MICHAEL R. “Mike” SCHULZE

**** * ******** #***

Escondido, CA 92026

760-***-****

ad4e1n@r.postjobfree.com

PROFESSIONAL SUMMARY

Relocation – self move

Competitive, results-oriented sales and marketing professional with a strong technical background. Recognized for leadership, a strong work ethic, and exceeding objectives while creating new markets, expanding existing accounts and establishing strong customer relationships.

PROFESSIONAL EXPERIENCE

Southern Counties Lubricants, San Diego, CA Oct. 2019 – Present

Southern California Regional Sales Manager - Lubricants MLT1/STLE

Onboarded at the start of COVID-19. Territory vacant for eight months due to retirement. Established relationships with major golf club companies; Callaway, Acushnet, Taylor Made, Titleist, and Scotty Cameron. Provided technical support to medical device manufacturing such as Arch Medical Group and Next Orthosurgical bringing on additional manufacturing facilities in different states. Aerospace and DOD companies, the largest being General Atomics. Worked with chemists at Caig Laboratories to develop new formulations for various applications. Developed distributors Motion Industries, Applied Industrial Technologies, Parker, MSC Industrial and others. Managed 3 sales representatives in the San Diego area.

Increased sales from $137,000 gross profit from FY 2018 to $313,000 through FY 2021.

Exceed $425,000 in FY 2022.

Maintained average gross profit of 40%.

Completed both Machinery Lubricant Technician (MLTI1) and Society of Tribology and Lubrication Engineers (STLE) in record time and in the top 5%.

Used my US Navy experience to win contracts with the Navy, Coast Guard, Marine Corps and government and military contractors.

NGK Metals, San Diego, CA Feb. 2017 – Oct. 2019

Western Regional Sales Manager

Started a new position that was created to cover the West Coast Region. The territory was previously managed from the corporate office in Tennessee. Recruited and hired 3 sales representatives.Provided technical support to engineering departments in companies such as Boeing, in Washington; Hill Airforce Base in Utah; Ford, Nissan, Volkswagen in Mexico. Direct sales of Beryllium Copper materials to OEMs, Tier 1 and Tier 2 manufacturing companies, and distributors.

Reached sales of $475,000 in FY 2018, up from $315,000 in FY 2017.

Road warrior. Covered the Western third of Canada, 13 Western States, and the entire country of Mexico.

Provided sales support with the sales team for the 2 largest distributors in the West Region, ThyssenKrupp and E. Jordan Brookes. Assisted in technical recommendations for the correct specifications of Beryllium Copper to their Tier 1 and Tier 2 customers.

Trained sales team and distributor sales representatives in the types, usage and sales of Beryllium Copper in various applications.

Canadian companies: ASA Alloys, Haliburton, Schlumberger, Weatherford, other gas drillers.

EnviroTech Services, San Diego, CA June 2015 – Feb. 2017

Business Development Agent

Established a presence in the newly developed Southern California region. Signed exclusive contract with Blattner Energy for solar and wind projects. Partnered with DOT contractors to gain contracts for the dust palliative products in the bids. Worked with several distributors to increase sales in the Southern California region. Managed logistics and operations for the Southern California region.

Increased sales to $425,000 and distributors to $125,000 in two years.

Obtained business with mine and aggregate companies such as Omya, CalPortland, Vulcan, Hi-Grade

Materials and Granite Construction for sales of approximately $250,000.

Brought on sales of approximately $125,000 with exclusive contracts with Blattner Energy.

Maintained business and relationships with all customers.

Developed sales with miscellaneous companies of around $50,000.

Educated the distributors on new products, applications and sample analysis procedures and results.

Instructed end users as to the features and benefits of each product and how it is applied.

LUCAS GROUP, San Diego, CA Oct. 2004 – May 2015

Executive Senior Partner/Team Lead

Recruited Companies (Clients) nationwide to hire transitioning Military Officers and Enlisted Personnel. Signed several new accounts including ConAgra Foods, PSEG, Energy Northwest, Schlumberger, Pactiv, Smurfit-Stone, Office Max, Shell, Valero, CBRE and many other Fortune 500 Companies.

Met yearly goal in less than four months.

Reached President’s Club status within 9 months, nearly unheard of for a “rookie”.

President’s Club in 7 of 10 years. Platinum Elite 5 of 10 years.

Established national accounts with GP and PSEG for all fossil fuel and nuclear power plants.

