Michael L. Email & Phone Number

Calgary, Ab, Ca

Calgary, Ab, Ca

Calgary, Alberta, Canada

Lead and manage all sales functions and operations across BC and Southern Alberta region, driving sales strategies and ensuring alignment with company objectives.Guide and mentor (4) Fuel Consultants, setting and achieving sales goals through effective leadership and direction.Develop and implement comprehensive sales plans, including monthly, quarterly, and annual goals, policies, and programs for the sales team.Manage the performance and activities of Fuel Consultants & Account Managers, optimizing sales force capabilities through alignment with talent, processes, and IT systems.Build and nurture strategic business relationships, ensuring the articulation of strong value propositions and brand positioning.Design and execute sales quotas, budgets, and incentive compensation plans, ensuring profitability while containing selling costs.Demonstrate expertise in negotiation, conflict resolution, and people management, fostering a collaborative and high-performing team environment.Maintain strong relationships with key corporate departments, business partners, and customers to drive sales growth and brand loyalty.

Calgary, Alberta, Canada

Expanded Market Presence:Spearheaded volume growth in the Calgary market by 160% in 2022 through strategic leveraging of fuel market expertise and established regional business relationships.Recognized with the 2023 President’s Top Sales Award in North America for surpassing the TGM target by 106%.Leadership and Development:Mentored and on boarded new fuel consultants, fostering their professional growth and ensuring alignment with company standards.Adopted and led initiatives in the Calgary test market for 3 new full-service trucks (September 2022) and generated continual positive EBIT as of March 2024. Contributed to Project Red Dawn collaborating with cross-functional teams and presenting to executive leadership team.Enhanced Collaboration and Sales Initiatives:Initiated and managed initiatives to foster collaboration across business units within Finning as well as industry partners, resulting in increased cross-selling opportunities.

Calgary, Alberta, Canada

Responsible for managing existing wholesale accounts and driving growth in the Pacific and Prairies regions while optimizing Parkland assets.Strategic Account Management:Develop, expand, and defend the Western Canada wholesale portfolio, cultivating relationships with key stakeholders, business managers, and CEOs.Manage relationships with large strategic customers to fulfill supply contractual obligations.Contract Negotiation and Management:Negotiate wholesale contracts including price, terms, and volumes. Conduct annual contract reviews to renew agreements and ensure alignment with business objectives.Asset Optimization and Product Development:Market and optimize Parkland assets such as transloaders, terminals, and refineries.Collaborate with various business units to introduce new products to the market, including carbon credits and renewable fuels.Strategic Planning and Execution:Develop and monitor pricing strategy ensuring competitiveness and profitability.Coordinate with U.S. Supply Co teams to offer and execute fixed-price contracts in Canada.Financial Reporting and Strategic Support:Provide monthly commentary on financial results and assist in preparing presentations for senior leadership team (SLT) and PACT meetings.Maintain comprehensive knowledge of market trends and pricing dynamics to optimize profitability.Supply Chain Coordination:Work closely with supply teams to manage customer lift direction, ensuring supply obligations are met, and effectively manage spot accounts during allocations.Professional Engagement:Attend planning and strategy meetings to contribute insights and align activities with organizational goals

Calgary, Alberta, Canada

Drive sales and growth initiatives for fuel and petroleum products across the UFA commercial network.Strategic Portfolio Management:Manage a substantial fuel portfolio of 1.5 billion litres, ensuring effective distribution and profitability.Regional Sales Leadership:Provide sales support to over 50 agency sites spanning Alberta, British Columbia, and Saskatchewan, optimizing regional market penetration and client satisfaction.Business Development Focus:Identify and capitalize on new business opportunities within the network, with a specific focus on expanding the commercial transportation division.Project Leadership:Lead strategic initiatives, including the Cardlock partnership program with other fuel vendors in Canada, fostering collaborative relationships to enhance service offerings and market reach.

Calgary, Canada Area

Led comprehensive sales strategies and activities for refined products nationwide, focusing on increasing volume and profitability.Portfolio Management and Revenue Generation:Managed a diverse portfolio of light end products including gasoline, diesel, and base oils for various applications, generating $65 million in annual revenues.Market Expertise and Pricing Strategy:Established and executed daily spot pricing in Canada based on dynamic market trends and feedstock fundamentals, ensuring competitive positioning and profitability.Strategic Relationship Management:Cultivated strong relationships with supply partners in drilling, fuels, mining, and refining industries, negotiating and managing long-term contract agreements.Successfully re-contracted two high-value drilling supply contracts and secured two new fuel customer contracts in 2017, collectively valued at $10 million annually.Cross-Functional Collaboration:Collaborated closely with cross-functional teams within Husky, including supply chain, logistics, finance, and accounts payable, to streamline customer service processes and enhance operational efficiency.Strategic Planning and Optimization:Developed and managed contracts, conducted annual sales planning, performed financial budgeting, and optimized the downstream value chain to maximize profitability and operational effectiveness.

