Larry O. Jones
Sidney, OH ***** 937-***-**** acxsu6@r.postjobfree.com Linkedin.com/in
Business Development & Operations Executive
Sales Force Management New Product Development (NPD) Strategic Planning
Accomplished, resourceful, and results-oriented professional with a comprehensive management background encompassing the areas of marketing, new business development, sales, product management, and channel partner management. Strong leadership abilities in managing complex projects; directing domestic and global sales/marketing operations; and supervising sales staff. Extensive experience in applications/project engineering and engineering management. Consistently recognized by peers for exemplary performance in developing strategic marketing plans and building professional alliances. Career track record of successful accomplishments.
Profit & Loss Responsibility
Strategic Planning / Deployment
Sales & Marketing Operations
Major Contract Negotiations
Distribution Networks
Global Sales Activities
Engineering Management
Budgeting & Finance
Sales & Product Training
Market Research & Analysis
Relationship Management
Multi-Channel Sales Mgr.
New Product Development
Sales Strategies & Forecasting
Performance Optimization
Core Accomplishments
11 years of successful experience including P & L responsibility in an ownership position.
Recipient of awards for exemplary performance, including a ‘3 Star’ Raytheon award and Supplier of the Year awards from Honda and Toyota.
Skilled in managing numerous prominent accounts, including: AIDA, BMW, Cummins, Ford, GM, General Dynamics, Halliburton, Honda, Mitsubishi, Motoman, Nissan, Procter & Gamble, and Toyota.
Experienced in serving clients from diverse industries, including aerospace, automation, automotive, communication, defense, industrial, and medical industries.
Proficient in educating individuals in complex products and systems by translating sophisticated terminology into simple language.
Demonstrated success in consistently achieving and exceeding established sales goals.
Extensive manufacturing experience in welding, metal forming, castings, molded plastics, & precision machining.
Professional Experience
IMI PRECISION ENGINEERING, Brookville, OH 2014 – 2016
Director of Sales
Responsible for driving all product development commercial activities for a company plant located in OH, which entailed assessing NPD priorities, establishing competitive market pricing, providing accurate sales forecasting, conducting Quarterly Business Reviews (QBR’s) with distribution partners, and collaboratively driving the profitability of a $40M site
Secured the first major OEM account ($5M) for electric actuators (on track for release in 2017).
Developed a priority list comprised of newly developed products for a product portfolio.
Strategically rebuilt damaged distribution channel relationships and improved (VOC) Net Promoter Scores.
Established KPI’s to ensure alignment with the site’s Strategy Deployment objectives.
.
SANKYO AMERICA, INC. Sidney, OH 2012 – 2014
Automation Sales Manager / Director
Responsible for driving all sales and marketing operations for North America and Europe, with a focus on optimizing brand awareness and cultivating manufacture representative and distribution channels
Secured the largest order in the company’s history sold to Mazak Flextronics / Hallmark / Apple project ($5.5M).
Played a pivotal role in renaming the company to “Sankyo Automation” (branding and online presence).
Performed comprehensive market research and created a strategy plan to facilitate the introduction of a new machine tool product line at 2014 IMTS.
Acquired Long Term Agreements (LTA’s) with Mazak, Minster, Grob, and Automation Tooling Systems (ATS).
GLOBE MOTORS INC. Dayton, OH 2009 – 2012
Regional Sales Manager
Responsible for directing all sales operations (valued at up to $40M) in the southeastern and south central United States, while exceeding annual goals and building channel partner alliances
Played a key role in securing an opportunity at Honda of America Manufacturing for the “Electronic Assisted Power Steering” product line used in the ATV and automotive markets (estimated at $6.5M annually).
Earned a “3 Star” award for the successful product design of a missile guidance system developed for Raytheon.
Developed a new (DTH) down hole motor product line for applications with Baker, Halliburton, & Schlumberger.
STILLWATER TECHNOLOGIES INC. Troy, OH 2003 – 2009
Sales & Marketing Manager (Engineering Mgr. 06 to 09)
Responsible for developing sales staff and distributor networks; formulating sales/marketing strategies; and serving as primary sales closer on all major projects
Played an instrumental role in driving annual sales growth from $9M to $14.7M / yr.
Secured a $4.5 M project at BMW (second largest single order in the company’s history).
Won Supplier of the Year awards from both Honda and Toyota.
Authored new product profiles and existing product improvements to expand internal product lines.
Managed a multitude of prominent accounts, including: BMW, Ford, GM, Halliburton, Motoman, and P & G.
TOTAL INDUSTRIAL SERVICE & SUPPLY CO. Sidney, OH 1993 – 2003
President & Owner
Responsible for directing multi-faceted management functionalities in sales, marketing, project management, human resources, engineering, accounting, and P & L for a privately-held, self-owned/operated corporation
Utilized business development expertise that drove the business from 0 to $4.8M / yr. over its first four years.
Awarded contracts on five occasions to travel to Japan for special design & management projects.
Provided leadership and guidance to 18 employees in multi-site operation auto plants and projects.
Managed various accounts, including: Honda, AAP, GM, Ford, Dannon, Lear, Delphi, and CAPT.
Educated customers in services pertaining to engineered solutions and maintenance support, and products ranging from application specific systems to general purpose chemicals and products.
Education
Bachelor of Business Management, Indiana Wesleyan University, Marion, IN GPA: 3.83
Associate’s Degree in Mechanical Engineering, Edison State, Piqua, OH GPA: 3.45
Professional Development
Lean Six Sigma: IMI, Globe, and Raytheon Total Quality Management Training:
Sandler Sales Management Training, VOC (Voice of Customer), APQP (Advanced Product Quality Planning)
Software Proficiency
Act,Pivotal & Salesforce (CRM): AutoCAD, Catia, & SOLIDWORKS (CAD): JD Edwards (ERP) : Microsoft Products