Customer Service Sales Manager

Michael Schug

Experienced Sales Professional

612-***-**** *******.*****.**@*****.*** Minneapolis, Minnesota

Summary of Qualifications

Client Identification, Acquisition & Retention Sales Strategy Development & Execution Contract Negotiation New Product Marketing Client Relationship Development Customer Service Skills Strong Communicator (oral/written) Budget Management Trainer, Mentor & Coach

PROFESSIONAL EXPERIENCE

BASF Corporation 1994-2022

REGIONAL BUSINESS MANAGER – Automotive Refinish Group (2011-2022)

Managed 12 direct reports in a ten-state region.

Developed the team’s annual sales strategy and goals; managed and monitored each on a monthly basis.

Mentored and coached sales team to expand and sustain organic and new business growth.

Developed and demonstrated proof of BASF’s value proposition and contribution to client’s EBIT.

Established sustainable business relationships through trust, integrity, honesty and open communication.

Continuously worked to improve sales teams’ skill sets by identifying gaps in knowledge and advocating for professional and team organized training opportunities (sales representative retention rate since 2010 = 100%).

Significant Accomplishments:

Sales Region realized 125% sales growth in 2022 and 123% in 2021.

Mentored three underperforming sales reps to reach their annual sales goals by 115% the following year by re-evaluating territory opportunities, developing a revised sales strategy, coached during sales calls, and stressed a ‘can-do’ mindset.

Increased market share by >$5M in underperforming markets by collaborating with key client account influencers to identify opportunities for a mutually beneficial business relationship.

Regional Business Manager of the Year 2017

REGIONAL SALES MANAGER – Automotive Refinish Group (2010-2014)

Lead and managed 9 direct reports in an eight-state region.

Successfully assisted client adaptation to utilizing a direct purchasing web-based business model while conducting traditional sales through a distribution network.

Hosted and attended meetings with regional key account stakeholders to launch new products, BASF internal services and online tools to enhance client relationships.

Coached and mentored the sales team via monthly communication or strategy meetings, ride-a-longs, company outings to surpass regional sales and customer service goals.

Significant Accomplishments:

Restructured the sales team and defined new roles and responsibilities which generated $4M in new sales growth.

Collaborated with dissatisfied distribution partner; listened to concerns, conducted analysis review and identified areas of improvement to increase customer service and support resulting in a 400% increase in sales over 5-years.

AREA SALES MANAGER – Automotive Refinish Group (2001-2010)

Managed 7 direct reports in a five-state region.

Responsible for the local warehouse distribution center operations including supply chain and customer service.

Developed annual budget and sales goals with a focus on sales and marketing utilizing a direct business mode.

SKILLS

Possess strong leadership, managerial and organizational skills

Adept in delivering on customer expectations while maintaining corporate / company objectives

Ability to solve problems and negotiate effective solutions

Exception verbal and written communication skills

Salesforce CRM database

Proficient with Microsoft 365 suite including Teams

Professional Development

Member of Alliance of Automotive Service Providers of Minnesota

Mercury International Leadership Training

NuVue Business Solutions Leadership Development and Sales Training

3M Sales & Negotiations Training

Challenger Diagnostics Coaching for Impact

Insights Discovery Sales Leadership

BASF Beyond Paint Sales Training

Dale Carnegie Training Course

Annual BASF training courses

Driving Dynamics

MS

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