Calgary, Alberta, Canada

Reported to the Canadian National Manager, spearheading growth strategy execution in Western Canada. Collaborated closely with local sales managers to drive customer expansion and identify new business opportunities within a network of 200+ retail dealers and buying groups.Strategic Pricing and Profitability Management:Managed the commercial project bid pricing system, ensuring competitive yet profitable margins for foam-related construction projects. Utilized cost analysis to optimize pricing strategies in a competitive market landscape.Market Expansion and Revenue Achievement:Successfully expanded the rigid foam market across Western Canada, achieving a 20% growth in market share over four years.Consistently exceeded revenue targets by up to 10% annually through strategic sales initiatives and market penetration efforts.Project Management and Negotiation:Negotiated and managed one of the largest project volumes for Suncor Energy, valued at $4 million, demonstrating strong project management and contract negotiation skills.Team Development and Training:Trained and mentored two sales representatives on foam insulation products, enhancing their product knowledge and sales skills to drive business growth.Strategic Leadership and Continuous Improvement.Participated in annual upper management Kaizen events to identify and resolve high-level business challenges, resulting in the development of new sales strategies. Successfully targeted specific foam products in the marketplace, achieving a 20% margin growth goal.

Calgary, Alberta, Canada

Contributed significantly to achieving regional sales targets and business plans for the North American business unit. Managed customer accounts, negotiated complex supply agreements, and implemented strategic customer account plans. Ensured high service levels by collaborating closely with internal and external stakeholders.Strategic Contract Negotiation and Revenue Generation:Successfully negotiated and secured four new long-term complex supply contracts, each averaging over $30 million annually in revenues, contributing to substantial business growth and stability.Market Analysis and Feedstock Management:Gathered, interpreted, and reported comprehensive market intelligence on regional styrene markets, customers, and competitors. Demonstrated expertise in understanding feedstock fundamentals such as Benzene, Ethylene, and Natural Gas to ensure profitable netback margins.Collaborated with upstream oil refining and sourcing teams to optimize feedstock allocation between fuel and chemical requirements, enhancing operational efficiency and profitability.Financial Analysis and Data Modeling:Led customer profitability analysis including pricing strategies and cost-to-serve assessments. Conducted data modeling for the global styrene group (North America, Europe, and Asia), resulting in positive financial outcomes and strengthened P&L performance.Health, Safety, and Environmental (HSE) Compliance:Conducted annual HSE safety audits at end-user manufacturing locations, identifying and addressing minor storage violations promptly to uphold Shell’s stringent safety standards and compliance requirements.

Calgary, Alberta, Canada

Served as the primary liaison for coordinating product movements to domestic and international export markets, managing global marine vessel logistics for chemicals exceeding $40 million USD per month. Developed and maintained strong relationships with international customers and partners, navigating language and cultural barriers while overseeing import/export documentation, supply scheduling, and logistics across various transport modes.Global Logistics Coordination:Orchestrated the movement of chemicals via global marine vessels, averaging oversight of 9-12 vessels monthly. Coordinated import/export documentation and logistics through collaboration with marine surveyors, freight forwarders, transportation providers, laboratories, and customs, ensuring compliance and timely approvals.Inventory and Production Facility Management:Managed inventory control for a major Canadian customer's production facility, coordinating over seventy-five railcars monthly to maintain optimal safety stock levels using SAP.Process Optimization and Efficiency:Implemented new export documentation procedures, reducing idle wait time by an average of eight working days, enhancing operational efficiency and reducing costs.Special Recognition and Project Management:Received a Special Recognition Award for outstanding teamwork and performance beyond job expectations. Temporarily managed two full-time desk positions over a four-month period, demonstrating flexibility and organizational commitment.Led special projects including managing a department vacation schedule for forty staff members, documenting export control procedures for contingency planning, and contributing to a cultural diversity team to address workplace cultural issues constructively.

Edmonton, Alberta, Canada