Westlake, Ohio, United States
Sales and Marketing Leader with demonstrated success delivering product penetration and pull through along with aftermarket expertise in both OE and independent distribution channels. Extensive experience in large account management establishing long-term customer relationships. Creative and energetic brand development leader with the ability to establish customer value driving product penetration and profitable revenue growth. Collaborative and team oriented management style with the ability to communicate and influence people at all levels of the organization.
• Established strategic sales and marketing objectives, targets, budgets and sales performance of highly engineered friction and brake products into OE and aftermarket distribution channels. Functional responsibility for Sales, Customer Service, Mar-Com, Product Management, and S&OP. 10 direct reports. • Realigned Sales and Marketing functions with emphasis on customer and product management driving individual accountability and future product innovation. • Successfully launched Microsoft Dynamics CRM platform establishing coordinated global selling effort and customer centric visibility organization wide. • Exceeded planned new business awards by 15% in overall down market cycle. • Member of the CBF Leadership Committee.
• Led 85 person sales team (10 direct reports) directed into OE, aftermarket, fleet, and specialty markets. • Developed sales strategies and plans for full brake system portfolio into existing and new markets; truck, bus, trailer, specialty/government, fleet and aftermarket along with comprehensive marketing and communication plans to increase brand value and product penetration into defined markets. • Successfully negotiated and achieved numerous long term customer agreements securing current and future product positions. • Consistently exceeded planned sales objectives achieving increased product penetration at major OE, specialty and aftermarket customers. • Secured product positions on critical truck safety related products (air disc brake, electronic stability control and vehicle collision mitigation technology) at major OE and Fleet customers establishing the foundation for industry adoption and transformation. • Member of the Bendix Leadership Committee. • 2014 Co-Chair HDAW (Heavy Duty Aftermarket Week). • 2010 Chair HDMA-MS Committee (Heavy Duty Manufacturer Association – Marketing & Sales).
• Managed the sale of Bendix® air and hydraulic brake products to national independent aftermarket distributors, marketing groups and truck OES with total sales responsibility exceeding $165M. • Directed five person sales team responsible for national account management including annual business plans, management reviews and identification of opportunities to incrementally penetrate markets with existing and new product offerings. • Cumulative sales growth 2003-2006; 33% exceeding planned objectives in each year. • Cumulative sales growth 2000-2002; 5% in recessionary markets. • 2000 & 2002 President’s Club Recipient. • 2006 Customer Solutions Award Winner – Premier Distributor Program, Team Lead