Sales Representative

MICHAEL A. ANDERSON

Phone: 612-***-****

***** **** ***** *****

abjipq@r.postjobfree.com

Maple Grove, MN 55311

SENIOR SALES MANAGEMENT EXECUTIVE

GENERAL MANAGER / MANAGING DIRECTOR

- Industrial Equipment Expertise - Mature and Turnaround Operations

- Product Development Experience - Cross Functional Process Improvements

- Multiple Channel Focus - US and Canadian Management Experience

Accomplished and results-driven senior management executive with a record

of success driving high-value revenue and profit gains, large-scale cost

savings, and improved organizational productivity and performance.

Experience leading the development of new, profitable revenue streams with

both premium and commodity products. Recognized change agent with proven

talent for building customer-focused organizations that consistently exceed

goals and recruiting and developing leaders with an equal desire to excel

and win.

CORE QUALIFICATIONS

General / Operations Revenue & Profit Growth Proven Sales Leader

Management

P&L Management Change Management Federal Government Sales

Strategic Business Channel Expansion Partnerships & Alliances

Planning

Strategic Service Business Process Key Customer

Development Improvement Relationships

PROFESSIONAL EXPERIENCE

Tennant Company - Minneapolis, MN

1986-Present

Director-North American Service Strategy (2009-Present)

In partnership with General Managers, created new North American service

strategy and organization to integrate the service business unit in to the

existing structure. Initial savings of $1,000,000 by reducing redundant

position while improving manager to tech reporting ratios and unifying

goals across the organization.

. Responsible for creating and implementing multi-faceted project to

improve the operating profit from $29 million to $50 million by 2013.

. Primary focus on new tiered service offerings, evergreen contract

management, productivity improvements, and the modular redesign of our

industrial product line to embed technologies to aid service strategy

execution

General Manager, Western Division (2006-2009); Southern Division (2004-

2006)

Sales leadership position consisted of 60% sales management and 40%

business and sales operations strategy. Responsible for two different

geographic sales divisions with approximately $140 million sales plan.

Direct management of 4-5 Regional Sales Managers who managed a total of 40+

factory direct sales representatives, 60+ distributors, and 20 independent

contractors. Direct management of 4 Regional Service Managers who managed

80+ direct service technicians.

. Delivered double-digit revenue and operating margin gains vs. three

percent industry average

. Improved margins from 42.2% to 43.3% in 2009 despite difficult

economic environment

. Top division in sales goal attainment in 4 of 6 years, second in other

2 years

. Core team member on team that created and implemented a new go-to-

market structure

. Drove decision making ability closer to the customer, improving

responsiveness

. Championed change-management initiatives that transformed the

organization into a cross-functional, customer focused team that

leveraged internal efficiencies

. Worked with product management and engineering on new product roadmap,

product life cycle management with emphasis on innovation and industry

changing technologies

Central Region Manger, Industrial Division, Central Region (2002-2004)

Took over an underperforming region with a $60 million geographic sales

plan. Responsible for 4 sales managers, with 50 direct sales

representatives and 10 independent contractors

. Produced double digit sales growth year over year, returning the

region to over plan performance.

. Implemented National Account strategy to secure growth from large,

profitable accounts.

. Participated on cross functional team that integrated a commercial

equipment acquisition into Tennant.

North Central Divisional Manager, Central Region Industrial Sales (2000-

2002)

Responsible for the development of sales strategies, expense control, rep

development, and channel conflict management for an $18 million geographic

sales territory covering seven Midwestern states. Direct management of 15

factory direct sales representatives and 5 independent contractors.

. Achieved sales plan while upgrading talent, replaced 5 of 15 reps who

where underperforming.

. Worked with Commercial Division to acquire top distributors in each

geography for vertical market coverage

Sales Development Manager, Industrial Division (1997-2000)

Responsible for sales education and development program for 230 factory

direct sales representatives in North America, UK, and Australia.

. Collaborated with the Director of Education and Development to create

"Sales Mastery" career development program for North America,

Australia and UK including: course structure, processes,

restructuring sales grade levels and incentive structures

. Launched Sales Automation project, wrote software functional

requirements document for both contact management and opportunity

management software. Created first virtual sales presentation tool to

increase productivity and lower demonstration costs.

. Earned an "Individual Quality Award for Outstanding Performance".

Sales Representative, Sr. Sales Representative, Area Manager, Industrial

Division (1986-1996)

Advanced from Sales Representative to Sr. Sales Representative to Area

Sales Manager by consistently meeting and exceeding sales plans.

Increasing responsibilities included new representative training and sales

meeting preparation.

Aero Space Computer Supplies, Inc - Bloomington, MN

1983-1985

Outside Sales Specialist, (1983-1985)

ASCS is a distributor of specialized passive electronic components and

specialty MIL-spec hardware calling on a variety of industries in the

manufacturing and defense industries. Promoted from procurement specialist

to inside sales/account management, to field sales specialist with

responsibilities for Eastern MN and Wisconsin.

. Grew sales from $660,000 to $1.3 million.

Education

University of Minnesota, Minneapolis, MN. BA Sociology, minor Speech-

Communications, 1984

Continuing EDUCATION/AWARDS

Pragmatek Consulting Group, Business Design and Process Integration, 2009

University of Minnesota, Carlson School of Management Strategic Advantage

Series, 2005

University of Minnesota, Psychology of Adult Education, 2000

American Management Association, Fundamentals of Management 1999

Center for Creative Leadership, Leadership Development Program 1998

The Gantt Group, Inc., Project Management Fundamentals 1998

Personnel Decisions, Inc., Selecting for Success 1998

American Management Association, Train the Trainer 1997

Macromedia, Inc. Sales Automation Seminar 1996

Tennant Company Individual Quality Award, Outstanding Performance, 1992

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