Sales Manager
Resume:
MICHAEL S. TRACY
Waukesha, Wisconsin 53188
*********@*******.***
CAREER SUMMARY:
Multi-faceted Sales and Marketing Leader with background spanning Product and Account Management. Strong Hardware (Ace, True Value, Do-it Best), Home Center (Home Depot, Menards) and Retail (Sears) experience with success in providing solutions for retailers, distributors, professional/commercial users and consumers. Outstanding verbal and written skills support effectiveness in direct customer dealings, presentations, training activities, trade show/events, cross-functional teaming and with management decision-makers.
PROFESSIONAL EXPERIENCE:
2007 to Present: MAPEI CORPORATION – Deerfield Beach, Florida
$2.5 billion manufacturer/marketer of installation systems for professional and consumers
National Account Manager
Manage overall business with leading National Home Center, Co-Op and distributors while interacting with all supporting departments. Develop and implement strategic sales plans to accommodate corporate goals by means of: new product introductions, channel and brand management, product research; sales training; advertising and sales/marketing materials, trade shows and promotions; budgeting, forecasting, performance measurements and management reporting; and virtual teaming.
Analyze national sales data and product movement by item at store level and report slow/fast movers, out of stock concerns, and/or potential drops/adds to the program with reports produced by Home Centers of out the door sales vs. units purchased from Mapei.
Increased business 85% with introduction of new product lines supported by load-in forecasts, annual forecast, in-store merchandising, POP/marketing materials and product installation and technical training.
Develop business relationships with store associates, managers, Buyers and Owners to increase market share and become supplier of choice.
Assist in developing/driving Contractor business at store and corporate levels
Manage category and channel management, develop and present operating and budgeting forecasts
Assist with mentoring/training teammates within BU for greater productivity
Increased business through development and introduction of new product lines and promotional materials via sales presentations
Coordination of efforts with appropriate departments for business success; (Sales, Product Management, Marketing, Operations, Finance, Purchasing and Technical Services)
Responsible for CRM functions with account contacts for partnering leverage
Management of end-user concerns and installed issues; conflict resolution
Development of annual budgets for accounts as approved by corporate officials
2006 to 2007: MILWAUKEE ELECTRIC TOOL CORPORATION – Brookfield, Wisconsin
$600 million manufacturer/marketer of power tools and accessories for professional users and consumers
Product Manager
Hired to lead marketing start-up and expansion of company’s first gas powered product group targeting professionals, contractors and builders through industrial/commercial distributors. Inherited a skeletal program of 5 developmental lines with a forecast of $10 million in gross profit. Duties prioritized: line and launch strategies; NPD process; research; Sales training; sales/marketing materials
Key initial launch/release priorities included: finalize engineering differentiation; coordinate Brand, Channel and Sales staffs for national, regional and account strategies; prototype completion and placement; secure/integrate pre-sales data and user feedback; and develop training and collateral.
Created launch support including sell sheets, bulletins, product specific merchandising, website copy, and Sales and customer videos. Trained 15 in Sales for 2-days prior to release of prototypes.
2003 to 2006: WACKER NEUSON CORPORATION – Menomonee Falls, Wisconsin
$2.5 billion producer of small to mid-sized paving and construction equipment and accessories
North American Account Specialist
Led entry of 12 current core products into a totally new channel, i.e. “do-it-yourself” rental departments at home centers and hardware stores. Role featured: strategic planning; direct account promotional, educational and relationship building; Sales training and support; and financial/management reports.
Drove strategies/execution of pre-launch education, account development and promotional events, resulting in first year sales of $8.5 million at 37% profit.
Produced highly effective training for new accounts, generating sales increase of 43% in Year 2
Counteracted stabilizing of sales in Year 3 by introducing accounts to overlooked opportunities to provide additional products for rental to contractors and homeowners. Increased segment by 35%.
Developed accurate national marketing plan and account forecasts.
1999 to 2003: ARMSTRONG WORLD INDUSTRIES – Milwaukee, Wisconsin
Leading brand name in wood, vinyl and ceramic flooring, ceiling tiles, wall panels and adhesives
Assistant Regional Product and Account Manager
Managed 6 Field Representatives supporting their account penetration and building with national and regional retailers, such as Home Depot, Menards and Sears. Role included hiring, training, marketing support, merchandising, sales enhancing strategies and financial tracking/reports to corporate.
Increased team’s first year sales 9.5%. Negated lower cost competition by improving team understanding of product benefits, features and differentiation.
Answered widespread problem with company and competitor products being confused when failure claims were filed. Reduced claims 23% and increased sales 34% by educational contacts with distributors, store sales, installers, etc. The improved content became a corporate model.
Reduced stale product issues with national accounts through category management practices
1992 to 1999: THE HOME DEPOT, INC. – Boston, Massachusetts and Memphis, Tennessee
Assistant Store Manager
Diverse responsibilities emphasizing: hiring, training, supervision and performance management; sales tracking, forecasts and reports to achieve $1 million weekly goal.
EDUCATION/PROFESSIONAL DEVELOPMENT:
MBA, Global Management – 2004 – University of Phoenix-Milwaukee, Wisconsin
BS, Business Management/Marketing Concentration – 1992 – Westfield State University -Westfield, MA
AA, Advertising Art and Design – 1990 – Massasoit Community College-Brockton, MA
Process Improvement and Project Management – 2005 – UW-Milwaukee MBA Program
Weight Watchers International Lifetime Achievement 2006; Leader 2007
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