Sales Marketing

MICHAEL MCKAY

*** * *** ****** **. 520-***-****

Oro Valley, AZ 85737 ************@*****.***

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Proven track record of developing markets for new and existing products

in a broad variety of markets consistently growing the customer base and sales volumes.

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Core Professional Competencies

Sales and sales management

Technical presentations

Project planning & delivery

Negotiation skills

Bottom-line P&L orientation

Customer relations & satisfaction

Product and market planning

Strategic planning

Advertising & marketing campaigns

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Professional Experience

Smart Environments 2010 - Present

Independent Representative

• Represent assorted products to the engineering and architectural communities as well as to regional governments, the private sector, consultants and end users. Companies represented range from $400M to $6B yearly revenue.

• Working relationship with top 20 architecture and engineering firms in the Southwest.

• Develop short- and long-term product strategies leading to 6 new product lines in commercial and infrastructure fireproofing and structural aluminum applications.

• Consult to 4 manufacturers and contractors for business development planning.

IPC, Inc.- manufacturer specialty paving solutions 1997 - 2009

Regional Vice President, Sales & Operations

• Directed on time, under budget complex sales and market delivery cycles of proprietary paving products with $15M in annual sales with 10 – 25% growth for 8 consecutive years.

• Created and implemented regional and territorial sales initiatives including demonstrations and events, regionalized advertising, trade show events, strategic and consult-driven campaigns, and specific key client initiatives for product sell-through.

• Negotiated short- and long-term contracts up to $100K for equipment sales and $500K for projects with such clients as Home Depot, NFL, Disney, NASCAR, Wal-Mart, SeaWorld, U.S Navy, etc.; as well as government involvement with major metropolitan agencies including the Cities of Los Angeles, San Diego, Phoenix, Dallas, Salt Lake City, etc., including top state government officials.

• Developed annual and multi-year strategic marketing plans and sales programs based on demand, analysis, client opportunities and needs; special programs for key clients that resulted in 50 customers yearly and $1-2 million in new sales.

• Managed field sales team of 8, 2 technical representatives, and 270 licensed contractor / distributors.

• Full P & L responsibility, budgets and forecasting, pricing, technical training, market by market lead generation strategies, and employee review and evaluation.

• New products launch of five branded products by region with various stakeholders over 5 years.

• Co-authored and instituted certification programs for 125 licensed applicators. Co-developed company field training and field marketing programs.

MICHAEL MCKAY Page 2

Reebok International- athletic footwear 1987 - 1992

Strategic Account Manager, Nordstrom

• Managed all aspects of sales and account development totaling $3 million in sales.

• Consistently produced orders and deliveries on time coordinated with account-specific marketing plans including:

o mass media advertising

o promotional events/athlete appearances

o cross-marketing programs with other sponsors

o consumer product incentive programs

• Grew sales volumes 10 - 35% for each of my 5 years.

• Covered 22 stores with 3 buyers per store.

• Developed regional account-specific marketing including all

• Named Reebok specialty Sales Executive of the year.

Outdoor, footwear, and sporting goods industries 1983 - 1987 & 1992 - 1997

Independent Representative

• Wholesale representation of a variety of product lines in the sporting goods and outdoor specialization trades with focus towards footwear, bicycling and ski industries.

• Year-on-year sales volume growth ranged from 8 – 20% on sales volumes ranging from $100K to $1.75M.

• Covered variety of domestic and international products.

• Named Nordstrom vendor of the year.

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Education

University of Oregon. Bachelor of Science- Natural Sciences

Bachelor of Science- Park Administration and Management

Mediator Program State of Arizona Attorney General’s Office

Additional proficiencies All Microsoft applications. CRM- Saleslogix, Salesforce, Gold Mine, Pack Rat

American Institute of Architects Continuing Education speaker, LEED- solar coating

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