Summary
Overview
Work History
Education
Skills
Timeline
Generic

Matthew J Manarino

Summary

Multifaceted Sales and Engineering professional, with a proven ability in all stages of pre and post awarded engineered products and process development. Keen understanding of design, materials and manufacturing to deliver solutions from customer concept to a finished product. Technical Sales: Generated a new customer base and maintaining existed customers by delivering solutions with strong technical proposals. Sales/Applications Engineering: Supported sales as a front line technical representative, establishing customer relationships with product knowledge and solutions. Supplemented customer proposals with technical designs, manufactured solutions and assorted documentation as needed. Maintained the sales quoting structure with raw materials, labor, vendor products and margin/pricing calculations. Project Engineer: Managed custom projects from award (conception) through delivered manufactured solutions on time. Product Design Engineer: Created custom designs based on existing customer specifications, or developed from product/market knowledge and essential dialog between Sales and Applications Engineering. Product Development: Played a key role in many development projects, new to the market and/or company, including testing, installation, support and training. Manufacturing/Process Engineer: Generated and maintained manufacturing process documentation for multiple locations including work instruction, tooling and packaging designs with specifications and manufacturing bill of materials.

Overview

29
29
years of professional experience

Work History

TECHNICAL SALES

Kentucky Trailer Specialty Vehicle
01.2022 - Current
  • Achieved a new Divisional Sales record for 2022
  • Increased yearly personal Sales Target by 25%
  • Built and maintained a new Customer Base, with 45+ qualified prospects, concentrating on 3 of our 5 business segments.
  • Generated proposals including custom quotations, preliminary deigns, customer solution conception, proposed system and component specification, ROI analysis
  • Increase Divisional Margin multiple times to combat pricing increase both material and labor along with corporate profit goals.
  • Played a key role, for my department, in the transitional phase of a corporate acquisition.
  • Attended trade shows to demonstrate company capabilities, establish customer relationships and generated new business sales opportunities.
  • Participated in pricing and negotiation skills training to master how to set the correct price for the market, while maintaining divisional sales targets, customer relations, and margin objectives.

SALES ENGINEER

Kentucky Trailer Specialty Vehicle
04.2014 - 01.2022
  • Working closely with the sales team, participated in the Initial engagement with potential clients on new projects. Generating compelling solutions and establishing long-term relationships with a clear understanding of client requirements to meet their unique needs.
  • Played a key role in the Division's sales growth, year over year, from 12M to over 40M. Including moving into a new/larger facility and navigating the changes from a company acquisition.
  • Maintained a 700 item Sales Quote Master with pricing & labor updates, component descriptions, vendor information, background margin/pricing calculations and overall proposal format & structure.
  • Prepared preliminary sales designs and associated technical documented required during the proposal stage.
  • Created proposals including custom quotations, located new vendors for specific components, prepared system and component specification and ROI analysis.
  • Technical representative for the Sales Department during all phases of pre-sales activities, providing subject matter expertise on products and technology, highlighting unique features and benefits to prospective customers.
  • Partnered closely with project management and project engineering teams to ensure smooth handoffs between pre-sales activities and implementation phases.

APPLICATIONS/SALES ENGINEER

Rex Materials Group
01.2011 - 03.2014
  • Upfront technical involvement with all new customer purposed projects including quotation and project management
  • Product and applications specialist for pre-sale activities working with new customers and new product solutions for existing customers
  • Including samples and product development as needed to deliver a desired result for the customer
  • Exceeded customer expectations for delivering a complete quotation package after production feasibility and direction is established, resulting in a 40% purchase order return
  • Complete costing includes all necessary production tooling and the establishment of outsourced components
  • Project team lead, after order, to create and supervise engineering tasks for product engineers including tool build and manufacturing hand off with a project on time to promise exceeding 90%
  • Very engaged with the entire project through customer feedback and beyond
  • Product engineering technical resource; responding to customer issues or complaints by generating and implementing resolutions, therefore maintaining relations.

