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Vice President Global Sales & Marketing
Wabash Technologies
Huntington, Indiana
Sectors: Technology, Electronics, Heavy Equipment
Status: Search Completed
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THE
OPPORTUNITY
Wabash Technologies, located in Northeastern Indiana, is
currently seeking to identify a key individual for their
executive management team. The new team member will have the
opportunity to creatively structure and implement a global sales
& marketing strategy within a privately held, non-unionized, 100
million dollar manufacturer of vehicular electronics.
The opportunity at Wabash Technologies would be well suited for
a seasoned sales and marketing professional who would find
meaning in working within a company driven by strong core
values. Professional competency, team work, results orientation
and individual accountability are several of the values the
company lives by and would expect a new member of the leadership
team to exemplify.
Opportunity for future growth abounds not only personally, but
also corporately. Company revenues have the opportunity to
double within the next five years and in doing so will provide
ample opportunity for skills to be demonstrated in many
different areas. Should the chosen executive have additional
“C-Level” skills, this could lead to significant responsibility
as the company continues to grow.
Many reasons may lead a seasoned automotive sales & marketing
executive to explore this very special opportunity. Perhaps they
are currently working for a company with less than optimal
leadership at the helm or they may be employed by a company
possessing limited advancement opportunities. Another reason may
be the desire to be part of a smaller, privately held company.
The opportunity to creatively structure and implement a global
sales strategy in an “empowering” environment may attract
someone to come and work for this company. Yet other reasons may
be more lifestyle related – the appeal of small town living
within Northeastern Indiana, access to some great golf courses
(Nicklaus Designed) or some incredible lake living.
The compensation package will consist of an attractive salary
enhanced by a bonus and other benefits. As sales and profits
grow, the financial rewards will grow as well.
The right person will be attracted to the company’s people, its
values, its locale and its room to grow and improve. This is
truly an exceptional opportunity for the right leader.
THE COMPANY
The company started in business in 1946 as Deluxe Coils Inc,
employing 19 people in a 400 sq. ft. facility located in Wabash,
Indiana. Deluxe Coils manufactured terminal strips for the radio
industry, but later on also added coils, relays and switches to
its product offerings. Gradually the company grew and was listed
on the American Stock Exchange in 1966 and subsequently on the
NYSE in 1977. In 1981, Kearney National (owned by DKM – a
holding company) commenced a tender offer for all outstanding
shares of the company and acquired 95% of them. Subsequent years
under Kearney Nationals leadership proved to be somewhat
challenging, with several changes in the strategic direction of
the company. However, in the late 90’s DKM disbanded Kearney
National and as a result now directly oversees the business
operations of Wabash Technologies. This decision has proved to
be of benefit to Wabash Technologies as the company has
experienced improved stability and has re-focused its product
offerings (sensors & actuators) within “powertrain” related
areas. The company now has solid building blocks in place and is
poised for growth within exciting, new emerging technologies
such as “drive by wire”.
Today Wabash Technologies employs
approximately 1200 employees and maintains locations in
Huntington-IN, Plymouth-MI, Mexicali-MX, Swindon-UK and Piestany-Slovakia.
The company’s capabilities include fully integrated
manufacturing, in-house thick film/element clean room
manufacturing, coil and sensor winding, encapsulation
overmolding, bobbin molding and magnetics molding. Core
technologies of the company include variable reluctance, hall
effect, contacting/thick film, no-contacting and piezo
technologies.
Wabash Technologies has current
operations separated into two business units – Custom Designed
Products and Specialty Products:
The Custom Designed Products Division is dedicated to serving a
variety of markets through production of Pedal Position Sensors,
Throttle / ETC Position Sensors, Engine Timing Sensors,
Transmission Speed Sensors, ABS Sensors, EGR Valve Position
Sensors, Rotary / Linear Position Sensors, and Fuel Injection
Stators / Actuators for gas and diesel markets. The divisions
customers include several major OEM's, along with other Tier I
and Tier II systems suppliers. The division not only supplies to
the automotive industry, but also maintains customers in the
heavy vehicle, agriculture, construction, off-highway, and small
engine markets.
The Specialty Products Division is
dedicated to serving the heavy truck, agricultural, construction
and industrial markets. SPD focuses on mid to low level volume
applications and in the past has supplied off-the-shelf heavy
duty VR rotational speed sensors and off-the-shelf contacting
and NC rotary position sensors to various customers.
Additionally the division offers semi or fully customer
engineered sensing solutions. SPD’s resources include TS-16949
certified, 35,000 sq. ft. manufacturing facility in
Huntington-IN that is complete with an engineering development
lab, an environmental/durability lab and an in-house tool room.
