Denver, CO Division Manager, Industrial OEM Sales & Marketing 1997-1999
Leader of a sales division consisting of a nationally based 35-member sales and marketing team responsible for $200 million of sales, $70 million in margin, and $25 million of trading profit. Directed the annual development and execution of a 5-year strategic plan. Key customers included Deere & Company, Komatsu, Ingersoll-Rand, Freightliner, Harley-Davidson, Hewlett-Packard, Case-New Holland, JLG, and Detroit Diesel.
24% increase in annual sales, or $36 million, and 6% increase in market share.
12% reduction of fixed selling expense.
49% improvement in trading profits from 8.2% to 12.3%.
Negotiated $187 million in new business contracts, taking $120 million from one key competitor.
Denver, CO Manager, International Business Development 1996-1997
Leader of a business development team responsible for non-organic growth derived from technical license agreements, acquisitions, and joint ventures in the Asia Pacific region. Responsibilities also included directing the annual development of the Asia/Pacific and Latin America Group’s 5-year strategic plan.
Obtained access to world class technology by renegotiating an existing Japanese joint venture.
Secured $3.0 million of revenue through the successful negotiation of technical licensing agreements.
Retained $4.0 in sales by integrating the automotive OEM business of an Australian acquisition.
Obtained a signed letter of intent for a joint venture in The People’s Republic of China.
Denver, CO International OEM Marketing Manager 1994-1996
Leader of marketing team responsible for development of industrial and automotive OEM business in Asia/Pacific and Latin American. Responsibilities included strategic planning, the coordination of global programs, management of pricing, and engineering approvals.
Secured $32 million in new business contracts with Ford, GM, FIAT, Toyota, Nissan, and Komatsu.
Improved global communication and coordination of product development and engineering.
Reduced engineering and product approval cycle time.
Farmington Hills, MI Sales & Marketing Manager, Automotive OEM Sales 1992-1994
Led efforts of a sales team and manufacturing representatives responsible for sales to Japanese and European automotive manufacturers operating in North America. Responsible for $20 million of sales, $8 million of margin, and $2 million of trading profit, sales management, pricing, new product launch, and strategic planning. Key customers included Toyota, Nissan, Mazda, Honda, Mercedes, BMW, Mitsubishi, and Subaru
122% increase in annual sales, from $9 to $20 million, through new business contracts of $44 million.
52% increase in gross margin, from 25% to 38%, by driving customer specifications for new programs.
Farmington Hills, MI Account Manager, Automotive OEM Sales 1987-1992
Directed new business acquisition with Japanese Automotive OEMs manufacturing in the U.S.
1200% increase in annual sales to Toyota and Nissan, going from $700,000 to $9 million.
Increased gross margin from a net loss to a positive 25%.
Developed, published, and executed the first 5-year strategic plan focused on the transplant market.
Houston, TX District Manager, Automotive Distributor Sales 1984-1987
Joined the company as a sales trainee and progressed to managing $2.5 million of sales.
EDUCATION / PROFESSIONAL DEVELOPMENT
THE MICHIGAN BUSINESS SCHOOL – Ann Arbor , MI * 19 credits towards MBA
THE UNIVERSITY OF WISCONSIN – Madison, WI * Financial Management – Executive Education Series
LAWRENCE TECHNOLOGICAL UNIVERSITY – Southfield, MI * Bachelor of Science, Business Administration
Available to travel and/or relocate