PROFESSIONAL SUMMARY
Results-oriented, enthusiastic leader with strong business development skills. Successful track record increasing market share, delighting customers and improving margins. Effective problem-solving and relationship management. Experienced in managing sales representatives, major accounts and cross functional teams. International experience includes introduction of existing products to new markets and development of licensees in Europe, Asia and South America.
* Served on acquisition team acquiring two new business ventures in Mexico totaling $40 million in annual sales, providing critical mass and increased leverage within target markets.
BRAZEWAY, INC., Adrian, MI 1984 – 2009
$165 million extruder/fabricator of aluminum and steel components for air conditioning, automotive, appliance, and commercial refrigeration industries with four manufacturing locations in North America.
Corporate - Director Refrigeration Sales 2007 – 2009
Directed five Account Managers responsible for sales of $3 to $35 million per customer totaling $105 million to appliance and commercial refrigeration industry.
* Created retention plans to protect existing core business and develop growth objectives for key customers.
* Defined targets at new customers to increase business and asset utilization.
* Led successful sales systems integration of $25 million Mexican acquisition in 2006.
* Effectively leveraged acquisition relationship to gain major new O.E.M. customer, supplying five new manufacturing sites in US and Mexico.
* Instituted presentation of semi-annual Supplier Alignment Scorecard to monitor supply agreement adherence including volumes, quality, accounts receivable, projects status and mutual obligations.
* Developed reporting structure to communicate successes, document project and commercial accomplishments and gain direction from customers’ Senior Management at annual meetings.
* Initiated Best Practices meetings with global Licensees at alternating locations. Reviewed business improvements and customer opportunities assuring quarterly royalty retention.
Business Unit Vice President - Refrigeration Sales 1997 – 2006
$80 million Strategic Business Unit focused on growth. Managed cross-functional team of 12 direct reports including Account Managers, Product Engineers, Lab Technicians and a Model Shop Coordinator.
* Achieved record sales nine of ten years; increased sales from $28 to $80 million per year.
* Negotiated eight supply agreements ranging from two to seven years with O.E.M customer base. Increased sales $500 million.
* Established Mexico location in 1998. ROI based on strength and confidence of supply agreements. Consistent growth led to three plant expansions over ten years.
* Led successful sales integration of $15 million Mexican acquisition in 2003.
* Obtained supply agreement that added $5 million annual sales in new copper product line.
* Initiated proposal that landed high-end appliance manufacturer Viking as new customer.
* Integrated Six Sigma and Lean concepts used at customer events leading to significant cost improvements.
* Managed cross-functional team earning Whirlpool’s Performance Partner recognition that benefited every Brazeway employee. Only 10 companies honored from a supply base of 1,800.
Refrigeration Sales Manager 1992 – 1997
* Developed new product that improved performance, quality and reduced cost. Exclusive supply agreement renewed three times. Total sales in excess of $80 million.
* Negotiated 100% supply agreement and supported production launch of new O.E.M. product. Initial agreement of $5 million annually for 5 years renewed four times and remains active today.
* Elected by peers to receive the company’s highest distinction, The Founders Award, presented for excellence and dependability.
Account Manager/Sales Representative 1984 – 1992
* Managed aluminum tubing supply launch into air conditioning at Trane into market dominated by copper. Grew to largest extrusion customer at 15MM pounds and $20MM sales per year.
* Acquired first orders for Micro Multi Port (MMP) tubing in emerging Parallel Flow Condenser market in North America; led to a three year 100% supply agreement with Zexel.
* Negotiated supply agreement and justified capital investment to senior management to support new automotive product sales to Valeo.
* Earned Employee of the Year in recognition of emphasis on competence and innovation.
THE D.S. BROWN COMPANY, North Baltimore, OH 1978 – 1984
Worldwide designer, manufacturer and supplier of engineered rubber, steel and concrete products.
Regional Sales Manager
Called on major architectural firms engaged in commercial design, as well as aluminum Curtain Wall manufacturers and glazing contractors in the eastern half of the United States.
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor of Liberal Studies, Economics and Business Administration, Hillsdale College, Hillsdale, MI
Six Sigma Canada – Champions Training
Strategies for Selling Technical Products, American Management Association (AMA)
Selling to Major Accounts, AMA
Fundamentals of Finance and Accounting, AMA
Processed Based Leadership (PBL) aligns organizational business processes with desired results
ASSOCIATION – AFFILIATION
Manufacturers Alliance (MAPI), Member of Marketing Council – emphasis on peer-to-peer learning – economic research – bi-annual best practice exchanges on timely business trends.
American Appliance Manufacturers Association (AHAM) – U.S.-based trade association that assists in establishment of performance standards, lobbies for industry and provides market data.
Aluminum Extruders Council (AEC) – international association dedicated to helping manufactures, engineers and architects promoting process and product advantages.
Hospice of Lenawee (HOL) – Six years Board service with positions of Treasurer, Vice President and two terms as President.
American Red Cross blood donor with distinction of one gallon donor. |
