Sales Manager

MICHAEL MCGILLAN

** ***** **** • Ephrata, Pennsylvania 17522

abm32u@r.postjobfree.com • H: 717-***-****; C: 717-***-****

NATIONAL SALES / ACCOUNT MANAGER

• •

Strategic Planning Business Development Sales Management

Dynamic and accomplished national sales manager and account executive with established ability to develop

new business, grow existing accounts, analyze needs, solve problems, and exceed expectations. Extensive

knowledge of business-to-business sales and consumer products. Sharply honed communication and effective

listening skills, confident in preparing and delivering executive-level presentations. Enthusiastic team player and

respected team leader, with talent for motivating others to perform at their peaks. Demonstrated capacity to rise

to any challenge and overcome the most formidable obstacles with tenacity, vision, and creativity.

CORE COMPETENCIES

• Account Management • New Business Development • Product Placement

• Personnel Management • Sales Reporting & Forecasting • Innovative Leadership

• Marketing Strategies • Merchandising Techniques • Product Introduction

PROFESSIONAL EXPERIENCE

MACK BORING AND PARTS - District Sales Manager - Union, NJ October 2007- December 2008

Within a five-state territory, market and sell industrial diesel engines, parts, and generators to OEM’s, dealers

and end users. Monitor account performance and manage product sales. Establish and maintain business

contacts and prospective clients. Negotiate contracts, process and track customer orders. Respond to customer

needs and concerns in a timely manner. Track weekly sales reporting and document quarterly sales increases.

Key Achievements:

Manage monthly and yearly product sales cycles, increasing annual parts sales by more than

20%.

Implemented national replacement parts program with Taylor Rents and Grand Rental Station.

Opened three new regional accounts and increased market penetration in each state.

Creative Retail Solutions – Consultant/Owner - Ephrata, PA May 2006- October 2007

Collaborated with regional and national headquarter buyers and account personnel regarding consumer product

placement in the automotive retail category. Planned, directed, and coordinated all national sales and

merchandising activities and communicated advertising strategies with accounts. Established and maintained

client relations. Conducted product training. Hired, mentored, and trained a network of sales representatives and

agents for consumer product sales, distribution and merchandising .

Key Achievements:

Increased business $1.5 million by gaining new product placement at Wal-Mart, Home Depot,

True Value, Orgill, Shopko, and Rocky’s Ace Hardware.

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MICHAEL MCGILLAN • Page 2

Achieved corporate objectives via preparing effective account-specific presentations and business

development plans.

WOODSTREAM - National Account Manager - Lititz, PA March 2002- April 2006

Collaborated with retail buyers for corporate accounts at Ace, True Value, and Menard’s in the seasonal lawn

and garden, pet and bird categories. P/L responsibility for $10 million book of business. Developed and

presented ideas for new product introductions and merchandising displays to national buyers and regional

accounts. Worked closely with marketing personnel to develop secondary displays and regional print

advertising. Executed corporate strategies to increase key account growth.

Key Achievements:

Increased sales at Menards’ by 7.5% with three new item placements in 2005; Increased True

Value’s sales by 30% with two new product placements in 2005; Increased Ace’s sales in 2005 by

3% with five new item placements.

Contributed to the increase of $700,000 in sales in 2005.

POLARIS INDUSTRIES - District Sales Manager - Medina, MN January 2000-March 2002

Established and managed wholesale and retail sales objectives in 65 multi-branded stores. Introduced and placed

new products and coordinated regional advertising strategies. Trained dealers and distributors in best practices

for merchandising and business profitability. Tracked, compiled, and analyzed quarterly sales summaries to

achieve objectives. Interacted with consumers to maintain and increase satisfaction. Mentored new district sales

managers.

Key Achievements:

Recipient of District Sales Manager of the Year award in 2000 for increasing sales from $4.5

million to $5.7 million.

Selected to attend Polaris Leadership Council in 2000.

Increased sales from $5.7 million to $7.2 million in 2001.

~ Additional experience as a Territory Sales Manager for Sunoco, Sales Manager for Universal Process

Equipment, and Corporate Marketer for Cooperheat, Inc. ~

EDUCATION

Bachelor of Science

DREXEL UNIVERSITY – Philadelphia, PA

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