Sales Manager
Resume:
MICHAEL A. LUND
Mankato, MN ****1
(507) 380 - 6840
********.***@*****.***
OBJECTIVE
New business development professional with proven successes leading and directing growth through new product and major
account development and management, seeks progressive growth oriented organization. Experienced in creating and developing
cohesive sales teams that have consistently achieved and exceeded goals and projections.
SUMMARY OF QUALIFICATIONS
Experienced and successful in developing and fostering a climate of positive business and customer relationships utilizing a
consultative style approach. Strong customer service experience in internal and external relationship development. Exceptional
organizational, communication, problem solving and intuitive skills. Skilled in identifying appropriate resources necessary f or
success. Excellent experience in change management processes.
PROFESSIONAL EXPERIENCE
2007 – Current
NORTHERN TIER INDUSTRIES
Director of Sales and Marketing
Part of a team of four individuals that created two new companies whose purpose is to do market research, product design
and product engineering, manufacturing, sales and marketing. The initial produc ts are in the sporting goods, heavy duty
truck and HVAC markets.
Managed complete market research in three separate markets. From that information developed business plans that designate
operational and manufacturing objectives, sales channels and the marketing plan to attain maximum growth with a
responsible budget.
Directed the evaluation of multiple marketing firms with the goal of hiring the firm that best suited our long term goals.
Manage the evaluation of sales reps, sales organizations and national retail firms to represent our products.
Directed the day to day activities and future planning of the current sales reps and retail sales channels including wholesale
and retail pricing.
Evaluated, coordinated and directed all trade show activity.
Initiated and participated in all types of sales calls on large corporate customers and prospects.
2005–2007
LABEL WORKS
NAVITOR BUSINESS PRODUCTS
Sales and Marketing Manager
Initiated a total evaluation of the sales and marketing department at Label Works and other business unit companies including
all materials, personnel and direction.
Developed a new sales and marketing structure for Label Works that allows for specific targeting of market segments. This
has allowed specific National Account Managers and Independent Sales Representatives (external sales) to develop a
knowledge base for each assigned market segment and a direct focus that increases efficiency and market penetration.
Managed a total redesign on the internal sales department from a single focus group to a dynamic sales and customer
orientated team. This was accomplished by beginning extensive sales and product training with the focus being on
understanding our customer and asking appropriate questions to determine the suitable product and business needs.
Designed a support structure for the entire sales and marketing departments. Hired three individuals to provide technical
support and general assistance to all members of sales and marketing.
Managed an integrated sales and marketing effort which included four related companies within our business unit with the
purpose of creating a larger more customer driven organization.
Worked directly with several large national customers and developed sales and marketing programs that have substantially
increased sales and profit margins.
Developed a new customer focused team based culture that drove sales to record levels in 2005 and 2006.
COUGHLAN COMPANIES, INC. 2003-2004
Mankato-Kasota Stone, Inc. & Mankato Screw Products, Inc.
Sales & Marketing Manager
Completed a thorough sales process evaluation of two vastly different companies and implemented successful changes in the
sales teams and the sales targeting process that accounted for dramatic sales increases in both companies.
Recruited and hired a new Regional Sales Manager at Mankato Kasota Stone that has dramatically helped sales in the central
portion of the United States.
Directed complete turnaround of Mankato Kasota Stone sales from disastrous first half of 2004 to capacity levels for second
half of 2004 and beyond. This was accomplished by repla cing one member of the sales team and adding a more motivated
and qualified individual and by coaching the sales group to target the decision makers in the sales process.
Developed a new marketing plan for Mankato Kasota Stone to allow the targeting of sp ecific segments of the architectural and
construction market place.
Managed a total review and restructure of the sales representatives at Mankato Screw Products that allowed more targeting of
new industries and increased sales.
ARCTIC CAT, INC. 2000-2002
Regional Sales Manager
Managed a project that required the total redesign of the internal borders of the southern region. The result of this was a
quick 2 point gain in market share and the ability to direct and concentrate the District Sales Managers on a long term project
of identifying and penetrating key markets.
Directed a team of District Sales Managers that increased market share and unit sales from a wholesale product value of 78
million dollars to 96 million dollars.
Managed project to increase the total number of Arctic Cat ATV dealers and distributors in the southern U.S. Region.
Evaluated the overall average dealer count of each competitor through reported (MIC) dealer numbers, obtained the location
of each dealer by using reported ZIP codes.
Developed a set of market share maps that used color to designate market share ranges by county and by sales district for
Arctic Cat District Sales Managers. The result of this was a net increase in the ATV dealer base by 147 dealers which also
played a big part in the gains in market share and increase in revenue.
Participated in the sales and marketing planning committee for ATVs to monitor and interpret competitive consumer
programs. Developed competitive new ideas, market strategies, and market penetration concepts. Evaluated and adjusted
programs to best meet organizational objectives.
Initiated a program of coaching District Sales Managers in their own assigned areas. This resulted in improved feedback for
District Sales Managers and a better evaluation process for the Regional Sales Managers as well as a better understanding of
our dealer/distributor and customer base.
Developed and managed a project to improve dealer productivity in ATV sales. Looked at large cross section of Arctic Cat
ATV dealers across the U.S. and also competitive dealers (using reported MIC data). Determined at the conclusion of this
project that the dealer productivity and profitability could be increased quickly through the use of acces sory sales and
associated training. Resulted in a 12% increase in Arctic Cat dealer accessory sales over two years.
1989–2000
PIONEER HI-BRED INTERNATIONAL, INC./DUPONT, INC.
District Sales Manager
Achieved multiple sales growth awards consecutively from 1994 to 1999. Accomplished by fostering a team environment
and providing continuing training and evaluation of the sales team. The result of this was not only the district awards but an
8 point gain in market share and an industry leading position.
Introduced a “ride and sell” concept; riding with the sales representative to coach the sales process as well as gaining firs t
hand insight into customer needs.
Developed a quarterly evaluation-to-goals assessment of each sales representative, allowing the sales representative to make
adjustments and improvements during the course of the sales year and allowing the manager to be completely involved in the
progress of each representative.
Introduced an on-going training process for all sales representat ives and distributors that ensured that everyone had the latest
product and market information.
EDUCATION
Canby Technical College, Canby, MN
Associate of Arts: Business
University of Minnesota, Morris, Minnesota
Attended: Business Administration
Contact this candidate