Sales Manager
Resume:
BEN A. PUPILLO, P. E.
**** ****** **., ****** ***., MI 48316
********@*****.***
SUMMARY OF QUALIFICATIONS
Sales Manager - experienced in global sales, product planning and program management for the automotive, commercial truck and defense industries. Responsible for planning, directing, evaluating, and executing business development programs involving research, procurement, production and logistical support. Managed GM, Ford/Mazda, Chrysler, Nissan MB, TRW, Delphi, JCI, C&A, Magna business unit programs valued at
$500M. Consulted and advised C level staff on company sales goals, leadership, organization development and change management.
• PRODUCTS: POWERTRAIN, CHASSIS, ELECTRICAL, EXTERIOR/INTERIOR TRIM
• Sales and planning of global OEM, Tier 1, aftermarket parts, tooling and design services.
• Directed strategic business planning, P&L, forecasting, client development and satisfaction.
• Sold GM $150M, Chrysler $150M, TRW $20M, Delphi $10M, Ford/Mazda $100M,
• Sold Nissan $12M, Ziebart $5M.
• Lead quote process, proposal preparation and presentation utilizing price, delivery, quality and innovation metrics to customer purchasing, engineering and quality groups.
• Negotiated eng. change costs with customers and improved margins 7%.
• Directed global teams on organization sales strategy and sales process development.
• Lead customer requirements, PLM and product roadmap management, market research.
• Tooled and launched 28 OEM and 12 Tier 1 programs successfully.
• Chaired new program sales APQP and VA/VE teams.
• Knowledge of BIW, Class A surface decorative plastics (extruded, injection and insert molded, w/film, thermoforming), and metals (extrusions, roll form, stampings, forgings, die casting, CNC, hydroformed), rubber, cables, connectors, mechanisms, wire harnesses, gears, seats, urethane foam - poured and skived, belts, electromechanical and mechatronics.
PROFESSIONAL EXPERIENCE
2017 - PRESENT DY AMERICA, STERLING HEIGHTS, MI
NAFTA SUPPLIER OF WIPERS SYSTEMS, SEAT MOTORS, WINDOW LIFT MOTORS, COOLING FAN MOTORS SALES MANAGER
SALES MANAGER FOR GM, FORD, FCA, MAGNA PRODUCTS VALUED AT $60M. MANAGED STRATEGIC PLANNING.
• INCREASED MARGINS - 3%., INCREASED SALES 5%. IMPROVED CUSTOMER RATINGS 5%. 2015 – 2016 FICOSA, MADISON HEIGHTS, MI
NAFTA supplier of Electromechanical components, Mirror, Shifters, Washers, ADAS SALES MANAGER
Sales Manager for FCA and GM accounts valued at $95M. Managed strategic business planning and account development. Products: Mirrors, Digital Mirrors, Shifters, Washers, ADAS, Electromechanical components.
• Increased sales 12% - Improved margins 6% - Recovered $250k in tooling. 2010 – 2014 CHRYSLER GROUP, AUBURN HILLS, MI
Global OEM supplier of Trucks and Passenger Cars
Business Development Manager - Contract
Interior Systems and Driveline Systems
• Business Development mgmt and sourcing of suppliers for interior plastics, seats, frames, poured and skived foam, mechanisms, infotainment, electronics, soft trim, HMI for premium luxury and lifestyle vehicles. Manage JCI, Faurecia, Lear, Magna, Brose, Woodbridge, GST, Poltrana Frau, Alcantara, Gemini, and Mayco supplied programs.
• Managed business development and sourcing of driveline suppliers. Managed cost, timing, budget program execution. Provided supply chain management of ZF, Aisin, Getrag, Borg Warner, Linamar and AAM programs.
- Reduced ED&D Costs 5%, - Improved timing by 6wks. -Mediated $21M ED&D payments. 2006 – 2009 GETRAG Corp., Sterling Heights, MI
Global Tier 1 supplier of transmissions, gears, shafts, axles and forgings. SALES MANAGER
Managed GM (GMSPO), Ford (FCSD), and Chrysler (Mopar), Raytheon, Lockheed Martin programs with Transmissions and Axles valued at $100M. Provided sales and account development support for new business activity with production and aftermarket customer engineering, purchasing, quality and manufacturing groups. Managed P & L, multiple engineering disciplines with Mechatronics.
• Sold Ford $50M and Chrysler $50M in new business. Managed a staff of 6.
• Managed overall program costs (saved 6%), timing (improved 2mos.) and quality issues.
• Increased sales 22% - Improved margins 6%, Improved customer ratings 7%. 1995 – 2006 JAC PRODUCTS, INC., Madison Heights, MI Global Tier 1 supplier of cargo restraint systems and plastic products SALES MANAGER
Managed GM (GMSPO), Ford (FCSD)/Mazda, Chrysler (Mopar), MB, Ziebart, Delphi, C&A roof rack, step/grab rails, seat and cargo tracks, interior decorative plastics (pillar moldings, IP parts, air bag doors and covers, cup holders) and underhood plastics programs worth $150M.
• Performed strategic business planning, forecasting, and account development of production and aftermarket programs and advised C level staff. Satisfied deliverables.
• Directed a staff of 12 account and program managers and managed group P&L.
• Negotiated sourcing of new business and annual productivity. Satisfied customer targets
• Sold GM $75M, Sold Ford/Mazda $70M, Sold Nissan $12M, Sold Chrysler $10M, Sold Delphi $10M, Sold TRW $20M in new production and aftermarket business.
• Provided liaison interface with OEM production and aftermarket purchasing, styling, engineering, quality, and assembly operations. Improved customer relationships.
• Satisfied GM 20/3 plan and satisfied Chrysler MCM goals with VA/VE cost reductions.
• Recovered $286k from GM, and $250k from Chrysler for unpaid tooling changes.
• Lead and technical expert for the VP–Sales aftermarket team with SEMA show vehicles
• - Improved margins 7% - Increased sales 21% - improved customer ratings 9%. EDUCATION
• Kennedy-Western University, Thousand Oaks, CA
Executive Master of Business Administration
• Lawrence Technological University, Southfield, MI Master of Science – Automotive Engineering
Bachelor of Science – Mechanical Engineering (Magna Cum Laude) PROFESSIONAL AFFILIATIONS & SKILLS
• Registered P.E., SAE member, Tau Beta Pi
• MS Office, MS Project, Sharepoint, Visio, Teamcenter and AutoCad experience.
• Knowledge of cost and economic analysis principles, techniques, and practices
• Experience at GM Truck & Bus: Truck Systems Reliability Engineer
• Co Op experience at Williams International – Gas Turbine Engines – Bearings Group
• TS16949, QS9000, PMI, Six Sigma, Lean Process, Design and ASI training.
• Peak performance, generated, produced, created, developed, improved, and initiated corporate results.
• Builds and coaches teams with integrity, fosters communication, sales team leader.
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