Private Equity Industrial Mfg, Global Sales & Marketing executive
Resume:
RICHARD KELLY
Detroit, MI
Cell: 248-***-****
**********@*****.***
PROFILE
Global Sales & Marketing / Business Development Executive with broad technical background; significant emphasis on Automotive / Industrial manufacturing.
Consummate expertise in restructuring Sales & Marketing organizations of Private Equity and corporate holdings, M&A experience.
Accomplished in long cycle, high value sales of Automotive OEM assembly programs ($10-$100MM), Capital Equipment, high performance Testing systems ($10-20MM) and I/T Supply Chain software to Global 500s & Automotives. Clients are Automotive OEMs/Tier One Suppliers, Aerospace, Civil Engrs..
CapEquip customers: Wright Patterson AFB, Military, NATO, governments, universities.
Senior Automotive Program Management leadership background.
Shrewd, perceptive negotiator with extensive international experience in Asia, Europe, Mexico, South America, Turkey.
Inventor / Holder of U.S. Patents in manufacturing processes and materials. Published technical author. Strategic Sales Leadership Sales Infrastructure Sales Team Performance Executive Leadership Sales Operations Change Leadership Global Sales Consulting Business Strategy Value Propositioning New Business Development Key Account Development Mergers & Acquisitions INDUSTRIES: Private Equity Automotive OEMs Tier One Suppliers Industrial Manufacturing Aerospace Capital Equipment Technology Government Academia EXPERIENCE
GLOBAL MFR OF VIBRATION TEST SYSTEMS (6/21-Present) Director Sales & Marketing, National Accounts
National Account Mgt for leading global manufacturer of sophisticated, high-performance test and measurement systems for (Top Secret) Noise & Vibration applications ( Electrodynamic & Servohydraulic)
Customers: OEM Automotives & Tier One Suppliers, Northrop Grumman, L3Harris, Lockheed, Boeing, Tesla, Blue Origin, SpaceX, Fermi National Labs, and many others. Governments, Military (Army, Air Force, Naval Nuclear), Universities, Satellite Communications, etc. SALES CONSULTING ASSOCIATES, LLC Livonia, MI (6/11-6/21) EVP, Principal Consultant
Helping organizations to exceed expectations, deliver significant Sales, Marketing, Engineering performance improvements. Clients: C-Suite, Private Equity, Automotive, I/T, Digital Marketing (B2B, B2C), Telematics, BPO. Consulting Engagement Examples:
Client A: Multiple PE companies, provided complex Sales organizational restructuring and processes.
Re-established all line Sales divisions, identified and acquired relevant industry skill sets (Acct Mgt vs. BusDev) for pursuing new clients, regularly improved revenues / profits 50-150%. Client B: Executed Automotive acquisition discernment studies for PEs, across $75MM-$200MM range
Resulted in attainment of profitable divisions for respective PEs, assisted with Due Diligence, final purchase arrangements, protected clients from pursuing unsuccessful mergers / ventures. Richard Kelly Page 2 of 4
Client C: Mature Start-up Brand Advocacy I/T company, seeking access to NEW Global 500 clients
1st & 2nd Tier investors very impatient.
Performed Sales “Rainmaking” Hunting function, achieved penetrations of targeted list of G- 500 prospects, e.g. Apple, Royal Caribbean, Ohio State University, Comcast, General Motors, MasterCard, many others.
Provided Sales Process elements: prospect tracking, SalesForce, etc.
Sales training and Implementation for Tech Start-up CEOs, executives, staff members. PATRIARCH PRIVATE EQUITY NY & Southeast MI (8/08-4/11) Vice President of Global Sales & Marketing, Member of Executive Staff Private Equity firm creating new corporations through the acquisition and consolidation of multiple companies. Serving Automotive, Off-highway, CPG in diverse aspects of Metal-forming and fabrication, roll forming, welding. Revenue responsibility $500 Million annually.
Greatly accelerated company's growth, acquired $200 Million in strategic new business wins. Restructured numerous grossly underperforming sales organizations. Developed, executed, administered best-in-class Sales Processes / Tools throughout enterprise. Led transformation to Customer-focused culture of Accountability, Teamwork, Innovation, Communication.
Catalyzed initiation of outstanding Manufacturing, Engineering, Pricing strategies. Groundbreaking implementation of brand marketing for competitive differentiation of Commodity (vs. Speciality) Metal-forming industry products.
