Account Manager

Industrial Supplies ~ Electrical Supplies ~ Consumer Goods ~ Transportation

  Offering over 20 years of sales, business development and account management success across broad industries, with consistent track record of delivering results:

  Generated $750K in new business within 2 months by strategically bidding, negotiating and securing award of 3 major lighting projects; 2016

  Achieved aggressive annual sales goals, with 103.41% to goal at 16% growth; 2015

  Generated 12% growth, attaining 101% to goal; 2014

  Consistently won high-value new business/government contracts by expertly identifying key RFQ, RFP and formal bid opportunities, developing and delivering strategic proposals and diligently following up on awards; 2012-2016

  Promoted to Senior Account Manager, with responsibility for up to $16M in annual major account revenue; 1996-2012

  Received World of Champions Gold Top 3% Award for YTD performance of 127.5% to goal; 2010

  Achieved 106.4% to goal, with $1M in profitable new business; Q4 2009

  Recognized with Chairman s Gold Eagle Sales Excellence Award for top sales at 109% to goal and 34% growth; 2007

  Ranked #1 in District for balanced performance; July 2007

  Recognized as Top Performer, achieving 150.7% to goal; 2006

  Earned Regional Top Sales recognition at 109.1% to goal; 2005

  Successfully attained 104.4% to goal; 2004

  Awarded Chairman s Bronze Eagle Club for outstanding sales achievement; 2000 and 2001

  Earned Chairman s Silver Eagle Club recognition for outstanding sales achievement; 1999

  Excel in defining, developing and executing strategies to generate new business, develop existing clients, expand revenue channels, and facilitate competitive market leveraging; talent for identifying and capitalizing on opportunities as well as reaching and influencing key decision makers

  Dynamic communication, consultation, presentation, networking, and relationship management skills

  Consistently focused on delivering world-class customer service

  Proficient in developing quotes, presenting bids and negotiating client contracts

  Adept in sourcing and working with vendors to ensure competitive pricing, quality and terms; well-versed in supply chain processes

  Motivating, hands-on leader who effectively builds, mentors, coaches, and directs top-performing teams; equally effective in independent and collaborative teamwork roles

  Strategically prioritize, plan, coordinate, and manage projects/workflow to maximize productivity and efficiency, optimize use of time and resources and achieve critical deadlines and performance goals

  Technology savvy, with proficiency in MS Office, SAP CRM and Salesforce along with Epicor Eclipse

Crescent Electric Supply Company Carrollton, TX 2016

Quotations Specialist

  Retained to quote and drive award of contracts through strategic bidding of commercial construction lighting projects, products and related technologies

  Successfully built and managed critical relationships with electrical contractors, architects and engineers as well as sourcing partners and vendors; consulted and negotiated with suppliers on pricing, product availability, lead time, and shipping to cost-effectively meet project requirements

  Actively supported sales by efficiently compiling and preparing competitive cost estimates and bill of materials for presentation to Account Managers and clients

  Proficiently interpreted customer bid documents and requirements and provided customized solutions for optimizing profitability while adding value

  Efficiently maintained quality documentation and job files instrumental to cross-functional department operations and job management; served as branch-wide technical resource

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Michael Schauer Page 2 of 2

W. W. Grainger, Inc. Dallas, TX 2012-2016

Government Account Manager

  Recruited to manage and grow $2.2M territory of key government clients; successfully retained and developed existing accounts while concurrently generating new business through expertise in extensive portfolio of products, services and contract options

  Effectively consulted to identify needs and capitalized on opportunities to win new accounts while concurrently increasing existing client business by delivering customized, value-added solutions targeted toward boosting client productivity, efficiency and quality of operations while simultaneously reducing costs and increasing profits

  Cultivated and maintained strategic partnerships and productive client relationships crucial to promptly addressing and resolving issues, optimizing satisfaction, building loyalty, and driving growth; consistently focused on surpassing client expectations

  Resourcefully collaborated with clients, vendors and branches as well as senior managers and staff to define new MRO opportunities and develop targeted, value-based solutions

United Parcel Service Dallas, TX 1991-2012

Senior Account Manager; 1996-2012

Account Executive; 1995-1996

  Rapidly promoted from Account Executive in charge of 800+ territory accounts and new business development to manage major client account territories generating up to $16M in annual revenue

  Successfully identified and won numerous new penetration and conversion opportunities through aggressive sales lead follow-up, persistent prospecting and comprehensive follow-through during full sales cycle; developed and negotiated numerous major domestic and international contracts

  Consistently networked and built/managed relationships with key decision makers to define and capitalize on business process and supply chain needs in delivering optimal solutions

  Collaborated with internal management and specialists in developing and proposing dynamic, profitable value propositions focused on assisting clients in streamlining processes, increasing efficiency/productivity, decreasing costs, and maximizing bottom-line profits

  Worked closely with operations management team and service providers/drivers to ensure delivery of superior service across reliability, timeliness, cost-effectiveness, and quality

Operations Supervisor; 1994-1995

Service Provider/UPS Package Car Driver; 1991-1994

  Progressed from directly providing delivery services to managing high-volume package delivery and pickup center focused on world-class service; included training, developing, coordinating, and managing team of 25 package center service providers/drivers

Bachelors of Science in Business Management, University of Phoenix-Dallas, TX; 2008

Graduated with Honors ~ GPA: 4.0 / 4.0 scale

Undergrad Studies: University of Texas-Arlington & Dallas County Community College-Mountain View

Account Strategy for Major Sales (ASMS) Supervisor Leadership School (SLS) Peoples Workshop

Account Executive Sales Training School (AESTS) SPIN Sales Workshop Freight Sales Training

Professional Presence Workshop SPIN Sales Refresher Workshop Presentation Skills Workshop

Making Major Sales Workshop Supply Chain Management Workshop Financial Workshop

Situational Sales Negotiation (SSN 1) Negotiating UPS Value (SSN 2)