SPD is fast, flexible and lean, with the resources of a large
company.
The company’s leadership team
consists of Joe Gonnella (President), Bob Macdonald (VP of
Finance), Tom Martin (VP of Engineering), Chuck Replane (MD –
Europe), Steve Miller (VP Supply Chain Mgmt), Gary Pentecost (VP
of Manufacturing), Hampton Correll (Plant Manager - Huntington),
Arturo Gomez (VP/GM – Mexico) and Jan Cholvadt (GM – Slovakia).
The ownership of Wabash Technologies, DKM, is committed to the
success of its long term investment in Wabash Technolgies. For
more than 40 years, the DKM formula has included active long
term stewardship of its businesses and an enviable acquisition
track record. Unlike leveraged-buyout firms, DKM invests only
its own capital with a long term horizon. DKM places
considerable emphasis on identifying and achieving internal
growth objectives. With the exception of quarterly business
reviews and requested planning assistance and support, Wabash
Technologies operates autonomously.
The bottom line to the opportunity with Wabash Technologies is
that it is a great time to join a well managed, well funded
company that has a tremendous amount of potential given the
realistic opportunities of its product line.
THE POSITION
The position is located in Huntington, Indiana and will report
directly to Joe Gonella, CEO of Wabash Technologies. Joe has
been with the company since October of 2000 and is a 37-year
veteran of the automotive industry. Before joining Wabash, he
served as Vice President of Engelhard Corp (a 4.5 billion dollar
automotive supplier) where he focused on driving the company’s
strategic direction through acquisitions and organic growth.
Earlier in his career, Joe served as group president of Amcast
Industrials Automotive Products Group and prior to Amcast, he
was employed by General Motors. Joe is committed to sharing his
vision for Wabash which is “To be the preferred supplier of
powertrain sensors and actuators by our targeted customer base
through continuous improvement of product technology, innovative
application engineering, flawless manufacturing and 100% on time
delivery.” Clearly in the last 4 years this vision has taken
seed and its growth is now occurring.
The Vice President of Global Sales & Marketing position is
described as an “empowered”, senior level executive position
within a “roll up your sleeves” type organization. The position
has a staff of 14 very talented individuals, with 3 of those
being direct/functional management reports (a Vice President of
Automotive Sales for North America, a Marketing Manager and a
Director of European Business Development). The new vice
president will need to rapidly gain the trust of this talented
group of people and direct, coach, mentor, train and assist them
in aggressively pursuing new customer opportunities throughout
the world, while simultaneously nurturing and building upon
existing customer relationships in Europe and North America. The
new Vice President will hold high expectations not only for his
staff but for all Wabash employees as global revenue growth is
targeted at 15-20% per annum with minimum SGM’s of 30%.
The right candidate for this position will quickly, yet
proficiently be able to understand Wabash’s technical strengths
and organizational capabilities as well as its constraints.
After achieving this understanding, the candidate will then
bring into consideration the entire international marketplace
and work to develop, implement and manage a global sales and
marketing strategy. One of the cornerstones of this strategy
will be the implementation and training of “strategic selling”
principles. These are defined as strategic and tactical
processes by which the executive management team of Wabash will
be “properly positioned” with all of the “buying influences”
within targeted customers. This defined, team based approach for
building relationships within their targeted customer base, will
result in new business consistency for Wabash. In turn, this
will position them well to fulfill the corporate vision of
becoming the preferred global supplier of powertrain sensors and
actuators.
The new Vice President will also be adept in automotive program
management as they will lead and continuously improve this
function within the company. They will chair the Program
Management Steering Committee consisting of the VP of
Manufacturing and the VP of Engineering and will conduct monthly
program reviews that focus on key deliverables and timing
issues.
QUALIFICATIONS
To have properly prepared for a position of such leadership
within Wabash Technologies, the right candidate will at some
point have been a part of a major international growth
initiative within their previous employer(s). They will have
tasted success! No doubt they will have been through some
previous trials and errors, but in learning from these, they
will be able to help Wabash Technologies steer clear of
potential “potholes”.
Given the global emphasis of this position, the ideal candidate
will enjoy interfacing with foreign cultures and is willing to
travel as much as 30% of the time. They have probably lived in
Europe, Asia or South America before and have a strong grasp of
international business practices. They understand the cultural
nuances of each continent and country they have dealt with and
have developed an accepting attitude and positive appreciation
for the differences between these countries and the U.S.
Naturally, if a candidate is multi-lingual, this would be to
their advantage.
