Sales Manager

BRIAN J. HUBERS

*** *** *****

Naperville, IL ***65

317-***-**** - ***********@***.***

Professional Summary

Extensive and balanced operations, sales, and sales management experience within distribution and manufacturing environments. Experience with successfully planning, managing, and implementing lean manufacturing principles and processes, including analyzing waste and cost reduction through the principles of continuous improvement. Ability to lead by managing and training hourly union workforce, service technicians, and salaried management employees. Operational prowess in team building by leading cross-functional teams on programs and projects; facilitating lean workshops and presentations; developing and managing program budgets, and managing the production control and logistics of material. Technical sales and engineering experience with packaging equipment. Packaging Sales and Service Management driving the growth of company equipment/material sales and aftermarket service; including managing corporate equipment operations, streamlining processes for operations and service, managing equipment inventory and P/L, and equipment sales business practices and applications.

Education

University of Indianapolis Indianapolis, Indiana

Master of Business Administration May 2004

• Graduate Certificate Degree in Finance

Indiana State University Terre Haute, Indiana

Bachelor of Science May 1998

• Major: Industrial Mechanical and Packaging Technology; Minor: Marketing/Sales

Skills

• Trained and Certified with the Dimensions of Positional Selling (DPS)

• MS Office, Project, and CRM, Spreadsheet Software, Goldmine, AutoCAD Design, SAP, SX.e

Work Experience

Shorr Packaging Corp. Aurora, Illinois

Systems Sales and Service Manager (Current Position with Shorr) January 2010 to Present

• Company Systems department leader to manage and drive corporate equipment sales, service/parts, and business development.

- Lead effort to meet targeted aggressive sales growth for company equipment sales to total company revenue.

- Responsible for profit margin management to ensure that minimum acceptable standards are set for equipment placements.

• Sales Manager for branch level Equipment Product Managers.

- Set documented performance goals, sales incentives, and expectations for equipment sales and growth for each branch territory.

- Evaluate and monitor performance; direct each with target focus as needed. Assist and lead each with customer equipment issues.

• Manage company Systems & Service/Parts Operations Departments and employees.

- Evaluate, manage, and set performance standards for company Systems Department personnel; direct responsibility for performance and growth in their responsibilities. Monitor parts and service revenue/margin; track and monitor trends for future opportunity.

• Direct responsibility for development and management of equipment inventory and programs; new demo, and rental equipment.

• Business and Operations Manager for Systems Procedures, Processes, and Profitability.

- Development of policies and processes for all equipment placements; outright sales, leases/rentals, demos trials, and amortizations.

- Responsible to write Systems Department Playbook of operations and procedures; drive compliance across all company branches.

- Analysis and tracking of equipment sales and profit; target marketing & sales efforts to equipment product needing growth.

- Review and modify as necessary the current process for writing down and selling slow moving inventory.

• Corporate Program Manager to develop marketable programs to drive sales, profitability, and growth for company.

- Develop new consumable programs around equipment placements to drive sales growth.

- Implement a network program with top core vendors to communicate daily activities with their product lines; goal to develop partnership and team building to foster greater sales and lead generation.

- Refine the company Equipment Inventory program to maintain satisfactory turns of inventory and rental fleet.

• Corporate Continuous Improvement Champion analyzing business processes for waste and inefficiencies.

- Lead department restructuring by rebalancing support work load to greatly improve responsiveness and support.

- Analyzed Service Work Order process and developed proposed system/method to automatically generate customer invoice; dramatic improvement from manual process to complete automatic system.

- Developed proposed modification to software management system; created a data management system.

• Drove Indianapolis Branch equipment sales to 83% increase in FY2010; Led efforts for a 16% increase in corporate FY2011 sales.

• Company Lean Manufacturing Development Manager for customers with lean initiatives; consult on how to streamline their processes.

Systems Product Manager (Shorr Packaging) April 2007 to January 2010

• Program Manager of technical sales for Indianapolis territory of Systems/Equipment Sales and Service.

- Managed the development, growth, and direction of equipment sales, service and parts, and revenue in Central/Southern Illinois, Indiana, Kentucky, and Ohio.

- Direct manager for service professionals and service department; Sales leader for equipment sales of sales representatives.

• Systems Sales Manager for all end-of-line solutions and sales, including customer process improvement initiatives with process engineering solutions.

