Sales Manager

Ronald T. Pawl

**** ****** *****, ****** ********, Michigan 48316

Private Cell: 248-***-****, Home: 248-***-****, E-mail: *******@*******.***

Proven sales executive and strategist with the ability to rapidly accelerate growth, open new markets and capture profitable opportunities. Established relationships with key OEM’s and Tier 1’s in the automotive, heavy truck, commercial vehicle, farm equipment and military markets. European and Asian experience.

• Motivated my direct reports to double sales revenue in less than 24 months.

• Developed winning sales strategies for both engineering services and products with Honda, Nissan, , Navistar, Daimler Trucks NA, Ford, General Motors, Chrysler, Volvo, Mack, PACCAR, John Deere, Case, CAT, Yamaha, Kawasaki and military markets. P&L responsibility.

Market Highlights

Automotive: Developed and implemented a relationship selling strategy (value based) which motivated my sales team to capture targeted programs based on the customers’ unwritten requirements. Key suspension programs over $8M were received from Nissan, Honda, Ford, GM, Chrysler, heavy truck & other global OEM’s and Tier 1’s.

Heavy Truck: Persuaded Navistar to award Porsche a $6.2M engineering development contract to develop the Next Generation Truck Program for medium and heavy class trucks. This program transitioned Porsche’s advanced design and engineering experience into a new brand of vehicle platform. Lead Porsche’s go/no go assessments, as well as campaign plans for areas targeted by Porsche to be of strategic design and engineering importance.

Specialty Vehicles: Influenced and motivated the General Motors Specialty Vehicles Group to pursue limousine build-out opportunities with Defiance Testing & Engineering. Discovered that GMSV was planning to outsource additional build shop capability. Additional sales revenue of $28M.

Farm Equipment: Redesigned THK’s divisional sales strategy and market approach toward new OEM market opportunities. Focused on modular applications, value added and total life-cycle costs. Generated over $4M in new sales revenue from the heavy truck market (PACCAR, Freightliner, Mack and International) and the farm equipment market (John Deere and AGCO). Personally captured over $1M in new market sales.

Military: Won the Future Military Vehicles Program for General Dynamics, Land Systems valued at $312M. This program required a full concept and design for the entire U S Army vehicle fleet ranging from the M1A2 Main Battle Tank to the HMMWV (Hummer). Maintained on-going relationships with various military contracting agencies such as DARPA, TRADOC, AMC, TACOM, ARDEC, Ft. Sill, Ft. Knox and others. Prepared roadmaps and assessed key areas where the U.S. land forces would be going in the next 20 years.

Career Background

Defiance Technologies, Inc. – Division of Ashok Leyland– India’s leading commercial truck OEM

North American Sales Consultant (2009 – Current)

Identify and grow new market verticals focusing on full service engineering services inherent within Ashok Leyland.

Pricol Technologies Inc. - India's premier global supplier of engineering services & end-to-end solutions

Head of Sales & Business Development, North America (2007 – 2009)

• Direct all business development and sales activities for North America.

• Position Pricol to capture key engineering & CAE programs from TRW, Johnson Controls & Lear.

THK America, Inc. - $1.7 B Japanese supplier of linear motion products and automotive casting components

Director of Sales / Division Manager, Automotive Products (2004 – 2006)

• Implemented a customer relationship selling strategy based on end user needs which increased sales from $13M in 2004 to over $26M in 2006.

• Convinced Ford Engineering to include a sway-bar application in the Econoline. My recommendation was based on objective technical support, cost analysis and overall ride improvement. Ford’s addition of a sway bar in MY2009 generated $1.3M in added sales for THK.

• Manufactured over 90% of the ball joint market for Honda, Yamaha & Kawasaki ATV’s. Highly active with Polaris, Arctic Cat, EZGO and Club Car. ATV market represented over $9M in sales. P&L Responsibility.

Cosworth Technology, Inc. - Volkswagen / Audi - Engine manufacturer, developer and system integrator

Program Executive, Powertrain (2001 – 2003)

• Maximized penetration into existing OEM customers emphasizing product grouping & consolidation.

• Negotiated a strategic alliance with Altair Engineering for Telematics technology which increased Cosworth’s overall capacity and opened new markets within the automotive OEM arena.

• Personally captured a two year engine development program valued at $4M.

Perkin Elmer / Automotive Research - Supplier of engine development, emission and lubricant testing

Group Manager, Sales & Marketing (1999 – 2001)

• Strategically established Perkin Elmer as the supplier of choice for engine durability and development testing at the OEM and Tier 1 level.

• Designed and implemented an OEM and Tier 1 sales strategy for Perkin Elmer’s core products. Placed the focus on core strengths – Low priced engine durability testing and high-end engine development.

• Secured long-term hot/cold engine testing programs with General Motors and Ford worth $8M.

Defiance Testing & Engineering - Supplier of vehicle testing services

OEM Sales Manager (1997 – 1999)

• Won a major blanket order at General Motors ($10M) for powertrain, structural & chassis testing.

• Expanded Defiance’s capability to grow into General Motor’s specialty vehicle limousine product line.

• Captured $3M in engine testing at Ford & DaimlerChrysler plus $2M from Volvo and Navistar.

Porsche Engineering Services, Inc. - Global automotive OEM providing engineering & design services

Manager, Business Development (1993 – 1997)

• Pursued and captured a $6.2M major design program for Navistar’s Next Generation Truck line. This program positioned Porsche to integrate their engineering and design expertise into Navistar’s future medium and heavy class trucks.

• Developed an accelerated growth business strategy focused on rapid expansion via mergers and teaming arrangements in the North American design & engineering market.

General Dynamics, Land Systems Division – M1A2 Main Battle Tank provider to the US Army

Manager, Worldwide Sales & Marketing (1986 – 1993)

• Directed the GDLS marketing team responsible for winning the joint venture international development contract for the Heavy Armored Mortar System - $189 million.

• Jointly won development contract (Next Generation of US Army Vehicles - $312 million). Managed the GDLS & FMC joint venture marketing team for that program.

• Maintained an ongoing relationship - lobbied - with various military contracting agencies (DARPA, TRADOC, AMC, Pentagon, TACOM, ARDEC, Ft. Sill, Ft. Knox, etc.).

ITT Automotive - Tier 1 automotive parts manufacturer

Sales Manager (1979 – 1985)

• Restructured the sales force increasing engine wire-harness sales from $9M to $17M in 3 years.

• Revised sales targets and objectives for both automotive and non-automotive plastic components. Revised product forecasts, developed a margin driven pricing strategy and pursued new product group applications.

Sales increased from $11M to $16M in less than 2 years.

Chrysler Corporation - Global Automotive OEM (1970 – 1979)

Various positions leading to management:

• Production, Manufacturing and Operations

• Group Marketing and Sales

• Corporate Purchasing and Controllers Office

Education

Masters of Business Administration, University of Detroit

Bachelor of Business Administration, University of Detroit

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