Sales Manager

M ichael Lockard

**** ******* **. – Lewisville, NC 270**-***-*** 1484 *************@*****.***

OPERATIONS MANAGEMENT

Senior Plant Manager with over 20 years of leadership experience. Ability to develop and execute strategic objectives,

capitalize on corporate strengths and manage cost while maximizing top line growth. Proven success at quickly

evolving expansions into profitable businesses. Collaborative and creative hands on team builder with strong

analytical skills, a drive for results and a strong P&L management background.

Strategic Planning – Process Improvement – P&L accountability – Business Developer

Analytic Thinker Growth Manager Cost Control Results Based Leader

Key Strengths:

Leader – Developed and managed organizations of over 300 employees and $100M annual revenue.

Sales and Customer Service – Led successful efforts to acquire and maintain many long term contracts.

Established and maintained solid relationships with all major clients.

Team Builder – Successfully recruited sales, operations and support teams. Integrated flexible cross team

support structure.

Negotiator – Primary contract interface for large accounts. Rewrote Southern California Union Contract

from scratch & successfully negotiated several Union contracts. Obtained North Carolina State, County and

municipal tax incentives.

Facility Developer – Developed two new facilities from idea to completion. Performed geographic analysis

based upon strategic goals. Created and executed to financial model. Set and exceeded growth and

profitability targets.

Innovator – Created, developed and integrated new internal Departments and Divisions within existing

corporate structure. Championed Six Sigma and ISO 9000 processes. Ability to see the big picture,

understand the objectives and execute both internally and externally.

P RO FE S SI O NAL EX PE RI E NCE

EWI Worldwide Inc. Livonia Michigan 1985 – 2013

Vice President of Operations

General Manager, North Carolina 2006 - 2013

Managed multi-facility organization over 300 Employees and $150 Million in revenue

• (8) direct reports; (4) VP/GM’s and (4) Directors

• Responsible for operations at (5) locations; Atlanta, Chicago, Detroit, Orange County, CA &

Winston Salem, NC

• Union and Non-Union Hourly workforces with up to (250) Hourly reports

• Over (50) Salaried Operations reports

• Built a caring, servant-leader, trust-based leadership team

• Led the strategic migration from high-cost to low-cost fabrication placement

• Developed a flexible-fabrication location approach

• Improved overall Gross Margins by over 75%

• Developed and implemented a common ”best practice” process at all locations

• Combined functional departments across multiple locations

• Common departmental leadership across all locations

Michael Lockard Page 2

• Corporate liaison with labor attorneys

• Collective bargaining

• Union issues; arbitration, mediation & lawsuit(s)

• Employment and related matters

• Led real estate development for (5) locations

• Performed research to determine geographic location based upon strategic goals

• Negotiated lease and subsequent renewals

• Designed and oversaw construction of multiple TI projects

• Negotiated and Obtained state and local tax incentives

• Drove construction of new 100,000 SF “green field” facility.

• Designed both the building & production layout to optimize work flow and efficiency

• Selected & managed Architect, General Contractor and building construction

• Recruited and developed local Non-Union workforce of over (100)

President - California Division

2002 – 2006

Full P&L responsibility for over $35 Million in annual revenue

• (5) Direct reports – departmental managers

• Catapulted the Division from concept to profitability in three years

• Led Sales and Design teams in the successful acquisition of many long-term, multi-

million dollar accounts

• Negotiated all significant contracts with client’s procurement teams

• Successfully negotiated total rewrite of Union contract

• Developed “Dashboard” to quickly monitor key performance metrics

• Sales, Pipeline, Plant Utilization, Expenses, Margin, WIP and Net Income

• Positive cumulative Cash-Flow within five years

Vice President & General Manager - California Division 1999 – 2002

Developed and managed the company’s first start-up expansion division

• Performed research to determine optimum geographic location based upon strategic goals.

• Negotiated lease and subsequent renewals for 75,000 SF facility

• Expanded to 111,000 SF after just three years

• Designed office and production layout to optimize work flow and efficiency

• Designed and oversaw construction of TI build-out

• Successfully recruited and developed local Salary and Union workforce

• Evolved from a start of (7) team members to over (50) in three years

• Expanded to 111,000 SF after just three years

• Developed strategy for and led sales and design teams in the successful acquisition

of many long - term accounts

• Negotiated all significant contracts with client’s procurement teams

• Successfully Championed Six Sigma and Total Quality Improvement initiatives

Vice President - Livonia, MI Headquarters 1996 – 1999

Led functional groups of a rapidly growing organization

• Client Services Group - Sales/Design/Engineering/Event Services

• Streamlined sales proposal process

• Led several successful major account acquisition efforts and grew

revenue by 40%

• Successfully recruited and grew staff by over 25%

• Reworked Sales commission structure

• Production Group - Accounting/Production/Estimating

• Developed and implemented computerized cost-tracking system

• Integrated and documented intra-departmental processes

• Drove ISO 9000 certification process

• Instrumental in establishing company’s first formal HR policies

Michael Lockard Page 3

Director of Event Services 1993 – 1996

Created and managed a new department consolidating over $50MM in annual event spending

• Developed internal and external Departmental processes

• A highly transparent, consistent, disciplined, client focused, time sensitive and highly detailed

approach

• Integrated new departments processes into existing internal departments

• Successfully recruited staff

• Executed over 700 events per year

• Consolidated vendors and leveraged greater purchasing volume

• Improved overhead cost to execute overall program by over 30%

Director of Engineering 1988 – 1992

Led department of (6) engineers developing construction drawings based upon design creative

and sales quote

• Maintained compliance with building and safety codes

• Worked with other department leaders to assure on time delivery, budget and quality.

• Developed innovative construction approaches eliminating weight and saving installation

time

• Implemented the use of CAD; process and procedures

Production Manager 1987 – 1988

Created and managed new department monitoring project cost, planning, scheduling

• Worked, as part of each project team, to streamline workflow and increase profit while

maintaining quality

• Created company’s first real-time cost-tracking process

Engineer/Estimator 1985 - 1987

Developed project cost estimates based upon design creative and knowledge of anticipated

construction methods and materials

• Created itemized sales quotes

• Developed construction drawings and floor plans

• Maintained compliance with building and safety codes

• 12th employee hired in what was then a (6) year old company with $5MM in annual revenue

Display and Exhibit Company Wayne Michigan 1980 – 1984

Engineer 1980 – 1984

• Produced floor plans and simple layouts

• Ran and distributed blue prints

• Evolved to construction drawings as knowledge and experience allowed

EDUCATION / TRAINING

Bachelor of Science in Architecture, Lawrence Technological University

Past President of MEPA (Michigan Exhibit Producers Association )

TEC/Vistage: 5 year Member

Six-Sigma Champions Training

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