Contributing to the growth of an organization by utilizing my
substantial success in the areas of sales, marketing and business development.
Skill set includes: Sales forecasting, budgeting, hiring, designing and implementing marketing initiatives. Current areas of focus are federal contracting and social media in the marketing process.
MICHAEL M. MOCK
VICE PRESIDENT, Business Development
Morgan-Keller, Inc.
April, 2002 - March, 2009
Serving as a member of the executive committee with Morgan-Keller, a commercial building contractor generating annual revenues of over $160 million
ï€ P/L responsibility
ï€ Directing a sales staff of four
ï€ Budgeting and sales forecasting
ï€ Overseeing and maintaining client relationship management
ï€ Marketing – responsible for all company marketing initiatives and creative content, including:
 Target marketing
 Advertising
 Website design
 Newsletters – internal and external
 Brochures
ï€ Tradeshow events
ï€ Requests for proposals
ï€ Public relations
ï€ Public speaking
VICE PRESIDENT- Mid-Atlantic Region
Lehigh Portland Cement Company
August, 1995 June, 2001
ï€ P/L responsibility for annual revenues in excess of $90 million
ï€ Marketing and sales responsibility for four production facilities
ï€ Coordinating one million tons of annual domestic production plus substantial amounts of imported products through five distribution terminals, including two deep-water facilities
ï€ Preparing and monitoring sales budgets and marketing forecasts
ï€ Identifying new markets and new products for Lehigh’s lightweight aggregate division and returning that facility to a position of strong profitability
ï€ Implementing a multi-facetted marketing program designed to increase specifications and sales of Lehigh’s value added products. Particular emphasis on the architectural and engineering communities
ï€ Overseeing implementation of SAP (Systems, Applications and Products) in the Mid-Atlantic region
ï€ Promoting the cement and lightweight aggregate industries through leadership positions at both the local and national level.
SALES MANAGER
Lehigh Portland Cement Company
May, 1989 - July, 1995
ï€ Hiring, training and motivating a sales staff of nine people covering a six-state area
ï€ Sales forecasting and budgeting responsibility for a wide variety of product lines
ï€ Creating and implementing marketing and advertising strategies for several key product lines
ï€ Successfully implemented a white cement promotion program to State Departments of Transportation
SALES REPRESENTATIVE
Lehigh Portland Cement Company
February, 1988 April, 1989
ï€ Responsible for cement and lightweight aggregate sales in the states of Maryland, Delaware and West Virginia
ï€ Annual sales volume in excess of $12 million
SALES REPRESENTATIVE
Shelter Systems, Westminster, MD
April, 1986 January, 1988
ï€ Marketing a variety of prefabricated wood components including roof trusses, floor trusses and wall panels. Managing all phases of the building process including design consultation, take-off, site coordination and collections
ï€ Produced $500,000 in sales during first 6 months
ï€ $4 million in 1987 sales volume
ï€ Selling to major builders including Ryland, Richmond American and Pulte Homes
ï€ Marketing portland cements in a three-state area. Responsible for a diversified group of clients ranging from small retail operations to major accounts generating over $5 million dollars in annual sales volume
ï€ Significantly increased sales volume - from 35,000 tons in 1981 to 110,000 tons in 1985 by expanding existing business and acquiring new clients
ï€ Led sales force in average net profit per ton
SALES REPRESENTATIVE
International Telephone and Telegraph, Columbia, MD
September, 1981 April, 1982
ï€ Marketing ITT telecommunications equipment to business accounts in the Baltimore/Washington, DC marketplace
ï€ Achieved 125% of sales quota
LEADERSHIP AND INDUSTRY PROMOTION
Past Chairman - The American Red Cross, Greater Chesapeake and Potomac Blood Services
Past Chairman - The Jefferson School Advisory Board
Past President - The Expanded Shale, Clay and Slate Institute
Past President - The Masonry Institute, Washington, DC
Past Treasurer - Maryland Ready-Mixed Concrete Association – Promotion Council
Past Co-Chair -American Concrete Pavement Association, Southern Region
Past Chairman - Northeast Cement Shippers Association, Area I
Past Chairman, Portland Cement Association – Engineered Structures Committee
Associates Board - American Concrete Pipe Association
EDUCATION
The George Washington University, MBA, 2002
McDaniel College, Westminster, MD. BA, English
Continuing Education:
Karras Negotiating Skills Seminar.
Xerox Sales Training.
Managing for Results.
Principles and Practices of Heavy Construction.
Construction Estimating.
Total Quality Education:
The Quality Advantage.
Patterns for Leadership.
Quality Action Team - Facilitator Training.
Coaching, Partnering and Mentoring.
Quality Management Skills.
Personal:
Married
Prepared to relocate
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