Sales Manager

MICHAEL D. AUSTIN

Scottsdale, Arizona ***** Mobile Email: ct4655@r.postjobfree.com

SENIOR LEVEL EXECUTIVE

CORPORATE STRATEGY, BUSINESS DEVELOPMENT, PROGRAM MANAGEMENT

Executive Summary

Strong orientation in business development strategies, operations strategies and finance in manufacturing and industrial/aerospace

distribution. Led turnaround of Fortune 100 division increasing revenues from $20 million to $40 million with 11% net. Led

turnaround / growth of small manufacturing company tripling revenues and quadrupling net. Diverse market experience including

Aerospace / Defense, Industrial, Medical Devices, high technology and Automotive. Natural leader with well developed business

acumen who has managed change and growth of companies and mentored their management teams.

PROFESSONAL EXPERIENCE

TRUCK WORKS, INC., Phoenix, Arizona 12/2009 – 07/2012

CHIEF OPERATING OFFICER & SALES MANAGMENT

Heavy Truck Body OEM, designing and building fluid transportation vehicles for variety of market segments from waste oil recycling,

petrochemical industry to fire fighting.

Full P & L responsibility: Provided professional senior level management and leadership in this struggling OEM. Initiated operational

controls, job costing, supply chain design, pricing strategies, material forecasting and cash management strategies which prevented

company’s imminent failure, resulting in rapid profitable growth and financial stability. Wrote Business Plan and made pitches to

Private Equity firms for transaction. Led Sales organization to think nationally, as well as internationally, for additional sales

revenues. Established and led new sales channel development. Overall strategies resulted in profitable growth in the second year,

doubling first year outcomes. P & L: Increased revenues from $2.5M to $8.5M in 2.5 years with seven figure EBITDA.

RESTORATIVE BIOSCIENCES, INC., Chandler, Arizona 3/2008 – 12/2010

BOARD OF DIRECTOR, MEMBER

As board member, led negotiations for a licensing agreement with Arizona State University. Once license

agreement achieved wrote pitch and led approach to Venture Capital community to attain start up capital.

ARMOR SPORTS HOLDINGS, LLC, Tucson & Scottsdale, Arizona 8/2003 – 12/2010

PRESIDENT & CEO

Start up: Sports medical device manufacturer providing proprietary rigid knee brace to prevent injuries, as well as post injury

modalities for athletes from high school through professional.

Secured Angel investment funds to purchase patents and designs to begin manufacturing, sales and marketing of revolutionary

Carbon Composite sports medical product, now in use in NFL, NCAA and high schools nationally. Established supply chain,

manufacturing operations and distribution channels. Technology licensed out in 2008. Full P & L responsibility.

GLOBAL ATMOSPHERICS, INC. (now Vaisala Inc.), Tucson, Arizona 1/2001 – 3/2003

VICE PRESIDENT SALES AND MARKETING

Company owns and operates the National Lighting Detection Network, collecting data in real time from more than 200

sensors across North America. Data are centrally processed and retransmitted within seconds to support critical mission sites,

national and private weather interest, television stations, aerospace, airports, NASA and sports venues. Online software

(SaaS) also allows insurance companies to validate lightning damage probability due to intensity and precise locations.

Key member of management team of this $25 million high technology company. Developed strategic planning for long term

growth of company’s proprietary data, remote sensing instrumentation, software, satellite and internet delivered data sales

through multiple channels to end customers. Led Program Management of Government contacts and Pricing Proposals, prioritizing

functional resources to assure proposal cycle times were achieved. Successfully negotiated 3 year $10 million data contract with

National Oceanic and Atmospheric Administration (NOAA) in support of the National Weather Service, FAA, DoD & BLM.

