Work History

Work History
Feb 2009 - Present

Business Develpment Manager, Defense

GMP Metal Products

Defined Defense Market segments and isolated key manufacturers for future growth for GMP. Generated a dynamic marketing plan which is specific not only to the customer but to the projects those customers are actively involved in.On a daily basis, Interfaced with all tier one manufacturer’s in to facilitate customer acceptance of a product that was within the manufacturing expertise and capabilities of GMP Metal Products.

  • Brought in over $40M of RFQ’s in the first four months of employment
  • Established a specific PowerPoint presentation and marketing agendas for each customer
  • Generated a comprehensive Marketing Plan for the Defense Market
  • Identified Customers with the most potential and then established a working relationship with them
  • Established the name of GMP into the defense market beyond the scope of what the company had previously accomplished

Member, Society of Automotive Engineers

Dec 2002 - Feb 2009

OEM Sales Manager

Isspro, Inc.

Planned and executed activities that exceed overall revenue targets and sales objectives by qualifying customer opportunities, positioning products and closing deals. Developed new incremental business opportunities with new and existing customers through the introduction and cross-selling of ISSPRO’s entire product line. Managed OEM sales teams, composed of Account Managers and Sales Engineers.Implements sound and effective sales policies, procedures and programs that helped the company’s continued growth and success.

  • Working with Navistar Engineering to develop a new technology for fluid level sensing
  • Identified, brought in and closed new OEM business opportunities within selected target markets in 2007 and 2008.
  • Exceeded quarterly and annual sales targets and set a record of profitability for the OEM Division in 2006.
  • Conducted industry and customer research and developed programs designed to meet customer requirements.
  • Worked collaboratively with the Director of Sales in establishing pricing policies for OEM accounts.
  • Conceptualized and implemented the company’s aftermarket program in 2005.
  • Recruited an Aftermarket Sales Manager, and a network of independent agents to sell the line in the aftermarket.
  • Prevented the threatened loss of key accounts through corrective measures that resolved channel conflict, lead production and partner support issues.
  • Initially hired as an OEM Accounts Representative, handling all OEM accounts, East of MS and was later promoted to OEM Sales Manager.
Apr 2000 - Jun 2002

National Accounts Manager

Puradyn Filter Technologies

Directly accountable for managing the existing fleets of national account stature valued at $6 million. Effectively liaised with channel partners, end-users and customers and supported the field sales teams in their pre-sales efforts. Directed OEM aftermarket programs to facilitate aftermarket acceptance of the product.

  • Drove internal customer and external partner satisfaction efforts, including communications, end-user    training, reporting, customer satisfaction survey, analysis, alignment and follow up plans.
  • Implemented programs that enhanced strategic alliances between Puradyn and several prominent industry leaders and customers.
  • Completed a Parts Marketing Program with Volvo Truck North America and Navistar within a 90-day time frame.
  • Optimized marketing programs with all truck manufacturers through the distribution of high-impact catalogs, marketing collaterals and implementation of various sales tools.
  • Conceptualized and wrote product implementation programs for all major accounts.
  • Hired as a Southeast Regional Manager and was promoted to National Accounts Manager in four months.
Nov 1997 - Mar 2000

National Sales Manager

Koneta Rubber Company

Directed a 47-member staff, 39 external Manufacturers’ Agents and eight internal CSR’s. Responsible for key OE accounts such as Navistar, Paccar, Ford, Freightliner and Volvo.

  • Accomplished a 13% revenue growth in the Heavy Duty Division for Fiscal Year 1998.
  • Key point person in the achievement of a QS-9000 Certification of the company.
  • Collaborated with the upper management in developing one, three and five year forecasts for in-house capital expenditures.
  • Served as a change agent in transitioning the corporate focus to that of an OE class supplier.
  • Analyzed and realigned the Customer Service and Internal Sales staff and designated areas of specific responsibility for OEM-based customers and aftermarket.

