Sales Manager

MICHAEL S. TRACY

**** ********* ****

Waukesha, Wisconsin 53188

262-***-****(H), 414-***-****(C)

aceia0@r.postjobfree.com

CAREER SUMMARY:

Multi-faceted Sales and Marketing Leader with background spanning Product and Account Management. Excels in building sales and

developing multi-tiered launch/marketing strategies, new product development and long term planning and training programs. Strong

Consumer/DIY, construction/building materials products experience, demonstrates success in providing solutions for retailers,

distributors, professional/commercial users and consumers. Outstanding verbal and written skills support effectiveness in direct customer

dealings, presentations, training activities, trade show/events, cross-functional teaming and with management decision-makers.

PROFESSIONAL EXPERIENCE:

2013 to Present: BROAN-NUTONE, LLC. – Harford, Wisconsin

$250 Million Global leader in designing and manufacturing of residential ventilation products

National Account Manager; Private Brands and National Accounts

Increase sales and product awareness at National accounts with Private and Broan branded products. National accounts include:

manufacturing partners, distributors, hardware co-ops and home centers. Create and deploy sales and marketing strategies that support

each business model as well as corporate initiatives through: new product introductions, channel and brand management, product

research; sales training; advertising and sales/marketing materials, trade shows and promotions

Develop relationships with key decision makers and influencers to increase sales and become supplier of

choice

Consultative selling with focus on building codes and National Certifications

Assist with regional and national specification and bidding work; proper product to application

Manage national sales representatives supporting various accounts

Attend regional/national building trade shows

Manage advertising and promotional activities for various accounts

Provide product training to distributors, dealers, retailers and influencers of Broan products

Hands-on design and development of working display models to best support sales and training efforts

2012 to 2013: AMORIM CORK COMPOSITE INC. – Trevor, Wisconsin

$50 Million National manufacturer/marketer of cork and rubber products and applications

Regional Sales Manager/National Accounts

Drive sales with Regional and National distributor and dealer accounts, build relationships with architects,

specifiers, builders and owners of LTC, multifamily, rental and student housing. Develop and implement strategic

sales plans to grow sales and product awareness within the building materials and flooring industries.

Work with decision makers to increase market share and become supplier of choice through regularly planned meetings

that spur profitable business opportunities.

Develop strategic sales plans that embrace business needs and solve application inquiries

Consultative selling of Amorim products which embrace “Green” building

Provide product training to distributors, dealers, influencers and contractors utilizing real-world installation

applications and technical demonstrations

Manage installation concerns/complaint resolutions related to Amorim products

Manage network of independent sales reps located throughout the U.S.

Travel with distributor sales teams to provide product introductions and application recommendations to key builders

and decision makers on market jobsites

Attend regional/national flooring/building materials trade shows

2007 to 2012: MAPEI CORPORATION – Deerfield Beach, Florida

$2.5 billion manufacturer/marketer of flooring installation systems for professionals and consumers

National Account Manager/Retail Product Manager

Manage overall business with leading National Home Center and wholesale distributors while interacting with all supporting Mapei

departments. Develop and implement strategic sales and marketing plans to accommodate corporate goals by means of: new product

introductions, channel and brand management, product research; sales training; advertising and sales/marketing materials, trade shows

and promotions; budgeting, forecasting, performance measurements and management reporting; and virtual teaming.

Develop strategic sales plans for accounts to increase business via potential sales opportunities through investigating

industry data and researching competitive products and trends.

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Resume of Michael S. Tracy

Manage category and channel management, develop and present strategic plans for business based upon primary and

secondary data

Collaborate with R&D and Business Management for developing and launching new and innovative products to

customer and marketplace; comfortable with working/managing cross-functional teams/goals

Increased business 55% with introduction of new product lines; NPD process supported by load-in forecasts, annual

forecast, in-store merchandising, POP/marketing materials and product installation and technical training

Attend national and regional trade show as key representative of the company; sales opportunity

Self motivated, work setting offsite from corporate; ability to self manage multiple projects/timelines as necessary to

support demanded goals

Direct efforts of internal teams and departments (Corporate) in launching an extremely innovative product at retail with

success; 45-50% profit margin to Mapei.