- Developed systems opportunities with commissioned sales representatives throughout territory.

- Managed all opportunities of the sales force for high-level engagement with customers and prospects.

- Presented and closed systems opportunities with value selling and development.

- Consultative initiatives with manufacturing and process engineering activities of customer packaging processes.

• Technical sales and management of packaging equipment and systems for distribution and manufacturing industries.

- Distribution sales and engineering of multiple product lines and manufacturers. Sales of semi-automatic & high end automation.

- Division Product Manager for multiple manufacturers and product lines. Managed and strengthened relationships with multiple vendors with active engagement and communication by involving manufacturing representatives directly with sales opportunities.

- Product-line champion and leader to sales representatives and service departments for manufacturer initiatives.

• Business Manager Responsibility to develop sales representatives with core processes and corporate principles of the market approach with systems sales.

- Enhanced customer value with education of automation to save labor and improve efficiencies.

- Performed thorough application audits to capture customer data to ensure appropriate solution.

- Developed professional Return on Investment calculations to validate proposed savings.

- Engaged in and developed detailed post sale Factory Authorized Testing protocols to ensure smooth installation.

General Motors Corporation, Allison Transmission Indianapolis, Indiana

Global Supply Chain: Operations Supervisor October 2005 to March 2007

• Production Logistics Manager for GM’s Allison Heavy Duty Transmission Plant.

- Monitored the production planning for parts with product planners to ensure suppliers met forecasts, production demands and schedules. Negotiated and expedited shipping terms with suppliers due to production schedule increases, supplier capacity constraints, and/or part shortages.

- Managed, forecasted, and planned the plant production schedule to ensure multiple product variations were properly sequenced with available inventory.

• Managed the daily requirements, job functions, and responsibilities of plant hourly UAW employees.

- Responsibility to meet customer demand and plant operations by managing the labor force and material control and logistics of the plant.

• Assigned position to plan, implement, and rollout GM Lean Manufacturing Principles to plant operations.

Industrial/Packaging Engineer August 2002 to October 2005

• Program Manager for the design and supply of indirect material with New Product/Model Change Programs and continuous improvement initiates.

- Outsourced and managed the details of new package designs and its processes; managed the supply chains of implementing new packaging materials. Forecasted, wrote, and managed program and quality gap budgets for each project.

• Industrial Engineer and Capacity Analyst for GM Hybrid Electric Drive and Off- Highway Vehicle programs.

- Evaluated and ensured operator line balance effectively correlated with customer demand; verified proper manpower levels within each work operation via the use of Takt time and standard work elements.

- Analyzed capacity capabilities and break down constraints to increase output. Forecasted future capacity requirements and budgeted to projected demand and growth.

- Standardized and allocated product container quantities to meet line-side Kanban delivery cycles.

- Implemented GM corporate initiatives to standardize all North American manufacturing operations, based on lean manufacturing principles, known as the GM-GMS Global Manufacturing System.

• Forecasted, estimated, and budgeted GM Allison labor requirements to projected customer demand.

- Calculated actual labor hours per finished product and prepared monthly Hours Per Unit productivity report and analysis.

• Value Stream Mapping (VSM) Workshop coordinator/facilitator for GM Allison Operations and Manufacturing Engineering.

- Identified waste within current manufacturing processes, emphasizing lean manufacturing principles.

Associate Industrial Engineer/Packaging Engineer January 2000 to August 2002

• Managed indirect materials for production components and customer products.

- Supported manufacturing operations, facilitated and coordinated the design and build of supplier product containerization plans and its flow into GM plant facilities.

• Administrated and monitored all indirect material (returnable packaging) inventories and maintained the packaging bill of material for each product component.

• Purchasing agent for packaging material reorders: submitted request for quotes, negotiated pricing and terms, and initiated purchase requisitions.

NAPA

Napa Balkamp, Inc. Indianapolis, Indiana

Packaging Engineer June 1998 to October 1999

• Analyzed and implemented automated packaging equipment, reducing labor cost and dramatically increasing cost effectiveness of packaging operations.

• Buyer of expendable packaging material and Project Manager of new product packaging designs.

- Negotiated terms and pricing structures with packaging material vendors.

• Engineered sales promotions through implementation of point of purchase displays and effective product arrangement.

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