Ken Tockstein

Leading commercial growth for Frinks AI across the Americas by building strategic partnerships with OEMs, system integrators, and key industrial customers. Focused on expanding deployment of our AI-powered machine vision platform while strengthening sales operations and delivering an exceptional customer experience. • Build and deepen relationships with customers to enhance account management and long-term value • Develop new OEM and integrator partnerships to scale adoption of the Frinks software platform • Drive marketing and go-to-market initiatives that increase brand visibility across the region • Improve sales processes, tools, and coordination to streamline execution and elevate customer outcomes • Partner with the leadership team to support continuous improvement and operational excellence

Improve and implement sales infrastructure while ensuring customer satisfaction at all levels. • Create connections with existing customers and strengthen account management practices • Lead marketing activities to increase brand awareness among new and existing customers • Explore existing sales processes and software to improve coordination and customer experience • Support leadership team in continuous improvement activities

Lead the sales and applications engineering team for two Michigan offices, surpassing sales and customer satisfaction targets. • Strategic Leadership: Transitioned sales staff to a proactive strategy, increasing business with new and existing customers • Program Development: Ensured consistency in existing programs and developed new initiatives to support sales teams • Partnership Expansion: Collaborated with integration partners to drive additional sales and diversify the customer base

Grew global accounts for major automotive customers and battery producers, coordinating teams across geographies. • Supported capex projects by coordinating corporate and local resources • Built and maintained relationships with stakeholders, aiding in logistics and manufacturing processes • Implemented pilot programs for new technologies and provided feedback for product enhancements • Reviewed data to produce monthly forecasts, driving sales activities and inventory planning • Pursued continuous education to provide effective solutions for partners' needs

Strategically grow global accounts for multiple major automotive customers through utilization of collaborative teams in numerous geographies. Manage two District Sales Managers whose teams are responsible for all sales activities in Michigan.

Led the Account Sales Engineering team in West Michigan while growing global accounts for major automotive customers. • Built and maintained relationships with stakeholders • Provided monthly forecasts and coordinated sales activities • Pursued continuous education for the team

Led the Field Sales Engineering team in West Michigan and Indiana. • Built and maintained relationships with stakeholders • Provided monthly forecasts and coordinated sales activities • Pursued continuous education for the team

Member of the Global Products Fire Detection Leadership team, responsible for several critical areas including: • Drove key initiatives throughout the business unit to drive year over year (YOY) transformational improvement of $17M as well as a $13M improvement to target in current fiscal year. • Created and implemented industry-first virtual factory certified training program which required equipment utilization at trainee sites as a result of pandemic quarantine requirements. • Partner with other Directors to improve processes throughout the PBU. • Work with the Transformation Office to share best practices and help other PBU’s improve. • Drive Mergers & Acquisitions teams in target markets to increase total share • Manage business units Business Transformation and Improved Performance Initiatives via McKinsey Wave platform • Coordinate with Transformation Office to improve corporate Operational Heath Index (OHI) • Partner with HR leaders to ensure success with Diversity and Inclusion Initiatives • Oversee Product Support team globally to ensure complete customer satisfaction

Led a team of 15 responsible for technical presales support throughout North and South America. • Responsible for revenue growth of $23M YOY from fiscal 2018 to 2019 • Consulted on Building System Integration projects to aid account managers in delivering integrated system solutions • Provided subject matter expertise for tradeshows and customer showcase visits by Fortune 500 companies and performed demonstrations, both in person and virtually, for A&E firms, customers, and contractors to highlight the benefits of our products and solutions • Conducted technical sales training for new or existing staff on product differentiation

Responsible for the installation operations management teams in eight district offices located in Pittsburgh, Cleveland, Columbus, Cincinnati, Toledo, Detroit, Grand Rapids, and Northern Indiana. • Directed a successful operations team in the region that exceeded fiscal year goals by 5% • Mentored the management team on career progression plans and initiated succession and developmental planning procedures for their staff • Implemented the use of best practices to drive lean processes and improve margin execution • Additional responsibilities for the management of project engineering, project management, CAD operations, installation, and technical installation support within the area

Led the management team and contract sales staff for both district offices (Grand Rapids & Northern Indiana), achieving a YOY revenue increase of 5.4% and operating income of 5.9% despite a mid-year office merger. • Coached department managers for increased performance and career progression • Verified all financial reports to ensure district met or exceeded goals in key performance metrics • Worked with Regional Support and local managers to develop a satellite training program for all service and install personnel

Managed sales, technical, and administrative staff to execute work on electronic, sprinkler, and mechanical life safety & security systems in West Michigan. • Ran complete business operations, delivering a 4% operating income target outperformance in the first year and continued exceeding targets in the following two years • Verified all financial reports to ensure district met or exceeded all goals in specific metrics • Worked with Regional Support and local service supervisors to develop a training program for all service and install personnel

Managed service, inspection, and installation operations for both sprinkler and electronic systems in West Michigan, increasing on-time inspection rate, service contract retention, and service margins. • Increased customer satisfaction scores from 43% in FY10 to 77.8% in FY13 through increased focus on customer experience • Coordinated remote sales resources to increase deficiency sales over 300% from FY11 to FY12 • Provided district management and business functions in the absence of a local DGM while also performing all TSM duties

Led a team of installers and technicians responsible for projects in the Texas Medical Center, accountable for as many as 200 active projects at one time. • Guided the team to greater than 90% of projects executing at or below budget. • Improved relationships with key customers, leading to positive feedback and appreciation. • Conducted numerous site meetings to ensure installers had all necessary equipment and tools to complete work in strict hospital clean environments. • Produced and reviewed monthly revenue forecasts, customer invoicing, purchase order approval, and installers' timesheets.

Managed multiple projects for large and small enterprise customers, healthcare facilities, and private businesses. • Implemented best practices and software platforms to enhance tracking visibility and productivity. • Coordinated efforts between sales, engineering, purchasing, and customers to ensure accurate component orders. • Scheduled projects using both company installers and outside contractors. • Conducted site meetings to ensure projects were installed correctly, on time, and to customer satisfaction. • Worked closely with customers to address all training and project close-out issues.

Managed nationwide fire alarm accounts for large enterprises and retail stores, including Walmart, Target, The Home Depot, and Petsmart. Designed and implemented standards for the design department, significantly decreasing production time. Served as the national fire and security engineering lead for Walmart (2000-2006) and Target (1998-2000). Provided consultation for technical architects to ensure optimal system design and implementation. Conducted quarterly reviews for the CAD department to maintain high standards and continuous improvement.

Completed my MBA December 2017.

Have been named to the Dean's/President's list each quarter since starting at Capella in April 2013. Graduated in Spring 2016.

Completed two years in Mechanical Engineering program while attending school on academic scholarship.