Provide product training programs for various Mapei audiences with hands-on product installations supported by

mock-up demonstration units highlighting features/benefits of products; consultative selling/educating

Manage product inspections and installation claims/concerns to support end-user while minimizing company expenses

with optimal resolution

Management and communication with in-store manufacturing service representatives on a regular basis

Manage product line review and strategy for assigned business

2006 to 2007: MILWAUKEE ELECTRIC TOOL CORPORATION – Brookfield, Wisconsin

$600 million manufacturer/marketer of power tools and accessories for professional users and consumers

Product Manager

Management and marketing of gas powered product group targeting professionals, contractors and builders through

industrial/commercial distributors (STAFDA) houses; forecast of $10 million in gross profit. Additional products geared toward

professional contractors. Duties prioritized: line and launch strategies; NPD process; research; Sales training; sales/marketing materials

Key initial launch/release priorities included: finalize engineering differentiation; coordinate Brand, Channel and Sales

staffs for national, regional and account strategies; prototype completion and placement; secure/integrate pre-sales data and

user feedback; and develop training and collateral.

Insured goal of 32-40% margins by guiding product engineering to answer demands for greater performance, durability

and reliability, which also permitted the offering of a superior warranty.

Devised time/cost saving program using Sales to obtain “voice of customer” data from pre-release prototypes and

focus group interviews to solicit a hierarchy of needs for developing new products.

Accelerated review/approval of new product proposals. Streamlined processes and documentation after recognizing gas

products did not fit the new product analysis platform used for AC/DC tools.

Developed 3-year strategic road map for the product group and another line, outlining potential new offerings with at

least 30% margins and detailing the consistency with branding and development initiatives throughout the corporation.

80% of suggestions received preliminary approval.

Created launch support including sell sheets, bulletins, product specific merchandising, website copy, and Sales and

customer videos.

Developed new product training program with suppliers; trained Sales force in 2-day seminar prior to release of

prototypes

2003 to 2006: WACKER NEUSON CORPORATION – Menomonee Falls, Wisconsin

$2.5 billion producer of small to mid-sized paving and construction equipment and accessories

North American Account Specialist

Management of sales and marketing activities with retail-rental departments at equipment dealers within home centers and hardware

stores. Focus on strategic planning; direct account promotional, educational and relationship building; Sales training/support;

marketing/merchandising and financial/management reports.

Drove strategies/execution of pre-launch education, account development and promotional events, resulting in first

year sales of $8.5 million at 37% profit.

Produced highly effective training for new accounts, generating sales increase of 43% in Year 2

Counteracted stabilizing of sales in Year 3 by introducing accounts to overlooked opportunities to provide additional

products for rental to contractors and homeowners. Increased segment by 35%.

Developed accurate national sales and marketing strategic plan and account forecasts.

Created national training program for retail sales associates on proper turn-techniques of Wacker equipment; received

recognition from retailer corporate VP buyers

1999 to 2003: ARMSTRONG WORLD INDUSTRIES – Milwaukee, Wisconsin

Leading brand name in wood, vinyl and ceramic flooring, ceiling tiles, wall panels and adhesives

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Resume of Michael S. Tracy

Assistant Regional Product and Account Manager

Managed 6 Field Representatives supporting their account penetration and building with national and regional retailers, wholesalers and

designers. Role included product management and launch activities, marketing support, merchandising, sales enhancing strategies and

financial tracking/reports to corporate.

Increased team’s first year sales 9.5%. Negated lower cost competition by improving team understanding of product

benefits, features and differentiation.

Answered widespread problem with company and competitor products being confused when failure claims were filed.

Reduced claims 23% and increased sales 34% by educational contacts with distributors, store sales, installers, etc. The

improved content became a corporate model.

Regional claims inspector for installation concerns of Armstrong/Bruce products.

EDUCATION/PROFESSIONAL DEVELOPMENT:

International Certified Floorcoverings Installers Association/CFI Technical Member:

• 2011 Hardwood & Laminate

• 2012 Resilient

CSI Member

• 2012

MBA, Global Management – 2004 – University of Phoenix-Milwaukee, Wisconsin

BS, Business Management/Marketing Concentration – 1992 – Westfield State University -Westfield, MA

AA, Advertising Art and Design – 1990 – Massasoit Community College-Brockton, MA

Process Improvement and Project Management – 2005 – UW-Milwaukee MBA Program

Weight Watchers International Lifetime Achievement 2006; Leader 2007

Personal drivers and training which positively influence professional work habits; marathons, triathlons and duathlons

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