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 company’s 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 OEM’s, and many of their Tier 1 suppliers. Has forged mutually profitable customer

relationships, while preventing competitive intrusion.

KEY QUALIFICATIONS:

Global Account Management High Impact Negotiations Strategic & Resource Planning

B2B Value Added Sales & Service Crisis Management Business Unit Management (P&L)

Multiple Channel Management serving

Small to Fortune 100 Companies

High Profile, Cross-functional

Team Leadership

Miller-Heiman Consultative

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) 1980–2006 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 multi-disciplined 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 Torrington’s leadership position and 93% market share.

Negotiated five-year contract valued at $750M, under the Ignacio Lopes regime at General Motors.

Named GM’s Supplier of the Year (1992), GMPT-Flint’s 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 OEM’s in many industries.

Negotiated company’s 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 GM’s Manual on Automatic Transmissions-Copyright, 1989