MICHAEL KOCH

**** ***** ***** ** 608-***-****

Waunakee, WI 53597 ac6nj5@r.postjobfree.com

CAREER PROFILE

Multi-faceted Sales Professional looking to leverage expertise in MRO, Safety and Plumbing products, and cross-selling between diverse business markets and customers. Dedicated to exceeding the enterprise demands of premier Distributors (manufacturers) and National Accounts. Achieves sales and strategic goals with proactive service deliverables, strong business acumen, and forging trust-based relationships with key executive decision makers and sales influencers. Friendly, energetic style complements detailed thoroughness in creating “win-win” solutions that further establishes organizational goals.

PROFESSIONAL EXPERIENCE

2014 to 2018: SUSTAINABLE SUPPLY dba EYEWASH DIRECT – Waunakee, Wisconsin

Fast-growing national, broad line distributor of emergency eyewash, safety shower stations, and supplies

Technical Sales Representative

Responsible for sales, account expansion, and relationship building with all Eyewash Direct customers and manufacturing partners. Contributed technical expertise to help build the authority of the organization and assist customers seeking to ensure OSHA/ANSI compliance within their facilities.

Worked with key internal stakeholders to develop and implement a strategic plan that grew sales by over 100% in the last four years, improving average daily sales from 2K to 10K.

Worked with vendors to strengthen relationships and added over 500 new products to the website to widen the product base and provide the best customer experience. This translated to over 100K in add on sales.

Developed relationships with product manufacturers and national sales reps to secure deviated pricing on large projects to enhance profitability for the company.

Used industry expertise to effectively specify, recommend, and sell emergency eyewash and safety shower equipment to a wide variety of customers including oil/gas companies, manufacturers, healthcare providers, and government agencies. Also wrote expert content pertaining to Eyewash and Drench Shower Products published on the website.

Implemented variable pricing strategies to ensure that the company met or exceeded profitability goals.

Built and maintained customer trust by leveraging my eyewash expertise to position the company as an authority in OSHA/ANSI regulatory compliance.

Served as primary technical support person for all emergency eyewash equipment inquiries at SustainableSupply.com and EyewashDirect.com.

Effectively cultivated relationships with customers in order to secure repeat business.

Managed the day-to-day operations for a fast-growing e-commerce website that included order processing, quotations, phone/email/chat support, case management, and returns.

2006 to 2014: BRADLEY CORPORATION – Menomonee Falls, Wisconsin

$150 million producer of commercial plumbing fixtures, restroom accessories, lockers and safety/emergency systems

Corporate Account Manager

Individually managed the company’s relationship with its largest single customer, Grainger Industrial, and its 1600 person sales team. Scope included promoting Bradley’s four product categories and partnering with its Plumbing, Jan/San and Safety Distributors, and Manufacturer Representatives. Produced sales of $8 million annually with yearly increases of 6-8%.

Created differentiation from other suppliers by successfully advocating for, and installing a $100k+ investment from Bradley in the Regional Program Management platform with only 13 participants. Results demonstrated a 20% increase per program’s benefits of new customers, markets, and its dedicated sales team.

Selected to lead eyewash system surveys/sales with leading Grainger customers. Partnered in establishing programs at Georgia Pacific, Pepsi Bottling, Cargill and Certain Teed spanning 27 facilities.

Answered Grainger’s priority to increase Bradley’s presence in Puerto Rico. Replaced a corporate unit and personally engaged in trade shows, user calls, surveys, and training. Grew sales from $10k to $500k in 2013.

Earned the Qualified Safety Sales Professional (QSSP) certification to conduct ANSI eyewash system compliance audits/surveys. Increased safety sales 20% by performing 300+ audits across the U.S. while also assisting and training Rep firms.

Averaged 400+ qualified leads and $1+ million in sales per event, while attending 8 Grainger National Sales trade shows. Maximized participation and ROI by focusing on relationship and product training strategies.

Overcame a pricing premium on Bradley’s plastic lockers by targeting select national accounts more prone to benefits/features decisions. Produced 12 deals generating $600k+ in new business.

Solved lack of customer specific support by designing 10 versions of a product training presentation, delivered to 300 Grainger Account Managers via webx, trade shows, district meetings, lunch/learns and 1-on-1 sessions.

Pivotal additional activities included: contract negotiations; line review pricing/rationalization; annual business planning; rebate/co-op programs; branch promotions; new product launch and training; and internal and Grainger strategic planning, presentations, communications and coordination of account logistics.

PROFESSIONAL EXPERIENCE Cont’d:

2003 to 2005: HUMANE MANUFACTURING LLC – Baraboo, Wisconsin

Multi-line producer of recycled floor matting serving industrial, fitness, and farm markets

Sales Manager

Blended responsibilities featuring driving sales, new account acquisition, and establishing new dealerships.

Achieved/Exceeded goals for 3 consecutive quarters spanning between 2003-04.

Opened 10+ new dealers nationally. Developed a dealer map improving dealer targeting and on-boarding.

2002 to 2003: HI-LINE INC. – Dallas, Texas

National distributor of 30,000 industrial MRO products promoting its mobile hardware store services

Territory Manager

Operated a one-ton van, fully stocked with electrical, mechanical, and industrial products to bring on-site sales and service to existing and prospective customers.

Opened 11 new customers during the first 2 months using effective sales planning and cold calling methods. Surpassed quota for every month during tenure.

1997 to 2002: GRAINGER INDUSTRIAL SUPPLY – Madison, Wisconsin

Global Fortune 500 full line distributor of electrical, mechanical, and industrial MRO products

Territory Manager

Managed an account base of 3000+ customers generating over $2 million in annual sales.

Achieved annual sales growth of 6% while twice receiving company recognition for exceeding goals.

Led interactive website training promoting customers’ use of the e-commerce ordering portal.

Key contributor to the design and rollout of a Winfax program attracting new and existing customers to open house events.

Pre-1997: Early career advancement selling commercial electrical supplies as a Field Sales Representative.

EDUCATION/PROFESSIONAL DEVELOPMENT

BBA, Marketing – University of Wisconsin-Whitewater

QSSP – Qualified Safety Sales Professional Certification

OSHA 30 Rated

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