GREGORY M.

CUMMINGS
North Andover, MA 01845

860-480-3800 (Cell)

gregorymcummings@gmail.com

REGIONAL SALES DIRECTOR & BUSINESS MANAGEMENT

REGIONAL SALES | BUSINESS DIRECTOR with 20+ years experience in the component and capital equipment
manufacturing arena serving automotive, medical, defense, and industrial markets, possessing demonstrable value
added and consultative selling skills, while striving to maximize the companys chance for success. Gathers all
relevant business input from colleagues, selecting one, or a combination of ideas, to position the company to succeed.
Has provided cost effective engineering & business solutions to many Fortune 500 companies such as Kodak, Xerox,
Applied Industrial Technologies, AM General, Accellent, Smith & Nephew, Medtronic, Synthes, Symmetry, and all
US & Japanese Automotive OEMs, and many of their Tier 1 suppliers. Has forged mutually profitable customer
relationships, while preventing competitive intrusion.

KEY QUALIFICATIONS:
Global Account Management
B2B Value Added Sales & Service
Multiple Channel Management serving
Small to Fortune 100 Companies

High Impact Negotiations

Strategic & Resource Planning
Crisis Management
Business Unit Management (P&L)
High Profile, Cross-functional Miller-Heiman Consultative
Team Leadership
Selling and Business Development

EDUCATION:
BS-Mech Eng, University of Notre Dame | Exec. Ed. Cert-Darden School (U.VA.) | BS-Physics, Stonehill College

CAREER HISTORY
Boston Centerless, Inc., Director of Sales Operations

(Woburn, MA)

2007 - 2014

A privately held material distributing & processing company, specializing in precision ground bar, rod and tube for
use in Swiss machines, along with providing grinding services to the Medical, Automotive, and Defense industries.
Developed a technical presentation (Copyright 2013), which remains the main selling tool in their value
added selling approach. It has increased sales in excess of 50% at targeted accounts.
Reorganized Sales Operations and established metrics to drive quote response time from ~32 hrs to ~16
hrs average, during a time when quote volume increased by ~75%.
Drove shared metrics across functions to foster teamwork vs. silos. (improved OTD & lead times)
Drove Core Value training, by developing and teaching two of the four Core Value classes.
Drove major process improvements with our largest automotive and defense customer, through cross
functional meetings that included operators to managers, which positioned BC as the premium supplier.
Negotiations: 1) Saved $65K in quality chargeback claim. 2) Thwarted two major rejection/cancellation
claims, saving >$18K. Note: none of the claims were justified, after uncovering the facts of each case.

The Spencer Turbine Company, Director of Sales & Marketing

(Windsor, CT)

2006 - 2007

A privately held capital equipment blower manufacturer who provided innovative solutions for air and gas handling.
Recruited to develop a cohesive global business strategy, better execute strategic plans, and improve profitability,
while managing 26 direct/indirect reports.
Introduced and drove use of Resource Planning tools to establish realistic 2007 goals.
Developed Action Status Update tool to help the company meet its 2007 goals.
Developed Profitability Communication tool with the VP-Finance, to drive us to meet our 2007 Plan,
by apprising all personnel of our status against plan.
Formed and led several process improvement teams: 1) Accuracy of shipping promises/scheduling, 2)
Vortex Blower cost reduction program, 3) 8 PSI Digester Gas Booster pump design.

The Timken Company (formerly The Torrington Company)

19802006

A global $5B manufacturer of bearings and friction management/power transmission products/services.

Manager - Problem Resolution & Warranty Reduction

(Torrington, CT)

2002-2006

Selected to develop new business model to address industry demands and resolve high-profile warranty issues.
Directed high value, multi-month negotiation with C-level executive at our largest customer to resolve a
complex warranty issue resulting in a $33 million dollar savings to Torrington.
Strongly led the Torrington recovery effort and new investment model development, yielding
reinstatement as GM Preferred Supplier & Supplier of the Year-2004. This entailed increasing the test
lab by 50%, rebuilding 150 tool-sets ($3.5M) and revamping Thrust Bearing manufacturing.
Strongly led a multi-company Crisis Management/Problem Solving Team to resolve a military Hummer
leakage issue, stopping a recall, resulting in millions of dollars savings to Torrington.

