Sales Manager

Justin C. Brogan

*** ******** **., *******, ** **915 517-***-**** ************@*****.***

Profile

** ***** ** *********** ******* building a compelling vision, setting strategy, managing change, and

delivering results through servant leadership and clear, shared accountability

Success in a variety of environments, industries and business lifecycle phases

Adept at selecting, mentoring, managing and engaging staff members

Known for ability to read into/see beyond figures, find and ask compelling questions, and consider

alternate angles

Recognized for facilitation, presentation and public speaking skills

Education

Michigan State University, East Lansing, MI Pennsylvania State University, University Park, PA

MBA, The Eli Broad Graduate School of Management BS in Hotel, Restaurant, and Institutional Management

Experience

Two Men And A Truck International, Inc., Lansing, MI

Advancing positions of corporate leadership and accountability with the nation’s largest franchised moving

company and one of the highest-rated franchise concepts. During my tenure, systemwide sales nearly doubled (to

$311M) in a relatively stagnant industry, franchisee profits increased 168% (to $43M), and we expanded our

footprint beyond the 230 domestic locations, adding 28 in Canada, the UK and Ireland.

Director of Operations (Feb 2012-present)

Led the Franchise Consulting, Training & Development and Customer Care departments within the

corporate office, as well as the company’s flagship franchise operation (appx. 70 employees total)

Oversaw the system training/operational rollout of a company-developed web-based ERP used by

franchises for customer account management, move estimating and scheduling, employee management

and KPI reporting. Converted every location in the system within 17 months without detriment to either

sales or customer satisfaction

Steered the development of new business intelligence reports/dashboards, then used the data and trending

to identify system leaders, develop improvement programs for struggling locations, and improve metrics

related to sales, profitability and customer satisfaction

Drove an increase in Training and Development offerings and utilization, including LMS courses (from

30K to 50K completed courses, ’13 vs. ’12), instructor-led sessions, roadshows, and industry-specific

leadership training

Instrumental in the creation of our 2018 Vision of Success; developed our core purpose of “Moving People

Forward”, which was implemented in franchisee recruitment, staff hiring and marketing campaigns

Franchise Performance Manager (July 2011-Feb 2012)

Focused the corporate franchise consultant team on four primary areas (relationship, ROI, referrals and

revenue) and improved benchmarks in each

Overhauled the franchise start-up/onboarding process to ensure a more consistent launch trajectory

Served as the company’s liaison with our TEAM Franchise Advisory Council, facilitating closer alignment

between franchisees and corporate

Took ownership of vendor relations and instituted improvements to our fledgling vendor program

Franchise Sales and Operations Manager (August 2009-July 2011)

Directed the daily operations for the company’s flagship franchise/beta site for new equipment, programs,

initiatives and policies

During first full year, and coming out of a recession that saw many competitors close, sales increased 15%,

expenses dropped by 4%, and profitability improved by $320K (from -10% to 6%)

Full P&L and budget accountability; mentored the management team to own their respective areas of the

budget, understand how the company earned a profit and identify inefficiencies vs. system benchmarks

Justin C. Brogan

606 Bartlett St., Lansing, MI 48915 517-***-**** ************@*****.***

Created incentive plans for sales and operations staff which identified and rewarded success in driving the

top line and containing expenses while holding the line on satisfaction scores.

Created sales pipeline and projection reports; used trends/info to create a dynamic pricing model

Doctor’s Approach, PC, East Lansing, MI Chief Operating Officer (June 2007-August 2009)

In conjunction with the Medical Director/CEO, set strategic direction for the company’s dermatology clinic,

medical spa, and skin and hair care product line.

Responsible for both operational and sales functions of all three divisions, including HR, facilities,

marketing and sales, vendor selection and management, community outreach initiatives, etc.

In first full year on the job, revenue for each of the three divisions grew by between 15% and 40%, while

net income doubled for both the dermatology practice and medical spa

Developed new sales channels for the product line – traditional retailers, direct response campaign

(nationwide TV infomercial), and international distribution in China, the Philippines, and Malaysia

Established dermatology clinic and medical spa as a regional medical and cosmetic destination, by

attracting highly qualified, specialized dermatology providers

Netflix, Inc., Lansing, MI Hub Operations Manager (November 2006 – June 2007)

Held overall accountability in a high-volume distribution center for the nation’s largest DVD rental company.

Directed all facets of hub operations, including production, hiring, coaching, IT, logistics, materials, health

and safety, facilities and site security

Guided a workforce of over 30 operations associates and two assistant managers

During a period of aggressive growth, cut direct labor costs per unit by over 20% through continuous

monitoring, mentoring, skills assessment, and selective hiring practices

Was recognized with the company’s “Mission Impossible” award for cutting labor costs while also

increasing employees’ accuracy

Accu Bite Dental Supply, later bought by Patterson Dental Supply, Inc., Williamston, MI

National Account Acquisition and Sales Support Manager, Patterson (October 2005 – July 2006)

Directed efforts to obtain new customers and guided a sales support/call center staff for the nation’s then-largest

dental distributor ($1.8B 2005 revenues).

Assisted with post-acquisition integration of inventories, order processing procedures and workflow

Oversaw a support team which provided support functions for 24 sales representatives

Devised and implemented a challenging incentive plan to reward employees’ successful prospecting

performance; fueling a sevenfold increase in new account volume

Operations Manager, Equipment and Service Division, Accu Bite (March 2000 – September 2005)

Directed division’s operations and administrative functions for the fastest-growing national distributor of dental

equipment and supplies. During this time, the company grew from 4 locations to 17, aggressively strengthened its

position as both a field- and phone-based distributor and, by the time of its acquisition, had attained revenues in

excess of $100M/year.

Recruited and provided direction for nineteen administrative employees, in support of fifteen sales

representatives and sixty service technicians nationwide

Initiated and managed the decentralization of many of the division’s activities to branch staff

Sales increased an average of 27% annually, growing from $4.9M in 2000 to $16.2M in 2005

Performed weekly, monthly and yearly sales forecasting and tracking; prepared yearly budgets; oversaw

P&L reporting for equipment sales and technical service departments

Responsible for equipment inventory control; instituted regular audits and other loss prevention initiatives

for assets in excess of $1.5M across seventeen branch locations

Negotiated mutually favorable long-term pricing and order fulfillment contracts with manufacturers

Justin C. Brogan

606 Bartlett St., Lansing, MI 48915 517-***-**** ************@*****.***

International Conversational in Spanish (written and verbal)

Experience Extensive travel for personal growth (Australia, Japan, Argentina, Malaysia, etc.)

Charity Volunteers of America, Rotary International, American Red Cross

Software

Microsoft OneNote, Visio, SharePoint, Dynamics AX, Project, Excel, PowerPoint, Outlook, Silverlight

Accounting: Quickbooks

CRM: Salesforce, Sugar

Service Desk/Ticketing: BMC Footprints

Training and Development/LMS: SumTotal/GeoLearning, Captivate

Training and Certifications

ISO Management Representative for Quality Designate, and internal auditor (ISO 9001:2008 Standard)

Violand Management Associates programs:

o Management Development Program graduate (52 week leadership/accountability program)

o Emotional Intelligence

o Myers-Briggs Type Indicator

o Managing and Leading Accountability

o Turning Conflict into Collaboration

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