Regional Sales Manager/ Field Services/ Operations

Michael Coatsworth

East Aurora, New York 716-***-**** *********@*****.*** www.linkedin.com/in/michael-coatsworth/

Adaptable professional with a high degree of technical competence and broad range of expertise in Sales, Field Service Supervision, and Operations. Team player recognized for demonstrating leadership and bringing motivation to technical and sales representatives.

Summary of Skills: Verbal, Written, & Interpersonal Communication Skills, Project Management, Business Development, Negotiation, Marketing, and Staff Training & Development. Computer Skills- Goldmine, ACT! For workgroups, MS Outlook, Word, Excel, PowerPoint.

PROFESSIONAL EXPERIENCE

HOWDEN NORTH AMERICA BUFFALO, NY 2015-2020

Member of Howden’s Global Sales team, reporting into the North American business unit (Global Headquarters in Renfrew, Scotland).

Regional Sales Manager (2020)

Handpicked out of 100 employees to be promoted in the midst of pandemic to lead and support 5 rep offices across the Eastern United States, which required working with “internal customers” such as application engineers and proposal analysts to ensure the reps and ultimately the customer received quotes, parts, and service in a timely manner.

Oversaw the Northeast territory aftermarket business- Power; Mining; Oil & Gas; Petrochemical; and Pulp & Paper industries.

Established sales booking budgets per sales rep office, set margin targets, and maintained forecasting of the sales pipeline.

Increased sales and market penetration by developing strategies to target markets and customers.

Interacted with customers face-to-face, while working with local Independent representatives with specific territory responsibilities, promoting Howden products and onsite Technical Advisory and Turnkey Services.

Managed the full cycle of the representative network, including recruitment, selection, termination, training, and ongoing sales pipeline management to maximize success.

Provided leadership and direction to proposal engineers to develop specific proposals for products and service work needed to support customers’ needs.

Trained in value selling techniques and provided training to others in the organization.

Field Service Supervisor (2015-2020)

Supported and supervised the service organization consisting of Field Service and Testing Services; demonstrated accountability for executing the revenue generating orders obtained by the Sales group, while minimizing costs, increasing utilization and improving customer satisfaction, recognizing the 24/7 nature of the business.

Supervised 13 technical advisors in globally remote locations and ensured safe work practices were consistently followed

Measured, tracked, and reported departmental performance to staff

Provided support to Sales, Key Account Managers, and the Sales Rep Network to improve responsiveness to customers.

Exceeded organizational needs by assisting with the execution of the tactical plan, based on the three-to-five-year strategic plan, including staffing and structuring the department to support these goals; cross-trained staff to better support customer needs.

Improved processes and procedures in order to improve customer response time and accuracy through team-based approaches.

Increased employee effectiveness by focusing efforts on selling solutions, not products.

Utilized trips to the field and data from the Customer Relationship Management (CRM) system to locate additional opportunities.

Maintained close working relationships with customers and technicians in order to better understand the competitive marketplace.

Corresponded with internal departments to support customer needs including in-house manufacturing.

KONECRANES, INC. SPRINGFIELD, OH 2009-2015

The largest overhead crane company in the world with 85+ branches in the US.

Service Manager (2012-2015)/ Service Supervisor (2010-2012)/ Contract Sales (2009-2010)

Promoted on various occasions due to industry knowledge and strong work ethic. Performed dual roles as Contract Sales and Service Manager since May 2014. Also held Service Supervisor position in Cleveland market from 2010- 2011.

Managed a client base of over 300; ensured all their sales and service needs were met.

Lead Rochester to branch of the year in 2013 in a district of 10 branches.

Lead district in personal sales for service managers in 2013 with 1.3 million.

Increased technician operative force to 7 from 5 in 2013.

Annual sales growth of 27.2% in 2014 over previous year maintaining 90% retention.

35.3% contribution margin in 2014 over 32.3% previous year.

Awarded contract sales excellence in 2014 with $221,000.00.

PROFESSIONAL EXPERIENCE (Continued)

TOTAL CRANE SYSTEMS, INC. BUFFALO, NY 2007-2009

One of Western New York’s largest overhead crane service companies with 3 manufacturing plants in 3 countries.

National Sales Manager/ Business development

Managed major installations of new crane systems across the north east US.

Increased service sales 100% with new and existing clients.

Added 30 new clients resulting in additional $100,000 since May 2007.

EARLIER CAREER OVERVIEW

Outside Sales HANES SUPPLY, INC. BUFFALO, NY

Buffalo’s largest industrial supplier with over $20 million in annual sales revenue, operating 4 offices in 2 states with 150+ employees.

Only representative in company with multiple state territories.

Increased existing sales in territory by 100-300 % with 50% of clients.

Added 20 new clients resulting in additional $150,000 since March 2006.

Client Development Manager ATSI ENGINEERING INC. AMHERST, NY

Increased annual sales by 250% since August of 2004.

Increased market awareness through the implementation of a completely new web site marketing plan resulting in a 300% increase in generated inquiries.

Called on new markets not previously explored by the company resulting in a 50% increase in new client inquiries.

Regional Sales Representative / Project Manager HOHL INDUSTRIAL SERVICES, INC. TONAWANDA, NY

Entered into an untouched medical care industry adding over $1 million within 20 months. Including 10-15 MRI installations.

Increased sales revenue by $200,000 in a declining market by broadening clients’ outlook on the services provided and networking through established relationships

Increased client base by over 50% across New York State

Sales/ Project Manager HIGGINS ERECTORS, INC. BUFFALO, NY

Initiated sales role and trained a team of project managers utilizing my experience and education, which resulted in an increase in sales by $250,000 within the next calendar year.

Regional Sales Representative INTEGRATED TIRE BUFFALO, NY

Researched, developed and established a Western Pennsylvania territory and built an account base of 75 new clients

Increased market revenue in that area by $175,000 within 1 year

EDUCATION

STATE UNIVERSITY OF NEW YORK (SUNY) BUFFALO, Bachelors of Arts in Geography, International Trade Specialization

PROFESSIONAL DEVELOPMENT

Completed multiple advanced product knowledge and leadership courses including:

Howden Management Mastery Program (MMP1)

Howden Value Selling Program

A Dale Carnegie course including two special awards for presentation

A leadership course by Steven Covey

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