Michael Biwer Email & Phone Number

Ault, Co, Us

Ault, Colorado

K

Joined consultancy to engage in project representing EagleRider, the global leader in motorcycle rental and tours, to the Harley-Davidson Motor Company and its global dealer network.

Greater Minneapolis-St. Paul Area

• Recruited by former executive leader of Sealed Air Diversey Care, Inc. to leadership and general management role with global provider of vehicle rental services, operating in 175 countries around the world.• Spearheaded turnaround of severely underperforming, $5 million business that had been without leadership for 9 months.• Reversed operating loss and delivered $550K profit swing in 6 months with 200% EBITDA improvement.• Slashed fleet operating expense 50% to target percent of revenue by controlling vehicle depreciation and claim recovery; optimized fleet utilization and drove operational efficiencies across the entire organization. • Achieved dramatic improvement in branch performance across all measurable metrics; leveraged operational efficiencies and strengthened operations and supply chain relationships with Avis Budget Group team.• Led construction and relocation of Minneapolis operation to onsite Minneapolis-St. Paul international airport location.

Greater Minneapolis-St. Paul Area

• Promoted to executive leadership role for global France-based joint venture providing specialized solutions and sanitation products to food manufacturing, and industry leading milk quality programs to agriculture and dairy markets. • Managed global accounts, North America food & beverage manufacturing/farm sales organizations, and marketing/customer service teams. Improved U.S. dealer relations, brand awareness, and market presence with key marketing/advertising initiatives.• Increased dealer market share and delivered 17% channel growth; implemented Value Assurance Protocol and worked closely with dealer reps on product knowledge and engagement to increase market share and territory performance.• Launched new product line driven by global changes in regulatory compliance; increased market share by forecasted 13%.• Reduced costs and increased margins 4% by restructuring the sales compensation plan to align company/sales metrics.• Improved customer service by defining/implementing metrics and accountability standards/processes.• Stabilized the organization, increased revenue/margins, and positioned the dairy farm business for profitable sale.Vice President – Sales, Global Accounts - Food Division, 2011-2013• Recruited to role as General Manager for U.S. division of global company providing sanitation expertise and products to the food manufacturing market. Grew key U.S. accounts more than 50% and positioned the division for 100% growth in 2015.• Increased food business sales 31% by implementing Value Assurance Protocol to strengthen client relationships/retention and save at-risk accounts, including multimillion-dollar, multi-year account with BelGioioso Cheese, Inc.• Capitalized on brand recognition/market awareness by rebranding division, products, advertising, and marketing collateral. • Improved internal/external communication and access to company/client data by developing cloud-based information portal.

Greater Minneapolis-St. Paul Area

Reported to CEO and Owner, led day-to-day operations. Full P&L responsibility for the business delivering unique solutions to chemical, food, agriculture and petroleum markets. • Recruited as member of the executive leadership team for newly acquired fluid handling and storage products company delivering unique solutions to customers in the chemical, food, agriculture and petroleum markets.• Managed P&L, operations, business development, sales, marketing, product development, and client relationships.• Successfully led transition of the company from previous ownership, out of Chapter 11 bankruptcy to profitability delivering target shareholder returns in less than 18 months.• Grew existing account base 17% and added new distributor partners; established national dealer/distributor network and led expansion of market footprint outside the U.S. to Europe, the Middle East and Africa (EMEA), as well as Asia Pacific.• Increased sales 11% by contracting with independent manufacture representative organizations outside the company's historical core geography; trained and engaged reps to drive product sales.• Expanded to new segments in chemical, fragrance and flavoring markets, driving new revenue and widening customer base.

Area Vice President, Healthcare & Hospitality Division, 2003-2007• Promoted to the executive leadership team with P&L responsibility for $33 million, 13-state division; managed team of 80 managers, field sales and service professionals providing product/services to the institutional marketplace.• Led post-merger integration of 3 business units into a single entity within 3 months; exceeded sales/profit objectives in 1 year.• Consistently increased year-over-year revenue 6% to 11% with 18 % EBITDA improvement.• Saved $1+ million in annual capital equipment expense by identifying/recovering equipment placed with customers in the field that had previously been unaccounted for; established refurbishment center to recycle/track equipment, further reducing costs.• Increased gross margin of Alternative Based Billing accounts 18% by creating protocol to evaluate/improve account profitability and implementing accountability standards. Sector Lead, Marketing, Retail Division, 2002-2003• Promoted following acquisition by S.C. Johnson to newly created role as marketing liaison to global sales force, international customer base and internal shared service groups. Led sales of product commercialization and customized solutions in commercial food safety and sanitation, floor care and hard surface maintenance.• Key member of cross-functional leadership team that structured 5-year strategic plan for North American retail food safety/sanitation business; defined customer profiles, market trends/gaps, and segmentation leading to $7 million sales gain.• Added $2.6 million in 1 year with Wal-Mart by adding new products and delivery systems to meet their needs.• Led implementation of $7.8 million contract with Target for proprietary food service sanitation program to over 300 locations.• Surpassed EBITDA targets by implementing pricing/product matrix/system that focused on customer needs.

Division Vice President, Industrial Division, 2001-2002• Promoted to improve performance of $24 million division representing 33% of total corporate sales; restructured and led 50-member team of technical/sales reps selling products to food processors and industrial manufacturers.• Delivered $3 million, 1st-year growth by revamping compensation plan to focus on key industries/markets and rationalizing the product portfolio to strengthen margins. • Slashed account turnover 40%+ by designing and implementing a Value Assurance Protocol that demonstrated cost/benefit ratio to clients, revitalized relationships, and rescued at-risk, multimillion-dollar accounts.• Led successful renegotiation and extension of multi-year, $4.5 million John Deere account, the largest corporate account. Regional Manager, Institutional Division, 2000-2001• Promoted to lead 5-state, $8.6 million region; grew to $11+ million within a year through effective leadership of 32 district/territory managers providing cleaning/sanitizing solutions to government, education, hospitality and healthcare clients. Improved EBITDA 19% by reducing cost of sales and increasing footprint within existing accounts.• Increased sales force productivity and added $725K in 6 months through sales training and short-term incentive plan.• Negotiated and won $1.6 million regional account with major multi-unit restaurant chain - Green Mill Pizza.

Assistant Vice President, Corporate Accounts, Institutional Division, 1998-2000• Promoted to manage and grow sales/profitability of $16 million portfolio of corporate accounts with call points including multi-unit national accounts in food service, healthcare and lodging sectors. • Protected $9 million, multi-year revenue stream by successfully negotiating contract renewals/extensions.• Won a 3-year, $5.1 million contract with Travel Centers of America; dramatically increased profit margins by standardizing contract provisions across more than 300 locations nationwide.District Manager, Institutional Division, 1996-1998 / Territory Manager, Institutional Division, 1994-1998