Resume - Qualified for Senior Sales and Marketing opportunities

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Resume #73506

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OBJECTIVE

Qualified for Senior Sales and Marketing opportunities – with emphasis in the Automotive, Emission Control, and Industrial Products sector – where consultative sales, distribution expertise, high-expectation customer service, creativity, and commitment to profit optimization would be of value.

PROFILE

Performance-driven and solutions-focused with nearly 15 years of progressive experience helping B2B companies achieve ambitious sales and profit objectives. Demonstrated leadership in making new contacts, closing orders, and generating repeat business through effective account management and retention strategies.

Sales & Marketing Management Strengths

* New Product Introduction
* P&L Responsibility
* Executive-Level Sales Negotiations
* Field Sales Management

* Staff Hiring, Training, & Development
* Account Development
* International Trade Show Management
* Competitive Product Positioning

* Public & Government Relations
* Joint Venture Formation
* Budgeting & Forecasting
* Strategic Planning & Visioning

Automotive & Industrial Products Experience

* Emission Control Systems
* Engine & Vehicle Diagnostics
* Rubber & Plastic moulding

* Product Testing, Repair, & Installation
* Parts Selection & Recommendation
* Air Conditioning & Heater Systems

* Batteries & Battery Systems
* Inventory Management
* Drive-train systems & Components

Earlier professional experience includes 5 years as an Automotive Electrician working for a Bosch wholesaler and service station, and 4 years as an Electro Technician in the German military (Naval Forces). Bring the benefit of extensive business travel experience throughout North America, Europe, and the Far-East. Fluent in English and German.

CAREER HIGHLIGHTS

Confidential Employer, Concord, Ontario, Canada 2007 - Present
(A public traded manufacturer of emission control products for commercial vehicle applications)

General Sales Manager (reporting to the CEO & President)
Retained by start-up manufacturing organization to re-organize the global sales force and to develop on-going corporate sales and marketing strategies. Responsible for the development of OEM accounts in the on-, and off-road vehicle sector, and the targeted contracting of industry focused, globally positioned product distributors and service stations. Accountable for all sales and marketing endeavours spearheading three strategic business units within the company. Responsibilities involve recruitment and retention of employees, sales planning – budgeting – and execution, formation of strategic alliances, and senior level relationship management with governmental regulatory bodies such as EPA and CARB. Position also inherits communication and presentation of comprehensive market data and long-term business plans to key shareholders and prospective investment firms. Personally captured and developed imminent OEMs' such as Caterpillar, Doosan Equipment, John Deere, Johnson Matthey, Navistar, Sued-Chemie and Umicore.

Selected Achievements:
* Increased annual revenue by 191% and gross profit by 273% as a result of actively revising prices, cultivating cross-selling techniques throughout all departments, and the strategic positioning of products and services on a global basis.
* Formed and implemented sales policies and pricing strategies to maximize profits and overall company competitiveness.
* Conceptualized and successfully launched global sales and marketing campaigns for a variety of newly released emission control products, targeting vehicle OEM's, Military groups, product distributors, and tactical channel partners.
* Established sales quotas and compensation plants congruent to overall company objectives and policies.
* Participate in product optimization, development of emerging technologies, and end of life product strategies.
* Persistently coach sales and marketing department to build brand equity for greater profits.
* Instrumental in securing supply agreement with Navistar to become the sole supplier for emission control solutions.
* Develop financial proposals and ROI models for revenue forecasting and corporate goal attainment.

Wegu Canada Inc., Whitby, Ontario, Canada 2003 - 2007
(A TS16949/ISO14001 certified manufacturer of Automotive rubber and plastic components)

Senior Account Manager (reporting to the COO & Vice President)
Recruited to enhance the senior management team with a business development professional, capable of growing and expanding the company's automotive rubber and silicon based product activities. Responsible for negotiating long term supply agreements with C-level clients, and in charge of all customer affairs including collecting RFQ's, contract pricing, material trials, engineering support, supply quality, and logistic related performances. Accountabilities included strategic planning, and key account relationship management with prominent customers such as Arvin Meritor, Benteler Automotive Group, BMW, Boysen, Eberspaecher, Magna International Inc, and Mercedes Benz USA.

