Global Director of Sales
Multi-Million-Dollar/Multi-Year Sales Awards „ Developing Competitive Pricing Strategies
Relationship and Solution Selling „ Customer Relations Management (CRM) „ Strategic Account Development
BS (Manufacturing Systems Engineering), Global Director of B2B Sales, with more than 20 years of strategic sales experience in converting corporate intent into action. Most recently, as Global Director of Sales for Takata, charged with managing 12 fulltime employees, in 5 countries (U.S., Brazil, Europe, China, and Korea) that in 4 years grew global revenues from $170 million to more than $500 million.
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Career Highlights
„« Secured a $15 million capital purchase order and an $80 million multi-year revenue stream to successfully support and resolve the General Motors full size truck and SUV vehicles seatbelt supply issue, which proved instrumental in increasing Takata¡¦s seatbelt market share to 50% of General Motors North American business.
„« Created a multi-year price tracking and market-forecasting model at Takata that provided management with fast and accurate data for negotiating long-term pricing agreements with General Motors. Consequently, this model is currently used on multiple OEM accounts at Takata
„« Entrusted by senior management with expanding within 4 years Takata¡¦s sales revenue for the General Motors account from a regional account of $170 million to a global account of more than $500 million, which increased their General Motors market share from 12% to 22%.
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Benefit Statement
Demonstrated track record of 20+ years of accomplishments in revenue generation, multi-million-dollar contract negotiations, strategic account development and instituting process improvements that consistently reduced operational cost while increasing bottom-line benefits.
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Key Areas of Expertise
New Product Roll-Outs „ New Business Development „ Formal Presentation Skills „ Conflict Resolution „ Sales Leadership by Example „ Ability to Motivate & Engage Others „ Multiple Program Management „ Strategic Sales Planning „ High Standard of Ethics & Integrity „ Identifying and Executing Strategic Marketing Initiatives.
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Professional Experience & Accomplishments
Takata, Auburn Hills, Michigan 1991 to 2009
(A global manufacturer of automotive safety systems, which include airbags, steering wheels, and seatbelts)
GLOBAL DIRECTOR OF SALES (2007-2009) ¡V Scope of duties consist of negotiating and resolving commercial, engineering and quality issues throughout Takata¡¦s global organization for General Motors. Additionally, responsible for Takata regional General Motors sales staff in Asia, Europe, and South America.
„« Secured in 7 months a $1.33 million material cost recovery from a global customer while simultaneously developing and coordinating a comprehensive global pricing structure for the GM business team.
„« Implement highly favorable 3rd party agreements for directed source components designed to minimize financial and quality impact to Takata.
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SENIOR SALES MANAGER-GM GROUP (2004-2007) ¡V Primary duties focused on managing a staff of 3 account managers. Identified new business opportunities and presented them to management for further review and disposition. Charged with resolving high-level customer issues and managing all new business quotations from start to finish. Worked with engineering to coordinate new technology reviews with the customer.
„« Instituted new product technology reviews with GM to secure engineering development programs, subsequently, realized in excess of $1 million in non-budgeted revenue.
„« Organized ongoing efforts to ensure the successful launch of the GMT900 passenger airbag project that secured an additional $3 million in gross annual revenue.
SALES MANAGER-DiamlerChrysler GROUP (2002-2004) ¡V Responsibilities in this key assignment focused on managing a staff of 2 account managers to ensure the successful launch of multiple new vehicle seatbelt and airbag programs. Duties included reviewing all customer quotations for corporate compliance, and completing customer on-line customer tool registration in a timely manner for reimbursable tooling payment.
„« Secured the first DaimlerChrysler steering wheel program for Takata, which generated forecasted annual revenue of $2 million annually.
„« Spearheaded quotation activities to secure the airbag, seatbelt, and steering wheel business award for the JK vehicle. As a result, acquired $18 million in multi-year contract.
SALES MANAGER-GM GROUP (1999-2002) ¡V Principle responsibility focused on leading a staff of 3 account managers in supporting the marketing department for annual and 5-year customer forecasting requirements. Assigned to integrate the purchase of the Petri AG programs into the Takata corporate system for the GM accounts.
„« Negotiated and obtained the first steering wheel program for Takata (post Petri acquisition) for the GM S4200 vehicle, thereby generating $1 million in multi-year contract.
„« Successfully negotiated the first annual cost down requirements from GM utilizing a creative solution, which minimized the cumulative year-over-year affect to the GM 5-year revenue forecast.
SENIOR ACCOUNT MANAGER-GM GROUP (1997-1999) ¡V Responsible for preparing and presenting seatbelt and airbag quotations to senior management for final approval. Accountable for improving profitability of programs through customer generated engineering changes. Coordinated and successfully launched the first multi-regional (Argentina, Brazil, and Mexico) GM seatbelt business award.
„« Achieved a significant price increase on the GM Delta seatbelt program, which transformed the program from a pre-production profit loss to a 10% NOP at start of production.
ACCOUNT MANAGER-GM SMALL CAR GROUP AND GM SERVICE PARTS OPERATION (1993-1997) ¡VCharged with preparing and presenting seatbelt and airbag quotations to management for approval to ensure profitability of programs through customer generated engineering changes.
„« Created and executed service parts process that is still in use today, which improved quotation response time while improving profitability 30 %. Consequently, improved GM service rating from a ¡¥4¡¦ (bad) to a ¡¥1¡¦ (excellent).
SALES ENGINEER-GM GROUP (1991-1993) Responsibilities included attending weekly customer engineering meetings, presenting quality documents to appropriate customer quality department, communicating customer requirements to out-of-state corporate offices, and investigating/resolving customer issues.
„« Spearheaded customer cost saving initiatives which generated over $1 million of cost reduction ideas.
„« Guided the L-Car seatbelt product team to design, qualify, and implement a passive seatbelt system in 18 months from concept to production, achieving a $3 million revenue increase for Takata and a $5 million savings for GM.
General Motors Truck & Bus, Pontiac, Michigan 1986 to 1991
(A global manufacturer of light and heavy duty vehicles.)
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ENGINEERING STUDENT-FULL-SIZE TRUCK GROUP (1986-1991) ¡V Assisted liaison engineering group to identify, root cause, and resolve manufacturing issues related to product design.
„« Developed a problem solving resolution process in support of graduate thesis that focused on utilizing key product characteristics to identify root causes and resolve manufacturing issues.
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Education & Professional Development
BS, Manufacturing Systems Engineering
GMI Engineering and Management Institute, Flint, Michigan |
