Michael J. Harris
Brevard,NC
Summary
Dynamic sales management professional with over 20 years of experience in the electronics and precision-engineered product industry, consistently delivering exceptional results. Proven track record in driving revenue growth through strategic management and business development, contributing to a high-performing executive team responsible for $360M in revenue. Expertise in analyzing complex situations and aligning organizational efforts to create targeted value propositions. Skilled in leading and coaching sales teams to cultivate, expand, and manage large global accounts. Strong proficiency in engineering, manufacturing, market research, strategic planning, budgeting, and executive-level presentations.
Overview
29
29
years of professional experience
Work History
Senior Director of Sales - South Region
Hirose Electric Americas
04.2023 - Current
- Directed strategic initiatives to enhance organizational performance and operational efficiency.
- Oversaw cross-functional teams to align business objectives with market demands.
- Implemented data-driven decision-making processes, improving project outcomes and resource allocation.
- Mentored senior leadership, fostering a culture of continuous improvement and innovation.
- Developed an optimal strategy for team deployment
- Consistantly set and achieved revenue goals
- Provided coaching and mentorship to team members to support their professional growth
Director of Business Development
Hirose Electric Americas
06.2021 - 04.2023
- Tasked with developing a strategy, staffing and implementing the activities for newly created business development business unit.
- Led strategic initiatives to expand market share through targeted business development efforts.
- Analyzed market trends to identify new opportunities for product offerings and partnerships.
- Collaborated with cross-functional teams to align business development strategies with corporate objectives.
- Mentored junior team members, fostering professional growth and enhancing team capabilities.
- Exceeded goals for pipeline growth that led to successful development of new strategic customers
VP of Sales – Power Solutions Group
NN Inc
01.2018 - 01.2021
- Recruited to develop and implement a sales and marketing strategy for the newly created Power Solutions group that included a team of 10 sales managers generating $210M in sales.
- Recruited and built high level sales team adept at consultative selling, ability to develop strategic customers, technical aptitude, internal and external relationships, project management skills, coachability and passion to succeed.
- Repaired and rebuilt strategic relationship with our largest customer resulting in LTA that secures our existing business and paved the way to co-developing their next generation products
- Generate annual budgets and short-term forecasts utilizing market data, customer forecasts, economic indicators, customer history and input from sales team.
- Developed strategic plan in collaboration with other functional VPs that aligns with the corporate strategy and provides clear direction to the overall business unit
- Present monthly and quarterly analysis of sales results, strategic opportunities, forecasts and key customer activities to the Board of Directors, CEO and other Sr executives.
- Provide guidance to senior management and BOD on strategy, quarterly forecasts, pipeline and end market performance
- Implemented new CRM pipeline tool to improve opportunity analysis on KPIs such as hit rate, markets, total values, forecasting, product types, end markets and team member performance.
- Achieved annual pipeline and new business goals ahead of target. Pipeline grew from $0 to $80M in one year
- Developed end market strategy, technology targets and customer strategy that led to 25% growth of electrical market segment
- Conduct market analysis on power transmission/distribution, automotive, general industrial, aerospace & defense and medical markets
- Review and draft LTAs and NDAs to ensure agreements are commercially beneficial to the organization
- Work with plant leaders to align sales with operations and insure plant specific goals are achieved
- NN Inc is a $500M diversified industrial manufacturer of precision components for the automotive, medical, power and industrial markets with 28 manufacturing facilities worldwide. It is currently traded on the NASDAQ under NNBR.
- VP of Sales – Power Solutions Group (2018 – 2021)
- Key responsibilities and accomplishments
Director of Sales – National Accounts
Hirose Electric Americas
01.2003 - 01.2018
- My high level of success growing and managing Hirose’s largest accounts led to the creation of the Director of National Accounts role
- Develop short and mid-term forecasts and strategies to achieve the goals of my business unit and the company overall. Monitor and adjust forecasts as necessary reporting changes to senior management
- Responsible for achieving preferred supplier status at several strategic accounts and doubling sales in 2 years. Created strategic partnerships with these customers and developed model for other “impact” employees to follow
- Lead team of managers tasked with creating strategy for exponential growth of organization. How to achieve $280M in sales by 2020
- Develop and implement PDCA (Plan, Do Check, Act) model to maximize sales performance and identify strategies that are working. Recommend alternative action when necessary
- Lead price negotiations with multi-million dollar customers and strategize on how to minimize impact on profits
- Monitor and assess network of manufacturers reps. Initiate changes when necessary.
- Provide quarterly business and updates to senior level management in the US and Japan. Make recommendations/requests if additional tools and support are required. Propose new ideas and strategies as needed
- Utilize global resources to create international support team. Communicate strategy effectively with our sales network in Asia to ensure our segments goals are being met/exceeded
- Assessed supporting requirements from headquarters in US and Japan and make recommendations to improve fragmented support structure.
- Communicate customer demand to factories in Asia for effective capacity planning and product delivery
- Manage distribution/supply chain channels to coordinate inventory levels, pricing and other terms and conditions
- Developed several emerging accounts into the highest revenue producing customers in the organization. Accounts exceeded $60M in sales.
