Michael T. Coghlan, MBA
http://www.linkedin.com/pub/mike-coghlan-mba/0/282/66
Sales: National Account Manager, Facility Services, Real Estate/Construction
Success-driven executive undeniably impacting the sales, revenue, and market share growth of leading national corporations across multiple industries through profitable territory management, client relationship-building and intimate product knowledge customizable to meet expressed customer needs. Strategist charting and fulfilling business growth strategies anchored by 15 years of firsthand experience in consultative sales, solution development, and continuous goal achievement.
B2B Account Management Client Relationship-Building Business Plan Development P&L Strategic Planning
C-Level Presentation Consultative Sales Territory Management Operations Management Lead Generation
Client Needs Assessments Sales & Revenue Growth New Business Development
Requests for Proposals Facilities Services Project Management Real Estate
PROFESSIONAL EXPERIENCE
Maintenance Retail SErvices & Painter ready Inc., Nashville, Tennessee 2010
Director of National Accounts
Develop and manage direct relationships with national Commercial, Retail, Industrial, Educational, Hospitality, Restaurant and Financial corporations. Represent two different national facility service providers with 55 branch locations nationwide providing turnkey construction services and full service maintenance programs tailored to client needs. Manage all business development activity for both company service models to prospects across the US market in a growing $100 Billion dollar industry.
Groeneveld Transport Efficiency Inc., Toronto, Canada and Brunswick, Ohio 2008-2009
Midwest Account Manager
Championed Groeneveld systems to both end users/contractors of Caterpillar, Hitachi, John Deere, Komatsu, and Volvo and construction industry equipment dealers and distributors.
Targeted the excavation, mining, and on- and off-road industries as well as trucking, logistics, and waste companies. Sold to local governmental agencies.
ISP Painting Inc., Chicago/Naperville, Illinois 2008
National Account Manager
Drove sales to nationally known hospitality, retail, and restaurant accounts requiring property services and commercial real estate as the manager of a 15-state Midwest sales territory for a top 3 commercial painting contractor. Maximized sales by marketing company services directly to clients nationwide.
Crafted a complete painting service solution as part of a one source program delivering visual rollouts, preventative maintenance programs, reactive maintenance programs, specification design and consulting, survey assistance, and specialty project renovations to multi-site clients.
CertaPro Services Inc., Toronto, Canada 2006-2008
National Account Manager
Directed a 9-state Midwest region for a rapid growth sector of the Franchise Company specializing in property services and commercial real estate sales across the retail, restaurant, and hospitality industries. Customized pricing models and standard operating procedures (SOPs) for clients averaging 50-unit programs or $250K projects, escalating sales and spurring vertical market growth.
Secured and expanded key accounts, continually besting annual sales plan for 3 consecutive years through sales ranging from $1.75M to $4.3M.
Lauded as a top producer for cementing the highest sales revenue and gross margin dollars.
Shattered $1.75M annual quota by 184% through $3.25M in sales with a 21% gross margin on an annual plan of 17.5% GM.
Spurred annual maintenance program renewals while up-selling interior and exterior re-imaging, remodeling or roll-out programs.
Michael T. Coghlan, MBA Page 2 coghlanm[at]zoomtown.com
ADP - Automatic Data Processing, Cincinnati, Ohio 2004-2006
Major Account Sales District Manager, Employer Services Division
Met corporate objectives for sales of outsourced HR, payroll, benefits, tax management, and automated time, labor, and expense management solutions through high-impact presentations to C-Level executives using value-based sales techniques. Captured new business sales using an aggressive hunter approach while servicing existing client accounts.
Overachieved goals by >100% with final projected figures set to top 118% of business plan, ensuring induction into the Presidents Club.
Named District Manager of Month after earning 157% of projected quota.
Honored as MVP of Month for earning 213% of quota.
American Arbitration Association, Cincinnati, Ohio 2001-2004
Assistant Vice-President Business Development/Director of Business Operations
Engineered B2B direct outside sales of marketing, educational seminars, and training services to target audience in a 3-state region comprised of Kentucky, Indiana, and Ohio for the biggest arbitration and mediation services company worldwide. Directed daily business unit operations as the leader of 5 administrative support personnel at the $100M, 82-year-old organization specializing in commercial contractual dispute resolution. Sold Alternative Dispute Resolution (ADR) case administration and quarterly regional training programs to law firms, labor management groups, and Fortune 100 companies. Forged vital relationships with Arbitrators, Advisory Councils, Board of Directors and the legal community. Managed P&L.
