Senior Sales Manager

SCOTT FRANE

***** ********** **** 248-***-****

Novi, MI 48377 ***********@*****.***

Seat Complete Automotive Executive

New Business Development ● Negotiations ● Product Management Proven industry leader and sales professional with an exceptional ability to consistently exceed customer’s expectations and surpass company sales goals. Disciplined and focused on sales achievement resulting in an increased market share. Excels under pressure with a documented history of delivering results that increase the companies’ margin and bottom line. Focused on developing an outstanding and cohesive team of new and tenured co-workers. Possesses the highest levels of integrity. Well-known and respected throughout the industry.

Core Competencies

Leadership & Team Building Proactive & Organized Highest Integrity & Ethics

Marketing & Sales Financial Analysis Strategic Thinking

Disciplined & Focused Analytical, Detailed &

Technical

Excellent Communication &

Presentation Skills

Professional Experience

FAURECIA AUTOMOTIVE SEATING, Auburn Hills, MI 1/2019 – Present Senior Sales Manager

Responsible for all North America Seat Structure and Mechanisms new business opportunities with all OEM’s (BMW, FCA, Ford, GM, Nissan, Tesla, & Volvo). Interface with external and internal customers to collect and determine all requests and requirements for accurate quotations. Oversee all aspects of Faurecia quoting process to establish and validate commercial strategy with finance for the acquisition in price, give-backs and profitability of the business and contractual obligations.

Managed and awarded the Volvo XC90 and XC100 front seat structure and mechanism which increase sales revenue for the entire program by $167 million.

Awarded GM Synergy front seat structure, tracks, and recliners which increase lifetime sales revenue of $568 million.

Awarded Ford Edge front seat back structure and recliners which increase sales revenue of $32.6 million.

Managed and signed building lease for the FCA Grand Wagoneer program. CAMACO-AMVIAN, Farmington Hills, MI 2017 – 1/2019

North American Sales Manager

Responsible for all North American business activity with the major OEM’s (particularly focused on Ford and GM) by seeking out new business opportunities and overseeing the quoting process. Established a rapport with the customer to gather information on their needs to assist in new programs and product development; developed cross collaborative internal relationships with Engineering, Operation, Purchasing, & Cost Estimating group for the benefit of the company and the customer.

Oversee two major Ford program launches for the U625/U611 and the P375 programs.

Supervised all Account Managers with a focus on maximizing profitability, closing out commercial issues, and maintaining and improving the company’s image and reputation.

Managed quoting process for all new and current business (substantially improving margins since the start of my tenure).

Work closely with the major Tier 1 Suppliers to resolve any commercial issues.

Conduct Interviews and hire to fill voids; motivate and discipline, support employees; and review performance with a focus on personal growth and enrichment.

HYUNDAI DYMOS MICHIGAN, LLC., Farmington Hills, MI 2016 – 2017 General Manager for Sales, Marketing and Quality

Managed the local office to procure new business for complete seat: metal, mechanisms and seat components. Responsible for all coordination and marketing of product line with the major OEM customers. Obtained the cost/quotes from the international and local suppliers. Prepared all sales and marketing analysis studies.

Secured new customer seat program (Elio) that will generate annual sales of $55 million.

Improved and expanded customer relationship with the major OEM’s.

Developed sales and marketing strategies for OEMs and direct customer sales visits for presentations and analysis of future business needs.

Local liaison and subject matter expert for human resource department. MULLER TEXTILES, INC., Troy, MI 2015 – 2016

Sales Manager North America Automotive

Managed a staff of people both local and out of state. Provided leadership to the team for the maintenance of current business relationships and identified new prospects and opportunities.

Generated new business from the Asian Market and maintained existing OEM customer relationships.

Monitored budgets versus actual sales and implemented adjustments as needed to achieve corporate objectives.

Utilized industry experience and relationships with high level contacts at OEMs and Tier 1 suppliers for opportunities to promote new product lines and expand business.

Reviewed all North American RFQs to determine feasibility and guarantee consistent product pricing and margins. TAICA NORTH AMERICA CORPORATION, LIVONIA, MI 2013 – 2015 Business Development Manager: Toyota and Ford

Generated new business and maintained customer relationships. Sold new Cubic and E-CUBIC printing and developed programs throughout the Automotive and Heavy Truck OEM’s including Tier 1’s. Presented new patterns and technologies which developed deeper and more extensive relationships amongst new and existing customers. Primary point of contact for new customers and liaison between the customer and Taica designers abroad.

Negotiated the Toyota Camry 010B program for door trim which increased revenue for the entire program by $17 million.