Selected Achievements:
* Successfully met and exceeded an average monthly sales budget of $ 875,000.
* Developed and executed long-term business plans based on industry trends and market data with emphasis on growth and profitability
* Strategically expanded into non-core industries through product standardization and development of all-new nation-wide distribution network, resulting in $ 500.000 incremental annual revenue.
* Formed excellent relationships with C-Level clients by understanding customer needs and providing custom solutions resulting in priority buying opportunities.
* Successfully motivated unionized manufacturing environment to work with non-unionized sales and operations dramatically improving on-time delivery and higher quality products.
* Lead the change management process with the operations group to improve service delivery, and subsequently reducing customer complaints and late delivery penalties.
* Functioned as point person for the company's largest three new accounts, generating $6.5 million in annual revenue

Sterling Batteries – A Division of Harper Detroit Diesel, Toronto, Ontario, Canada 2002 - 2003
(A Canadian manufacturer and wholesaler of VRLA batteries and battery systems specifically designed for back-up power applications)

Sales Manager (reported to the President)
Joined newly-formed organization with the goal of expanding market reach into a well saturated U.S. market to setup a North American network of stocking distributors, and develop a leading-edge sales force. Accountable for all sales and marketing endeavours including field sales management of independent sales representative organizations, with particular emphasis on master distributors and OEM accounts such as Powerware/Eaton Corporation, SAFT/AEG, and C-CAN.

Selected Achievements:
* Instrumental in identifying new accounts and elevating revenues from $450,000 to $4 million in a 12 months period.
* Created and deployed company pricing strategy based on profit maximization, continually monitored market conditions, and extensively researched competitor pricing information.
* Developed and implemented company sales policies and distribution/manufacturer representative agreements to capture new accounts and expand reach amongst existing accounts.
* Captured 15% market share by implementing new marketing strategies to capitalize on competitor vulnerabilities
* Re-branded the company and value proposition with the development of new marketing communications, strategies and website
* Credited with bringing on board the company's first 6 U.S. stocking distributors by overcoming a variety of challenges regarding alliance loyalty and new product acceptance in the market place.

DCL International Inc., Concord, Ontario, Canada 1997 - 2002
(A manufacturer of IC engine emission control products for Off-road and Commercial Vehicle applications – OEM and aftermarket focused)

Sales & Marketing Director (reported to the President)
Promoted from Sales Representative – and subsequently Export Manager – in record time due to efforts made resulting in accelerated business activity. Accountabilities included strategic planning, sales & marketing support and development, international trade show management, and corporate public relations & communications. Personally developed and maintained major clients such as Caterpillar, John Deere, IMPCO Technologies Inc, and Rolls Royce engine division.

Selected Achievements:
* Responsible for company revenue achievement and budgeting of the sales and marketing groups including setting comprehensive annual strategies and execution of the companies five year business plan.
* Motivated 18-person sales & marketing team to maximize individual performance levels.
* Markedly grew sales and revenues by 147% in a five-year period.
* Boosted revenues by 20% through personal introduction of major OEM accounts to client database, which previously consisted only of dealer and aftermarket accounts.
* Expanded export business by approximately 65% through the opening of new distribution channels and comprehensive key account management throughout Europe, Far-East, and Latin America.
* Identified and negotiated distribution and commercial joint ventures which successfully realized short and long-term sales and marketing objectives.
* Re-organized inside and outside sales teams with new territories and compensation plans to expand business within existing accounts and to drive new sales from prospects.
* Launched a variety of emission control products based on newly-introduced worldwide legislation.
* Deployed CRM platform and business processes that increased customer satisfaction and improved communications within the group.

Trost Automotive GmbH, Pirmasens, Germany 1990 - 1997
(Germany's largest Wholesaler of automotive and heavy-duty truck parts)

1993 - 1997: Assistant Branch Manager (reported to the Division General Manager)
Promoted to aid in overseeing branch operations experiencing business growth. Accountabilities included human resources management, employee scheduling, negotiations with major customers and distributors, profitability analysis, and technical consultation. Supervised 30 direct reports from sales, administration and warehousing areas.

Selected Achievements:
* Increased sales by 45% in seven years as a result of revising prices, and expanding markets through database marketing
* Improved customer service effectiveness through the introduction of added processes and employee training, resulting in priority buying opportunities, and a considerably reduced number of customer complaints
* Key participant in introducing heavy-duty vehicle product lines to boost market share.
* Developed new product initiatives including complete marketing strategy, product positioning, branding, competitive analysis and advertising campaigns
* Responsible for OEM and Military relations including development of partnership plans and long-term supply agreements.
* Developed and maintained successful relationships with prominent suppliers such as Bendix, Bosch, Haldex, SKF, Tenneco, and ZF Transmission Company
* Received one of the first "Star of the Year" awards for exemplary profit and distribution service levels

1990 - 1993: Inside / Outside Sales Representative

EDUCATION AND PROFESSIONAL DEVELOMENT

Successfully completed several courses – such as sales, marketing, brand building, and management skills – with a number of recognized institutions including the Schulich School of Business, the German Chamber of Commerce, WAK Academy of Industry & Trade, and the Institute of Technical Studies.

Technical College; Kaiserslautern, Germany 1981 - 1984
Automotive Technology Diploma

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