Michael Sullivan
Aledo,TX
Summary
A self-motivated marketing and management professional adept at forging robust business-to-business relationships. With an entrepreneurial spirit, I have successfully pioneered new businesses and territories, yielding immediate and tangible results. I grasp the essential drivers that motivate customers and excel in cultivating relationships with C-level executives and key influencers. My approach to negotiating complex sales cycles is direct and effective, enabling me to secure multi-million-dollar contracts. I manage P&L, operations, and sales budgets with a focus on achieving targeted outcomes.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Regional Business Development Manager
Autocar
Birmingham, AL
01.2022 - Current
- Established a sales territory in Texas, Oklahoma, Arkansas, and New Mexico for a new line of Autocar DC-64 conventional trucks.
- Sales focused on national and regional construction, concrete, and recycling companies that buy dump trucks, concrete mixers, and roll off trucks
- 2022 territory sales seventy-four units, $13,600,000, Autocar DC Salesperson of the Year.
- 2023 territory sales eighty-four units, $16,987,000.
- Successfully collaborate with customers to develop truck spec that maximizes customers maintenance and revenue goals.
- Provide feedback to the Autocar engineering and design team with a focus on customer equipment specifications.
- Demonstrating the Autocar DC-64 Mixer and Dump truck in action to potential clients. within their work environment is an effective way to showcase its capabilities.
- Presentations and equipment demonstrations at national and regional industry shows and meetings.
- Developed and implemented regional business development plans to achieve organizational objectives with Top 100 sales targets.
- Analyzed market conditions to identify potential opportunities for new products and services.
- Conducted research on industry trends, customer preferences and competitive landscape.
- Created strategies to increase sales, expand markets and improve customer service levels.
Executive Vice President Sales/Operations
GreenPath Logistics
Dallas, TX
03.2020 - 11.2021
- Organized, recruited, and pioneered a new trucking venture called Greenpath Logistics (GPL) based in Dallas.
- Conducted regular meetings with board members, senior management and other stakeholders to discuss progress and future initiatives.
- Developed and implemented strategies to maximize organizational efficiency and profitability.
- Led the recruitment of top-level executives for various departments within the organization.
- Ensured compliance with all relevant government regulations and policies.
- GPL is the first 100% alternative fuel trucking company in Texas.
- Company customer focus was on shippers and business that have sustainability goal to reduce carbon footprint by using GPL fleet.
- Organized business rollout for sales and operations.
- Implemented rollout of Transportation Management System.
- Created operating and sales budgets based on companies’ key performance indicators.
- Developed carbon reduction program and shipping lane analysis focused on customers sustainability goals and carbon footprint reductions.
- Set up procurement programs with key vendors for trailers, parts, tires, lubricants, equipment rental, on-road maintenance, and fuel purchasing.
- Implemented asset management system and equipment tracking system using GPS cloud-based system.
- Key customers: Amazon, PepsiCo, Hobby Lobby, Werner Transportation, Arnold Transportation, Scott Lawn Products.
Director Assets, Maintenance, Procurement
Central Freight
Fort Worth, Texas
03.2018 - 01.2020
- Developed and implemented comprehensive strategies to improve operational processes and organizational efficiency.
- Collaborated with senior leadership to set long-term objectives for the company.
- Recruited, trained, supervised, evaluated and mentored staff members.
- Successfully ensured organizational compliance by efficiently managing daily operations in accordance with governing laws and regulations.
- Managed the acquisition and upkeep of assets such as heavy-duty tractors, trailers, forklifts, light-duty vehicles, and yard spotter trucks across eighty-six national terminals.
- Developed and implemented a strategy for fleet maintenance, managed departmental budgeting, oversaw the procurement of parts and fuel.
- Lead four regional divisions that include 110 employees both mechanical and administrative.
- Conduct justification and life cycle cost analyses for assets; carry out trend analyses on a range of vehicle performance and maintenance issues, as well as associated costs.
- Update and engage with the fleet tracking system to optimize equipment utilization.
- Supports and enhances the development and success of warranty and policy programs for the recovery of expenses.
