MICHAEL S.

FREDRICKS
2246 Deerpath Drive * Elgin, IL 60123 * 847-652-0471 or 847-608-9910
* mf969846@westpost.net

EXECUTIVE LEADERSHIP PROFILE

A sales & marketing maven to the core, well-rounded with a knack for maximizing
the effectiveness of change, identifying opportunities and creating a high perfo
rmance, sustainable sales culture. Widely recognized as a hyper-innovative stra
tegist with outstanding analytical and creative problem solving skills, a vital
enthusiasm for the work, the ability to transfer energy to others, and a passion
to be tactically involved in ensuring success. Energetic, passionate and cust
omer centric executive leader with an immense passion for organizational design,
creating highly effective platforms, building and training a cohesive team of c
onsummate team professionals, negotiating with vendors, identifying unique selli
ng propositions, and delivering unparalleled service offering a successful, resu
lts charged career with top brands in a variety of categories.
* Commercial, Retail & Wholesale Sales Leader
* New Business Development Expert
* Inside and Outside Sales
* National Accounts Management
* Call Center, Inbound and Outbound
* Manufacturing, Distribution and Service Provider
* National Marketing Manager
* Customer Loyalty Programs * Talent Acquisition and Training
* Project Management, Six Sigma Certified
* Organizational Design & Implementation
* Platform Management Strategy Architect
* Extensive Cross-Functional Team Leadership
* Multi-Million-Dollar Fiscal Leadership/P&L
* Strong Team Builder, Mentor & Communicator
* Major Proponent of Rewards and Recognition
EXPERIENCE
CULLIGAN INTERNATIONAL ($800 Million Revenues) (October 2006-Present)
Worldwide HQ, Rosemont, IL
Director, Expanded Channels (Organizational Change Agent, New Ventures Champion)
Reported to the Sr. VP of Sales and was responsible for creating a common platfo
rm for all existing sales channels, identifying alternative channels of distribu
tion, developing the strategy for each new category, influencing support from in
ternal stakeholders in marketing, sales, strategy, HR and operations, negotiatin
g with executive leadership of potential partners, modeling financial impact, pr
oject management through implementation, and establishing internal structures an
d processes to support the channel
Areas of focus were Value-added Resellers, OEM partnerships, Retail Marketing,
Wholesale Distribution (Inside Sales Optimization & Organizational Design), Outs
ourced Sales, Direct to Dealer Programs, Call Center Initiatives, E-Commerce, Se
rvice Contracts, National Accounts (Hotels, Restaurants, Retail Stores) and Stra
tegic Pricing Programs resulting in a 70% lift in transactions in a difficult ec
onomy. Met weekly with CEO and the executive leadership team on all initiatives
.
Created Culligans first retail marketing division including state-of-the-art ki
osks, merchandizing, POP, Gift Card program and representatives within in major
Big-Box Retailers in North America. Rolling out nationally to in upwards of 110
0 retail outlets and leading a newly created sales organization consisting of 3
Regional Sales Managers, 9 District Managers, P/T Inside and F/T Outside Sales R
eps
Regional Sales Director
Central & Midwest Regions
Ranked #1 Region Sales Director in the Nation after first full year with the com
pany-Presidents Club
(2) Waterfall Awards, 2007 Impact on the organization outside of assigned role
within the company
Reported to the Sr. VP of Sales and was responsible for all functions relating t
o direct sales and marketing including managing and training the sales managers
(12) and representatives (70), creating and managing all budgets for the departm
ents, formulating the ongoing strategy for the business, and executing programs
geared towards growth and profitability for a $75M business unit.
Took 5th ranked region to #1 in sales growth in first full year by implementing
an innovative platform management strategy including Territory Management, Busi
ness Development, Presentational Excellence, Performance Management and People D
evelopment. The approach was adopted nationally and is currently being rolled o
ut to all other businesses worldwide.

