Sales & Marketing Management / Automotive Aerospace Heavy Industry

Sales and Marketing Management / Automotive • Aerospace • Heavy Industry

Global Account Management • New Business Development • Solution-based Selling Experience

A results-oriented sales and marketing executive with global sales experience in the Automotive, Aerospace, and Heavy Machinery/Off-Highway industries. Demonstrated ability to present technical products and system solutions to an engineering audience. Recognized for formulating and executing programs that support and enhance strategic goals to achieve bottom line results. Strategic problem solver that understands how organizations work and knows how to get things done through formal channels and informal networks. Team leader that articulates clear direction consistent with company vision. Seen as a truthful individual, ready to assist others, with a reputation for timely completion of projects.

Notable Accomplishments

• Negotiated 3 engineering pilot studies for a new customer, GM Powertrain, in which finite element analysis (FEA) was done on separate engine components to predict failure in the manufacturing process.

• Revitalized the performance of an abandoned Michigan market through the territorial development of distributor sales accounts and the investigation of vertical niche markets, delivering $3 million in new revenue.

• Boosted sales revenue by $5.5 million by capturing the project to provide interior design and engineering resources on the GMT 345 (Hummer) with General Motors.

P & L Responsibility • International Sales Management • Consultative Selling • Strategic Planning Skills

Articulates Clear Direction • Self-motivated, organized • Customer Focus • Productivity Agility

Ambitious, high-energy • Forward-thinking Abilities • Multi-cultural experience • Widely trusted, truthful

Professional Experience

CAMBRIC CORPORATION, Chicago, Illinois • (Present)

A global engineering services and collaborative product development firm that serves many of the world’s largest automotive, agriculture, and heavy equipment manufacturing companies. Services include new Tier 4 / Euro IIIB platforms for diesel engine emissions compliance; with multiple offices across several countries.

Business Development Manager

Responsible for the portfolio expansion in the Americas within Automotive and Heavy Industry sectors. Developed the 2012 Global Business Development plans for the following accounts:

Market Expansion and New Business Development:

• Honeywell Turbo

Established the point of contact with Honeywell Turbo Torrance, CA, Detroit, MI, Paris, France, and Czech Republic; by expanding the engineering service offering to include CATIA v.5 detailing and modeling activity, in support of the production of turbos, tooling, fixtures, and packaging. Anticipated award: $630,000. WON!

• CASE/New Holland (CNH)

Developed the global account strategy for this account to focus engineering efforts on agricultural product development vs. construction development. Strategy includes leveraging project awards with Engineering Executives and key global engineering staff. Anticipated expansion: $725,000.

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• Navistar

Created the 2012 Business Development Account plan for the Navistar account. Identified additional touch points with Key Navistar Engineering Executives. Leveraging the success of the Navistar Work Star P312 engine visibility cab project to win new business across the Global Engineering Development team. Anticipated first year award: $450,000. WON!

CADES Digitech, Pvt., LLC, (acquired by Axis Technologies) Novi, Michigan • (4/2009 to 11/2010)

CADES Digitech, Pvt. is an engineering services company that Axis IT & T bought in November 2009 that provided resources to the Aerospace, Automotive, and Off-Highway industries; with 15 offices in 10 countries. In October 2010, operations were consolidated resulting in closing the Detroit office.

General Manager, Americas

Responsible for the portfolio expansion in the Americas within Automotive and Aerospace OEM sectors. Grew region by $2 million through various program awards. Participated in the 2009 Global Business Development plan.

• Spearheaded a joint agreement to provide Vehicle Dynamics for Nissan. Relevant data and results for the activity were incorporated into the Nissan system, eventually leading to additional members being required. Developed quarterly review presentations for visiting executive Nissan team members.

• Negotiated a service agreement to provide CAE services to Nissan. Various pilots were conducted over a 6 month period with the result of a 3yr. project award to provide approx. 24,000 hours annually.

• Established the point of contact with Airbus ANAE, Wichita, KS and Mobile AL; to expand the service offering to include Pylon/Wing support activity, Fuselage Aero structure work and Stress Analysis activity.

• Supported the activity with Bombardier R&D in Toronto and Montreal on the C-series to include design work for metallic and composite structures including floor panels, landing gears, doors, fuselage, and wings.