AUSTIN & COMPANY, –Paradise Valley, AZ 1/2000 – 12/2000

Private Consulting Actively worked with two private equity groups to evaluate industrial, manufacturing and distribution companies for

acquisition targets. ($10 $50MM). Mentored owner of start up 30 member consulting firm. Member of Advisory Board for local franchise

start up, First Tuesday Phoenix, which provided a platform to bring technology entrepreneurs and investors together.

STATE SEAL COMPANY – Phoenix, AZ 3/1993 – 12/1999

PRESIDENT & COO

Privately owned industrial distribution and manufacturing company supporting aerospace / defense, industrial and

semiconductor industries. Instituted small / medium enterprise strategies to grow the company.

Selected by owner to assume management of the company, that after 25 years had gone as far as the founder could take it. Had

full P & L responsibility and accountability. Quadrupled Sales: growing revenue from $2 million to over $10 million. Increased

distribution margin from 29% to 36%. Added fabrication operations and expanded product lines with 60% gross margins.

Secured 50% of total annual sales and 17 point higher profit margins by implementing customer centric strategic alliances with

customers including Motorola, Intel, Honeywell, AlliedSignal, Ryobi, Microchip and Rain Bird, as well as aerospace and defense

OEM and MRO requirements. Supported Semiconductor Chip production equipment OEM & MRO requirements. Setup and

implemented KanBan programs at major customers, thereby ensuring growth without competitive disadvantages.

ALLIEDSIGNAL, AIRSUPPLY DIVISION, Torrance, CA & Tempe, AZ 1/1989 – 3/1993

GENERAL MANAGER

Aerospace components distribution and manufacturer’s representative company supporting aerospace / defense companies

and airlines for OEM and MRO requirements globally.

Turnaround & Growth Management Success: As GM and Site Manager, led turnaround of stagnant aerospace business,

improving operational efficiencies by a factor of 30, plus full P & L responsibility and accountability for $40 million, multi

location, 120 employee business unit supporting OEM and MRO Aftermarket hardware. Led annual Strategic Plan (STRAP).

Led acquisition efforts to identify and acquire aftermarket MRO program for Europe’s largest aircraft manufacture. This

included proposal preparation and negotiations to take over $100 million European market for proprietary aircraft parts.

Directed and was chief architect of transition from IBM card based batch process operating system to real time data network,

allowing for same day processing, inventory control and management. Led WAN development and Implementation team.

Established supply chain link from supplier to OEM through to aftermarket for proprietary and standard aircraft parts

supporting OEM production and airline / defense MRO maintenance facilities worldwide. Created strategies and executed

sales plan that boosted sales 75% & margins 150%.

ALLIEDSIGNAL, AIRSUPPLY DIVISION

WESTERN DISTRICT MANAGER 1/1986 – 1/1989

Business Development / Sales Management: Responsible for annual sales exceeding $50 million, three Branch Offices and 15

field sales engineers in this Manufacturer’s Representative operation of the division. Led development strategies for product

lines ranging from evacuation slides to 750 VDC electric motors for light rail vehicles.

EMC SHIELDING, INC., Garden Grove, CA 1984–1985

GENERAL MANAGER Start up manufacturer backed by UK Private Equity group.

GARRETT CORP., AIRSUPPLY DIVISION, Torrance, CA 1981 1984

BRANCH ENGINEERING SALES MANAGER

LEAR SIEGLER, POWER EQUIPMENT DIVISION, Maple Heights, Ohio 1979 1981

WESTERN DISTRICT SALES MANAGER, Commercial & military a i rcr a ft an d missile systems c o mp one nts.

EDUCATION

MAM – Master of Arts in Management – University of Redlands, Redlands, CA

BSAME – Bachelor of Science in Aircraft Maintenance Engineering – Northrop University, Inglewood, CA

PROFESSIONAL ORGANIZATIONS, PUBLICATIONS

Association for Corporate Growth (ACG)

Arizona Business Leadership Association (ABL)

Jim Myer's CEO Forum

Author: “Motivational Model for Sales Engineers

Contact this candidate