Achieved and maintained financial goals consistent with PE owner’s global requirements. Customers included a broad range of OEMs, Tiers, others: GM, Ford, FCA/Chrysler, Asian (Toyota, Hyundai/Kia, Nissan, Honda and others), Lear, JCI, Bombardier Aerospace, Caterpillar, Deere, TORO. FIRST ATLANTIC INVESTMENTS PRIVATE EQUITY, NY & Sterling Heights, MI (8/07-7/08) Vice President of Sales & Marketing, Member of Executive Staff Private Equity firm, various banks, 1st and 2nd tier lending institutions. Consortium of companies acquired in Stamping, Metal fabrication, Welding and Assembly, serving Automotive & Off-highway markets. Duties very similar to above position, also acted in consulting capacity to Equity firm Directors and Senior Lender representatives.
COLLINS & AIKMAN, Southfield, MI (2/04-8/07)
Vice President of International Business Unit
Leading Global ($5B) Tier One Supplier of Automotive Interiors. Cockpit modules, instrument panels, consoles, fascias, door panels, interior / exterior plastic trim, acoustics, carpets, accessory mats, convertible roof systems. Responsible for $300 Million annual business with global OEMs, Tier Ones (Asian, German, etc). Directed efforts of Sales, Engineering, Program Management to win new business with strategic prospects.
P&L responsibility, during tenure grew book of business 50%. Continued to win new business (e.g.: Toyota-$70 Million extended), after Chapter 11 Bankruptcy filing. Personally met with members of Toyota's BOD at Japan HQ to articulate post-CH 11 structure. Toyota, Toyota Motor Sales, Nissan, Mitsubishi, Hyundai/KIA/MOBIS, Freightliner, Textron, BMW, Mercedes
A-Level Member of Toyota’s BAMA Supplier Group (Bluegrass Automotive Manufacturer’s Association). Selected “Key Employee” for corporate retention program, rep customers until cessation of C&A. Richard Kelly Page 3 of 4
FREEMARKETS, INC, Farmington Hills, MI (2/01-12/03) Director National Accounts
B2B global sourcing marketplace, provider of strategic I/T, e-Purchasing software/service solutions. Penetrate/close new business with Automotive OEMs, Tier Ones at executive Levels. Extraordinary record cold-calling Senior OEM executives in Asia, Europe, and South America. Secured business by traveling to above countries.
Accounts: GM, Ford, FCA/Chrysler, Nissan, PSA, Takata, Delphi, Tower. DCT DETROIT CENTER TOOL, Warren, MI (12/96-1/01)
Senior Director Automotive Programs
Tier One/Program Management, Business Unit leader for Material Handling, Packaging Engineering, Supply Chain, Industrial Engineering, Tooling/Fabrication, Equipment Sourcing & Purchasing, Change Management. Admin/P&L responsibility for $100M portion of OEM FCA/Chrysler program for 4-year duration. Program on time under budget, despite enormous financial pressure (4,000 hour savings, 3-year milestone).
Responsible for management of people and resources of 6 diverse groups, as well as supplier base. Developed key alliances with platform, purchasing, engineering, program management, plant management.
EDUCATION
Michigan State University, Bachelor of Science, Packaging Engineering. HONORS & ACTIVITIES
Inventor, US Patents for manufacturing processes and materials. Former A-Level Member of Toyota’s BAMA Group (Bluegrass Automotive Manufacturer’s Association). Published author of technical papers, American Society of Mechanical Engineers. Past member of ASTM (American Society for Testing & Materials), Michigan State University Industrial Advisory Committee, and Board of Directors of MSU Alumni Association. Finalist in Willett Scholar Competition for advanced degree program at Oxford University. General Cover Letter
After participating in the acquisition and subsequent merger of a major Tier One Automotive supplier during my last direct Private Equity role, I was asked to create a boutique Sales Consulting practice, where I have completed multiple engagements with the Senior Management of Automotive, I/T, Private Equity and Marketing Communications firms.
Although my consulting practice had been most fulfilling (and fun), a couple of years ago I was recruited into my current sales role by a former client, primarily in complex Aerospace and Defense Capital Equipment. This has been enjoyable as an interim opportunity, but does allow me to fully exercise my extensive global experiences at this point in my career. My primary long term goal has been to return to a role with some involvement in Industrial manufacturing such as in Automotive, Aerospace and/or Private Equity, where I could capitalize on many years of associated expertise in leading and growing Sales organizations. Richard Kelly Page 4 of 4
Some of my past executive assignments:
In 2004-2007, I was VP of the International Business Unit (Sales, Engineering & Program Management) for Collins & Aikman, the former $5 Billion Tier One Plastics Automotive Interiors supplier. Later, I was VP Global Sales & Marketing for several Automotive Private Equity corporations, and for approximately 5 years, I restructured and managed the Sales Organizations of multiple companies
(some distressed) that they had acquired and combined into new corporate enterprises. Additionally, I have extensive International experience on the ground in Asia, Europe, South America, Mexico, Turkey, etc.
In summary, I can expeditiously transform your Sales organization(s) and customer relationships into finely tuned and highly successful entities.
Thank you for your consideration.
Best Regards!
Rick Kelly
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