MICHAEL S. FREDRICKS
2246 Deerpath Drive Elgin, IL 60123 847-652-0471 or 847-608-9910 msfredrx[at]aol.com
EXECUTIVE LEADERSHIP PROFILE
A sales & marketing maven to the core, well-rounded with a knack for maximizing the effectiveness of change, identifying opportunities and creating a high performance, sustainable sales culture. Widely recognized as a hyper-innovative strategist with outstanding analytical and creative problem solving skills, a vital enthusiasm for the work, the ability to transfer energy to others, and a passion to be tactically involved in ensuring success. Energetic, passionate and customer centric executive leader with an immense passion for organizational design, creating highly effective platforms, building and training a cohesive team of consummate team professionals, negotiating with vendors, identifying unique selling propositions, and delivering unparalleled service offering a successful, results charged career with top brands in a variety of categories.
Commercial, Retail & Wholesale Sales Leader
New Business Development Expert
Inside and Outside Sales
National Accounts Management
Call Center, Inbound and Outbound
Manufacturing, Distribution and Service Provider
National Marketing Manager
Customer Loyalty ProgramsTalent Acquisition and Training
Project Management, Six Sigma Certified
Organizational Design & Implementation
Platform Management Strategy Architect
Extensive Cross-Functional Team Leadership
Multi-Million-Dollar Fiscal Leadership/P&L
Strong Team Builder, Mentor & Communicator
Major Proponent of Rewards and Recognition
EXPERIENCE
CULLIGAN INTERNATIONAL($800 Million Revenues)(October 2006-Present)
Worldwide HQ, Rosemont, IL
Director, Expanded Channels (Organizational Change Agent, New Ventures Champion)
Reported to the Sr. VP of Sales and was responsible for creating a common platform for all existing sales channels, identifying alternative channels of distribution, developing the strategy for each new category, influencing support from internal stakeholders in marketing, sales, strategy, HR and operations, negotiating with executive leadership of potential partners, modeling financial impact, project management through implementation, and establishing internal structures and processes to support the channel
Areas of focus were Value-added Resellers, OEM partnerships, Retail Marketing, Wholesale Distribution (Inside Sales Optimization & Organizational Design), Outsourced Sales, Direct to Dealer Programs, Call Center Initiatives, E-Commerce, Service Contracts, National Accounts (Hotels, Restaurants, Retail Stores) and Strategic Pricing Programs resulting in a 70% lift in transactions in a difficult economy. Met weekly with CEO and the executive leadership team on all initiatives.
Created Culligans first retail marketing division including state-of-the-art kiosks, merchandizing, POP, Gift Card program and representatives within in major Big-Box Retailers in North America. Rolling out nationally to in upwards of 1100 retail outlets and leading a newly created sales organization consisting of 3 Regional Sales Managers, 9 District Managers, P/T Inside and F/T Outside Sales Reps
Regional Sales Director
Central & Midwest Regions
Ranked #1 Region Sales Director in the Nation after first full year with the company-Presidents Club
(2) Waterfall Awards, 2007 Impact on the organization outside of assigned role within the company
Reported to the Sr. VP of Sales and was responsible for all functions relating to direct sales and marketing including managing and training the sales managers (12) and representatives (70), creating and managing all budgets for the departments, formulating the ongoing strategy for the business, and executing programs geared towards growth and profitability for a $75M business unit.
Took 5th ranked region to #1 in sales growth in first full year by implementing an innovative platform management strategy including Territory Management, Business Development, Presentational Excellence, Performance Management and People Development. The approach was adopted nationally and is currently being rolled out to all other businesses worldwide.
SERVICE MASTER($5 Billion Revenues)(2003-2006)
ARS Service Express/Rescue Rooter Division, Memphis, TN
Region Sales & Marketing Manager
Midwest, Florida, Northeast & Mid Atlantic Regions (Light Commercial & Residential)
Ranked #1 Region Sales Manager in the nation for 2003 & 2005 based on overall impact on the business.
Six Sigma Greenbelt
Consistently surpassed Revenue and EBITA budgets
Reported to the VP of Sales with responsibilities including managing and training Area Sales Managers, sales associates, selling technicians, Commercial Account Reps, growing market share profitably and creating a high performance sales culture in various service center locations (13) across the country.
Responsible for formulating local marketing initiatives, improving customer service, building the brand image, and implementing all corporate initiatives for business units totaling $100M.
Managed the marketing relationship with The Home Depot in multiple store locations with Kiosks and inside sales reps across 2 regions as well as local sales/service responsibilities to National Accounts (Restaurants, Hotels, Commercial)
SEARS, ROEBUCK AND CO. ($40 Billion Revenues)(1997-2003)
Corporate HQ/Product Services Division, Hoffman Estates, IL
National Sales & Marketing Effectiveness Manager, Termite & Pest, Carpet Cleaning, HVAC
Reported to the Director of Marketing as the primary organizational change agent with responsibilities including reviewing outside sales force effectiveness nationally, building a common platform, auditing sales associate and district sales manager performances, formulating and implementing sales and marketing strategies for improvement, representing the field perspective to corporate marketing, Gift Card programs and cross-functional integration of all initiatives for a $240M HS division.
District Sales Manager (Multiple Assignments), HVAC & Duct Cleaning
South Central PA, MD, DC, Northern, VA Integrated Test Pilot
N. Florida, S. and E. Georgia, South Carolina
Maintained a seat on the Board of Directors, Maryland Improvement Contractors Association (MICA)
Ranked as the #1 Customer Service Provider in the Nation for 1999
Six Sigma Greenbelt 2 Projects, Product Services Division
Consistently surpassed Revenue and EBITA budgets
Managed various residential and light commercial sales teams and P&Ls ranging from $7M-$25M
Led the nation for self-generated lead marketing performance & recruited the first Sears duct cleaning organization
Created the first integrated sales, service and installation business unit for Sears by first negotiating exclusive contracts with HVAC and Duct Cleaning subcontractors and then hiring them on as employees along with merging the Baltimore & Washington DC sales teams and creating a self-sufficient service center with CSRs and 3 supervisors.
SKIL-AIRE ($5 Million Revenues)(1994-1997)
Baltimore, MD
Vice President of Sales and Marketing
National Sales & Marketing Manager, Environmental and Comfort Products, Refrigeration
Marketing Manager, Environmental Products
Reported to the President/CEO and managed sales by procuring 110 independent manufacturer representatives, North American wholesale distribution partners, getting products specified by engineers/architects and securing end-user contracts
National Accounts sales responsibilities for Tower Records, Debbie Reynolds Hotels and Casinos, Trane, United Refrigeration and the U.S. Military (Navy, Marines)
Procured the first national wholesale distribution network and doubled company wide sales in three years
Instituted effective direct mail and CRM/database marketing programs resulting in double digit revenue growth each year
OMNI INVESTORS GROUP(1992-1994)
Boca Raton, FL
General Manager
Reported to the Vice President and managed a telemarketing call center and sales force of 100+, authored the scripts for three refrigerated, vended product lines, and was instrumental in reorganizing the tracking process for the direct mail program and magazine ad investor solicitation.
EDUCATION
University of Phoenix -Bachelor of Science in Business Administration, Graduated with Honors
Penn State University - Mont Alto & York Campuses, Mechanical Engineering Major
FOR FUN
A golf nut and amateur fitness trainer who loves spending his free time with his wife and 4 kids (including a set of triplets) who have him running all over the place for swimming, soccer, scouts, cheerleading, etc Work hard, play hard and leave it all on the field. Fun fact: Quoted as a sales expert on page 97 of Brian Lamberts 10 Steps to Successful Sales
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