Summary
Overview
Work History
Education
Skills
Training
Timeline
Generic

Michael Crafts

Londonderry,NH

Summary

Top Producing Sales and Management Professional with over 25 years in the highly competitive lubricant, vital fluids and automotive industries. Driven, motivated, and self-disciplined with a proven track record of developing relationships, acquiring new clients, maintaining and growing margins, with a focus on customer retention both internal and external. Possess strong business acumen capable of building rapport across all levels of an organization while maintaining a company first focus. Represented and supported the most respected brands and companies in the industry including Gulf, Exxon Mobil, Valvoline, Chevron, Petro-Canada, and Conoco Philips.

Overview

108
108
years of professional experience

Work History

Territory Business Manager

Nu-Tier Brands / Gulf Lubricants
01.2017 - Current
  • Managed distributor business for 16 Lubricants Distributors throughout New England, NY, NJ, DE, and PA
  • Responsible for new business development and managing distribution network within the territory
  • Design and implement strategic market plans for territory
  • Structure supply agreements and assigned areas of responsibility to distributor network
  • Manage distributor pricing, marketing plan, supply logistics, and distributor sales training with distributor executives as well as distributor P&L responsibilities
  • Work with distributor reps to acquire new business and support existing customer needs
  • Generated consistent 25% growth in territory gallons and 27% gross margin growth in YOY while consistently exceeded budgeted performance
  • Provide market insight and competitive information back to company stakeholders to help company manage blending relationships and achieve optimal costing
  • Addressing customer concerns in a timely manner while providing reasonable win-win solutions for both customers and company.

Assistant Service Manager

AutoFair Ford Manchester, NH
08.2015 - 01.2107
  • Serve as primary point of contact for service department clients
  • Communicate vehicle maintenance and repair needs in a professional manner while offering solutions and strategies for long term vehicle reliability
  • Train new service advisors and ancillary staff on proper service procedure, product training, and dealership management systems
  • Responsible for work flow management in and out of service department to help insure efficient and profitable shop and technician utilization
  • Addressing customer concerns in a timely manner while providing reasonable win-win solutions for both customers and the dealership
  • Maintaining gross margins and ELR while still achieving exceptional CSI.

Area Business Manager / Director Preventative Maintenance Products

G.H. Berlin Windward Booth Waltz Enterprises Inc. East Hartford, CT
10.2006 - 06.2015
  • Managed 7 outside territory sales representatives located throughout New Hampshire, Rhode Island, and Massachusetts
  • Responsible for managing, developing, and maintaining strategic accounts in the automotive, industrial, and commercial industries
  • Developed, retained, and acquired sales professionals in an extremely competitive market
  • Influenced, coached, and educated territory sales representatives through the pipeline selling process focusing on driving new branded lubricant sales and identifying opportunities within their existing business
  • Worked directly with company principals, parts and service directors, service managers, independent shop owners, fleet managers, and quick lube operators to expand profit opportunities and cost saving measures while increasing customer retention
  • Implemented and executed vendor marketing programs and consumer promotions
  • Successfully managed and grew a territory budget exceeding $4 million gross margin.

Principal / General Manager

Top Shelf Automotive Distributing Salem, NH
09.1998 - 07.2006
  • Distributor of premium automotive service chemicals, shop supplies, and vehicle appearance products throughout northern Massachusetts and southern New Hampshire
  • Independently built a customer base of over 150 clients
  • Responsible for inventory management, budgeting, marketing, accounting, collections, training, and product distribution
  • Established and facilitated sub-contractor relationship in southern New Hampshire
  • Proudly represented industry leading brands such as Valvoline, Well-Worth, and Castle Products.

Education

Associates of Science - Accounting

Northern Essex Community College
01.1999

Bachelor of Science - Environmental Science

University of Massachusetts
Lowell, MA
01.1996

Skills

  • Results driven
  • Coaching and mentoring
  • Self-motivated
  • Networking
  • Forward thinking
  • Presentation skills
  • Creative
  • Managing performance
  • Technical expertise
  • Entrepreneurial
  • Strategic thinker
  • Analytical
  • Negotiating
  • Account Development
  • Team Mentoring
  • Sales Forecasting

Training

Sandler Selling System Crestcom Leadership Training Harvard Management Mentor online Richardson Consultative Sales Training Valvoline Learning Solution

Timeline

Territory Business Manager

Nu-Tier Brands / Gulf Lubricants
01.2017 - Current

Assistant Service Manager

AutoFair Ford Manchester, NH
08.2015 - 01.2107

Area Business Manager / Director Preventative Maintenance Products

G.H. Berlin Windward Booth Waltz Enterprises Inc. East Hartford, CT
10.2006 - 06.2015

Principal / General Manager

Top Shelf Automotive Distributing Salem, NH
09.1998 - 07.2006

Associates of Science - Accounting

Northern Essex Community College

Bachelor of Science - Environmental Science

University of Massachusetts

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Michael Crafts