Michael Cook

I am responsible for the coordination of all aspects of Business Development, Marketing and Sales for the Global Off-Highway Segment and helping to execute and support the global strategy for Fluid Power in the Americas. My primary function is to promote and sell Trelleborg products and services globally and within the region. • Coordinates segment sales to provide customers with global but local support. • Gathers credible data on customers, competitors, market size and economic trends relating to the segment. • Responsible for the development, execution, and achievement of both the short and long-term strategic plans for the segment. • Identifies the core business competencies and product offerings required to compete effectively in the segment. • Identifies the resources required to support the segment globally, and ensure these are made available to support segment initiatives. (R&D, Marketing, Application Engineering, Manufacturing, Sales, etc.) • Trains the engineering and sales teams on Off-Highway Product and Service offerings to help facilitate the sales process • Works with Marketing Communications group to establish branding and marketing campaigns and participates in industry associations and events • Builds network through serving on various industry association councils.

• Gathered and analyzed credible data on customers, competitors, market size, and economic trends relating to the segment and made necessary recommendations to respond to these trends. This included areas related to product and material gaps or ideation around product/material development. • Aided in developing and executing a business plan for the segment to include detailed budgets with sales, profit, cost, and resource targets and specific strategies for each customer. • Executed plans to develop the core business competencies and future product offerings required for Trelleborg to compete effectively in the segments. • Trained people resources that support the segment regionally (Sales, Application Engineering, R&D, Marketing, etc.) on segment plan, product offerings, unique value propositions, Service Plus, and other company tools to facilitate the sales process. • Created Industry Consensus of Designs that promote standard products and services, replicate custom engineered products, and include new recommendations based on market trends, in order to be a total solution provider. • Supported high level customer projects/events by developing and delivering technical sales presentations and responding to technical questions regarding Trelleborg’s products, services, and capabilities • Worked with Marketing to establish branding and marketing campaigns, and product launches.

• Provided sealing solutions to customers through collaborative approach with Sales Engineers and Product Management Team • Generated application drawings for specific projects and explained rationale for selected products • Assisted in performing failure analysis of malfunctioning products • Provided drawing, part number, and material data support to Inside Sales Staff and Sales Engineers • Tracked sales projects and generated metrics to quantify response time • Responded to customer environmental compliance requests

• Managed design and engineering aspects of select customer product lines • Followed high priority orders through manufacturing to ensure on-time and correct completion • Performed quoting, designing, and experimental tasks as required

• Supported various engineering and research projects for Space Life Sciences • Developed a software tool for quantifying ocular changes during spaceflight • Provided technical support to the Medical Simulation Laboratory

Fast Start Manager, May 2011 - August 2011 • Created new manager position to focus specifically on newly hired representatives • Mentored over 200 new representatives during their first ten days through one-on-one meetings, daily oversight of their sales operations, and real-time consulting over the phone to help them close sales • Average representative sold over $1,100 during first ten days; program credited with > 40% total office sales Personal Recruiting Manager, May 2010 - August 2010 • Led office personal recruiting program • Managed and coached eight receptionists who called friends of representatives to set them up for interviews plus managed a team of up to 25 representatives (day-to-day coaching and tracking of sales performance) • Brought in over 90 new sales representatives (40% of total recruits) Sales Manager, May 2009 - August 2009 • Led office recruiting and development of over 300 representatives • Conducted interviews, executed training seminars, managed representative performance, and performed office administration • Office set Texas summer record by selling over $780,000 of Cutco products Senior Advisor, June 2008 - August 2011 • Promoted to this sales position after personally selling over $10,000 of Cutco products • Won President’s Club award