Sales Manager

Raymond L. Hockstad III

Commerce Township, MI 248-***-****

www.linkedin.com/in/rayhockstad ***.*********@*****.*** Innovative Sales Team Leader

Surpass Sales & Profit Targets Expert in Customer Relations Provides Best Win/Win Solution World-Class professional leader, with over 20 years’ experience in automotive sales, strategic planning, and global business management. Identifies and develops profitable sales opportunities sets customer meetings, prioritizes opportunities, develops, and implements global sales and market strategies targeting OEM and Tier 1 customers. Optimizes customer relationships, streamlines design, prototype, release, and launch timing to increase sales. Expert in taking on complicated challenges turning these into opportunities for building and maintaining better client relationships. Expertise includes:

• Account Management • Business Development

• Complex Deal Negotiation • Closing Sales

• Exhibitions and Trade Shows

• Forecasting

• Program Management

• Product Knowledge

Professional Experience

AIRBOSS OF AMERICA, (previously FLEXIBLE PRODUCTS CO.) Auburn Hills, Mi 1994-2020 Senior Program Manager with Airboss of America 2019-2020 Managed $30M in current sales with $15M in new releases and development. Responsibilities include all account programs, managing all customer concerns and following the release of a component through launch. Using outstanding troubleshooting, analytical, and problem-solving abilities, along with an ability to work cross-functionally.

• Led cross-functional teams on 17 ongoing APQP programs, 7 going through Launch supporting 30+ colleagues.

• Acquired issues that were ongoing for over 6 months with an account. Created a 6-week plan, with the customer, that was clear and included an open issue list with actionable steps. Plans were completed within 4 weeks resulting in a highly satisfied customer additional opportunities in sales.

• Boosted customer rating by 10% by supplying a detailed strategy plan which addressed each area of concern. Set a bi-weekly progress meeting with Customer and internal team. o This opened the door for an additional manufacturing code for an overseas site

• Increased quality ratings to above 90% by working with Quality and Engineer Departments to establish precise, obtainable quality targets and to design components using these targets.

• Led increase in delivery rating to over 90% by working with Service Department and customer production plants to determine issues and create a clear plan to eliminate issues and establish processes to insure these do not occur again. Senior Account/Program Manager for Ford Motor Company with Airboss/Flexible Products Co. 2011-2019 Managed $35M+ in current sales with $10M in new releases and development. Primary contact with customers, building long term relationships, cleverly promoting our company’s values, developing a trusted advisor relationship with all accounts, and ensuring timely, successful delivery of solutions according to needs and objectives of both the customer and our company. Using this and my experience in Excel, MS Office, and Project I was able to:

• Requests for Proposals – Developed all proposals by meeting with client and our internal team to discuss the clients needs, the value of the solution and the timing for execution. The proposal would then include timing plan for everything from design, negotiating beyond the price, quoting, prototyping, development verification testing through release and launch.

• Request for Quote – quoted parts with highest profit margin by agreeing on a SOW (that includes design and durability parameters, quality etc.), knowing competitive costs, emphasizing technical advantages, designing for manufacturing

• Demonstrated track record of targeting and growing new accounts, achieving, and exceeding revenue objectives o 10-15% average yearly increase in sales over career o Targeted Drive Line Damper Business – $0 to over $7M in sales o Targeted business with Tenneco - $0 to over 3M in new sales o Targeted exhaust business with Faurecia - $0 to over 3M in new sales o Targeted Business with Amanda Bent Bolt - $0 to over 2M in new sales

• Grew account from company smallest to company largest by expanding sales and developing the highest average profit margin on production designs.

• . Report clearly the progress of weekly/monthly programs and projects Key Account Manager Ford and Tier Ones with Flexible Products Co. 1999-2011 Generated all quotes – received costs from suppliers, developed manufacturing costs and generated quote with highest profit margin by agreeing on a SOW (that includes design and durability parameters, quality etc.), knowing competitive costs, emphasizing technical advantages, designing for manufacturing

• Using my relationship with Ford engineering I learned that there were vibration issues that needed new technology

(and designs). Developed a damper design that solved the issue and went into production. This led to many other applications and over $4M is new sales.

• Targeted Exhaust isolator – 5M to over 10M in sales Account Manager Ford Motor Company with Flexible Products Co. 1994-1999

• Targeted stabilizer bar bushings – sales went from $0 to over $4M in sales

• Generated all quotes – received costs from suppliers, developed manufacturing costs and generated quote with highest profit margin by agreeing on a SOW (that includes design and durability parameters, quality etc.), knowing competitive costs, emphasizing technical advantages, designing for manufacturing Additional Related Experience

TENNECO AUTOMOTIVE Sandusky, OH

Applications Engineer

Engineering liaison between customer and company. Met with customer to determine design parameters, collaborated with customer and company to complete design and program timing, managed programs from design through prototype and release. FREUDENBERG, Ligonier, IN and Plymouth, MI

Testing & Design Engineer

Hydro--Mount and Torsional Damper Design and Development. Education

Bachelor of Science, Mechanical Engineering Michigan State University, Lansing, MI Professional Development

Indiana Vocational Technical College – Geometric Tolerancing and Dimensioning HP-UX Fundamentals for General User

AVNC Continuing Education Division – The Mechanical Vibrations and Vibration Control Course Dale Carnegie Course Skills for Team Success

Dale Carnegie Leadership Course

Microsoft Project Management Course

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