THOMAS W. ECONOM

Howell, MI ***** 810-***-**** ad2p6p@r.postjobfree.com

TECHNICAL SALES AND ACCOUNT MANAGEMENT

An accomplished sales professional with extensive international business-to-business experience in various market disciplines. Passionate about meeting sales challenges head on with emphasis on sales success and negotiation.

Results orientated leader with considerable interpersonal and business acumen. Strong work ethic with an eagerness to learn, contribute and foremost succeed. Technology savvy and experienced with large and mid-cap organizations. Proven track record of growing market and revenue by utilizing consultative and relationship focused sales approaches.

Products include: Industrial heat exchangers design and application specific. Wire harness assembly components along with extruded convoluted tubing and thermoformed and protective coverings used in Electrical and Fuel Automotive applications.

AREAS OF EXPERTISE

Lithium Ion technology- Transportation and Energy Storage applications

Selling Tubing Products

Selling to Oil / Gas Industry – Diaphragm / heat exchangers

Selling to Automotive OEM – Chrysler, Ford, GM, Toyota, Nissan, Honda

Selling to Heavy Truck OEM – Paccar, International Truck, Caterpillar, Cummins

Selling to Automotive Tier 1, 2 Industry – Sumitomo, Delphi, Lear, Hutchinson, Cooper Standard, TI Automotive

Selling to HVAC Industry – Lennox

Selling to Automotive Aftermarket – Distribution, Hollingsworth, Kelnar-Zar, TTI

Selling to Operations, Engineering, Marketing of Major OEM Companies

Selling Automotive Fasteners – Clamps / Connectors /Tapes

Making Sales Calls to Engineering Groups

Coordinating with Company Engineering Teams on Potential Products

Preparing Sales Forecast

Identifying Opportunities for Manufactured Parts / Components

Identifying / Targeting Market Opportunities

Supporting new Product Production Requirements

Resolving Customer Issues / Problems

Prepare / Negotiate Sales Contracts

Managing Tight Deadlines

Collecting Competitive Intelligence

Materials / Labor Price Positioning

Creating new sales opportunities for company

Account Management

Business Development

Strategic Planning

Team Leadership

Revenue Growth

EDUCATION

Bachelor of Business Administration (BBA) in Management cum laude

Cleary University, Howell, MI

EXPERIENCE

Modine Manufacturing Co., Racine, WI 2022-

Key Account Manager

Manage OEM and key tier 1 business relationships for Stellantis, Lucid, Magna, and McLaren-Linamar

Serve as the primary commercial contact building long-term relationships.

Develop and identify new business opportunities to increase share of wallet.

Prepare, submit, and negotiate quotations for new programs.

Maintain entire book of business and ensure profitability levels meet or exceed company targets.

Work with internal teams as the “Voice of Customer” to resolve all customer account management matters.

Facilitate internal reviews of customer contracts to determine optimal position for Modine, and negotiate final terms with customer.

Serve as primary voice of Modine at all levels of the account, and proactively manage forecast metrics and expectations to support Sales, Operations, and Business planning.

A123 Systems LLC, Novi, MI 2020-2022

Senior Account Manager

Automotive/ transportation Account Management responsible; including sales growth, profitability, business relationship development reporting to the Executive Director Corporate Strategy and Business Development located in Poland.

Direct Account management oversight on 2 current General Motors Electric Vehicle Battery systems.

Identifying and mapping business strengths and customer needs for automotive and commercial applications.

Define customer requirements present internally to support future product planning activities.

Support all customer commercial activities, including bid preparation, pricing and contract negotiations.

Monitor and report competitor’s activity.

Career advancement opportunity to utilize my previous heat exchanger knowledge and skills.

HELLERMANN-TYTON USA, Southfield, MI 2017 – 2020

Ford Key Account Manager

Implemented coordinated sales strategies and actions with global HT business units which lead to revenue growth in North America, and worldwide.

Key role in leveraging strategy to diversify and maximize component content expanding company leadership footprint at Ford, encompassing multiple business units.

Collaborate with colleagues to maximize and leverage global opportunities into sales, as well as provide the global team with insights from North American activities.

Ford generated and I oversaw $52M in 2019 revenue.