Negotiated the Toyota Lexus 760A and 096B programs for door trim which created sales revenue of $10 million.

Awarded Subaru BF4 legacy program for door ornament trim which generated $3 million.

Worked closely with the design and engineering team to develop and promote both new and existing products.

Supervised local staff members.

FAURECIA AUTOMOTIVE SEATING, TROY, MI 2010 – 2013

Account Manager: GM and Ford

Managed the entire relationship with the customer including revisions with the engineering, design, and operation teams. Controlled all aspects of the communication with the customer to assure that they had a single proactive and comprehensive point of contact for the project with the key objective of complete customer satisfaction while maximizing profit potential and maintaining a strong business relationship.

Negotiated the Ford FG2 program on back frames assembly which increased revenue for the entire program by $260 million.

Negotiated the GM SUV track program that generated lifetime revenue of $34 million.

Collected over $4.5 million in cash which includes tooling, ED&D, and prototype builds.

Worked with acquisition team to provide target pricing and negotiate with customer. MAGNA SEATING, Novi, MI 2005 – 2009

GM Account Manager

Managed all commercial elements of each program which included: negotiating, monitoring target price, quoting new business, reviewing engineering changes, tracking key program deliverables and receipt of both purchase and tooling orders.

Increased GM Volt annual sales by $11 million through engineering changes including: vinyl to leather, recovered wire harness costs gap, add heat to seats, and major trim changes.

Recovered additional tooling of $2.1 million through engineering changes for the J300 program.

Acquired new 2010 GM J300 program which earned additional annual sales of $82 million.

Acquired new 2010 GM Volt program which increased sales by $33 million. Ford Account Manager

Consulted with the application team to identify and close all commercial issues while increased the market share, optimized profitability, and maintained the positive awareness of the company for two Ford programs simultaneously.

Persuaded Ford to issue award level pricing which increase sales of $55 million and received the initial tooling of $968 thousand for the 2009 VN127 program.

Negotiated an economic uplift for the MY08 Ford VN127 program which increased sales by $10.3M and recovered $855k in tooling.

Managed sales for the U387/8 program which generated sales of $222 million. LEAR CORPORATION, Dearborn, MI 1997 – 2005

GM Senior Account Manager

Identified and closed commercial issues while increasing market share, optimizing profitability and maintaining the positive perception of the company for the GMT800 platform which had seven plants and generated $2.3 billion in sales.

Negotiated the acquisition of 1500 Crew Cab program that increased sales by $62.4 million.

Negotiated the acquisition of 830C Platinum which increased sales by $3.1 million.

Negotiated the acquisition of Hummer H2 program which increased sales by $1.4 million. Ford Senior Account Manager

Developed and managed multiple Ford Programs: taking these programs from inception through to maturity. Focused on increasing market share, collecting purchase orders and optimizing profitability while simultaneously closing commercial issues.

Negotiated a target agreement with Ford for the 2004 D186 SJB and EDS system, this resulted in annual sales revenue of $86.3 million.

Successfully negotiated a target agreement with Ford for the 2004 P150 SJB and EDS system resulting in annual sales revenue of

$105.3 million.

Acquired all purchase orders from Ford for the 2002 EN114 Junction Box program, which yielded annual sales of $12.3 million. Ford Senior Commercial Analyst

Analyzed the costs and developed the price for plastic components and wire harnesses. Evaluated and established target price for the Taurus, Sable, Continental and Escape programs. Evaluated cost reduction activities and implemented most effective ideas into procedures. Coordinated the departmental budgets and plans, as well as, analyzed the variance of budget to actual expenditures monthly.

ALLIEDSIGNAL AUTOMOTIVE, ST. CLAIR SHORES, MI 1995 – 1997 Material Production Team Leader / Backup Materials Manager Supervised four direct employees and managed production schedules. Led plant wide production meetings to optimize on-time delivery. Developed supplier metrics, monitored inventory targets, minimized supplier issues, and managed daily scheduling processes. Senior Cost Accountant / Assistant Plant Controller Developed and maintained standard cost of production, standard cost of sales, and manufacturing variances. Performed sales and gross margin forecasts and analyzed actual results. Developed budget data, assisted in preparation of plant operational budgets, and created monthly reports for management.

United Technologies Automotive, Dearborn MI 1991-1995 Financial Analyst

Analyzed the product costs and developed the price for all plastic and terminals. Coordinated the re-engineering of the quoting process. Conducted cost studies, competitive analysis studies, and margin evaluations as needed by upper management Education

Bachelor of Science in Business Management Bachelor of Science in Accounting

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