Sales Project Manager

MICHAEL J. SCHUMANN 781-***-**** | **********@*****.***

EXECUTIVE SUMMARY

Results oriented Sales Leader with track record of exceeding revenue goals by motivating and mentoring teams in b2b sales

environments. Comprehensive understanding of key metrics reporting, forecasting, strategic planning and aligning of sales

personnel goals with overall corporate objectives. Recognized as change agent, strong mentor and trusted advisor with a proven

record of leadership. Demonstrated expertise in channel marketing, sales planning and operations with entrepreneurial

organizations looking to scale efficiently.

Sales Leadership & Management Business Development Channel Marketing & Management

Forecasting & Goal Setting Performance Metrics Development Strategic Plan Development

Mentor and Coach Cross Functional Team Management Analytical Skills

MAJOR ACHEIVMENTS

Finalized long-term business plan, launched and built new motorcycle division producing $1M of incremental revenue

within 9 months. Fully penetrated East Coast markets by managing multi-state sales team and created operating manual to

accelerate US market roll out.

Accelerated growth and managed P&L of motorcycle division by coordinating local sales management assets in US market

roll out resulting in $5M of revenue.

Led cross functional team to build and launch new GPS based, fleet management product to block competitors, securing

future business with major rental companies and OEMs resulting in $985,000 of incremental revenue.

Increased year over year sales 39% by introducing existing product into new vertical markets and distribution channels

positioning local company for rapid national expansion.

PROFESSIONAL EXPERIENCE

CONSULTING SERVICES – EARLY STAGE COMPANY FOCUS, Principal, Boston, MA, 2011 - 2012

Harvest Holdings, LLC – Restructured monetization process providing a more profitable and positive cash flow scenario

positioning the company for rapid scaling through external investment.

Healthmob, Incorporated – Evaluated positioning, external partners and advised Customer Development activities to

position company for growth and external investors.

Fitgiver.com – Identified, researched and met with potential corporate partners and non-profits, researched existing non-

profit fundraising models resulting in the identification of market opportunities and formulation of positioning.

PEARL’S PREMIUM, Vice President of Sales, Wayland, MA, 12/2010 - 7/2011

Joined team after successfully coaching company through a global start-up competition resulting in additional funding.

Increased year over year sales 39% by introducing existing product into new vertical markets and channels.

Defined 8 strategic, target, vertical markets, defined offering, built budget and identified resources to achieve objectives

demonstrating business viability and growth potential.

Identified and established relationships with strategic partners accelerating vertical market penetration.

MASS CHALLENGE, Mentor/Advisor, Boston, MA, 5/2010 - 12/2010

Global start-up competition composed of over 100 companies competing for $1 million in funding.

Coached 7 teams through final round of global start-up competition; 2 received additional funding by winning.

Mentor/advisor providing guidance on business plan writing, pricing strategy, customer development, financials for

investors, market definition, channel evaluation, sales modeling, product development and market strategy enabling teams to

demonstrate viability of the business.

LOJACK CORPORATION, Westwood, MA, 2004 - 2010

Initially drove new company expansion into the motorcycle industry creating $1M of incremental revenue within 9 months.

That success led to promotions for senior management roles within the Sales Planning and Operations functional groups.

Director of Operations Planning – North America, 1/2010 - 6/2010

Provided insights to leadership through analysis of comprehensive operations data ensuring business risks were identified

along with actionable responses and ensuring operations resources were available for new product initiatives.

Convinced president to discontinue pursuit of international partnership for an unprofitable sales initiative saving $80,000 and

avoiding potential future losses.

Led team to create Metrics Compilation Manual to eliminate risk of losing ability to produce mission critical operations data.

Senior Sales Planning Manager, 2008 - 2010

Led cross functional team to build and launch new GPS based, fleet management product to block competitors, securing

future business with major rental companies and OEMs resulting in $985,000 of incremental revenue.

Accelerated growth and managed P&L of motorcycle division by coordinating local sales management assets in US market

roll out resulting in $5M of revenue.

Implemented ancillary theft insurance program resulting in over $300,000 in incremental revenue.

Enhanced loyalty programs and negotiated new contract with rewards incentive program vendor saving LoJack $600,000+

over 3 years.

Regional Sales Director, 2006 - 2008

Fully penetrated East Region markets by managing multi-state sales team and created operating manual to accelerate US

market roll out.

Built out NJ dealer network within 60 days to take advantage of riding season. Developed and negotiated crucial strategic

partnership program with Rider Insurance creating an effective model that would later be replicated with larger insurance

providers; program delivered over 90% customer renewal rate.

Developed and managed key partnerships with Motorcycle Expo, GEICO Insurance, Progressive Insurance, Allstate

Insurance and Nationwide positioning LoJack as the leader in motorcycle security category in all US markets.

Sales Director, 2004 - 2006

Finalized long-term business plan, launched and built new motorcycle division producing $1M of revenue within 9 months.

ROAD SKINS LLC, Founder / Principal, Boston, MA, 2001 - 2004

GRANITAR INCORPORATED, Project Manager 00 - 01 | Lead Business Development Analyst 99 - 00, Natick, MA

BRODIE INCORPORATED, Business Development Mgr. – Power Products 95 - 97 | Sales Rep. 93 - 95, Lawrence, MA

EDUCATION__________________________________________________________________________________________

MBA, Finance, Clark University, Worcester, MA, 1999

BA, Social Science, Providence College, Providence, RI, 1993 | Yr abroad: L'Universite de Fribourg, Switzerland

Contact this candidate