Sales executive with diverse technical sales and management experience in automotive components, special tooling and capital goods. Career focuses on a unique combination of engineering, sales management, selling skills, identification and capture of new customer markets. Team oriented, results driven.
Masters in Business Administration (MBA), University of Detroit, 1975
Bachelors in Mechanical Engineering(BSME), General Motors Institute, 1970
is a manufacturer of Hot Runner tooling, Quick mold Change Systems &
Controls for the injection molding market.
Increased Sales an average of 9% per year for seven consecutive years.
Increased new customer focused sales plan adding new customers to customer base an average of 15% per year.
Reduced barriers between departments, which reduced lead time, costs & increased customer satisfaction.
Developed a new engineering information, customer inquiry and quotation system that dramatically increased efficiency and accuracy.
Reorganized the Application Engineering Department into a customer service team responding to RFQ’s within 24 hours at a 95% rate. Hit rate increased 33%.
Developed a computer network which includes product engineering, application engineering, quoting, resource planning & sales contact management yielding a reduction in lead time by 21% and increased on-time delivery from 20% to 80%.
Created & implemented new compensation programs for direct sales team.
Identified new product opportunities through the recognition and clarification of customer issues, problems, needs and opportunities.
Participated in the development of new products such as special Valve gates, Shelf manifolds, Vertical Mold Handling Systems and Operating Controls.
Established the Quick Mold Change product line as a SBU, separate business unit resulting in a 100 % sales increase over a three-year period.
Established a JIT (just-in-time) system for delivering standard products on same day as ordered.
Reduced sales & marketing costs by 10% while increasing sales
Engineered Products produced coated fabrics, air restraint material & adhesives
for many industries including automotive.
Completed six-year supply contracts with five major automotive customers.
Negotiated & implemented a Marketing & Manufacturing license agreement with Mexican Partner.
Developed & implementation of first five-year business plan for automotive.
Established a Program Approval Process (PAP) allowing a decentralized organization to review, prioritize & approve customer development requests.
Implemented a revised annual bonus system for sales engineers.
Established first sales exposition booth for the annual SAE exhibit in Detroit, MI.
at General Motors were many & varied. Principal areas of my professional
development included sales relationships in the automotive market; development
of a global market & management information system; international markets;
strategic planning & market research; Supervision of employees;
non-automotive market development; understanding how business functions &
how to get the job done with available resources and motivational management.
Pioneered team development approach for product development.
Created world wide on-line market information system.
Released first production HUD (Heads-up Display) unit for 1988 Oldsmobile Cutlass Indy Car.
Established a Cruise Control Marketing Plan, which helped option to grow from 7% penetration in 1970 to almost 80% by 1988.
Sold first production “Stepper-Motor” cruise control system (1985 Caprice).
Two Part Molding (SME Paper) 2000
Educational Organization Management (MSU) 1999
Co-injection Case Studies (Molding 1999 Conference Paper) 1999
Educational Financial Review (MSU) 1998
Strategic Sales Seminar 1997
Profitable Small Business Seminar (Wayne State) 1994
Crosby Quality School (GM) 1987
Advanced Financial Management (GM) 1986
Strategic Planning (MIT Sloan Business School) 1984
Advanced Management (GM) 1981
Sales Management Institute (GM) 1979