Sales Manager
Resume:
Michael G. Cohen
*********@*******.***
Objective
A long term career in a Business Analyst role.
Introduction
My experience includes 8+ years as a liaison between business executives in various organizations
and there IT development and support teams. I have extensive cross-functional experience assisting
executives identify /clarify their business needs, translate them into terms that IT teams can work
with, and coach users to get the most value out of the developed tool or process.
Core Competencies
Business / IT Liaison
o Responsible to clarify and document business requirements / translate business requirements for use by IT development teams
- Increased efficiency of steel purchasing process by working with the Steel Purchasing Director, and application development teams, to develop the GM steel bid request and comparison application
- Automated and simplified process of delivering / presenting purchase requests at weekly commodity
meetings
o Develop and present cost benefit analyses for various business process and IT related projects
- Analyzed and documented cost of current methodology versus projected cost after modification
- Analyzed and documented current process benefits versus benefits received with proposed
enhancements
- Created presentations for executive directors’ use in presenting project to peers and decision
making authority
o Primary point of contact between GM WWP / GPSC headquarters’ leadership and various IT teams for
daily support questions and concerns
Project Management
o Responsibility to work, communicate with all stakeholders to develop and implement of a wide range of IT and business process projects
- Streamlined steel purchase process with GM Steel Purchasing bid and quote comparison process
- Created higher minority supplier visibility with GM Minority Supplier Tracking System
- Highlighted organizational goals and strategies with GM Truck Purchasing Business Plan
- Improved competitiveness of minority GM Tier 1 suppliers through GM T/MAP program
- Streamlined communication and overall processes through development of InStream Financial’s
Sales Tracking and Reporting tool
- Streamlined processes and clarified roles by leading the ISO 9001 certification effort for Motex
Services
o Manage project budgets
o Manage requirement changes to minimize impact on schedule and cost
Business Process Analysis and Improvement:
o Responsible to identify opportunities for improved efficiency and effectiveness, develop modifications, gain support for enhancements and lead / assist in implementation
- Improved “C” level customer satisfaction at General Motors global headquarters by modifying support team structure and processes
- Assisted in standardizing various processes for GM Worldwide Purchasing by facilitating global
process improvement conferences
- Increased efficiency and effectiveness of sales team and processes at InStream Financial Services
by 25% through redesign of sales processes and supporting tools
Strategic and Tactical Business Planning
o Work with senior leadership to identify goals, objectives, strategies, measures of success,
etc., and document in a usable manner
- Led creation of GM Truck Purchasing Business Plan
- Co-developed and executed Sales Plan for InStream Financial Services
Corporate Training Development and Delivery
o Design and deliver corporate training to all levels of employees
- Crosby Quality Training program
- Designed and delivered sales training at InStream Financial Services
Experience
Senior Mortgage Banker, One Reverse Mortgage (January 2011 - May 2013)
Detroit, MI
o Responsible for generating profitable Reverse Mortgage loans
o Accomplishments:
- 2012: Top 15% performer company wide
- Identified, and had implemented, multiple opportunities for improved efficiency, accuracy and
enhanced customer experience
Owner, EcoSmart Furniture (2008 – 2011)
Royal Oak, MI
o Responsible for sales, marketing, design, and manufacture of custom furniture and kitchens
o Accomplishments:
- Had furniture marketed and sold at Michigan Design Center
- Company highlighted in various news articles with examples of work shown
Detroit News Home Section (August 2010)
Oakland News (October 2010)
Jewish News (October 2010)
Regional Manager, Pogoda Management Co., Commercial Property Management (2008)
Farmington Hills, MI
o Responsible for overall operations of 12 retail self-storage locations
o Accomplishments
- Increased facilities revenue by 5% - 10%
- Identified opportunity to reduce fraud and lost inventory with no added cost
Vice President of Sales, InStream Financial Services, (2004 - 2008)
Huntington Woods, MI
o Responsible for sales to Tier 1 automotive and electronics industry suppliers
o Accomplishments
- Co-developed and successfully executed sales plan to grow annual sales to $100+MM
- Hired, trained and led sales team
- Led successful effort to increase sales effectiveness by over 25%
- Created and delivered all needed sales training
- Created sales tracking and reporting tools
Vice President of Sales and Operations, Motex Services Inc., Staffing (1999 - 2003)
Southfield, MI
o Responsible for leading sales, recruiting, and IT support
o Accomplishments
- Led successful company wide effort to achieve ISO 9001 certification
- Co-developed and successfully executed plan to achieve “Mentored Supplier” status at General Motors
- Co-developed, led sales effort and implementation of the GM Technical and Managerial Assistance
Program generating $2+MM in revenue over 2 years
- Led sales effort to double company annual revenue to $20+MM
- Rescued failing call center account retaining $1+MM in annual revenue
- Negotiated resolution to multi-million dollar Receivables and Payables issues
Multiple Roles, Electronic Data Systems, IT Services (1985 - 1999)
Account Executive - GM “C” Level Executive Support Staff (1999)
o Responsible for managing IT support team responsible for GM CEO and his direct staff
o Accomplishments
- Improved customer satisfaction and IT support team morale by restructuring team membership, and
redesigning and implementing support processes
Account Manager - GM Worldwide Purchasing (WWP / GPSC) (1993 - 1999)
o Responsible for leading IT support team at GM WWP (GPSC) headquarters
o Accomplishments
- Clarified and documented divisional goals through creation of GM Truck Purchasing Business Plan
- Streamlined document flow and decision making processes through implementation of “off the shelf” hardware and modifications to the business processes
- Facilitated global conferences to “commonize” GM global purchasing processes
- Provided Cost / Benefit analyses for director and V.P. level clients relative to IT enhancements
- Identified needs, developed proposals, presented ideas to executive leadership
- Managed implementation and support of various IT related projects
Quality Improvement Consultant / Trainer (1990 – 1993)
o Responsible for developing and delivering training, and implementing quality improvement
mindset and processes
o Accomplishments
- Co-developed internal version of Crosby Quality Improvement Training program
- Trained 3 EDS divisions, representing over 1,000 employees
- Trained several trainers to allow dissemination of quality improvement course more widely
- Consulted with senior EDS leaders to improve processes impacting business planning, sales, and
software development
- Significantly improved a financial support account team morale through coaching leaders to improve their skills and processes
Education
2004 – 2005 Davenport University – post graduate business coursework
1982 – 1983 Lawrence Institute of Technology – Computer programming
1980 – 1983 W estern Michigan University – M.A. – Physical Anthropology
1975 – 1979 Michigan State University – B.S. – Anthropology
Affiliations and Additional Training
1993 – 1993 EDS Manufacturing Professional Development Program
2001 – 2002 Dale Carnegie Public Speaking Course
- Awarded Top Speaker
2007 – 2009 Board of Directors – Temple Emanu-El
- Chairman of Marketing Committee
References Available Upon Request
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