- Train and motivate sales staff to be effective within our organization and develop new business. Focus on company strengths and minimize our weaknesses
- Hirose Electric is a manufacturer of precision interconnect devices serving the consumer electronics, industrial, medical and datacom markets with $1.2B in sales. It is currently traded on the Nikkei under HROEY.
- Director of Sales – National Accounts (4/1/14 – 2/1/18)
- Key responsibilities and accomplishments
Global Account Manager/Regional Sales Manager for Southeastern US
Hirose Electric Americas
04.2010 - 04.2014
- Execute and direct global sales efforts for interconnect applications in cutting-edge consumer, industrial and high speed mezzanine electronics markets. Interface directly with top level executives and negotiate high dollar value contracts. Orchestrate all aspects of project management from new product design and engineering to capacity planning.
- Responsible for the development and implementation of strategic plan that helped achieve corporate sales objectives. Provide quarterly presentations to senior leadership. Develop appropriate matrix and monitor performance to plan. Achieved preferred supplier status. Develop plan for strategic launch in South America.
- Cultivated Hirose’s largest global customers. Focused on new product design wins that expanded our market share and positioned us for continued growth. Effectively communicate objectives and goals within the sales organization. Provide clear expectations and monitor results. Develop and manage direct sales team in US and Asia, manufacturer’s reps and application engineers. Ensure print position is maintained with core products.
- Performed market research and analysis for specific customer requirements and competitor’s products. Identify opportunities to increase our share of the customer’s total connector spend. Collaborate with marketing and engineering department for new product development. Intimately involved in new product development that will significantly increase revenues for 2013.
- Consistently utilize worldwide resources to meet strategic goals and satisfy a wide variety of customer demands. Most recently, organized joint venture between design engineers, quality assurance managers, manufacturing engineers and strategic account managers from Canada, Japan, America and Korea. Primary focus was in depth technical evaluation of new production line in Korea.
- Negotiate contracts for EMS vendor managed inventory (VMI), customer pricing/business agreements and manufacturer’s reps.
- Hirose Electric is a manufacturer of precision interconnect devices serving the consumer electronics, industrial, medical and datacom markets with $1.2B in sales. It is currently traded on the Nikkei under HROEY.
- Global Account Manager/Regional Sales Manager for Southeastern US (4/1/10 – 4/1/14)
- Key responsibilities and accomplishments
Regional Sales Manager
Hirose Electric Americas
09.2003 - 04.2010
- Expanded Northeast region and drove sales growth from $2 million annually to over $60 million. Successfully opened and staffed Regional office in NY. Lead and drove team of approximately 30 manufacturers reps. Monitored monthly activity reports for all sales personnel.
- Prospected and developed several key accounts such as Motorola, Sony Ericsson and Blackberry. Achieved preferred supplier status through close attention to customer requirements and providing outstanding support. Extensive internal negotiations were conducted in order to convince management to invest in additional resources. To date these are still among our largest global accounts.
- Educated and trained extensive distribution sales network to increase industrial customer base. Played primary role in interviewing and evaluating new distributors in an effort to expand our network
- Hirose Electric is a manufacturer of precision interconnect devices serving the consumer electronics, industrial, medical and datacom markets with $1.2B in sales. It is currently traded on the Nikkei under HROEY.
- Regional Sales Manager (9/1/03 – 4/1/10)
- Key Responsibilities and accomplishments
MILL-MAX MANUFACTURING CORP.
01.1997 - 01.2003
- Gained experience in manufacturing processes by working in vertically integrated facility that performed numerous operations including CNC machining, contact stamping, screw machining, plating, injection molding, assembly, FR4 routing, annealing and all aspects of quality control
- Hired originally for inside sales and quickly demonstrated ability to develop relationships with customers and gain understanding of the business and our products
- Promoted to regional sales manager and raised the bar on what was expected of the manufacturer’s reps
- Drove sales through collaboration with engineering and overcoming internal roadblocks
- Responsible for the highest producing territories in New England and Northern CA
- Mill-Max is a vertically integrated manufacturer of interconnect solutions serving the medical, data storage and industrial markets. It has been privately owned by a Swiss family for over 40 years with one location in Oyster Bay, NY with total sales of approximately $50M.
Education
B.S. - Business Administration
SUNY Empire State
Old Westbury, NYSkills
- Strategic planning
- Revenue growth
- Cross-functional leadership
- Data-driven decision-making
- Developing successful team members
Accomplishments
Completed and implemented Franklin Covey 4DX system of goal management
Timeline
Senior Director of Sales - South Region
Hirose Electric Americas
04.2023 - Current
Director of Business Development
Hirose Electric Americas
06.2021 - 04.2023
VP of Sales – Power Solutions Group
NN Inc
01.2018 - 01.2021
Global Account Manager/Regional Sales Manager for Southeastern US
Hirose Electric Americas
04.2010 - 04.2014
Regional Sales Manager
Hirose Electric Americas
09.2003 - 04.2010
Director of Sales – National Accounts
Hirose Electric Americas
01.2003 - 01.2018
MILL-MAX MANUFACTURING CORP.
01.1997 - 01.2003
B.S. - Business Administration
SUNY Empire State
HOBBIES
Triathlon, Mountain biking, snowboarding, fly fishing, marksmanship
TRAINING
Public Speaking Seminars I & II, Long Island Association