Director level or higher sales and marketing positions.
William Joseph Van Dusen III 5530 Oakview Trail Jackson, MI 49201
Summary
Innovative and results driven executive with strong technical background. Vast experience in international growth strategies, research and development, product branding, contract negotiations, and recruiting . Proven track record in maximizing global markets, capturing and increasing market share, developing high performance self sustaining sales and marketing teams, and designing and executing winning sales strategies while effectively managing growth. Collaborative leadership style that thrives in team environments.
Expertise
• Territory Management
• Operations Management
• Contract Negotiations
• Product Development Direction
• Growth Strategies
• Program Management
• Budgeting
• International Sales Strategies
• Long Term Forecasting
• Establishing policies and procedures
Professional Experience
VonWeise Inc.-Eaton Rapids, MI One of the world’s leading manufacturers of gear motors and actuators for the Medical, Food and Beverage, Health and Fitness, Agricultural, Paper, and Solar industries.
Director of Sales and Marketing (2007 to present)
Directed sales staff of 7 including territory managers and customer service. Oversaw rep. firms in Europe, Asia, North and South America.
• Rebuilt sales and marketing team. Inherited fragmented team due to corporate divestiture. Evaluated existing staff, recruiting a cross-functional team ranging from operations, engineering, and customer service. Capitalized on team members strengths, ramping up in two months. Boosted sales 3% while market declined 10%. Improving revenue stream by $1M
• Reclaimed key account. A key distributor took business elsewhere during VonWeise reorganization. Restructured sales presentations, placing emphasis on customer service and delivery. Renewed relationship and brought back $2M in annual sales.
• Played key role in product launch. Identified opportunity to expand brand awareness as no new products had been introduced over last four years. Researched new line concepts, recruited inventor, and verified patents. Designed sales and marketing plan, estimated to bring in $7M in sales during VonWeise 2010 launch.
• Introduced Web Based Marketing and Sales . Set up and established new web based catalog with revamped marketing materials. Developed order acceptance and acknowledgement system through company web site.
• Established Long Term Supply Agreements with Key Customers. Negotiated 3 year long term supply agreements with shared cost savings. Also included commodity market adjustments to prevent margin erosion. Established first right of refusal clauses to prevent competitor penetration and market share loss.
Fasco DC Motors Eaton Rapids, MI World leader in automotive seat motors. Leading supplier of seat motors and actuators to Lear, Johnson Controls, Delta, Magna, BAE, and Intier for automotive interior seating.
International Sales Manager (1999 to 2007)
Managed both European and Asian accounts including domestic transplant customers.
• Developed business, gaining entry into Japan market. Seized critical opportunity to set up strategic partnership with transplant Japanese company. Increased sales across three platforms, forged solid relationship with overseas headquarters, expanding sales into three vehicle platforms. Exported $10M in Fasco products.
• Expanded European sales, sustaining 20% annual growth. Realized opportunity to diversify Fasco customer base and capitalize on sales opportunities. Launched new products, increasing sales with existing clients. Created and rolled out aggressive sales and marketing plan, increasing revenues from $2M to $12M.
• Established profitable partnership. Fasco wanted to break into Toyota automotive manufacturer market. Teamed with a Tier I supplier, improving NVH levels meeting quality standards. Introduced top-of-the-line product, won first Toyota program, creating a $3M annual sales channel.
• Introduced proprietary test equipment to eliminate discrepancies in testing procedures. Sold internally developed test equipment to customers to reduce variation due to testing. Helped eliminate customer returns reducing rejects to less than 50 PPM.
Eaton Technologies Hillsdale, MI World leader in automotive seat motors. Leading supplier of seat motors and actuators to Lear, Johnson Controls, Delta, Magna, BAE, and Intier for automotive interior seating.
Plant Manager (1994-1999)
Managed a “stand alone†facility with full P&L responsibility with over 100 salaried and production employees on 2-3 shifts.
• Improved productivity using lean manufacturing principles. Established new plant layout and work cell arrangement while balancing work flow through the manufacturing processes. Improved productivity by 50%. (Went from 20 units per man hour to 31).
• Established FIFO inventory control system. Established system to visually identify oldest stock first preventing expiration of materials before required usage date. Total savings for these efforts totaled to .5 M annually.
• Introduced 5-S principles. Established 5-S procedures and became the show piece facility for the corporation.
• Improved inventory turns using JIT principles. Increased inventory turns from 3 per year to 1 per week.
• Improved scrap rates and customer reject rate. Using proper corrective active principles and six sigma methodology scrapped was reduced from 10% to less than 1%. Customer returns went from 5000 PPM to under 50 PPM.
• Implemented and achieved ISO and QS certifications. First facility in the corporation to achieves successful certification for ISO and QS quality requirements.
Mechanical Products Inc. Jackson, MI Manufacturer of Circuit Breakers for the Aircraft and Aerospace Industries. Only qualified supplier of electro-mechanical circuit breakers for the Space Shuttle program.
Plant Manager (1989-1994)
Manufacturing Engineering Manager (1987-1989)
Production and Test Lab Supervisor (1982-1987)
• Lead Negotiator for Union Labor Agreement. Negotiated a new three year labor agreement that reduced job classifications from 24 to 10 allowing for more work force flexibility. Introduced new language for two tiered labor force to save labor costs.
• Introduced automation to save cost, improve productivity and reduce quality concerns. Introduced new automated screw assembly equipment that saved .3M annually and had a payback of less than one year.
• Improved product design and manufacturability using DOE. Established cross functional teams using DOE techniques to improve manufacturability of key components. Net improvement saved .2M annually.
• Established new labor standards. Using time and motion study improved productivity by 15% annually over a 3 year period.
Education
Bachelors of Science in Manufacturing Technology , Minor in Business, 1992
Eastern Michigan University –Ypsilanti, MI
Associates in Science in Engineering and Electronics , 1982
Jackson Community College-Jackson, MI
Professional Development
Certifications in the following:
D.O.E. –QualPro (1992)
SPC- QualPro (1991)
Executive Management –University of New Hampshire MBA school (1997)
Lean Manufacturing /Kaizen-Shin-Gijutsu Co. Ltd TBM consulting (1995)
Team Facilitator- 1986
Professional Affiliations
Jackson Area Manufactures Association, Michigan Youth Soccer Association.
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