Director of Sales

Michael E. Fawcett

Denver, Colorado

Phone: 970-***-**** Email: ****.********@*******.***

https://www.linkedin.com/pub/michael-e-fawcett/58/601/62a

EXECUTIVE PROFILE

** ***** ********** ** *****nal, National and Director level Leadership Experience in the Construction Manufacturing and Equipment/Rental industry. Strategic Sales & Marketing Management skills include:

P&L Responsibility • Budgeting, Forecasting & Planning • Sales Personnel Development • Executive Presentation & Negotiations • Strategic Analysis Planning • Organizational Change Management • Channel Partner Development • Customer Engagement • Continuous Improvement Process • Profitable Product Based Management • Cross-Functional Team Development

PROFESSIONAL EXPERIENCE

Independent Consultant- Gerson Lehrman Group 2015- present

Building Materials and Equipment Industry Consultant

Expertise includes: major players in the space, Market Fragmentation, key sub-segments for these markets, Primary barriers to entry, Margin Expectation, Go to Market Strategies, and strength/importance of brand, People Development and Variable Compensation

BetaFence, USA 2014 –2015

BetaFence is a world market leader in fencing solutions, access control for perimeter protection and wire mesh products for a variety of industrial applications. Betafence.com

Director- North America

Developed and Executed North American partner strategy to reduce transactional complexity resulting in increased profitability and customer satisfaction

Analyze competition and develop/ implement effective pricing strategies for the organization. Maintain an accurate and up to date pricing and marketing portfolio on competitive products.

Strategically select and manage distributors/partners that fit into long term corporate goals and objectives. Ensure those within district are effectively managed to achieve growth goals and replace if under performing

HILTI CORPORATION 2009 - 2014

Hilti, Inc., with over 20,000 employees worldwide and annual sales in excess of 10 billion dollars, is considered the worldwide leader in the Construction Manufacturing industry. Hilti.com

Government and Industrial Manager

Train & evaluate all sales representatives within district on an ongoing basis, including formal year-end reviews, ensure stated objectives are met

Secure sole source contracts for key product lines as a result of product seminars to state and local government engineering departments

SUNSTATE EQUIPMENT COMPANY 2005 - 2008

Regional Sales Manager

Management and Leadership responsibility for the Colorado sales team selling to Commercial Construction and Industrial Contractors. Responsible for hiring, training and developing the outside sales representatives, managing sales goals/business plans for each of their individual sales territories.

Grew existing customer base by 20% while maintaining profitability targets.

Grew daily Sales revenues by over 25%, from $29,000/day to over $40,000/day.

Align sales territories to ensure better penetration into the customer base in the Colorado market

HILTI CORPORATION 1998-2005

Regional Manager Western Division 2003 - 2005

Management responsibilities for the Direct Sales Team, Retail Centers, Authorized Distributors, Engineering and Customer Service.

Adept at developing High-performing, promotable sales people through implementation of Functional Expertise program

Annual growth over market through strategic account penetration and new account development

Develop sales teams that consistently exceeded company objectives

Regional Manager Northeast Division 2000 - 2003

Accountable for all aspects of business including Direct Sales Team, Retail Centers, Authorized Distributors, Engineering and Customer Servic

Development and implementation of ISS (integrated supply) program and development of Hilti Mining Division

Consistently grew and sustained sales and account base in 2001 - 2003. Exceeded all Key Sales Objectives put forward by the Company as part of company One Year Plan

National Account Manager US and Canada 1998 - 2000

Develop strategic relationships with C-level executives within assigned companies. Direct responsibility for all regional resources including Sales Force, Engineering Specification and Market specific management teams to achieve sales goals.

Development and Execution of value proposition, national pricing strategies and customer loyalty incentives

Developed Tiered programs designed to steer sales to specific product lines resulting in increased sales and gross margin

EDUCATION

Bachelor of Science

Industrial Sciences and Technology

Colorado State University

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