"Mike is a talented and experienced international sales executive." "Michael explains things in a patient and detailed way that anyone can understand AND retain..." "He brought with him a detailed and thorough knowledge of many specific international markets along with a creative and strategic thought process." Background includes; sales, marketing territory development, market research, cost analysis, product introductions, packaging, regulatory compliance, ISO 9000 and Lean Manufacturing. International experience includes; territory development, operations, sales and channel management, and exports logistics and documentation.
Dec 2008 - Present
Wisconsin's largest independent international business consultancy; specializing in financial, sales, marketing, operations and other strategic services for companies growing their business across borders. * Market research and distribution search for wound care medical products in Latin America. * Researched market potential for new storage organization product and recommended adaptations needed for success in international markets. * Developed implimentation strategy for a service center in China.
Nov 2007 - Dec 2008
Director, International Sales
Alliance Laundry Systems
Responsible for revenue generation and growth, P&L, strategic planning and sales management in Asia/Pacific and Latin America. Manage the sales and marketing efforts of 5 brands, 8 direct sales reports and 90 independent distribution agencies in a $40M territory. * Realized an 11% increase in annual sales revenues from previous year while maintaining profitability targets. * Successfully developed and launched new product line specific for territory customers leading to $60K in sales the first month. * Managed 3 independent studies where investment decisions were made. * Created individual market data to analyze and prioritize target markets. * Reorganized sales force and distribution network as phase I of a 4 year plan to double sales in these regions.
May 2001 - Sep 2008
Intense semi-professional yacht racing team. Promo is a 53' yacht, with a 14 man team that works on constant coordination. Have raced annually in the Chicago to Mackinac and Queen's Cup (Milwaukee to Grand Haven). Have also raced Port Huron to Mackinac, Ft Lauderdale to Key West, and Key West Race Week
Jul 2006 - Nov 2007
Regional Sales Manager - Western US
Bemis Manufacturing Company
Responsible for territory development and management including; sales growth, customer relations and sales operations management in a 14 state territory with $17M in sales. Manage the sales and marketing efforts of 16 independent sales agencies in wholesale distribution.
Sep 1997 - Jul 2006
Area Manager - Latin America
Bemis Manufacturing Company
Responsible for revenues, P&L, pricing, strategic planning, territory development and management in a $6M territory. Maintained 14% annual sales growth, signed and managing 20 independent sales agencies, developed programs and promotions for retail customers (Sodimac, ACE, EPA, Home Depot, and Cemaco). * Cultivated large global OEM leading to $1M first year sales * Established regional offices and warehouse. Managed sales and inventories. * Develped Asian sourcing program. Logistics, internal processes, pricing * Acheived a 20% reduction in shipping lead-times through SKU and inventory management, and production forecasting. * Saved over $30,000 annually in duty by determining the most advantageous manufacturing location to take advantage of favorable freight and duty rates. * Developed market entry plans including market research, staged growth plans to move from exporting to in-country sales/warehouse/manufacturing facilities and analysis of acquisition candidates.
Jun 1999 - Jun 2006
Board of Directors
Milwaukee World trade Association
MWTA is an the largest organization in Milwaukee dedicated to promoting international business. Companies ranging from GE, Eaton, Rockwell, Johnson COntrols to small companies with revenues less than $10M. Was President, Vice President, and chairman of various committes of this elected board. Engaged speakers, made presentations and developed events to educate interested companies how to expand thier international business.
Feb 2002 - Mar 2003
Regional Sales Manager - Europe
Bemis SRL. Turin, Italy
Thirteen Month assignment to manage sales and Marketing efforts to, wholesale and retail customers in an $8 million territory. Responsible for sales revenue, customer relations, profitability, sales growth, and new market development. * Developed promotional programs to increase product turns, sales revenues and promote new items in the product line. * Developed sales programs for retail and wholesale customers, including information regarding product, placement, competition, merchandising, pricing and terms. * Prospect new markets for potential customers and market information
Mar 2000 - Oct 2001
Assitant General Manager
Bemis de Mexico; Monterrey, Mexico
Eighteen-month assignment to integrate satellite-manufacturing facility. Responsible for assisting the General Manager in all aspects of plant management; Production, Finance, Demand Management, Sales, Human Resources and Facility Management; including operational profitability, plant and office personnel, adaptation of corporate manufacturing standards, and increasing market share. * Realized a 200% increase in sales revenues through sales force reorganization, adjustment of the product mix, new brand introduction and development of an aggressive export program, leading to a planned plant expansion. * Saved $20,000 annually in SKU reduction and consolidation. *Reduced shipping errors 30% and increased warehouse inventory turnover by 15% through reorganization of warehouse and product inventories. * Coordinated the development of market appropriate POP and sales materials and pricing.
Mar 1994 - Jul 1997
Associate Product Manager
Responsible for managing product mix, profitability, and packaging, in The Americas and Asia with $500 million in annual sales revenue for industrial, food service and private label customers in MRP and ISO 9000 environments. * Coordinated new product introduction with research and development, procurement, cost accounting and production; researched markets, developed commercialization plans, customer surveys, promotional materials, press releases to assist sales and create customer awareness. * Determined pricing to maintain new product margins and meet profitability targets. Developed separate pricing guidelines for international customers. * Implemented product line consolidation that reduced the number SKU’s by 25% through analysis of product margins and deletion of products that did not meet profitability targets. * Supported development of an on-line product application guide to assist the sales force and educate customers on products and their applications.
1991 - 1993
Thunderbird, The American Graduate School of International Management
*Concentration in marketing, European and South American markets, and the Spanish language. *Team Consultant in developing projections and strategies for new market entry, improving market share, and reducing costs and financial risks for Deliotte & Touche, Teledyne Microwave, and TeleGraphics, Inc.