MICHAEL R. HOSKING

Brookeville, MD *****

acr2pn@r.postjobfree.com

301-***-**** (m)

http://www.linkedin.com/inmichaelhosking

SENIOR EXECUTIVE / ENTREPRENEURIAL LEADER

Highly effective, resourceful, innovative business leader and visionary with over 20 years’ experience driving revenue and profit, improving on-going operations and successfully addressing and turning around underperforming organizations. Held senior leadership positions in commercial, international and technology sectors with P&L responsibility of up to $240M and 200 employees. Possesses unique talent components including vision and strategy, operations and execution. An inspiring, transformational leader with the ability to culturally imbed sustainable business processes into organizations resulting in improving operations.

A strategic and entrepreneurial leader and effective manager, with a passion for driving high top and bottom line operational performance, getting close to clients and customers and over-performing in challenging and highly competitive markets.

Creates and champions new ideas, gets buy-in and drives to successful completion. Highly customer and results focused.

Superior business acumen, sees big picture and unlocks and leverages key business drivers to promote business growth.

BUSINESS LEADERSHIP EXPERIENCE

CAPITOL OFFICE SOLUTIONS, Columbia, MD 2009-2014

A wholly owned subsidiary of Xerox Corporation and the Mid-Atlantic region’s most advanced technology and services company. Specializes in office systems and workflow solutions, with revenues of $44M and a workforce of over 200 employees.

PRESIDENT

Recruited by CEO of parent company to provide leadership and revitalize the strategic direction of the company, achieve growth in revenue, profit and market development. Responsible for all aspects of strategy and operation including Profit and Loss. Functionally accountable for strategy, sales, marketing, operational supply management, finance and budgeting, service operations and human resources. Accomplishments included:

Quickly pulsed the organization and with management team, developed new vision, mission and values, re-engaged employee base, upgraded key functions and instituted regular review processes and accountability. Improved morale immediately, improved productivity across the board, increased employee retention and commitment and focused on results.

Grew top line revenues 20% by launching a new, solution oriented business strategy driving 47% growth in new business and improved penetration into large vertical markets including Healthcare, Government and Education. Developed a focused sales strategy and drove incremental sales productivity through key market segmentation. Grew income by 35%.

Increased aftermarket product line growth of 35% by creating and launching a new Managed Services Division, increasing field engineer productivity by 30% and renewing clients at a 90% rate. This represented a major internal culture shift for the company.

Significantly improved internal operational performance contributing directly to 50% increase in EBITDA:

Significant improvement in inventory turnover; decreased monthly parts write-off

Highly improved asset tracking and management

Implemented an improved sales forecasting process which cascaded into improved service, equipment, parts and administrative productivity

Elimination of bad debt write offs by creating an effective receivables and collection process

FUJITSU AMERICA, Sunnyvale, CA 1997-2008

A leading Japanese information and communication technology company with a full range of technology products, solutions and services and global revenues of over $47B, a workforce of 170,000 employees and operations in over 100 countries.

CORPORATE VICE PRESIDENT & VICE PRESIDENT, US CHANNEL SALES (2004-2008)

Member of Senior Management Team responsible for $240M P&L; functions included Sales, Marketing, Customer Service, Operations and Administration.

Delivered incremental revenue of $140M over 3 years in mobile, server, storage solutions and professional services while reducing sales expense as a percent of sales each year.

Initiated a new sales strategy leveraging client focused solutions and an organization structure for entry into Healthcare vertical, generating $37M revenue in year one and $50M in second year. This vertical became Fujitsu’s #1 revenue producing industry segment.

Conceptualized and launched a strategic volume distribution strategy generating $62M in incremental revenues.

VICE PRESIDENT, FEDERAL SALES (2003-2004)

Responsible for Sales, Customer Service, Operations and Contract Management.

Immediately restructured all functions and operations, and created a new strategic plan which yielded a leaner more customer centric operation and resulted in growing the business segment by 46% year over year.

VICE PRESIDENT, SOUTH EAST REGION (2000-2003) 2000-2003

Created and led an 11 state operation targeted at commercial and government markets through direct and indirect channels. Achieved $32M in new business from start up.

DIRECTOR, EASTERN REGION (1997-2000)

Built a start-up operation from zero to grow commercial sales and profits in eastern U.S. Led staff recruiting, training, development and technical support programs. Consistently met revenue and profit targets and achieved President’s Club status each year.

AST RESEARCH CORPORATION, Irvine, CA 1988-1997

One of U.S. largest industrial and service companies and a leader in personal computer manufacturing with products sold in over 100 countries. Acquired by Samsung in 1996.

REGIONAL DIRECTOR, SOUTHEAST REGION

Managed a 12 state region which produced $100M in revenue; achieved Top Region and Top Director Award for exceeding revenue and organization objectives plan.

DISTRICT MANAGER, REGIONAL SALES MANAGER

SENIOR ACCOUNT MANAGER, COMMERCIAL AND FEDERAL SALES

EDUCATION

BS, Management, Washington Adventist University, Takoma Park, MD

Contact this candidate