Manager Sales

EXECUTIVE SUMMARY

High performance Aftermarket Business Leader, with more than 13 years of experience in Manufacturing, Distribution and Aftermarket Operations. Increasing levels of responsibility, ranging from $100M to over $600M of revenue management, with P & L responsibility and strategic leadership accountability for product categories.

Change driver in multiple organizations, leading the evolution from Product Management to Category Management, consistently driving improved speed to market by over 20%, first year profitability increases by more than 10%, and delivering superior profit enhancement through negotiation and strategic sourcing in excess of $8M per year.

Skills & Expertise

Category Management (P & G Model)

Product Management

Strategic Sourcing

Global Sourcing

Cross Functional Team Leadership

6-Sigma Green Belt

Microsoft Office Suite

Mentoring/Training

Industry / Sector Competence

Fortune 500

Commercial HVAC

Automotive Aftermarket

Commercial Vehicle Manufacturing

Commercial Vehicle Aftermarket

Relevant Highlights:

Delivered $7.5M in cost reductions for Electronic Components Category in 2013

Developed and executed strategic sourcing plan for instrument cluster product line to deliver more than $3.0M in annual savings over current product line

Improved profitability of Brake and Wheel End by $11M in 18 months through Category Management Strategy

Sourced and launched private label products to deliver $6M in gross revenue, and $3.5M in gross margin in 2012.

PROFESSIONAL EXPERIENCE

AP Emissions

Director of Product Management, Commercial Vehicle Feb2018 –current

Setting Strategy and Commercializing newly created segment of business for automotive-focused manufacturer of Exhaust and Emissions components

Responsibilities:

Strategic responsibility for DuraFit and DieselTech product lines with target revenue of $35M by 2021

Establish business practices and processes for new segment of business

Execute all Marketing, Pricing, Training, and Customer Service Strategies in new business segment

Deliver EBITDA improvement from 6% of sales to greater than 20% in 12 months

Integrate Centric Brake MD/HD program into APC Commercial Vehicle segment by Q1 2020

Relaunch Failed Truck-X exhaust product line with refreshed product offering, new branding package, and new market value proposition

Drive insourcing of manufacturing of all Emissions products from 3rd party manufacturers

Leverage technology and vertical integration advantages to grow market share from 12% to 30% by end of 2021

FleetPride Inc.

Director of Category Management Aug2015 –Jan2018

Leader of Category Management Team

Responsibilities:

Manage 6 Strategic Category Managers and 2 Associate Category Managers in the execution of Product Strategy

Represent Category Management on Cross-Functional Leadership projects.

Senior Category Manager – Foundation Brake Mar2015 –Aug2015

Strategic Category Manager for Foundation Brake Category

Responsibilities:

Lead all Merchandising Activities around Foundation Brake Categories; Brake Shoes, Brake Drums, Hubs, Trailer Axles

Set Strategic Plan for 4 Owned Brake Reline Facilities, as well as owned Trailer Axle Manufacturing Facility

Navistar Inc.

Strategic Sourcing Manager – Electronic Components Mar2013 –Mar2015

Lead Procurement Manager for $270M spend category of products

Responsibilities & Accomplishments:

Led Cross Functional Category Management Team with target cost reductions of $20M over 3 years. Directed 15-member team with management level representatives from Engineering, Manufacturing, Supply Chain, Sales and Marketing, and Aftermarket. Responsible for delivering short term goals, setting 3, 5, and 7 year strategic plans, and improving overall profitability of product category by 25% over 3 years.

Developed and executed strategic sourcing plan for Project Horizon electronics, a total spend of $55M annually with cost reduction goal of $11M over prior generation products.

Set 3 year strategic plan to reduce overall supply base by 15%, and overall spend by 25%. Through 12 months, achieved 10% supply base reduction, and 11.4% spend reduction.

Managed $85M battery business through major supplier bankruptcy without supply interruption

Product Manager – Brake and Wheel End Jun2011 –Mar2013

Strategic Responsibility for $280M product category

Responsibilities & Accomplishments:

Increased overall gross margin rate for Brake and Wheel End desk from 18% to 26% over 24 months, delivering $18M in incremental gross margin over same time frame.

Set Private Brand Strategy to transition from low cost private label offering to premium quality, enhanced value product offering. In 2012, delivered an additional $11M in increased dealer revenue, $6M gross margin.

Decreased operating inventory by over $700K in 2012, exceeding defined target by 40%.

Trane Commercial Systems – A Division of Ingersoll Rand

Category Manager – Compressors and Flow Controls May2007 – May2011

Category Manager for $150M Product Category. Responsible for all marketing programs and pricing strategy for Service Parts Business through Company Owned and Franchise distribution channels.

Responsibilities & Accomplishments:

Improved gross margin for Category by $12M in 2008, and an incremental $6M in 2009 through pricing optimization

Reduced SKU offering by 30% in compressors, and enhanced top line revenue by $4M.

Established Category Management Process, training 6 Category Managers, to enhance gross margin by $30M in $350M parts business

Led integration of Hussmann Refrigeration Parts Business through Trane dealer channel, delivered 4 months ahead of schedule and adding $40M of revenue to parts business.

Remy Inc.

Product Manager – Delco Remy Heavy Duty Systems Mar2005 – Apr2007

Aftermarket Product Manager for Heavy Duty Starters and Alternators, supporting 10 regional sales managers, and 7 O.E. Account Managers. Led marketing team consisting of a Catalog Manager, Communications Manager, and Inside Sales Manager.

Strategic Account Manager –World Wide Automotive Mar2002 – Feb2005

Served as Strategic Account Manager for major retail customer Advance Auto Parts

Field Training Representative –World Wide Automotive Mar2001 – Feb2002

Conducted technician training, product changeovers, joint sales calls with distribution

EDUCATION

B.A. English – Eastern Illinois University Dec. 1994

Focus in Secondary Education

Contact this candidate