Continued nationwide account with CBRE. The nation’s largest property management firm. Placing over 150 candidates within the organization.

Managed a team of 6 recruiters. Held one on one weekly meetings with each contributor to track the progress using a CRM system.

Held team bi-monthly training on topics that the recruiters needed assistance with. Such as negotiating higher fees, overcoming objections and what has worked well and the difficulties they needed to overcome.

LEXICONUSA, Bonita, CA 2003 – Sept. 2004

Director of Sales and Marketing

Directed worldwide sales, customer service, operations and marketing programs. Supervised the logistical support for over 2000 interpreters and 20 technicians worldwide. Project Manager and customer liaison on major events for customer such as IBM, McDonalds, Moscow Games, Billy Graham and the Brazilian Embassy.

Grew sales from $400,000 to $1,230,000 in less than 1 year with a 30%-50% profit margin.

Developed a program to follow up on quotes, increasing the closing percentage.

Instituted e-mail marketing program.

Initiated sales and customer service and systems training programs.

Developed sales catalog and brochures.

Established exclusive contracts with several major customers, including Special Forces Command in Tampa, FL

SUMMIT INDUSTRIAL PRODUCTS, Tyler, TX 1997 – Dec. 2002

Southeast Sales Manager/Lubricants

Managed, recruited and trained 5 salesman and over 75 compressor and lubricants distributors in use of synthetic lubricants, chemicals and environmentally safe applications. The area consisted of 6 states and the Caribbean.

Held weekly sales meetings via phone and traveled with salesman on a quarterly basis.

Grew territory from $400,000 to $1.1 million in less than 6 years.

Maintained the highest gross profit margin for 5 of the 6 years.

Recruited 3 salesman and over 20 new distributors including 4 in the Caribbean.

Assisted sales team to obtained, maintained and grew lubricant business with all Atlas-Copco and Ingersoll Rand distributors in the region.

Acquired lubricant business in various types of OEM facilities.

Implemented a quarterly training program with salesteam and distributors on new products, current products, applications and how to upsell products.

AMOCO OIL COMPANY, Oak Brook, Illinois 1994 - 1997

Distributor Account Manager Lubricants/Southeast

Managed largest region consisting of 3 salesman and 11 distributors in five states and the Caribbean. Secured all private label business with Exxon Mobil’s largest distributor. Responsible for technical training of distributor and end-use customer personnel, and distributor personnel sales training.

Achieved over 10% sales increases for each of the three years.

Provided technical training for three separate industries that resulted in three major new accounts with annual sales of over $1 million.

Initiated programs with the sales team to improve efficiency to major accounts.

Instructed distributors and sales team on tribology (study of friction, wear, etc.) and how best to combat the issues faced with each.

ENERTECH, Brea, California 1991 - 1994

Regional Sales Manager/Midwest; Product Manager/Worldwide; Inside Sales Representative/Southeast;

Maintenance Technician; Customer Service Representative

Promoted from Customer Service Representative to Regional Sales Manager in about one year because of technical, sales, marketing, customer service abilities and personal skills. Responsible for servicing one of the largest Nuclear Companies, Commonwealth Edison.

UNITED STATES NAVY 1982 - 1991

Supervised Engineering operations and maintenance and Scuba Diving Divisions on 688 Nuclear Submarines as leading First Class Petty Officer. Operated nuclear propulsion plant and reactor controls equipment. Performed and supervised repair, calibration, alignment and troubleshooting of reactor instrumentation and control equipment.

Various awards for outstanding performance such as COMSUBRON eleven letters of commendation, Commanding Officer outstanding performance, and Commanding Office award for first qualified on site with three different prototypes.

Supervised 7 sailors in the Reactor Controls division and 30 sailors in the engineering department.

Training Petty Officer for Reactor Controls division and engineering department on nuclear physics and cause and effect of component failure.

EDUCATION AND TRAINING

Trinity College and University, Plano, Texas, BSBA, 2002, GPA-3.58

University of Texas, Austin, completed one and one-half years Civil Engineering studies

United States Navy Courses: Naval Nuclear Program, electronics and mechanical systems. Various; Top 10% in every course

Sales Courses: Dale Carnegie, DEI and Richardson Sales Courses.

Proficient in Microsoft Word, Excel, PowerPoint, MS Outlook

Proficient in CRMs – Salesforce and IFS

US Military Secret security clearance – inactive

DOE security clearance - inactive

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