Results driven Solution Savvy Sales Professional

Michael A. Kraft

SUMMARY

Results-driven, solution-savvy sales professional with extensive background in Consumer Product Goods and Industrial Service-Supply industries. Creative problem solver with reputation for developing strong customer vendor relationships. Demonstrated business leadership through successful planning and execution of strategic sales plans. Direct communicator polished in fact-based and consultative style selling.

 Analytical  Self Starter  Innovative

 Persuasive  Flexible  Persistent

PROFESSIONAL HISTORY

McKinstry Company, LLC. Portland, Oregon 2008 – 2009

Account Manager

Responsible for business development leading to renewable service contracts, energy efficiency projects and building maintenance solutions. McKinstry, a $400M company, is the largest specialty design and build mechanical contractor in the Pacific Northwest.

• 2009 territory new contract volume plus 14% YTD through business to business direct marketing, lead generation, farming and the utilization of social networking technology

• Performed project management including time and material estimation for several service and small project opportunities leading to high margin sales

• Responsible for generating and closing $83,000 YTD sales opportunities for secondary business units

• Completed industry workshops covering workplace safety, HVAC, plumbing, electrical and energy solutions technologies to increase industry knowledge and value as a technical resource

• Joined IFMA organization to enhance exposure to facilities directors and purchasing agents charged with contracting facility solutions

W.W. Grainger Industrial Supply Company, Portland, Oregon 2006 – 2008

Commercial Sales Account Manager

Charged with solution based selling of maintenance, repair and operations products to the lumber, industrial, medical (hospitals),retail, food processing and high-tech industries. W.W. Grainger, a Fortune 500 company, is North America's leading broad line supplier of facilities maintenance products including but not limited to electrical, plumbing, HVAC, safety and power transmission.

• Successfully grew 2007 territory sales 7% over 2006 while learning new industry and technical product lines that span 16 categories and nearly 500,000 SKU's.

• Awarded district top performer 3rd quarter 2007 in Grow with Grainger campaign by successfully delivering double digit growth with 4 of 5 targeted accounts.

• Presented energy solutions such as lighting retrofits to several clients resulting in quantifiable cost reductions and improved efficiency

• Grew first year project pipeline to $470,000 through process discipline and alignment to planning objectives.

• Addressed customer service gaps by recommending productivity, procurement and inventory solutions

• Broadened Grainger's penetration into all accounts by articulating Grainger's unique value proposition from end user to corporate executive.

Michael A. Kraft Page 2

Kimberly-Clark Corporation, Portland, Oregon 1993 - 2006

Customer Business Manager II, 2002 - 2006

Customer Business Manager I, Senior Sales Representative, Sale Representative II

Responsible for developing and expanding account relationships in pursuit of increased sales volume while meeting and exceeding corporate goals for budget, distribution and profitability. Charged with $1.5M trade spending budget in support of national marketing needs.

• Successfully delivered category sales increases four of five years at key retail customers – 2005 sales increase was 108% of $15M quota.

• Promoted to Customer Business Manager I after successfully managing $26M territory encompassing five of the largest Northwest area grocery and hybrid-mass retailers.

• Effectively launched new Baby Health Care products in 2006, resulting in sales increase of $178,000.

• Successfully reduced trade spending $28,000 annually while achieving volume objective by negotiating lump sum and unit sold advertising program.

• Managed retail merchandisers leading to superior store representation.

• Attained preferred vendor status as a result of consistently providing non-biased industry trend and sales ranking information leading to profitable customer category management.

• Designed and implemented merchandising schematics for three multi-million dollar product categories, servicing 141 stores.

• Acquired consumer insight and product knowledge to successfully sell retailer benefits for more than 150 products, spanning six Personal Health Care categories.

• Consistently interfaced with senior management and outside auditors to negotiate successful resolution of billing issues and conflicts.

Eveready Battery Company, Portland, Oregon 1989 - 1993

District Sales Representative 1991 - 1993

Senior Sales Representative, Sales Representative

Directed sales volume and development of 63 accounts in retail, wholesale and industrial class of trade. Duties included designing and presenting sales programs to wholesaler sales teams, canvassing for new accounts and increasing base account volume.

• Earned Merit Award for outstanding promotional performance by collaborating with Polaroid Corporation for chain-wide sales and display contest.

• Gained Regional recognition for doubling sales volume for largest West Coast camera battery wholesaler by creating niche opportunity for alternative distribution of button cell products

• Negotiated exclusive distribution of Energizer rechargeable batteries with largest NW drug retailer

EDUCATION

BS, Business Administration, Portland State University, Portland, Oregon

PROFESSIONAL DEVELOPMENT

Awarded certificates for completed training by Learning International, The Acclivus Group and Carew International. Completed numerous workshops in advanced selling skills, presentation technique, customer management and negotiation. Enhanced interpersonal communication skills while volunteering with Special Needs population. Awarded Special Olympics Coaching Certificates in soccer and basketball, 2006.

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