Education

Education

Bachelors

Madison University

Skills

Skills

Organizational Skills

    Contact Managers One of the things I pride myself on the most are my overall organizational skills.  I have used the following contact managers throughout my career.   Act Maximizer Goldmine Salesforce.com Outlook   I first started with Act in 1992 and that program is my preferred program.    Marketing Plans In the companies I have worked for, the majority of them do not have a detailed Sales or Marketing Plan.  It escapes me how a company expects to grow if it has not established a path toward success.    Unless you set benchmarks and goals, how can you rate the effectiveness of the position or the department?    Team Building In the next section, I mention how the companies I have been associated with in the past exist only for one reason and that reason is their customer; without someone to buy the product and to pay the overhead, what else is left?  Everyone needs to be cognizant of one fact: the company is not here for the individual.  If that rule is first in every one’s mind then, it is easier to build a customer-focused team.  This concept is somewhat basic and elemental, but the truth is self-evident.   Communication Another skill set that I am proud of is my ability to facilitate communications within the company.  Most organizations my not consciously do it, but they end up highly compartmentalized.  Good communication can make it easier for a company not only to recognize a problem or an opportunity, but to address those quicker and more effectively.    In line with internal communication, that same skills needs to be used to enhance the relationship with the customer.  Most members of an organization overlook the fact that the only reason for their existence is their customer.  Many companies take good care of the customer with new products, shipping, and or customer service, but when there is a problem, it is how well the company resolves that issues that speaks the most of the company.  

Summary

Kenneth J. Heckman:

A bottom line-oriented Senior Sales Executive with a career demonstrating visionary leadership and distinguished performance in B2B/B2G sales, OEM and VAR business, distributor sales, partner programs and end-user coaching. Recognized as a catalyst for change, combining tactical execution of strategic initiatives with successful hiring and cross-functional training of employees, and development of key alliances.

Has expertise in creating and capitalizing on networks, liaisons and business connections. Negotiates and manages joint ventures and strategic partnerships with multi-billion dollar companies.  Excels at partnering with core business operations and entities in the distribution chain to significantly increase the company’s foot print, expand the market share and generate sustainable revenue gains.

Adept in guiding a team of developers and engineers to provide solutions that deliver the greatest business value. Has routinely traveled to various locations throughout the US and Canada to work with sales, marketing and product management teams.

Businss Contacts by Company

I have established and document contacts with the following companies.  This list is by no means complete.

Truck Manufacturers

Navistar, all locations

Ford Motor Company, Dearborn

Volvo/Mack, all locations

Freightliner and Freightliner subsidiaries

Paccar, Kenworth and Peterbilt

Capacity Tractor

Dealer Networks

Navistar

Volvo/Mack

Freightliner

Kenworth

Peterbilt

Sterling

Construction Equipment

Caterpillar

John Deere

Link Belt

Hitachi

Komatsu

CNH

Others

Defense Contractors

Oshkosh Truck

General Dynamics Land Systems

General Dynamics, OTS

BAE, All locations

AM General

Force Protection

Textron

Independent HD Distribution

Buying Groups

AutoZone

Heavy Duty America

Fleet Pride

Others

Interest in Emergency Medical Care.

My interest in the Military goes back to my time in the Air Force during the Viet Nam War.  I elected to join the USAF while a student at Ferris State College in Big Rapids, MI. 

Like all AF recruits I took may basic at Lackland AFB in San Antonio, TX and then went on to Sheppard AFB in Wichita Falls, TX for my 90230 training.  Med Service Specialist.  From there I went to Wright Patterson AFB in Dayton, OH where I cross trained in to Orthopedics.

From Wright Patterson, I went to Clark Airbase in the Philippines where I did various TDYs.

Because of my medical training in the Air Force, I became and EMT on the Big Bend Fire Department in Wisconsin.  Due to my back ground in the service, I have two daughters that have elected to join the Military.  My oldest daughter is in the Air Force and has spent two tours in Iraq.  She works in the hospital in the Records section a Lackland AFB and is career Air Force

My youngest daughter elected to Join the Army Reserves and train as a medic.  She has spent one tour in Iraq and upon her return she elected to go to Nursing School and announced to us on Easter weekend of 2010, that she was going to apply for her commission next year and make a career out of the Military.