Sales Manager with International and Technical Sales Experience
Resume:
Stephen J. Ensch
Berkley, Michigan 48072
e-mail: *******@*******.***
EXECUTIVE SUMMARY:
Sales manager experienced with developing new businesses from the ground up. Managed direct reports and oversaw the operations of sub-assembly production while still generating my own sales. Continuously promotes problem solving capabilities to increase supplier interaction. Alone or within a team enjoys starting, running, and completing new or realigning projects. Possesses a strong ability to relate, listen, and effectively deliver a company’s message to all levels of a company. Focuses on what is important and ignores what isn’t, to expand sales, control costs, insure a ROI, and positive bottom line.
EXPERIENCE
Assistant Sales Manager
April 2008 - July 2009 Shinagawa Advanced Materials Inc. (SAM) (sub. Shinagawa Refractories Co. Ltd.) Mogadore, OH
Was brought on to transfer the Refractory Business from Marubeni to Shinagawa’s new
US subsidiary, Shinagawa Advanced Materials.
Responsible for training sales people on new product line and assigning/integrating appropriate task to teammates within new business.
Achieved cost reductions of 10% with outside subcontractors and component suppliers after the 2008 market cost increases of 20-30%.
Assisted CEO in bottom and top line PNL growth through ongoing customer negotiations.
Sales Manager/Department Manager
May 2001- March 2008 Marubeni America Corporation / Marubeni Itochu Steel America, Southfield, Michigan.
Managed four direct reports, one accountant, and three outside sales representatives.
Established the Refractory Department within the steel division of a Japanese trading
company selling to North American steel producers. Exclusive representative for
Shinagawa Refractories Co. Ltd. in North America.
Responsible for $5mil total territory dollars in high temperature ceramics (alumina graphite).
International trade and working in connection with freight forwarders in the transport of monthly
container shipments, streamlining supply chain.
Worked frequently on-site at both integrated and mini mill steelmakers; with all levels
of customers from production, engineering, managers, accounting, and purchasing.
Organized the daily tracking of production yields, quality concerns, and managing product trials for qualifying, and benchmarking.
Responsible for product design, pricing, bidding/quotation, packaging, delivery, warehousing, invoicing, accounting, production timelines, budgeting and forecasting.
Established the use of independent representatives to control costs.
Successfully launched new product assemblies in which components from a competitor had to be utilized, allowing us entry to new accounts and capture up to 50% share of supply in less than a year.
2006 initiated the sales and importation of Chinese graphite electrodes for ladle furnaces which offered supplementary revenue from the same customer base.
Sold Shinagawa’s only high temperature zirconia laboratory furnace outside of Japan to the United States Air Force.
Sales Account Representative
June 2000- April 2001 Jacobs Industries Inc., Fraser, Michigan
Sales of roll formed/stamped products to the Big 3 and transplant automakers with
assistance of Tier 1 suppliers, specializing in the cost reduction involved with inline production.
Managed Jacobs’ Daimler Chrysler Viper Program – high visibility product.
Responsibilities included updating sales forecasts, obtaining prints, price changes, part/design hierarchy, supplier profiles, and presentations for sales team.
Sales liaison for takeover business.
Sole Proprietor/Owner
Dec 1999 -May 2000 Versatile Technologies LLC, Rochester, MI
Provided consulting services to past employer for sales and marketing activities along
with establishing a new client – a specialty mail-order automotive parts company.
Marketing Manager
August 1997- Nov 1999 Laclede Chain Manufacturing, (div. Laclede Steel Co.)
St. Louis, MO
Worked closely with sales team (outside sales persons/manager) – consistently
achieving 15% annual sales growth each year
Reorganized and increased government contracting – local, state, and the US Military
including TACOM.
Constructed store schematics, plano-grams and sales presentations/programs for
industrial and hardware accounts.
Brought in-house the ability to develop our own promotions allowing us to develop
our new catalogs, price lists, sales promotions, and company web site.
Worked with engineering and manufacturing in research and development.
Territorial Sales Manager
May 1995 – July 1997 Newell Window Furnishings (div. Newell Rubbermaid) Freeport, IL
Responsible for greater Michigan/Northern Indiana sales territory.
Called on a variety of retailers including home centers, department stores, mass -
merchandisers, discounters, and buying groups.
Scheduled weekly visits to customers to handle all levels of customer service
including: returns, inventory management, program launch, resets, plano-grams, staff
product knowledge/training, in store demonstrations, ordering, and equipment repair.
Established new accounts among independent retailers selling stand alone
merchandisers that generated high margin for our customer and sales commissions.
EDUCATION :
Indiana University, Bloomington, 1995
Bachelor of Arts: Double Major in Economics and History
ADDITIONAL INFORMATION:
Co-Authored, published and presented paper “Mogul'-Lined Submerged Entry Nozzle”
at both the 2005 UNITECR Congress and the American Iron Steel Technology Conference.
Member American Ceramic Society
Member American Iron and Steel Technology
Proficient in most office software, photo editing, acrobat, with basic knowledge of SAP
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