MICHAEL HUTCHINS
46 Wexbury Street
Rochester, New York 14610
(716) 555-1212
SENIOR
SALES & OPERATIONS MANAGEMENT
New Business Development / Purchasing / Sales & Marketing
Top-performing professional with proven presentation,
negotiation and closing abilities perfected through over 15 years' progressive experience
in sales and management. Deliver consistent contributions to increased productivity and
strong revenue gains through expert leadership, sales training/development and customer
relationship management skills. Significant record of achievements in
management of purchasing, operational development, strategic marketing, and teambuilding.
QUALIFICATION
HIGHLIGHTS
 Strong ability to produce results within a team
environment or
independently, utilizing a "take
charge" attitude, self-motivation, and
commitment.
Demonstrated
competencies in successful operations administration
including quality control, budget forecasting and
workflow management.
Established
track record of significant revenue growth and new business
acquisitions; able to generate and maintain profitable business
relationships.
Customer-focused
with capacity to foster positive rapport effectively meeting
customer requirements and providing exceptional service.
Analytical
and organized with excellent trouble-shooting abilities; capacity to
view the "whole picture" utilizing strategic planning
and project management
skills.
Proficiency
in Lotus 1-2-3, WordPerfect 6.0, ACT, Windows 95, Word and
Excel.
CAREER
HISTORY
BIG OIL GROUP, Anywhere, USA - 1997 to Present
Account Executive - Fuel Sales
Challenged to develop and manage commercial and industrial accounts in Northern
Ohio and Western Pennsylvania. Managed product pricing and delivery, fixed contracts,
crude spreads and O.P.I.S. price arrangements. Accomplishments include:
Boosted
volume from 6 million gallons to 10.5 million gallons in first 8
months.
Significantly
increased sales from $3.7 million to $8 million through strategic
new business acquisitions.
Orchestrated
the company's active involvement into the sales of liquid
propane gas in transport volumes into the Northeast Ohio market
segment.
THE OTHER BIG COMPANY, Cleveland, Ohio - 1983 to 1997
Territory Account Manager (1995 to 1997)
Accountable to develop and manage a commercial territory with over 150 accounts
in a 6-state area. Worked with small businesses,
distributors and national accounts. Fully responsible for customer service, technical
and application knowledge of products, credit and collections.
Accomplishments included:
Generated
a 65% growth in business through development of new accounts
while maintaining a healthy, manageable profit-level.
Increased
territory sales to $1.5 million with a profit margin of $243,000 - a
25% increase from the prior year.
Procured
a major Columbus Ohio utility company as a national account, with
potential for an excess of 1 million gallons of lubricant sales.
Recaptured
a major Cleveland utility customer which had not been active
since 198, generating 2 million gallons of fuel sales to
the company.
Senior Terminal
Manager (1983 to 1995)
Full P&L and operational responsibility including purchasing, and
maintaining positive relationships with Federal, State and Local agencies. Responsible for
all phases of terminal operations of over 100 million gallons of gasoline, diesel fuel and
home heating oil per year, including providing product and service to 17 company-owned
retail outlets, 9 independent marketing teams and five major petroleum companies.
Accomplishments included:
Safety - Maintained compliance with EPA, OSHA
and regulatory agencies -
13 years of no lost time injuries; received National Safety
Council
Commendation.
Sales & Service - Added business from
petroleum marketing, auto
manufacturing and utilities by defining, developing,
understanding and
effectively meeting customer requirements .
Operational - Slashed operating cost per gallon
by 40% by reducing expenses
and increasing volume. Trained in and implemented Incident
Command
Operations when equipped.
Managed $600,000 facility upgrade on time and
budget, and without incident.
Prepared, designed, initiated and conducted
emergency preparedness drills
with staff employees and State and Local officials.
Spearheaded and applied a significant
time-saving strategy incorporating
Lotus spreadsheets for "Tank Inventory/Loss Analysis
System" - a system
which was adopted and is now company standard.
EDUCATIONAL
ACHIEVEMENTS
Petroleum Fire Fighting - University of
Nevada, Reno
Inland Oil Spill Response - Findlay University, Findlay, Ohio
Associate of Arts - Summit University of Louisiana, New Orleans
PROFESSIONAL
DEVELOPMENT
CUYAHOGA RIVER VALLEY MUTUAL ASSISTANCE
ASSOCIATION
Organized, founded and developed this industry-backed organization for spill
assistance in the Cuyahoga River Valley. Association consisted of Petroleum,
Manufacturing, and Pipeline companies, along with a host of Federal, State, County and
City governments.
Cover Letter
Accounting/IS Professional
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Senior Level Executive
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