SERVICE MASTER ($5 Billion Revenues) (2003-2006)

ARS Service Express/Rescue Rooter Division, Memphis, TN
Region Sales & Marketing Manager
Midwest, Florida, Northeast & Mid Atlantic Regions (Light Commercial & Residenti
al)

Ranked #1 Region Sales Manager in the nation for 2003 & 2005 based on overall im
pact on the business.
Six Sigma Greenbelt
Consistently surpassed Revenue and EBITA budgets
Reported to the VP of Sales with responsibilities including managing and trainin
g Area Sales Managers, sales associates, selling technicians, Commercial Account
Reps, growing market share profitably and creating a high performance sales cul
ture in various service center locations (13) across the country.
Responsible for formulating local marketing initiatives, improving customer ser
vice, building the brand image, and implementing all corporate initiatives for b
usiness units totaling $100M.
Managed the marketing relationship with The Home Depot in multiple store locati
ons with Kiosks and inside sales reps across 2 regions as well as local sales/se
rvice responsibilities to National Accounts (Restaurants, Hotels, Commercial)

SEARS, ROEBUCK AND CO. ($40 Billion Revenues) (1997-2003)

Corporate HQ/Product Services Division, Hoffman Estates, IL
National Sales & Marketing Effectiveness Manager, Termite & Pest, Carpet Cleanin
g, HVAC
Reported to the Director of Marketing as the primary organizational change agent
with responsibilities including reviewing outside sales force effectiveness nat
ionally, building a common platform, auditing sales associate and district sales
manager performances, formulating and implementing sales and marketing strategi
es for improvement, representing the field perspective to corporate marketing, G
ift Card programs and cross-functional integration of all initiatives for a $240
M HS division.
District Sales Manager (Multiple Assignments) , HVAC & Duct Cleaning
South Central PA, MD, DC, Northern, VA Integrated Test Pilot
N. Florida, S. and E. Georgia, South Carolina
Maintained a seat on the Board of Directors, Maryland Improvement Contractors As
sociation (MICA)
Ranked as the #1 Customer Service Provider in the Nation for 1999
Six Sigma Greenbelt 2 Projects, Product Services Division
Consistently surpassed Revenue and EBITA budgets
Managed various residential and light commercial sales teams and P&Ls ranging f
rom $7M-$25M
Led the nation for self-generated lead marketing performance & recruited the fi
rst Sears duct cleaning organization
Created the first integrated sales, service and installation business unit for
Sears by first negotiating exclusive contracts with HVAC and Duct Cleaning subco
ntractors and then hiring them on as employees along with merging the Baltimore
& Washington DC sales teams and creating a self-sufficient service center with C
SRs and 3 supervisors.

SKIL-AIRE ($5 Million Revenues) (1994-1997)

Baltimore, MD
Vice President of Sales and Marketing
National Sales & Marketing Manager, Environmental and Comfort Products, Refriger
ation
Marketing Manager, Environmental Products
Reported to the President/CEO and managed sales by procuring 110 independent man
ufacturer representatives, North American wholesale distribution partners, getti
ng products specified by engineers/architects and securing end-user contracts
National Accounts sales responsibilities for Tower Records, Debbie Reynolds Hot
els and Casinos, Trane, United Refrigeration and the U.S. Military (Navy, Marine
s)
Procured the first national wholesale distribution network and doubled company
wide sales in three years
Instituted effective direct mail and CRM/database marketing programs resulting
in double digit revenue growth each year
OMNI INVESTORS GROUP (1992-1994)
Boca Raton, FL
General Manager
Reported to the Vice President and managed a telemarketing call center and sales
force of 100+, authored the scripts for three refrigerated, vended product line
s, and was instrumental in reorganizing the tracking process for the direct mail
program and magazine ad investor solicitation.
EDUCATION

University of Phoenix -Bachelor of Science in Business Administration, Graduated

with Honors
Penn State University - Mont Alto & York Campuses, Mechanical Engineering Major
FOR FUN
A golf nut and amateur fitness trainer who loves spending his free time with his
wife and 4 kids (including a set of triplets) who have him running all over the
place for swimming, soccer, scouts, cheerleading, etc Work hard, play hard and
leave it all on the field. Fun fact: Quoted as a sales expert on page 97 of B
rian Lamberts 10 Steps to Successful Sales