Gregory M. Cummings

Page 2

Automotive Market Unit Manager - Chassis & Accessories (Torrington, CT)

2000-2002

Managed and drove the formation of a new $110M business unit. Responsible for P&L and leading a multidisciplined team.
Handled strategic, multi-month negotiation with C level executive at largest customer to resolve a
complex warranty issue resulting in a $55 million dollar savings to Torrington.
Developed first global business plans for five market segments within the Market Unit.
Introduced 11 new products for development, worth $114M @ 65-75% COGS.
Acquired four new customers in existing markets, worth $3.5M @ 78% COGS.

Director of Sales Automotive

(Torrington, CT)

1998-1999

Managed & directed $480M North American automotive business, with administrative responsibility for two
district sales offices and 13 direct/indirect reports.
Negotiated and secured 60% of the $250M Previum V GM engine business opportunity ($150M).
Negotiated and secured 85% of a new $30M Toyota transmission business opportunity ($25M).
Facilitated our first On Line Reverse Auction valued at $375M for Delphi, by assembling/leading a
cross functional team comprised of the Divisional Controller, VP of Finance, six Product Managers,
three Industry Managers, and two joint venture partners.

Director of Sales - NASTECH (a Torrington Japanese JV)

(Bennington, VT)

1994-1998

Managed & directed $110M steering column business. Recruited, trained, and led North American sales force.
Coordinated sales strategies with NSK-Japan, Torrington-Detroit & Brazil, and NASTECH-Europe.
Reorganized the sales force and hired/trained new Sales Engineers, paving the way for the
advancements noted below.
Tripled profitability from 2.2% to 6.5% OI, while growing market share at three largest customers.
Grew Honda sales from $9.5 to $19M, with 15% COGS improvement and Toyota share from 65% to
75%.
Secured NASTECH as sole source for first Big 3 order worth $55M over five years (Escape/Tribute)

Automotive Account Manager-GM Powertrain

(Detroit, MI)

1990-1994

Managed over $100 million in General Motors business, while directing the activities of six sales engineers, in
four district offices, in support of Torringtons leadership position and 93% market share.
Negotiated five-year contract valued at $750M, under the Ignacio Lopes regime at General Motors.
Named GMs Supplier of the Year (1992), GMPT-Flints Supplier of the Year (1993), and designated a
GMPT ideal supplier (1989-1993) due to relationship management and allocation of resources.

Sr. Sales Engineer and District Sales Engineer

(Detroit, MI & Rochester, NY)

1980-1990

Developed cross-functional relationships to secure $65M in sales (93% market share) at Hydra-Matic, and $4.5M in
sales for Rochester, NY territory, which included distribution, aftermarket and OEMs in many industries.
Negotiated companys first/largest multi-year contract, worth $443M at General Motors.
Led cross-functional crisis response team, reversing product failures and saving the launch of Chevrolet
Z-34 Lumina.
Grew Rochester territory sales by $2.4M (~40%), while securing engineering designs/approvals,
ultimately quadrupling automotive sales to $12.5M.
Designed and negotiated company-firsts: An un-ground ball bearing for Lift-truck steering assembly
and a Kilian (Torrington division) transmission part for New Process Gear, valued at $5.5M./year.

ACCOMPLISHMENTS AND AWARDS

Awards / Honors:
Top 10% of Automotive Sales Engineers, 1985 - 1994
Ranked #1 Automotive Division Sales Engineer, 1989
Pi Tau Sigma Engineering Honor Society, 1980
Tau Beta Pi Physics Honor Society, 1978
Articles / Presentations / Patents:
Golden Bar Award-BC Swiss Presentation, 2013
Author of the Boston Centerless Swiss Presentation-Copyright, 2013
DC Race in Compressor Assy & Radial/Thrust Brg Assy in an AC Compressor (Pats Pending), 2001
Co-Author bearings section of GMs Manual on Automatic Transmissions-Copyright, 1989