SUMMARY OF QUALIFICATIONS

Technical Sales Professional/Account/Program Manager with proven ability to grow market share by consistently developing new business, as well as retaining, recovering and expanding existing clients in highly competitive sales environments. Highly effective in developing enduring customer relationships, implementing sales strategy and programs, and leveraging price points to achieve maximum margins. Lead cross-functional team to the successful completion of various projects.  Key strengths include:
* Acquisitions/New Business Development
* Account Management
* Contract Review/Negotiations
* International Business Coordination
* Price Improvements
* Project Management
* Launch Management
* Change Management
* Project Budget and Profit Responsibility
* Leading Project Teams
* Advanced Product Quality Planning

PROFESSIONAL EXPERIENCE

IMO USA CORP., SUMMERVILLE, SC 2010 Current
Vice President Sales - Solar
Responsible for solar market new business development in North America. Product range includes solar trackers, solar street lights; solar village or telecommunication supply equipment; and solar water technologies (i.e. solar deep-well pumps, water purification, desalinization).  Prepared detailed product proposals and presentations of all product aspects.  Established relationships with utilities, independent power producers (IPP), project developers and installers.  Negotiated sales representative agreements to increase market penetration.

BEHR AMERICA INC., Troy, MI 2007 2010
Account Manager
Managed North American commercial activities for $200M General Motors and Volkswagen accounts.  Worked on new business development and coordinated acquisition activities, contract review and negotiations, international business coordination, price improvements, customer business plan and internal sales plan.  Coordinated crossfunctional teams to meet sales and company objectives.
Accomplishments included:
* Increased sales by $5 million by acquiring two new General Motors projects within two years.
* Obtained two contingency contracts totaling $25 million in potential annual sales ($125M lifetime sales).
* Recovered two cancellation claims in the amount of $1.1 million by coordinating and driving activities during the recovery process.  Exceed combined recovery expectations.
* Recovered packaging claim for $110,000 by applying creative recovery ideas.
* Organized and prepared customer cost workshops through coordinating crossfunctional teams.
* Tracked GM global business plan and provided proposals for technical and commercial savings by coordinating North American activities and consolidated global response.

BEHR HEAT TRANSFER SYSTEMS INC., Charleston, SC 1999 2007
Program Manager 2004 2007
Managed engine cooling module, surge tank and fan and clutch projects for $90 million Freightliner account division. Performed contract reviews for EPA07 projects by reviewing and negotiating with the customer Development Agreements and LongTerm Agreements. Accomplishments included:
* Increased sales by $15 million ($75M lifetime) by acquiring two new projects within one years.
* Successfully led acquisition process and program management activities including a $9M budget. Led crossfunctional teams and planning and managed internal and external activities to closure.
* Saved $1 million in tooling by managing supplier selection, developing targets, analyzing gaps and driving customer requirements through the supply chain.

Project Manager (Commercial) 1999 2004
Managed all engine cooling commercial customer activities including quotations for new business development, change management and service part pricing for $90 million Freightliner account. Accomplishments included:
* Acquired various new businesses by driving key platform products into other applications.
* Provided all quotations on new business opportunities and change management by coordinating customer requirements and cost calculations.
* Protected company price levels by explaining cost drivers and justifying price gaps for Daimler/Freightliner global workshops.
* Performed internal and external Linear Price Performance (LPP) analysis for all major components by collecting and analyzing price levels for each component.
* Saved customers $2.5M through providing proposals for common components on series product and cost reduction ideas.
* Achieved price improvement in excess of $1 million over a 4 year time period through negotiating annual service part price adjustments and justifying price increases.

VAC CORPORATION, Oklahoma City, OK 1997 1999
Application Engineer
Provided technical support for semifinished alloys and parts division including soft magnetic materials, physical alloys and parts within various industries focusing on the automotive industry (ignition systems, actuators, injection systems, common rail).  Increased sales by $13 million (300%) within two years as part of a sales team including the US & Canada markets.

LANGUAGES

Excellent in both oral and written English and German
Intermediate proficiency in both oral and written Spanish

EDUCATION

MBA, General Business, Utah State University, Logan, UT
BS, Business, Utah State University, Logan, UT
BS, Electrical Engineering, Flensburg University, Flensburg, Germany
      
CERTIFICATIONS

Currently preparing for NABCEP certification
(completed PV101 and PV202 successfully)