PRODUCT DESIGN ENGINEER

Rex Materials Group
10.2004 - 01.2011
  • Generated and maintained, location specific, engineering documentation and designs from project inception to a complete production facility ready package
  • Responsible for performing many of the project tasks from launch through production delivery, staying on target and within established time lines over 90% of the time
  • Provided worldwide on-site technical support for system installations, training, upgrades, troubleshooting issues and concerns
  • Led the design and commissioning of a Metal Delivery System in the Middle East that returned $80K per year savings for the customer and increased future revenue of $200K in the next 3 years
  • Developed new mechanical and electrical Cast House/Foundry products and systems, including resistance heaters, to aid in foundry applications which returned a furnace energy savings
  • Redesigned a combustion chamber for a major customer to increase unit efficiency by 3.2%, allowing for compliance to new government regulations and permitting us to maintain the business
  • Tooling Design and development as needed allowing for custom manufacturing to specific requirements, including tool trials and sample or pre-production runs.

PRODUCT/APPLICATIONS ENGINEER

AAR Mobility Systems
01.2003 - 10.2004
  • Evaluation of purposed products and specifications for manufacturability and cost estimation
  • Performed production capability studies and cost estimation, allowing us to accurately quote purposed new system designs
  • Involved in a team research project to explore new composite product possibilities, created mechanical fixtures and tooling for structural testing and validation, generating a new material and process specifications that allowed us to enter a new market with 1st year potential sales of $250K.

DESIGN ENGINEER

AAR Cargo Systems
03.2000 - 10.2002
  • Created, developed and revised mechanical design of components, assemblies and systems including functional testing, dimensional analysis and review of existing system interaction
  • Provided worldwide on-site technical support and supervision for system installations, upgrades and fielding customer issues/concerns
  • Played a key role on the Material Review Board, generating engineering dispositions for supplier deviations and resolving production quality issues, allowing for a timely resolve to maintain the production schedule
  • Technical link for suppliers and shop floor with drawing and specifications interpretation.

MANUFACTURING ENGINEER

AAR Cargo Systems
09.1997 - 03.2000
  • Developed and maintained efficient standard practices for fabrication, finishing and assembly of designed products and systems
  • Involved in the implementation of new manufacturing software, creating templates and standards for production practices
  • Served as engineering interface with Production, Design, Purchasing, Sales and Quality, to aid in communications and the adherence to the production schedule and design requirements
  • Designed and developed special production tooling, assembly fixtures and product packaging
  • Created and maintained production routings/travelers and work instructions for accurate and documented manufacturing practices and resource flow.

PRODUCT DEVELOPMENT ENGINEER

Atlantic Automotive Components
06.1995 - 08.1997
  • Involved in the research and development of a new plastic composite technology
  • Performed laboratory testing on interior trim components, collected and organizing data to study from daily trials to modify processes and alter materials as needed
  • Generated process control plans, production manuals and material inspection methods.

Education

Bachelor of Science - Physical Science

Michigan State University
05.1995

Skills

  • Sales Force Training
  • Pricing and Negotiation Workshop
  • Lean Manufacturing Principles
  • Manufacturing Constraints and Continuous Improvement Workshop
  • AutoCAD Mechanical; 2-D design [25 years]
  • Solid Works: Solid Modeling (Parts and Assemblies)
  • PDM (Product Data Management Software)
  • Synchrono: Manufacturing and Logistical Software
  • GD&T training and workshop
  • Microsoft Project training
  • Microsoft Office: PowerPoint, Excel and Word, training and workshop
  • Leadership Workshop, Relationship Building – Franklin Covey
  • Productivity Workshop, Time Management – Franklin Covey

Timeline

TECHNICAL SALES

Kentucky Trailer Specialty Vehicle
01.2022 - Current

SALES ENGINEER

Kentucky Trailer Specialty Vehicle
04.2014 - 01.2022

APPLICATIONS/SALES ENGINEER

Rex Materials Group
01.2011 - 03.2014

PRODUCT DESIGN ENGINEER

Rex Materials Group
10.2004 - 01.2011

PRODUCT/APPLICATIONS ENGINEER

AAR Mobility Systems
01.2003 - 10.2004

DESIGN ENGINEER

AAR Cargo Systems
03.2000 - 10.2002

MANUFACTURING ENGINEER

AAR Cargo Systems
09.1997 - 03.2000

PRODUCT DEVELOPMENT ENGINEER

Atlantic Automotive Components
06.1995 - 08.1997

Bachelor of Science - Physical Science

Michigan State University

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Matthew J Manarino