Experienced sales representative, architectural (manufacturer's) representative, and sales manager is seeking the opportunity to expand sales and develop new business on a national or regional level. This individual will make a positive contribution working independently and/or with a team.
MICHAEL J LIPCHIK, CSI, CDT
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Sales Manager / Business Development Director
Start-up, Turnaround, Market Expansion
Relationship Management, Channel and Vendor Development
Exceptional visionary, sales manager, project leader, and team builder delivering a consistent progression of positive results driving multi-million dollar revenue growth in highly competitive markets. Passion for growing existing and developing new business, winning customer confidence, and forging solid relationships with decision makers, specifiers, and sales teams. Increases sales, and expands markets and brand recognition. Works independently, and as a team member, identifying and securing specifications and projects, providing competitor analysis, sales strategy, CSI formatted specifications, educational and influential presentations, and pricing analysis and support. Actively participates on new product development and marketing initiatives, while displaying technical expertise, integrity, and ethics. Utilizes excellent communication, writing, analytical, organizational, listening, and problem-solving skills, combined with outstanding mentoring and coaching ability and innate leadership skills to maintain a top performing team.
Core Competencies
Construction Sales Management Construction Documents Interpretation
CSI MasterFormat Specifications Direct Sales and Dealer Development
Project Management Contract Management
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Professional Experience
PolyVision Corporation (Oct. 1993 - Nov. 2008)
PolyVision, a Steelcase Company, $90M, is an industry leader and worldwide manufacturer of porcelain enameled steel writing surfaces and related visual display products, interactive technology products, and casework for the K-20 and corporate markets.
Sales Management
Interactive Products and Construction Markets
Three years - Sales Manager - Pursues major RFPs and contracts in the K-20 market for interactive technology products, and curriculum software. Negotiates and manages major technology opportunities. Architectural, AV Consultant, and Construction Specifications Institute liaison, providing a single point of contact for specification development and reviews, installation analysis, and technical discussion. Expands and educates the interactive products dealer network as assigned.
· Creates and directs the PolyVision national RFP response process for interactive technology products utilizing vision, technical expertise, and creative thinking to achieve a 25% success ratio against competitor specified products, exceeding industry returns by 15%.
· PA Classrooms for the Future Project (3 year grant) – Cultivating and managing relationships with Apple, CDW, PA Department of Education, and PA public school districts for >$1M/yr sales.
· Expanding the CDW national account relationship to New York City, partnered to win the New York City Public Schools interactive whiteboard contract, a five year multi-million dollar contract.
· State of Utah - RFI for software to improve reading in K-12 – vision and creativity wins acceptance of interactive technology products to enhance the use of curriculum software.
· Creates and presents CSI / AIA accredited continuing education course at CSI 2007 conference.
· Collaborative team member and specification writer for the design/development/product launch of e3, the industry’s first and only environmental CeramicsteelTM writing surface with MBDC silver certification and LEED innovation credit.
· Consultant for the design/development of enoTM, the industry’s only interactive environmental CeramicsteelTM writing surface.
…continued…
Michael J Lipchik · Page 2
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K-20 Construction Market
Four years - Sales Manager, Northeast - $30M territory - Promotes Polyvision products to the architectural community, and K-20 market. Develops and directs construction dealers, direct sales, and sales office personnel. Internal consultant to marketing, bid center, and product development teams.
· Improves revenue growth 6% against foreign competition in a declining market
· Fosters new architectural relationships increasing brand recognition by 8.5% nationally.
· Team member, CSI specification writer, for the product launch of P3 CeramicsteelTM writing surface.
· Develops, specifies, and launches the “Green Series†casework line - CEFPI 2001.
· Leads research on the use of interactive technology products in education in the Northeast US.
· Secures three consecutive annual contracts for interactive technology products with Philadelphia School District.
Four years - Sales Representative – Develops and grows relationships with architects, construction managers, general contractors, and owners to secure the specification, project, and purchase of visual display and casework products in Eastern PA.
· Exceeds sales objectives - expands sales from $1.2M/year to $7M/year.
· Negotiates and secures the largest complex sale of record $2.2M against competitor specifications.
· Specifies and defends quality and price for $1M visual display contract at 25% above competition.
· Develops, designs, and presents the company’s national architectural sales PowerPoint presentation.
· Sells $500K+ laboratory casework project against competitor specifications.
Project Management – Four Years
Supervisor, Project Management – Oversees the bidding, contract review, acceptance, planning and design, scheduling, ordering and purchasing, delivery, installation, field safety, accounts payable, invoicing, and accounts receivable for all orders and contracts including auditing of all budget to actual, and percent of completion over and under billed amounts.
· Successfully consolidates/reorganizes Greensteel Inc. 1993, a $30 M, K-20 visual display product and casework company, now PolyVision.
· Institutes new cross-functional procedures. Improves customer service level 20+% to 95%.
· Reverses division losses of ($1M) from profit erosion to 15% positive gross margin in first year.
· Re-evaluates vendors and subcontractors for quality, price, and performance.
· Field Safety - OSHA compliance and safety policies, procedures, and training programs.
FISHER SCIENTIFIC – Fisher Furniture Division (Oct. 1971 – Oct. 1993)
Fisher Scientific, (Thermo-Fisher $9B), is the world leader in serving science, manufacturing and supplying a complete range of products, services and solutions for research, analysis, discovery and diagnostics. The Fisher Furniture Division $30M, now Fisher-Hamilton, is the largest worldwide manufacturer of laboratory cabinetry, casework, fumehoods, counters, and more.
Supervisor, Major Projects, Planning, Design, & Safety – Three Years
Project Manager, Mechanical and Non-mechanical Installations – Fifteen Years
Education and Credentials
Indiana University of Pennsylvania, Indiana, PA
Business Administration Major
Professional Development:
LEED Training (Steelcase)
Univ. of Wisconsin-Madison, Designing High Performance Schools Certificate
Construction Specifications Institute, Construction Documents Technologist Certification
CEFPI The Community Green School Participant and Presenter
Duquesne University - Project Management Certificate
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