FEDERAL-MOGUL CORPORATION Southfield, Michigan
Director, Industrial Business Development 2009-2013
Worked with business units to establish marketing strategies and sales plans for industrial market revenue growth of sealing, bearing, and sintered metal products with more than $200,000,000 in annual sales. Directed business development responsibility in 2012 for $40,000,000 in North America and Europe. Introduced new product line in oil and gas exploration market for sealing with more than $10,000,000 in new business potential.
Received approval of business case for more than $250,000 investment in tooling and equipment without initial order commitment. Doubled industrial bearing sales in North America, with annual bookings projected to more than $5,000,000.
Generated new opportunities to expand sales for industrial sintered products, such as filters and bushings in Europe and North America, resulting in more than $2,000,000 in new projects.
Director, OE Sales, Automotive Products BU 2006-2009
Managed global sales and marketing responsibility for OE automotive products that included ignition, lighting, wipers, fuel, and chassis products, with $380,000,000 in global revenue. Held leadership responsibility and accountability in development of strategic sales and marketing plans for each product segment. Aligned and maintained talented sales and marketing team across all product lines and regions. Identified new opportunities for automotive products globally.
Worked with engineering and operations leadership to develop new business proposals for consideration and implementation globally.
Developed key customer relationships for automotive products in each region and implemented strategies for key and target customers.
Led commercial interfaces into customers engineering organization, technical selling process, and development of quotes and pricing in each region, as well as ensuring that commercial negotiations with customers aligned with B.U. strategies.
Ensured value propositions remained current with key customers in each region.
Designed and adhered to functional sales budget globally and regionally.
Achieved 50% revenue growth over three-year period.
Developed strategic sales and marketing plans for three key product lines.
Realigned global sales team to optimize future growth opportunities in Asia, primarily China and India.
Director, OE Sales and Application Engineering, Modules 2003-2006
Led business development and revenue growth responsibility for value-added module products and Tier 1 supplier segments with $50,000,000 in revenue. Established business plan and implementation of new molding process for valve covers to salvage $12,000,000 in annual revenue. Plan implemented to increase module and tier revenue from $50,000,000 to $75,000,000 over five-year period.
ITW SOUTHLAND, Virginia Beach, Virginia, Vice President, Sales and Engineering, Sealing Division, 2001-2002. Oversaw reestablishing revenue growth and providing technical leadership for new product introductions with $50,000,000 in revenue.
SKF, CHICAGO RAWHIDE, Elgin, Illinois, Director, Technology, 2000-2001. Involved in strategic planning and coordination to determine short and long-term technology and manufacturing strategies. Established foundation for global product and process technology sharing.
Director, Product Engineering, 1999-2000. Established new product segment team structure to focus on customer application requirements for growth in $100,000,000 OE business unit. Provided seal training to international SKF businesses in South America.
Director, Product and Materials Development, 1998-1999. Established vendor relationships to address need for key technology development in area of PTFE seal materials, primarily for engine seal market.
Program Director, Performance Sealing Technologies, 1995-1998. Met all major milestones to secure contracts on two new powertrain programs worth $50,000,000 in sealing systems revenue. Established contact with most major OEM power-train manufacturers, providing exposure to total sealing concept. Coordinated efforts between joint venture companies to provide total-sealing systems to OE manufacturers of powertrains.
Director, Advanced Quality Planning, 1993-1995. Worked with sales, marketing, product line teams, manufacturing, and other support functions to optimize business processes, organizational structure, and technology tools critical to new product introduction process. Established improved speed to market as strategic goal. Planned, implemented, and continually improved advanced quality planning initiative for new product introductions.
Manager, Application Engineering, Industrial SBU, 1991-1993. Manager, Product Development, 1990-1991. Senior Application Engineer, 1989-1990. Senior Research and Development Engineer, 1988-1989. Research and Development Engineer, 1984-1988.
CUMMINS ENGINE COMPANY, Columbus, Indiana, Marine Product Development Engineer, 1982-1984. Oversaw product development and application support for diesel engines in marine and stationary fire pump applications. Introduced performance upgrades for entire existing engine product line.
NORTHWESTERN UNIVERSITY, KELLOGG, Evanston, Illinois
M.B.A., Marketing, 1995
ILLINOIS INSTITUTE OF TECHNOLOGY, Chicago, Illinois
M.S., Mechanical Engineering, 1988
B.S., Mechanical and Aerospace Engineering, 1982
Total Sealing System Process for Automotive Engine Applications, Society of Automotive Engineers International Conference, Detroit, Michigan, 1998
Inner Rack Seal with External Dirt Lip and Integral Oil Contaminant Filter, Society of Automotive Engineers International Conference, Detroit, Michigan, 1990
Development of an Engineering Thermoplastic Retainer and Seal Assembly for Automotive Applications, Society of Automotive Engineers International Conference, Detroit, Michigan, 1988
Composite Seal Assembly, Patent #- 5,152,538
Protected Seal Assembly and Protective Filter Unit, Patent #- 5,456,475, Patent #- 5,509,666
Licensed Professional Engineer, State of Illinois, (currently inactive)