Created new sales opportunities for company. An increase of over 13% YOY from 2018.

Proactively recommended and mentored improvements in; cost, design and function applications for win-win scenarios for OE, and Hellermann Tyton.

COVID and Automotive conditions drove budget reduction which caused layoffs. I was last in/first out

SCHLEMMER USA, San Antonio, TX 2014 – 2017

Key Account Management, Sales Engineering

Plastic injection molder and tubing extruder of protective products.

Managed key accounts for Chrysler-FCA with primary focus on engine wiring and harness protection applications. Schlemmer USA is a provider of engineered Plastic Injection, and Extruded components to the automotive industry.

Started up the Detroit office to penetrate the Tier 1s and OEMs to be the face to the customer.

Penetrated and grew sales from $2M to $6M and handed off accounts to other sales reps we hired and grew the business to $20M.

Established relationships and expanded with Tier 1s

Developed sales strategies and budgets for short-long term OEM program sales and business unit planning and achieved over $5M annually.

Tier 1 sales engineer supporting, and managing Chrysler-FCA business.

Direct KAM interaction with OEM’s, SE for Tier 1 and 2 supply chain.

Achieved strategic business goals by developing and implementing sales thru incorporating new business development prospecting plans-strategy along with existing account management.

Partnered with Chrysler-FCA’s global engine wiring design release teams and application engineering teams, along with tier 1 supplier partners to achieve Pentastar program success.

Managed all phases of the sales process

Provided timely and accurate market and competitive intelligence.

Built strong relationships and maintain close, proactive personal contact with engineering, purchasing, parts marketing, and other decision makers at current and prospective customers.

Company went into bankruptcy and I was recruited to Hellerman.

EFFBE-FRANCE S.A.S., Habsheim, FR 2012 – 2013

New Business Development

Global manufacturer of industrial and commercial diaphragms.

North American sales engineering primary point of contact for an established, global manufacturer of industrial and commercial diaphragms.

Opened, new EFFBE North American sales office. Previous sales and Point of contact was located in France.

Direct management of existing $1.5M+ Euro sales budget in North America.

Identify, develop and promote, and grow new business while managing existing North American sales presence.

Landed the Rainbird account which partnered with us in Europe and N America.

I was competing in the automotive markets with company imposed limitations, i.e. payment in Euros, no US stocking warehousing, etc.

Company withdrew from the US markets and I joined Schlemmer.

ENA USA INC., Wixom, MI 2010 – 2012

Sales Engineering

Manufactured chassis bushings, exhaust hangers, suspension dampeners

Start-up, South Korean based tier 2 manufacturer of rubber to metal for automotive/transportation components.

Managed select Tier 1 and Tier 2 suppliers of suspension-chassis, steering, and exhaust systems.

Achieved sales of $2.3M, which increased total revenues to over $10M in company sales.

Company began to supply below spec products to clients and I decided to leave.

EXOTHERMICS INC., Toledo, OH 2008 – 2009

Sales Engineering

OEM Sales Engineer, of Exothermics Heat Exchangers to Industrial Oven and Oxidizer manufacturers.

Directed project scope of request (SOR) RFQ’s for, Tube and Shell, Plate type H.E. and Hot Air Dryers.

Recession caused consolidation and office closures.

NITTO-DENKO/NISTEM, Farmington Hills, MI 2006 – 2008

Sales Engineering

Manufactured tapes, adhesives, gaskets, seals for automotive applications.

Drove the increase of sales in just over two years of account management.

Managed supply chain business for Japanese OEM’s and related strategic accounts, Toyota, Nissan and Honda, and other combined businesses to overlap with domestic OEM’s which resulted in a $2M increase in revenue with reduced costs for both Japanese and Domestic OEMs.

Also sold to tier 1 clients that supported OEMs.

Team Liaison with internal engineering staff implementing new tooling design and production recommendations.

Delivered quarterly/annual updates of financials (san-shin) and sales backlog to Japanese executive staff.

Company reorganized and consolidated multiple operations and I moved to Exothermics

ADDITIONAL RELEVANT EXPERIENCE

Nyatex Chemical Company, Sales and Account Manager

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