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Sales Manager

Location:
Westlake, Ohio, 44145, United States
Posted:
October 26, 2016

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Ernest J. Lackner

Home: 440-***-**** Cell: 440-***-**** 2200 Radcliffe Drive

acw81x@r.postjobfree.com Westlake, Ohio 44145

Experience:

Alfe Heat Treating, Inc.

Vice President, Heat Treat Operations 2010-2016

– North Carolina & Ohio

Privately Owned Heat Treating Company serving the Automotive, Aerospace, Military, Commercial, and Industrial Markets (Sales: Private). Organizational responsibilities include: leading & managing staff, managing profitability (P&L), leading business planning efforts (Strategic, Capital, & Operational), adjusting organizational structure to meet customer needs, & facilitating the sharing of best practices (lessons learned).

Turned around failing ferrous plant – from losing $1M+ annually to breakeven within 18 months. Plant continued to generate revenue until selling to competitor in June 2015.

Selected, hired, trained and coached new management team including Plant Manager, Quality Manager, Metallurgist, and Regional Sales Manager (RSM). Several still in place working for competitor.

Obtained TS16949 certification – instilled a culture change to produce world class quality services by utilizing a documented procedure based quality system and metrics. Aerospace certification (NADCAP) was in process when sold to competitor.

Secured new customers and additional work from current customers to allow previously idled equipment to become operational and producing revenue.

Implemented a team approach (Three VP’s) to managing Regional Sales Managers while keeping 100% responsibility of the organizations marketing needs.

Vice President, New Business Development 2008 - 2010

Responsible for managing all sales & marketing activities for the organization while managing multiple commercial heat treat plants. Developed and implemented actions to ensure profitability after losing 45% of sales revenues due to downturn in automotive industry sales.

Re-organized sales structure & responsibilities to meet challenging business conditions & customer needs. Established RSM position with goals, objectives, and metrics for each region. Developed standardized reporting, pricing, policies, procedures and meeting structure.

Drove all business development by leading and managing corporate sales team consisting of three RSMs and two additional VP. Increased sales and maximized profitability on services.

Implemented an automated real time visual system to track RSM performance – Dashboard approach driven from their customer interactions and inputs track through CRM software.

Exceeded sales & operational plans at all divisions. Organization remained profitable every year even throughout this industry driven crisis.

Vice President, GMAG – Michigan, New York, & Ohio 2002 - 2008

Responsible for securing, building, establishing, and managing four single sourced captive plants servicing General Motors (GM) – processing aluminum I6, I5, & I4 Series Engine Blocks & Heads and ferrous heat treating & shot blasting cast iron Duramax™ Diesel Engine Blocks. Single customer contact responsible for all GM corporate, engineering, quality, operations, manufacturing, & purchasing needs.

Secured & managed project for Greenfield facility - Alfe Duramax™ (project under budget, PPAP’ed on schedule, & producing per plan) - $28M Contract - $7M Capital Investment – optimizing automation opportunities allowing for near lights out operation.

Developed & lead de-certification plan to eliminate the presence of third party labor organizer at Alfe Saginaw – plant unionized prior to current organizational structure. After implementing action plans chose not to de-certify - management and employee relations were dramatically improved. Implemented action plans, lessons learned, at other facilities and all remained non-union. Mentored and worked directly with Steve Cabot, Nationally-Renown Management-Labor Attorney.

Exceeded customer expectations regarding customer service, quality, delivery, inventory management, & process controls – able to develop Raging Fan customer – General Motors.

Secured additional business to allow several plants to remain operational after the initial long term contract. Developed and empowered staff to take over single customer contact responsibilities.

All plants obtained TS16949 certification.

Experience (Cont.):

General Manager - New York & Ohio 1995 - 2002

Defiance & Massena Division – Greenfield plants. Responsible for all aspects of operations since inception including: presented plan & proposal to GM (corporate & divisional management), secured long term commitment from customer, lead all customer advanced product quality planning (APQP) sessions, and directed building & supplier compliance sessions.

Secured & managed project per plan (project under budget, PPAP’ed on schedule, & producing per plan) - $36M Contract - $10 Million Capital Investment.

Lead a supplier partnership team allowing for multiple organizations to be housed in a supplier park eliminating the need for trucking services saving our customer millions while maximizing efficiencies and allowing for automated shipping/receiving operations. Model for several other opportunities.

Implemented real time inventory management program via internet & advanced equipment computerized maintenance management program (CMM) creating customer enthusiasm – became model shared with other GM suppliers.

Wadsworth Division - Responsible for all operations including: financial performance, product liability, environmental compliance, organizational structure, compensation & employment policies, accounting, I/T, sales & marketing, engineering, quality, safety, & production

Prioritized & challenged staff to obtain NADCAP certification allowing continuing service to the aerospace market – all aerospace & military work processed only at this location.

Increased sales 21%; Decreased cost 8%; Increased Profits 79%. Expanded customer base 110% after losing 50% of sales first month in position.

Implemented sales management, purchasing, preventative/predictable maintenance, and QS-9000 quality systems – 1st plant to obtain ISO/QS-9000 certification.

Prioritized and emphasized Alfe’s Safety Program – 1st plant to obtain Zero Accidents for several years

IndustryNET, Pittsburgh, PA

Account Manager 1993 – 1995

Privately owned marketing & publishing company serving industrial markets (Sales: $27M+). Responsible for establishing new accounts, servicing existing accounts, and meeting predetermined sales objectives for the Northern Ohio regional office

Expanded new client sales by 45% (office top performer).

Increased regional customer retention rate 40% by maintaining an 80% renewal rate with current customers.

Secured commitments from key Fortune 500 companies on new (at that time) marketing programs on the Internet.

Unified Technologies Center, Cleveland, OH 1990 – 1993

Division, Cleveland Advanced Manufacturing Program (CAMP)

Business Manager

Non-Profit technical training center supported by corporate, federal, state, & local funding (Revenue: $10M+)

Responsible for providing customer responsive training and consulting services consisting of needs analysis, closing of contracts, and coordinating the delivery and evaluation of services

Developed and tactically implemented business and marketing plans for the Total Quality Management business unit.

Exceeded annual sales goal 110% by generating total gross revenue in excess of $4.5M.

Developed, marketed, and managed a series of new services and deliverables resulting in expanding the customer base by 57%.

Established long-term customer relationships by linking service deliverables to measurable customer results.

Worked directly with Joseph Juran, Tom Peters, Dorian Shainin, Philip Crosby, & Key Executives from Malcolm Baldridge Quality Award winning companies

Education:

2006 Masters of Business Administration, EMBA, Kent State University, Kent, OH

2000 Manufacturing Executive Program, University of Michigan, Ann Arbor, MI

Ranked 2nd in the Nation

1993 Mechanical Engineering Coursework, Cuyahoga Community College, Cleveland, OH

1988 Bachelor of Business Administration, Computer Science, Kent State University, Kent, OH



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