relationships.

Coordinated and integrated across multiple, functional lines for robotic welding systems in access of $50 million per year with an average of 20% gross margin.

Assisted in sales calls to various clients to present technical expertise for capital equipment such as Gate Framers (@ $1 M per unit, Material Handling End of Arm Tooling worth $100 K per unit, Robotic MIG Welding Cells worth $900 K per unit)

Lead continuous improvement activities within welding technology division.

Administered bi-weekly executive review meetings with resource allocation strategies that enhanced the cost roll-ups to executive management.

THE PASLIN COMPANY, Warren, MI 1996-1997

Specializing in machining and assembly of robotic welding and material handling systems for the automotive sector: $100 million sales.

Sr. Project Manager

Responsible for supporting sales activities of capital equipment in welding solutions and managed programs within the companies targeted budget and quality requirements.

Effectively managed the GMT- 800 robotic MIG weld systems including but not limited to scope, cost, quality, timing, and launch which resulted in a 25% gross margin.

Effectively managed $25 million in cost order changes for a net revenue increase of 33%.

DETROIT CENTER TOOL, Detroit, MI 1991-1996

Supplier of robotic welding assembly systems for the automotive sector: $250 million sales.

Sr. Project Manager

Assisted sales staff in standard equipment sales and managed multiple programs for GM, DCX, and Honda which netted between 15% to 17% gross margin. Successfully delivered quality robotic welding systems and initiated process improvement when applicable.

Sr. Process Engineer

Supervised Body In White processes for underbody, closures, and sub assemblies and successfully applied lean methodologies where applicable. Specialized in niche processes for low volume vehicles to General Motors, Ford, and Chrysler.

UTILASE INC., Detroit, MI (Sister Company to Detroit Center Tool) 1989-1991

Prototype supplier of robotic laser cutting, drilling, and welding cells: $50 million sales.

Welding Manager

Responsible for sales support of standard product Laser Cells and managed production operators of multiple laser welding cells and successfully exceeding production goals by an average of 3%. Responsible for capital equipment integration of $1.5 M laser cells to various prototype suppliers. Facilitated design and build strategies of welding cells.

5 Axis Programmer / Welding Engineer

EDUCATION

BS, Welding Engineering Technology, Ferris State University, Big Rapids, MI 1989

AAS, Industrial Technology, Alpena Community College, Alpena, MI 1987

Company Sponsored Training

Kaizen Lean Technologies Technical Writing Finance Principles Master Negotiations Microsoft Office Applications

SPC, FMEA’s, PPAP Six Sigma Training Manufacturing Principles

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