Sales & Marketing / Business Development executive, with 24 years of experience and broad technical background. Consummate expertise in restructuring the Sales & Marketing organizations of Private Equity acquisitions. Accomplished in long-cycle sale of OEM Automotive programs ($10-$80MM), Capital Equipment 10-20MM), Supply Chain solution software, etc. Customers are Automotive OEMs and Tiers; also Aerospace: Wright Patterson AFB, JPL, Los Alamos, NATO, governments, universities. Shrewd, perceptive negotiator with extensive international experience in Asia, Europe, Mexico, South America, Turkey. Inventor / Holder of U.S. Patents in manufacturing processes and materials. Published technical author.
Holder of US Patents for manufacturing processes and materials. Former A-Level Member of Toyota's BAMA Group (Bluegrass Automotive Manufacturer's Association). Published author of technical papers, American Society of Mechanical Engineers. Past member of ASTM (American Society for Testing & Materials), Michigan State University Industrial Advisory Committee, and Board of Directors of MSU Alumni Association. Finalist in Willett Scholar Competition for advanced degree program at Oxford University in England. Subject of feature article in industry trade magazine, requested speaker.
SALES CONSULTING ASSOCIATES, LLCPresident, Principal Consultant | Livonia, MI | Current
Helping organizations to exceed expectations, deliver Sales, Marketing, and Engineering performance improvements.
Consulting Engagements: Client: Multiple PE companies, provided complex Sales organizational restructuring and processes.
Re-established all line Sales divisions, identified and acquired relevant industry skill sets for pursuing new clients, regularly improved revenues / profits 50-150%.
Client: Executed Automotive acquisition discernment studies for PEs, across $75MM-$300MM range Resulted in attainment of many large, profitable divisions for respective PEs, assisted with Due Diligence, final purchase arrangements, protected clients from pursuing unsuccessful ventures Client: Mature Start-up Brand Advocacy I/T company, desperately seeking access to NEW Global 500 clients 1st & 2nd Tier investors very impatient.
Performed sales "hunting" function, achieved penetrations of targeted list of G-500 prospects, e.g.
Apple, Royal Caribbean, Ohio State University, Comcast, General Motors, MasterCard, many others.
Provided Sales Process elements: tracking prospects, SalesForce, DMO procedures, etc.
Implementation and training for Tech Start-up CEOs, executives, staff members.
PATRIARCH, LLCVice President of Global Sales & Marketing | New York, NY
Private Equity firm creating new corporations through the acquisition and consolidation of multiple companies.
Serving global Automotive, Off-highway, Appliances in diverse aspects of Metal forming and fabrication, roll forming, welding.
Revenue responsibility $600 Million annually.
Greatly accelerated company's growth, acquired $175 Million in strategic new business wins.
Instituted development of outstanding Manufacturing, Engineering, Pricing strategies.
Led transformation to customer-focused culture of Accountability, Teamwork, Innovation, Communication.
Developed, executed, administered best-in-class Sales Processes / Tools throughout enterprise.
Groundbreaking implementation of brand marketing for competitive differentiation of Commodity (vs.
Speciality) Metal-forming industry products.
Achieved and maintained financial goals consistent with PE owner's global requirements.
Customers included a broad range of OEMs, Tiers, others: GM, Ford, Chrysler, Asian (Toyota, Hyundai/Kia, Nissan, Honda and others), Lear, JCI, Bombardier Aerospace, Caterpillar, Deere, TORO.
FIRST ATLANTIC INVESTMENTSSenior Vice President of Sales & Marketing | New York Sterling Heights, MI
Private Equity firm, various banks, 1st and 2nd tier lending institutions.
Consortium of companies acquired in.
Stamping, Metal fabrication, Welding and Assembly, serving Automotive & Off-highway markets.
Duties similar to above position, also acted in consulting capacity to Chairman of Equity firm and Senior.
COLLINS & AIKMANVice President of International Business Unit | Southfield, MI
Leading global Tier One Supplier of auto interiors.
Cockpit modules, instrument panels, consoles, fascias, door panels, interior/exterior plastic trim, acoustics, floor carpets, accessory mats, fabric, and convertible top systems.
Responsible for $300 Million annual business with global OEM, Tier One customers (primary Asian, German).
Directed efforts of Sales, Engineering, Program Management to win new business with strategic prospects.
P&L responsibility, during tenure grew book of business 50%.
Continued to win new business (e.g.: Toyota-$70 Million extended), AFTER Chapter 11 Bankruptcy filing.
Personally met with members of Toyota's BOD at Japan HQ to articulate post-CH 11 structure.
Toyota, Toyota Motor Sales, Nissan, Mitsubishi, Hyundai/KIA/MOBIS, Freightliner, Textron, BMW, Mercedes A-Level Member of Toyota's BAMA Supplier Group (Bluegrass Automotive Manufacturer's Association).
Selected "Key Employee" for corporate retention program, rep customers until cessation of C&A.
FREEMARKETS, INCDirector | Farmington Hills, MI | February 2001 - December 2003
B2B global sourcing marketplace, provider of strategic I/T, e-Sourcing software/service solutions.
Penetrate/close new business with Automotive OEMs, Tier Ones at executive Levels.
Extraordinary record cold-calling Senior OEM executives in Asia, Europe, and South America.
DCT DETROIT CENTER TOOLSenior Director Automotive Programs | Warren, MI | December 1996 - January 2001
Tier One/Program Management, Business Unit leader for Material Handling and Packaging, supply chain, industrial engineering, change management, CATIA, tooling/fabrication, equipment sourcing, purchasing.
Admin/P&L responsibility for $100M portion of Chrysler program for 4-year duration.
Program on time under budget, despite enormous financial pressure (4,000 hour savings, 3-year milestone).
Responsible for management of people and resources of 6 diverse groups, as well as supplier base.
Developed key alliances with platform, purchasing, engineering, program management, plant management.
SERVOTEST SYSTEMS & SERVOTEST RACINGDirector of Sales and Marketing | Walled Lake, MI | June 1991 - December 1996
Global contract manufacturer of multi-million dollar Test Systems to perform simulation of external automotive, seismic, aerospace, rail and ocean environments through the use of elaborate software and electromechanical / servo-hydraulics.
NVH/BSR vibration technologies, testing services.
Against monumental competition from entrenched competitors, grew Automotive business 500%.
Indycar Racing; personal contacts Roger Penske,Chip Ganassi, Adrian Reynard, M.
Andretti, Chief Engineers.
Secured NATO business in Turkey, at Istanbul Tech.
University, Turkish Government Railway Association.
Sold prestigious 6-DOF systems to USAF Wright Patterson AFB for F-22 aircraft & pilot testing protocols.
LANSMONT CORPORATIONDirector of National Sales and Business Unit Manager | Monterey, CA | March 1990 - April 1991
Manufacturer of Shock & Vibration test systems, simulation of transportation environments (rail, truck, air, ship).
One-year contract to establish national sales team.
Managed direct sales organization and sales representatives, achieved stellar growth, trained engineers to become salespeople.