Michael Fulcher

***** * **** ****** *******, AZ *5086 C: 480-***-****

VP of Sales ad2rd6@r.postjobfree.com https://www.linkedin.com/in/michaelcfulcher A r e a s o f E x p e r t i s e :

Consultative Sales Strategies Building & Developing Sales Teams Complex Selling Engagements Budgets & Forecasting P&L SaaS Operations Sales Training & Development New Channel Creation Incentive Programs Sales Management Education Technology & ELearning Start-up Turnaround Businesses High-Growth Organizations Consumer Goods International Experience Remote Teams

SKILLS

• Competencies: Leadership, Manage Managers, Team Building, Scaling teams, Revenue Generation, Sales Management, Account Management, Budgeting, Forecasting, CRM, Presentations, Coaching, Mentoring, P&L, Strategic Planning, Remote Teams, SaaS, Start-up and international experience

• Sales: B2B Sales, market research, revenue cycle, relationship management, national account management, account management, EdTech K-12, Higher Ed, ride alongs, pipeline management

• Software: Excel, Powerpoint, Word, Windows, Outlook, Salesforce, Other CRM, Google Suite

• Soft skills: Relationship building internally and externally, decision making, listening skills, public speaking, results driven, ethical, team member, dedication, collaboration, communication, problem- solving, overachiever, time management, organization, responsibility EXPERIENCE

Childhelp 2017-Present

National (and Global) Sales Director non-profit organization (Education Technology) Executed national efforts to market and increase sales of a curriculum (SaaS) for the prevention of child abuse to schools, school districts, state departments of education and other organizations dealing with child abuse resulting in growth from $49k to $400K in K-12 schools and higher ed. I chose this role to expand my international experience as well as ground floor growth. Exploring AI for the edtech world.

• Increased prior year sales 188% through collaboration with marketing

• Awarded DoDEA five-year contract for Military schools worldwide resulting in $330k in new business

• Developed marketing campaign to school districts resulting in increasing Childhelp’s presence from 8 states to 30 states and 18 countries and Increased pipeline by 226%

• Yearly budgeting for the program with P&L responsibility. Review and craft contracts Backbone Communication 2016-2017

Sales Director K-12 Education Technology

Directed sales in the company’s region of coverage for curriculum (SaaS) and Augmented Reality/Virtual Reality products.

• Increased sales of Career and Technical Education curriculum by 30% through state approval in NV/NM

• Introduced and increased sales of a Soft Skills curriculum for students by 23%

• Increased sales of a combination hardware/software Virtual Reality product by 14% Helen Foundation 2015-2015

CEO

Hired on a six-month contract to re-position company for the aging owner to sell the medical company

• Challenged to re-position company and get it sold within a six-month period of time. Accomplished

• Achieved profitability by increasing leads by 22%, revenue by 7%, and reducing overhead The Idea Gardner 2013-2015

Sales Consultant

Consult with startups and early-stage small businesses in education and consumer products.

• Developed sales and marketing plans for startups increasing sales by 30%

• Implemented training for doing business with mass market retailers increasing distribution and sales by 27%

• Consulted with small education companies to penetrate the school market adding new business in 12 states

OdysseyWare 2009-2013

Senior Vice President Sales, Marketing and Operations Education Technology Lead various departments and their managers to execute new revenue growth across the organization growing from $16M to $35M in four years. K-12 SaaS curriculum and higher ed. Operations, Strategy, P&L, Acquisitions. Took this role to hone my leadership and management skills in running a remote team.

• Increased annual new revenues for 4 consecutive years, resulting in growth from $16.5M to $35M

• Managed revenue across all divisions resulting in growth from $40M to $65M

• Managed multi-million dollar budget with full P&L responsibility resulting in EBIT above 20%

• Implement and built Inside Sales team that grew revenue to $2 million within two years

• Launched customized CRM. Resulted in a 20% increase in real opportunities

• Led, developed, managed, mentored and coached a national team of 27 sales reps, 22 remote

• Worked with all division leaders with the people issues and staffing reducing turnover

• Managed the managers. Developed people and promoted two in VP roles

• Provide leadership to all my reports for development of their roles and succession planning

• Review staffing needs and make hiring and firing decisions

• Strategic planning, budgeting and resource allocations efforts with the senior management team

• Crafted incentive compensation program

Radical Technologies, Inc. (Medical Equipment) – Tempe, AZ 2006 - 2009 CEO/Owner

• Grew revenue from $800K to $1.5M – Equipment, DME, Furniture, Monitors, Beds, etc. Misty Mate, Inc. (Consumer Products) – Gilbert, AZ 2001 - 2006 National Sales Manager

• Grew sales over 250% from $1.7M to $6M in a five-year period

• Built sales organization selling to mass market retailer resulting in national distribution of products Zila Pharmaceuticals (Health and Wellness products-Start-up) – Phoenix, AZ National Sales Manager

• Startup company that I grew sales from $120K to $1.2M in year 1

• Hired and managed national independent sales team that took revenue to $10 million

• Assisted in acquiring an off-patent product that took sales to $50M

• Grew revenue to evolve from Penny Stock to NASDAQ listing Other Value Highlights

• Mead Johnson - Conducted business in Asia and the Pacific growing business 12.5X from $200k to

$2.5M in revenues for an infant nutrition and adult critical care product company

• Global sales experience. Well- traveled, 50 states and 60 countries Education

University of Phoenix - Masters in Business Administration (MBA) Arizona State University - B.S. Business Administration

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