- Management responsibility involving staffing, conducting performance appraisals, training, and developing subordinates, promotions, salary increases, terminations, and disciplinary actions.
National Account Manager
Worthington Industries
Columbus, Ohio
04.2014 - 02.2018
- Initiated sales and marketing operations for CNG fuel systems and parts in the western United States, targeting heavy-duty trucking fleets, refuse fleets, OEMs, and vocational body manufacturers.
- Establish commercial partnerships and negotiate distribution agreements essential for the growth of Fuel Systems, and furnish comprehensive customer feedback for the development of new products.
- Develop sales and marketing strategies aimed at heavy-duty truck dealerships and service providers for CNG Fuel Systems.
- Created sales forecasts, tracked performance metrics, and identified opportunities for national account growth.
- 2016 territory sales $350,000 increase to $1.5 million in 2018
- Key Customers: Ruan, Hollandia Dairy, Scorpion Manufacturing, Waste Connection, Central Freight Lines, Curbtender, City of Phoenix, City of Corpus Christi, City of Gilbert, City of Dallas.
National Account Manager
Clean Energy Fuels
Seal Beach, CA
08.2009 - 03.2014
- Pioneered new customer base converting Top 100 transportation carriers and shippers from diesel fuel to natural gas.
- Created multiple collaboration opportunities for transportation industry to move from diesel to cleaner, domestic, and less expensive fuel options with both compressed natural gas (CNG) and liquefied natural gas (LNG).
- Opened first LNG fueling station outside of California in Baytown, Tx for Trimac in 2010.
- Successfully implemented fueling agreements with multiple carriers using public natural gas fueling infrastructure call “America’s Natural Gas Highway.” Implement and coordinate public and private natural gas fueling infrastructure within the Southwestern United States.
- Coordinated cross-functional teams to ensure successful execution of account strategies.
- Exceeded Clean Energy’s performance expectation and ranked first or second in fuel volume and new vehicles operating within sales team from 2009 to 2014.
- Key Customers: Trimac, Central Freight Lines, Green Energy Transportation, City of Dallas, Dillon Transportation, Seaboard, Frito Lay.
Education
Executive MBA - Global Energy Management
University of Houston
01.2012
Bachelor of Business Administration - Marketing
Texas Christian University
01.1990
Skills
- Communication from C-level to shop floor
- Presentation Skills, Verbal and Written
- Negotiation Skills with Win/Win Mindset
- Team Oriented Management Style
- Business and Project Financial Modeling
- Transportation, Manufacturing, Fuel
- Business Start-up Execution
- Asset Management
- Project Management
- Managing Company and Division P&L
- Strategic Partnerships
- Product Demonstrations
- Territory Management
- Sales Presentations
- Key Account Management
Certification
- Freight Broker Certification Course 2021
- Certified CNG Cylinder and Fuel Systems Inspector 2016-2021
Organizational Affiliations
- Texas Aggregate and Concrete Association 2022-Present
- Texas Asphalt and Paving Association 2022-Present
- TCU Lettermen Association Board of Directors 2005-2021
- TCU National Alumni Board of Directors 2015-2019
- Houston-Galveston NGV Board of Directors 2013-2016
Honors And Achievements
- TCU Athletic Hall of Fame
- All Southwest Conference-Offense 1989, 1990
- Football Team Captain 1989, 1990
- Four Year Football Lettermen 1987-1990
Timeline
Regional Business Development Manager
Autocar
01.2022 - Current
Executive Vice President Sales/Operations
GreenPath Logistics
03.2020 - 11.2021
Director Assets, Maintenance, Procurement
Central Freight
03.2018 - 01.2020
National Account Manager
Worthington Industries
04.2014 - 02.2018
National Account Manager
Clean Energy Fuels
08.2009 - 03.2014
Executive MBA - Global Energy Management
University of Houston
Bachelor of Business Administration - Marketing
Texas Christian University
- Freight Broker Certification Course 2021
- Certified CNG Cylinder and Fuel Systems Inspector 2016-2021
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