Sales & Engineering Director

STEPHEN MAW

***** ****** ******, ******* ** *****

248-***-**** cell ● 734-***-**** ● s t *******@*****.*** GLOBAL SALES & ENGINEERING MANAGEMENT

Strategic, results driven, detail-oriented global Sales & Business Development Executive and Mechanical Engineer with manufacturing, design & development, program and total account management expertise. Demonstrated ability to increase margins, reduce costs and surpass goals. Excellent customer relations while serving the global marketplace with engineered solutions, both external and internal customers. Exceptional team leader with a strong work ethic, and always working for the company’s and team’s best long-term interest. Trusted coach and mentor.

● Building Growth Strategies & Relationships ● New Business Development ● Creating High-Performing Teams ●

● Integrating Sales & Engineering ● Business Acumen ● Product Life Cycle ● Value-Add Engineered Solutions ● PROFESSIONAL EXPERIENCE

ITW AIRFLOW MANAGEMENT, Southfield, MI 2017 to Dec 2019 A unit of ITW Global Automotive focusing on the manufacture of air registers, exhausters, and safety components. North American Sales Manager:

As division leadership team member, responsible for all customer relationships and strategies with a North American emphasis. Managed a total of 10 direct reports located in U.S., Mexico and Germany.

Managed all OEM customers and associated Tier 1’s, encompassing almost $100 Million in annual sales.

Using 80/20, focused sales team on new business acquisitions, and program management team on launching new programs; increased new business awards by 20% in 2017, 90% in 2018 and over 160% by Aug in 2019.

Led raw material recovery negotiations, securing $1.4 Million.

Realigned and restructured teams, fostering growth and customer penetration, in order to sell value solutions through customer backed innovation for solving customer pain points.

Directed and focused Engineering in development and customer support while being responsible for the innovation pipeline.

Partnered with Divisional Controller to produce financial reports and forecasts used in monthly reporting and long-range planning development.

ELRINGKLINGER NORTH AMERICA INC., Plymouth, MI 2013 to 2017 A manufacturer of lightweight innovative solutions for vehicle and both combustion engines and electric solutions in passenger cars and commercial vehicles.

Sales Manager, Tier Accounts Team: 2015 to 2017

Managed a team of 3 direct reports focused on the sales of lightweight engineering plastic systems, lightweight shielding systems, and metallic gaskets for the automotive industry.

Personally managed 50 customers (out of 140 total), increasing sales from $14 Million to over $38 Million, many of which were undeveloped accounts.

Established new sales team including structure, procedures and working guidelines allowing a consistent and effective commercial strategy for each customer.

Senior Account Manager: 2013 to 2015

Responsible for focusing on heat shields, engineered plastic assemblies (powertrain & vehicle), metallic specialty gaskets and cylinder head gaskets for powertrain at GM.

Grew North American sales from $42 Million to over $78 Million in four years.

Instrumental in the win of the first underbody heat shield program totaling $50 Million in revenue and launched those four vehicle platforms while increasing pricing by 10%.

Won first key new powertrain plastic program ($6.3 Million) leading the way for a $64 Million plastic oil pan

& pick up tubes program and winning the Supplier of the Year Award from GM.

Partnering with Engineering to foster customer relationships and participating in customer tech reviews. STEPHEN MAW PAGE 2

BORGWARNER, Auburn Hills, MI 2012 to 2013

A leader in the manufacture of propulsion systems for combustion, hybrid and electric vehicles. Senior Account Manager, Commercial Truck Team

Responsible for focusing on sales of thermal systems for 2 OE’s (Daimler/DTNA & Volvo Mack)

Achieved $37 Million in sales with $13.2 Million in new & replacement sales for first year.

Negotiated long term agreements securing $156 Million in business over a 3-year period.

Closely monitored, managed and negotiated warranty returns resulting in a $400,000 reduction in cost. FREUDENBERG-NOK, Plymouth, MI 2001 to 2012

A longstanding technology expert and market leader for sophisticated and novel applications in sealing technology and electric mobility solutions worldwide.

Senior Account Manager, General Motors Team: 2007 to 2012 Responsible for leading a team of 4 (application engineer & product specialists) focusing on advanced propulsion

(battery & fuel cell partnership with GM) and 16 others of the largest Tier 1 accounts.

Grew sales from $19 Million to $23 Million during challenging market conditions leading to the additional responsibility of $35 Million in new accounts.

Partnered with manufacturing to streamline and improve cost structures, perform cost analysis and breakdowns, and delivering value to customers with custom engineered solutions.

Managed the partnership with GM for battery packs (Chevy Volt & Opel Ampera) and fuel cell stacks. Account Manager / Senior Engineer, Ford Team: 2004 to 2007 Responsible for developing new accounts and revitalizing underdeveloped accounts.

Established $13 Million in new sales bringing total responsibility to $31 Million annually.

Led team of 1 application engineer and 6 product specialists. Senior Engineer, Ford Team: 2003 to 2004

Responsible for designing, validation testing, and launching of engine & transmission seals and gaskets for Ford Motor company account.

Resident Engineer, Ford Team: 2001 to 2003

Key contact at Ford engine responsible for managing current and new programs, acting as sealing expert, and maintaining Ford reliability documents and evidence books. ADDITIONAL EXPERIENCE

Engine Product Engineer (Jeep & Truck Engineering) DaimlerChrysler, AG Body Dimensional Control Engineer (MSX International – Jeep & Truck Engineering) DaimlerChrysler, AG Manufacturing Engineering Support GKN Automotive Inc. Plant Engineer Vulcan Industries Inc.

EDUCATION

Master of Science in Engineering (MSE), Automotive Systems Engineering, University of Michigan Bachelor of Science in Mechanical Engineering (BSME), GMI Engineering & Management Institute (now Kettering University)

PROFESSIONAL AFFILIATIONS

SAE (Society of Automotive Engineers), ESD (Engineering Society of Detroit), ASME (American Society of Mechanical Engineers), NSPE (National Society of Professional Engineers) Kettering/GMI Southeast Michigan Alumni Chapter Board of Directors (President, VP, & Secretary)

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