Michael W. Dolan

**** ****** ***** **. 704-***-**** (mobile)

Denver, NC 28037

acxoel@r.postjobfree.com

VICE PRESIDENT of SALES/BUSINESS DEVELOPMENT / GENERAL MANAGER

PROFILE An enthusiastic leader in a complex B2B product/service industry. Domestic and international experience, with a deep consultative selling and enterprise management background. Proven experience in general management as a collaborative leader building high performance teams and turning around sales organizations. Develops strong relationships with key decision makers and stakeholders at the most senior levels of customer and partner organizations. Focus on strategic execution underpins track record of increasing sales, market share and profitability.

KEY SKILLS

Planning and Execution

Large Complex Customer Acquisition

P & L Ownership and Budgeting

Business & Channel Development

Sales Team Training & Management

Complex Negotiations & Sales Cycles

Team Leadership

Territory Startup & Turnaround

Strategic Partnership Building

Key Account Management

Forecasting & Market Analytics

PROFESSIONAL EXPERIENCE

June 2015 – Present Managing Director of National Accounts AGAIA

Responsible for developing new end user customers and multi segment distribution for startup environmentally friendly chemical manufacturer. My mandate is to create sales and execution plans for training new Agaia sales staff leading to customer acquisition and retention. Agaia, the makers of EVOLVE, have created a fully functional commercial enterprise with a product platform spanning housekeeping, laundry, food service and specialty cleaning categories.

Key Achievements

-Closed $1.25 million (annualized) in new business since Ocober, 2015.

-Created the following customers in a very brief period of time: Barclays Ctr, Durst Org, ABM, Taylor Enterprises.

JAD, Strauss Paper, AEG, Merlin Enetrtainment.

-Created brand new Agaia dilution control platform.

-Acted as marketing manager for Agaia I & I’s jan/san business.

February 2012 – June 2015 Vice President of Corporate Accounts Swisher Hygiene

Responsible for all acute healthcare and industrial sales for this $300 million publically traded commercial hygiene company. Created, and in the process of, rolling out our laundry, housekeeping and ware wash product offering to over 2,000 acute care hospitals in the U.S. via Premier GPO. Developed and nurtured top to top relationships with key influencers and decision makers in the procurement functional areas of many large IDNs. Responsible for all field sales activities specific to this portfolio for over 120 sellers.

Key Achievements

-Developed target marketing plan for hospitals and LTC space utilizing multiple media.

-Sold serviced chemical program to national chain of 200+ bowling recreation centers

-Secured agreement to sell our solutions to over 475 long term care facilities

-.Sold “green” chemical program for industrial customer Toyota ( $900k annual)

-grew $11 million book of business 14 CAGR over a 3 year period

May 2009 – Jan 2012 Vice President of Sales DEB USA, Inc.

Joined $40 million enterprise that manufactures commercial hand hygiene products to re-build entire U.S. sales platform and maximize brand growth. Created and executed yearly sales plans that delivered 17% CAGR over 2.5 years in a highly competitive marketplace. Increased U.S. market share from 2% to 4% in a very fragmented market. Developed team’s skill sets in the areas of account targeting, negotiating, forecasting, and pipeline closure rates. Lead the selling effort that secured Deb USA’s first global customer acquisitions; including Boeing, Toyota, Perdue and Caterpillar.

Reorganized entire sales team to create culture of “customer acquisition.” Created an entirely new sales management team that focused on delivery of sales target and selling talent recruiting and development.

Key Achievements

-Delivered over $7.5 million in new end user customer volume (annualized) in a 2+ year period.

-Created and managed new team that delivered $2 million in new global customer business.

-Lead and managed a focused team of 3 Regional VPs and 28 sellers.

-Responsible for an independent distribution network of 400+ locations.

Responsible for Industrial Sales Team – focused on food processing. automotive, heavy industry and pul/paper.

-Managed a $6 million sales and marketing budget.

January 2006 – April 2009 General Manager WAXIE Sanitary Supply.

Managed and provided dynamic leadership of a $90 million sanitary maintenance products distribution facility located in Ontario, CA. Waxie Ontario is the largest division of Waxie Sanitary Supply, a privately owned $500 million sanitary supplies distribution business. Lead a functional staff of 7 mangers with responsibility over 170 employees and 3,000 customers. Grew EBIT 10% over prior two years in a row.

Key Achievements

-Executed selling plan that grew sales in Los Angeles market by 25% in 1.5 years.

-Developed logistics plan that increased customer service levels and decreased labor costs by 15%

-Negotiated over $1 million in rebates and discounts from key suppliers against a $5 million inventory.

April 2004 – December 2005 Director of Corporate Accounts WAXIE Sanitary Supply

Managed 3 Corporate Account Sellers and managed my own accounts as a single contributor revenue generator. Spearheaded the effort on winning new regional and national accounts for Waxie. Responsible for executing all components of the department’s sales plan. Increased corporate account business, as a percent of total sales, by 15%. Negotiated regional and national pricing agreements and delivery platforms with corporate account customers.

Key Achievements

-Secured $4 million worth of business from a national facility management company.

-Installed new compensation program that increased Healthcare GPO compliance.

-Negotiated the successful extension of contract to be the exclusive sanitary supplies supplier to 24HR Fitness.

January 2002 – April 2004 Area Vice President JohnsonDiversey

Promoted to lead the selling effort of a portfolio of brands resulting from the acquisition of Butcher’s by Johnson Wax Professional. Geographic focus in the southwest U.S. Cultivated executive level relationships and executed channel tactics to drive incremental sales and create sales force efficiencies. Implemented new scorecard program that focused sales efforts on end user customer acquisition in partnership with distribution channel partners.

Key Achievements

-Sold largest single order of RTD to distributor customer.

-Achieved CAGR of 11% for region.

December 1998 – January 2002 Zone Manager Butcher’s

Promoted to this new role to strengthen Butcher’s sanitary maintenance product selling efforts in the western U.S. Led a team of 3 Regional Sales Managers and 9 District Managers in growing a $15 million business. Responsible for developing and executing the sales plan and targeting and engaging new distribution.

Key Achievements

-Responsible for growth and progress of Butcher’s largest single distribution customer.

-Grew zone from 250,000 cases to 309,000 cases in first 17 months.

May 1994 – December 1998 Region Manager Butcher’s

Promoted from revenue generator to manager, leading a team of 5 District Managers in the Mid-Atlantic and New England markets. Responsibilities included managing and measuring the day to day selling activities specific to distributor and end user customers. Coached and mentored DM’s on selling skills, product knowledge and opportunity targeting.

Key Achievements

-Responsible for largest region in the company in terms of sales volume.

-Exceeded sales quota 3 of the 4.5 years I managed the region.

July 1992 – May 1994 District Manager Butcher’s

Sold products to, and created value solutions, for distributors and end user customers. Conducted floor care product training for distributor sellers and facilitated product seminars for end user customers. Responsible for business reviews and product optimization analysis at key distributors.

Key Achievements

-District Manager of the year in 1993.

Prior and Supplemental Work History

Claims Adjustor, AMICA Mutual Insurance Company September 1989 – June 1992

Substitute Teacher, Westbrook, ME Schools February 1989 – June 1989

Education BA in Political Science, University of Maine 1988

Professional Development

Sales Management Advanced Certificate from the University of Virginia Darden School of Business.

Mercuri International Sales Development Trainer.

IT Skills SalesLogix, NetSuite, SalesForce.com, PowerPoint, Excel, Word, OneNote, Lotus Notes, Tetra, AS400, Microsoft CRM

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