Hi, I’m
KOI MICHAEL LATHROP
Fort Atkinson,WI
Summary
Sales professional with deep expertise in driving revenue growth and developing strong client relationships. Proven success in sales strategy implementation, team leadership, and fostering collaborative environment. Strong negotiation skills, adaptability, and focus on delivering impactful results. Known for reliability, effective communication, and ability to thrive in dynamic markets.
Overview
21
years of professional experience
Work History
R&B Wagner (The Wagner Companies)
Inside Sales Lead and Manager
01.2020 - 01.2025
Job overview
- Achieved 101% of target by managing $1.97M in sales for 2025.
- Drove $10.7M sales backlog for 2026 by effectively leading inside sales team.
- Exceeded revenue goals with $1.6M at 135% in 2023 and $2.5M at 111% in 2024.
- Standardized CRM and quoting processes, enhancing pipeline visibility and close rates.
- Streamlined handoff process between Sales and Project Management, improving execution accuracy.
InPro Corporation
Strategic Business Unit Team Lead | Senior Sales Representative | Architectural Sales
01.2011 - 01.2020
Job overview
- Ranked in top ten sales teams by consistently exceeding annual targets.
- Expanded territory responsibilities while managing six-state sales operations effectively.
- Built strong relationships with architects to drive specification-based selling strategies.
- Formalized company specification process, resulting in predictable revenue performance.
- Achieved 100%+ of sales targets, even during COVID-19 in 2020.
- Closed major corporate account agreements with healthcare systems, securing long-term revenue.
InPro Corporation
Facility Door and Wall Protection and Endurant Divisions
01.2007 - 01.2010
Job overview
- Achieved over 40% sales growth by expanding Endurant division across six states.
- Secured sales agreements with corporate accounts, enhancing market penetration significantly.
- Strengthened coordination between sales, estimating, and manufacturing for complex bids.
- Established credibility by mastering code requirements and performance standards.
- Managed multi-state territory, prioritizing high-potential markets and accounts effectively.
- Adapted product line introduction through educational demonstrations and persistent outreach.
Randy’s Restaurant and Funhunter’s BreweryWhitewater, WI
Assistant Manager
01.2004 - 01.2007
Job overview
- Website design
- Menu Design,
- Booking of Banquets and Weddings,
- Management of over 60 employees.
Education
University of WisconsinWhitewater, WI
Bachelor of Arts from Organizational Communications, Multimedia Communications, Human Resources
05.2006
University Overview
- LEED Green Associate
- Miller Heiman Strategic Selling Course
Skills
- Sales planning
- Lead generation
- Relationship selling
- Customer retention
- Objection handling
- Sales pipeline development
- Closing techniques
- Business development
- Territory management
- Account penetration
Timeline
Inside Sales Lead and Manager
R&B Wagner (The Wagner Companies)
01.2020 - 01.2025
Strategic Business Unit Team Lead | Senior Sales Representative | Architectural Sales
InPro Corporation
01.2011 - 01.2020
Facility Door and Wall Protection and Endurant Divisions
InPro Corporation
01.2007 - 01.2010
Assistant Manager
Randy’s Restaurant and Funhunter’s Brewery
01.2004 - 01.2007
University of Wisconsin
Bachelor of Arts from Organizational Communications, Multimedia Communications, Human Resources
AREAS OF EXPERTISE
- Sales Management
- Exceptional Customer Service
- New Business Development
- Marketing Operations Administration
- Team Leadership & Training
- Business Analysis
- Sales Funnel & Forecasting
- Contract Negotiation
- Relationship Management
- Territory Management
- Process Optimization
- Stakeholder Engagement
CAREER HIGHLIGHTS
- Built specifications and coordinated design of regional and national projects alongside designers, architects, and owners
- Built a reportable sales funnel at Wagner to create visibility into inside and outside sales touchpoints
- Led internal bidding, follow-up, sale, and project handoff to keep Wagner and Inpro pipelines full and ensure timely delivery and installation
- Spent over 1 year at Wagner refining sales work Instructions
- Maintained an extensive network of Partner Representatives.