GEOMETRIC Americas, (formerly Modern Engineering) Rochester Hills, Michigan • (2008)

A global provider of engineering services, solutions, and technologies; providing digital technology solutions for Product Lifecycle Management (PLM).

Director, Business Development

Orchestrated new business development across additional divisions of General Motors, increasing corporate sales and profitability. Provided technical leadership, customer negotiation, and project quotation, to support the sales activity into GM.

• P&L responsibility for the GM Business unit and responsible for expanding a $12 million dollar portfolio of automotive engineering business.

• Selected to participate in the Delphi Engineering Service Partner (DESP) project. Traveled to Bangalore, India to meet with Delphi personnel, coordinated core team members for project, and developed analysis presentation for final deliverable of the project.

• Boosted sales with GM Powertrain on several projects; one project consisted of packaging and design of fuel systems on the Duramax Diesel; others consisted of various product design projects of engine components.

CONSOLIDATED STORAGE SYSTEMS, Inc. (Equipto), Rochester, MI • (7/2006 - 12/2007)

An eastern-Pennsylvania (Allentown) manufacturer of space utilization and material handling equipment.

District Director of Sales

Jumpstarted the efforts of several Michigan distributors as Director of Sales for 18 material handling distributors. Developed and implemented corporate marketing programs and initiatives to analyze market opportunities. Facilitated distributor sales employee training sessions and sales meetings to introduce and outline new products.

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• Developed successful marketing programs to propel overall product growth; provided direction of sales representatives.

• Stimulated distributor sales and market share through the territorial development of vertical niche markets; steadfastly pushing myself and others for results.

• Successfully created new channels of distribution by opening 2 new distributors, broadening regional presence.

Independent Sales/Marketing Consultant • Self-employed • (2005 - 2006)

Business development advisory services for global engineering and manufacturing service companies.

FREDRICKS DESIGN, Inc., Rochester, MI • (7/2004 – 3/2005)

A west-Michigan based supplier of Automotive Design and Engineering services.

Business Development Director

Created the marketing development plan which established the road map to opening a new branch location leading to broadening the presence in the Detroit market. Launched new Detroit regional office, generating engineering business growth on east side of state.

• Outperformed first year targets by $1.5 million via capturing the engineering activity on the J49 Chrysler crossover vehicle.

The PIC GROUP, Madison Hts., MI • (3/2003 – 6/2004)

A supplier of 3rd party training, containment, sorting, and re-work services to the automotive industry.

Account Manager

Drastically reduced account receivables by $1 million with a major Tier I supplier. Responsible for account development, expanding brand presence, and providing direction to junior sales staff.

WAGON ENGINEERING, Inc. (formerly Hawtal Whiting, Inc.), Troy, MI • (1996 – 2003)

Wagon Engineering, Inc. was a subsidiary of Wagon Automotive plc, a $1.8 Billion European manufacturer of automotive components. Hawtal Whiting is an engineering services company that Wagon bought and later divested. Wagon Automotive plc filed for bankruptcy in 2008 and is no longer in business.

Executive Director GM Sales

P&L responsibility and single point of contact for the General Motors account. Spearheaded a multi-year contract with a large Tier-1 automotive customer to provide 60,000 square foot engineering office complete with CAD, PC, and various data/communication networks. Developed and implemented corporate marketing programs to grow vendor relationships, model shop, and prototype development projects.

• Expanded the SQA engineering group by $2.8 million including the GMT 560 Bus, Tilt, and 4X4 vehicles, providing APQP project plan and program management resources with design, process, quality, capacity, and verification services.

Business Manager • Rapid Design Service, Inc., Dayton, Ohio

Stimulated sales and market share as business manager for this automotive engineering service provider. Created Sales and Marketing campaigns among company branches that focused on “top/down-bottom/up” marketing strategies to penetrate new departments within Delphi Automotive. Experience developing strategy and motivating sales teams. Rapid Design Service was later acquired by Hawtal Whiting.

Sales/Marketing Management – various positions in marketing and territorial sales with Republic Storage Systems, Will-Burt Co., and Magic Chef Air Conditioning Co. (Maytag) prior to 1996.

Formal Education

Bachelor of Science in Business Administration, Marketing - The Ohio State University, Columbus, Ohio

“Effective Speaking and Human Relations” The Dale Carnegie Course

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