Devised and executed a $1M+ annual business plan in collaboration with the Divisional Vice-Present to elevate case administration services sales.
Orchestrated arbitrator recruitment based on case load requirements and applicable expertise while maintaining a list of 300+ regional arbitrators on the companys National Roster of Neutrals.
Crafted sales proposals and presentations for HR, legal, and B2B executive-level decision-makers.
Escalated revenues from $900K to $1.3M annually, raising case filings and overachieving annual revenue goals for 4 years consecutively.
Slashed operating costs by 12% per year.
Surpassed yearly individual sales goals for 3 years in 10 top areas by 34% to meet maximum bonus compensation program requirements.
F.N. Sheppard & Company, Erlanger, Kentucky 1997-2001
Regional Account Manager
Spurred specialty product distribution and direct B2B sales to power transmission industry clients across a 5-state region consisting of Michigan, Texas, Florida, western Pennsylvania, and western New York. Prospected among a broad customer base spanning OEMs, food processing end users, beverage bottling firms, wire production, medical packaging, automotive production, glass manufacturing, and corrugated industry companies.
Generated annual sales revenues of $750K-$900K as mandated by territory goals.
Promoted from Marketing Coordinator with accountabilities for innovating and tracking the results of nationally executed marketing programs, including direct mail, trade show, and CRM database creation and management, product-specific literature distribution, advertising, and product catalogs.
Sysco Foodservice Inc., Cincinnati, Ohio 1996-1997
Marketing Associate (B2B direct outside sales)
Grew private label and national brand sales to restaurants and hotels as well as healthcare facilities throughout Cincinnati and Northern Kentucky for the largest full-service food distributor nationwide. Orchestrated direct product sales of seasonal items from beverage manufacturers and food service brokers as part of regional sales promotions. Cemented high-caliber customer service through relationship-building and responsiveness to client needs and requests while continually expanding professional business network.
Performed client cost and benefit analysis to determine optimal product mix ratios based on customer business operations, productivity, quality requirements, and efficiency.
Michael T. Coghlan, MBA Page 3 coghlanm[at]zoomtown.com
EDUCATION
Master of Business Administration (MBA)
Thomas More College, Crestview Hills, Kentucky
Bachelor of Science in Industrial and Labor Relations
Northern Kentucky University, Highland Heights, Kentucky
PROFESSIONAL DEVELOPMENT
SAMA Annual Education Conference Spin-Selling Value Based Selling
Achieve Global/E-learning Moving the organization Forward The Leader in Each of Us
Expressing Yourself: Presenting your Thoughts and Ideas Influencing for Win-Win Outcomes
How to Supervise People Coaching Skills for Managers & Supervisors Cold Calling for Cowards Balancing Priorities & Managing Multiple projects Stellar Sales Training Natural Selling Concepts
AFFILIATIONS
Strategic Account Management Association (SAMA) Professional Retail Store Maintenance (PRSM)
Store Planning Engineering & Construction (SPECS) The Retail People (TRP)
Restaurant Facilities Management Association (RFMA) International Council of Shopping Centers (ICSC) Northern Kentucky & Greater Cincinnati Chamber of Commerce
Greater Cincinnati Human Resource Association GCHRA Associate Member
Kentucky Industrial Development Council - Northern Kentucky Chamber of Commerce
AWARDS
National Account Manager of Year
Top Producer Sales Revenue and Gross-Margin/Profit Dollars
District Manager of Month
MVP of the Month
TECHNICAL SKILLS
CRM-Salesforce.com (over six years recommended & implemented at two companies)
Microsoft Productivity Suite
MS Office, MS Excel, MS Word, MS PowerPoint, MS Outlook, Lotus, Act!, MS Publisher 97, MS Project 98
Symix 2.7
AutoCAD LT 2000
Corel Graphics 3.0
Oracle, AS 400, MS Access
