Michael Phillipp
Elburn,IL
Summary
Transformational leader and top ranked sales executive with over 30 years experience in the specialty steel industry. A proven track record in developing new business opportunities, exceeding annual sales targets, improving morale and customer service levels, managing business expenses and increasing market share. Demonstrated ability to lead a sales organization, maximizing profitability and growth while leveraging operational efficiency.
Overview
30
30
years of professional experience
Work History
Commercial Director
Elgiloy Specialty Metals
Hampshire, IL
12.2021 - Current
- Full commercial responsibilty for all Elgiloy products
- Lead sales, marketing and product management of specialty high performance strip and wire products
- Develop growth initiatives aimed at building sales at new strip rolling facility
- Lead team focused on new product development
Director of Sales and Marketing
Elgiloy Specialty Metals
Elgin, IL
03.2016 - 12.2021
- Analyzed sales and marketing data for improved strategies.
- Hired, trained and developed U.S. Field sales team replacing independent reps with direct hires
- Opened China office increasing sales in China 500% over 3 years
- Increased international sales into Europe and Asia from 10% to 30% of total sales
- Primary sales person responsible for introducing new products into automotive and aerospace market
- Performed competitive analyses and adjusted sales and marketing strategies accordingly.
- Cultivated and maintained relationships with senior leadership and business owners at key accounts
- Met or exceeded sales goals from 2017-2021
Sales Manager
Elgiloy Specialty Metals
Elgin, IL
01.2005 - 03.2016
- First 36 months increased sales from $22M to $48M while also increasing profit margin 5%
- Handled customer relations issues, enabling quick resolution and client satisfaction.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Reorganized sales staff while implementing sales performance and customer relationship platforms
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies.
- Developed individual sales goals to drive sales growth
Field Sales Account Manager
Elgiloy Specialty Metals
Elgin, IL
04.2000 - 12.2004
- Developed relationships with key customers in an effort to promote long term business growth
- Worked on business development strategies to generate business and strengthen customers position in the marketplace
- Sought opportunities to expand relationships with key customers by taking active role in understanding business needs and competitive landscape.
- Fielded customer complaints and negotiated to resolve issues in an effort to reach best mutual conclusions.
- Maintained high levels of product knowledge to resolve issues quickly and find best solutions
Strip Sales Representative
Elgiloy Specialty Metals
Elgin, IL
05.1996 - 03.2000
- Increased sales in territory from $2M to $5M
- Prospected continuously for new potential customers and maintained robust conversion rate.
- Managed friendly and professional customer interactions.
Wire Sales Representative
Elgiloy Specialty Metals
Elgin, IL
05.1992 - 04.1996
- Answered customers' questions regarding products, prices and availability.
- Daily quoting, order entry, customer service and managing an active prospect list
- Double sales for the wire division in first 24 months
Education
Bachelor of Science - Economics
University of Illinois At Urbana-Champaign
Champaign, ILSkills
- Business Networking
- Annual budgets and sales plans
- Implementation and execution of strategic growth initiatives
- Sales training and employee development
- Commercial Planning
- Tactical sales and operational team management
- International sales
- Interdepartmental Collaboration
Timeline
Commercial Director
Elgiloy Specialty Metals
12.2021 - Current
Director of Sales and Marketing
Elgiloy Specialty Metals
03.2016 - 12.2021
Sales Manager
Elgiloy Specialty Metals
01.2005 - 03.2016
Field Sales Account Manager
Elgiloy Specialty Metals
04.2000 - 12.2004
Strip Sales Representative
Elgiloy Specialty Metals
05.1996 - 03.2000
Wire Sales Representative
Elgiloy Specialty Metals
05.1992 - 04.1996
Bachelor of Science - Economics
University of Illinois At Urbana-Champaign
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