The ideal candidate is someone who is well networked and
connected at a senior level within the global vehicular
industries. They will ideally be able to leverage these existing
relationships into new business opportunities for Wabash
Technologies. They understand the demands and desires prevalent
today within the industry and are most probably employed by a
global OEM or First Tier Supplier in a business development
role. This role could take the form of a business unit director,
sales manager, or director of sales & marketing within a larger
company or a vice president of sales within a small to medium
size company.
An engineering degree is highly preferred but it is not an
absolute. What is required is someone who has prominent
technical inclinations. Wabash markets and manufactures a custom
engineered product that is specific to a customer’s application.
As such, a candidate who understands the sensing and actuation
applications in a powertrain environment will be able to
maximize his/her contribution to the company.
Ideally, the new Vice President will understand the marketplace
that Wabash Technologies participates in. They will be able to
interpret industry trends that affect the company – direct
injection gasoline engines, cylinder deactivation, variable
valve timing and how they relate to improved fuel economy,
reduced emissions (meeting governmental standards) and why there
is a migration towards piezoceramic actuators.
The right candidate will have exceptional verbal and written
communication skills and will be just as comfortable conversing
with a senior level executive with Magnetti Marelli in Italy as
they are communicating with a product engineer who works for
Honda in Japan. They will be a proactive communicator at all
levels within an organization.
PERSONALITY & MANAGEMENT STYLE
The successful candidate will be accustomed to working in teams
and will find ease in working with the engineering, finance,
operations, quality and human resources staff within Wabash
Technologies. They will be accountable not only to their boss,
but to the rest of the team members.
Very important to everyone at Wabash Technologies is avoiding
hiring a Vice President of Sales & Marketing that is out to
“advance their own agenda”. This would drive a wedge into the
“team” spirit that is developing there.
“A person that is flexible, creative and innovative would work
well here”, said one executive. We need a “professional”, stated
another executive. “What I mean by that is one that maintains a
cool head under what could be extreme circumstances and provides
leadership throughout the organization. They have fun in what
they do. They can make tough calls and do so with integrity”, he
said.
The right candidate will have a moral compass pointing due north
and will personally exude the values of integrity, honesty, and
fairness. They will be able to quickly develop sound
relationships with their peers. They have the ability to
objectively coach their employees through difficult and
sensitive issues. The new Vice President of Global Sales &
Marketing will have sound judgment and bring several points of
view into consideration when making decisions.
They have the ability to work independently, manage competing
priorities and can meet tight deadlines. They are broad in their
thinking – “maybe a little bit out on the edge”, but yet can
still notice the details. The successful candidate will be a
hands-on, high energy, self-starter who is easy to work with,
and is self assured and confident. He/She is extroverted and
outgoing.
The right candidate will be able to set a good example for other
managers and employees and will demonstrate a high degree of
professionalism, tact and diplomacy in all they do. Social
skills are extremely important in this position and within the
culture of Wabash Technologies.
The environment within Wabash Technologies is “one of
empowerment” and as such the new Vice President will need to
exude leadership skills that reflect this versus being a micro
manager of tasks or people.
THE LOCATION
It is quite probable that the right candidate has enjoyed living
in a locale similar to Fort Wayne, Indiana. Maybe the candidate
grew up in Indiana, Michigan or Ohio and would like to return to
their roots. Regardless, they must value the quality of life in
the “Midwest” as a great place to live.
Located in Northeastern Indiana, Fort Wayne is a city with
metropolitan amenities, yet it still has that hometown feeling.
The city has repeatedly been featured with U.S. top ten “Best
Place to Live” Awards. Some fifty lakes can be found within a
thirty-mile radius of the city. It is a place where people enjoy
working, living, playing and learning in an environment of
quality surroundings and opportunities. Fort Wayne offers
beautiful gardens, golf courses (12 within a 20 mile radius),
museums and numerous local historic sites. According to the city
website, Fort Wayne has earned its nicknames of "City of
Restaurants" and "City of Churches." 310,000 people in Northeast
Indiana call Fort Wayne and Allen County home.
The city of Fort Wayne remains among the most affordable cities
for residence in the Midwest with the ACCRA cost of living
composite index for the first quarter of 2004 at 91.4 and
housing at 85.3.
The city’s accessibility by air and land is a great asset. The
International Airport is served by nearly ten carriers with
non-stop service to several major cities. Interstate 69 and
80/90 converge in Allen County.
Manufacturers and other businesses are growing in this
“World-Class Manufacturing Community” because the companies
enjoy a positive business climate and support of the community.
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