PETER B. GORSKI Canton, MI ***** 734-***-**** ad1ny7@r.postjobfree.com

SALES ACCOUNT MANAGER

Global Sourcing Procurement Product Development Team Leadership

Insightful analysis to inform financial transactions and business decisions.

Mission-focused performer with value-added results in complex financial modeling, forecasting, budgeting, risk management, cost reduction and process improvement. Clear and respectful communicator. Effective in building productive working relationships with internal and external stakeholders based on client commitment, personal warmth and trust. Fact-based, analytical and agile problem solver. Adaptable team contributor with a “can-do” approach, proven productivity and a passion for growth. Value-added business partner.

Technologies: Cforia & Oracle ERP, MS Office Suite (Excel power user); familiar with Cloud tools (cortexedi.com and adp.com), Salesforce

PROFESSIONAL EXPERIENCE

Assistant Sales & (Purchasing) Manager Non-Ferrous Metals SBU

TOYOTA TSUSHO AMERICA, INC., Farmington Hills, MI 6/2016–present

Recruited based on prior experience with Nissan to globally source, buy and sell nonferrous metals in support of trading operations, Toyota Motors’ vehicle production and company developed JV projects. Trade copper and aluminum in its various forms: coil, sheet, extruded shapes and billet. Monitor London Metals Exchange to inform pricing negotiations. Sell scrap metals into the global market.

Negotiate buy/sell terms, including Incoterms, duty/tariff impact and working capital needed to hold metals in inventory for direct sale or JIT delivery. Arrange financing and supply chain logistics from producer to the customer’s door. Build annual overhead and expense budgets. Visit customer production facilities to understand nonferrous material needs. Onboard new customers. Manage 2 account reps and $238 million annual sales budget.

Operations

Overcame (Section 232) 10% tariff mandate and accessed higher quality products by purchasing from tax-exempt Europe and Canada. File Section 232 exclusions as needed for unique products.

Support direct negotiates to Toyota Group for joint venture(KAAP), which fabricates forged aluminum shapes. Generated $108 million in sales and $0.8 million in gross profit per Fiscal Year.

Eliminated the need for dedicated TMNA Account Representative by leading the effort to set up EDI connection between TMNA, TAI and KAAP/ATTC.

Led sourcing and quoting of varies products in support of three joint ventures for TBMNC resulting in an award of business generating $66 million in sales and $1.3 million in gross profit starting FY2025.

Regularly identify and source mills producing materials needed to meet stringent scheduling, documentation and import/export requirements for Toyota Vehicle and Tier 1 & 2 Trials in Japan.

Sourced aluminum & copper products globally to support new business expansion for new customer developed through market research.

Performance Leadership

Reduced ~$.8 million in inventory costs attributed to single customer by developing new inventory control guideline to address historical discrepancies between forecasts provided and actual orders.

Protected lucrative—and threatened—aluminum billet direct-ship account (and ~1/3 gross profit contribution) by emphasizing the value of the relationship and the benefit to the customer’s business. Subsequently secured another 8% in incremental profit via closed-loop Scrap Return Program.

Removed risk from aged copper and bronze inventory and non-conforming/damaged material while increasing commissions from 5% to 10% by restructuring supply agreement.

Created Account Representative job descriptions, interviewed job candidates and onboarded 3 new hires.

(Contract) Sales Analyst

PANASONIC AUTOMOTIVE, Farmington Hills MI 9/2015–6/2016

(Contract) Credit Analyst Accounts Receivable

AK STEEL, Farmington Hills, MI 3/2015–9/2015

Accounts Receivable Analyst

WILBANKS ENERGY LOGISTICS, Livonia, MI 12/2014–2/2015

Processed monthly billing for 1" pipe, rental equipment, rental equipment repairs and TX oilfield production orders. Used Salesforce and MS Great Plains to verify and generate invoices. Uploaded invoices to Cloud via CortexEDI and ADP for remote access by customers and issue resolution.

Impacted cash flow by processing nearly $1 million in December 2014 billing.

Eliminated duplicate billing by initiating review process for rental equipment.

Assured complete invoicing on production and logistics services by daily coordination with Midland Dispatch to assure field tickets were authorized by customers and complete.

Credit Analyst Collections Specialist

AFFINIA GROUP, Ann Arbor, MI 4/2012–8/2014

Assumed dual role with relocation of $1 billion automotive parts suppliers’ collections operation beginning 4 months after hire. Evaluated prospective customers’ financial histories, credit worthiness and potential risk; reviewed credit applications, references and projected sales. Monitored DSO in across 4 divisions; enforced credit policies and engaged with customers to negotiate payment plans.

Conducted annual credit line reviews on more than 3,000 U.S. and Canadian retailers, jobbers and automotive buying groups including Advanced Auto Parts, AutoZone, General Motors, General Parts Inc./CarQuest, Genuine Parts Company/NAPA, O’Reilly Auto Parts and UNI Select, together generating $150 million+ in monthly sales. Reviewed payment histories, financial statements, D&B reports and industry intelligence to justify and/or amend open credit lines. Worked across departments to identify potential risk.

Process Improvement

Mitigated risk and increased cash flow by implementing new order release process for Canadian business unit’s doubtful (late-pay) accounts having individual credit lines of up to $150 million.

Reduced new customer implementation time from days and weeks to 1.5 hours or less by partnering with Sales to streamline and facilitate the credit review process.

Achieved efficiency and productivity gains by redesigning financial review forms, documenting and tracking credit issues, and maintaining credit information in centralized repository for quick retrieval.

Performance Leadership

Accommodated significantly higher workload resulting from 70% staffing reduction by quickly learning new Cforia A/R platform, which integrated with a patchwork of legacy applications including TOLAS, Baan and Cashbook across two business divisions.

Held past due receivables to 5% of sales.

Trained 2 replacements performing credit analysis/collections roles from reassigned NC location.

Production Purchasing Analyst OEM Purchasing Department

NISSAN OF NORTH AMERICA, Farmington Hills, MI 12/2007–4/2012

Supported buyers and engineers sourcing commodity OEM parts (mirrors, lights, glass, sunroofs, front-end components, gas stays) used in the chassis assembly process. Researched best quality, least-cost options to facilitate market-appropriate purchasing decisions and cost-reduction goals. Maintained numerous databases needed to assure accurate, timely decision support and budget compliance.

Added value to corporate profit center by performing quantitative analyses and developing tools to effectively track, control and report costs.

Improved awareness of price changes by creating data management system that identified cost discrepancies and enhanced reporting capabilities.

Achieved aggressive cost reduction targets through skillful negotiations that justified reassigning $2 million in commodity spend to another department.

Accomplished 95% reduction in open design changes and related $100,000 cost reduction via close liaison with several parts suppliers’ sales teams and concerted follow-up with internal engineers and buyers.

EDUCATION & PROFESSIONAL DEVELOPMENT

B.B.A., Major: Finance, Banking Track, Eastern Michigan University, Ypsilanti, Michigan, 2005

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