Michael Kaplan Email & Phone Number

New York, Ny, Us

Port Washington, New York, Us

VIRSIG is a global solutions provider & systems integrator that maintains a distinctive focus on providing turn-key solutions to complex Federal Government & SLED requirements.I lead our company's sales within the Department of Veterans Affairs; New York State Federal & SLED; and Civilian Federal Agencies.

- Orchestrated high volume sales campaigns including 100+ daily targeted calls and 600+ month emails, LinkedIn, & networking.- Implemented SaaS wholesale gateway reducing customer re-order time 72% and increasing order volume by 12%.- Optimized full sales cycle for sales team of 13 across the U.S., Slovenia, Serbia, and the Republic of Georgia.- Grew portfolio producers under contract from 3 to 22 in 19 months and >91% contract renewal rate over 5 years.- Cross-collaborated with marketing team to optimize pipeline generation strategy, >26% increase in response rate.- Increased sales YoY, bringing in $1.3M+ of product at retail price with major industry advisors in the U.S. wine & spirits sector, including key personnel at 11 Madison Park, Venetian Casino, MGM Grand Corporate, and Four Seasons.- Owned $1M annual sales budget, along with individual product launch and sales budgets for individual states (up to $20K each) and nationwide sales campaigns (up to $200K).- Established cloud-based shipping/compliance software platform and up-sold 95% of existing clients to platform, increased average revenue per account almost across the board.- Maintained 100% FDA, U.S. Customs, and State compliance for more than 100+ products through >430 audits over 48 months. 93.4% compliance prior to internal audit/correction.- Presented trade shows and conducted demonstrations gain new clients while also selling to new customers.- Demonstrated enterprise-level strategic sales strategy and relationship building to navigate complex selling cycle involving meetings/presentations to Consul General, Ambassador, and Ministry of Economy stakeholders. Cultivated groundbreaking partnership with Slovenian government in 2020 to serve as official wine & spirits importer to the U.S. and exclusive distributor rights for the U.S. market.- Reduced account’s labeling QC issues 14% by developing training for producers in FDA and TTB regulations/standards.

- Built and maintained a network of 180+ contacts across various industries in China, Hong Kong, India, regularly updating CRM for all interactions.- Owned annual operating budget up to $1M and planned multi-year product launch project budgets up to ~$160K annually. Meticulously tracked costs and expenses to identify optimization areas, as well as ensure availability of necessary capital to meet cyclical order demands. - Collaborated with solution providers to tailor solutions for small- and mid-size retail stores, providing competitive product price positioning against big-box counterparts.- Oversaw product development of LED smart lights, Bluetooth-enabled devices, IoT products, and more.- Provided solutions consulting services to product inventors regarding factory identification/audits, market research, competitive analysis, product development, and quality control (QC).- Hired and supervised up to 20 personnel spanning QC, pre- and post-order fulfillment/logistics, shipping, sourcing, sales, and finance; hired and managed up to 10 additional shipping personnel during peak retail order periods. - Prospected for new clients using variety of business development techniques, including cold calling, social media marketing, referral marketing, tradeshow/convention appearances, and product demonstrations.- Negotiated with factories and customers, resulting in a 77% win rate among first choice factories..- Championed training for company and employee compliance with organizational and regulatory mandates to support efficient operations.- Maintained thorough knowledge of evolving product trends in various global markets to make targeted recommendations and inform customer decision-making on future product offerings.

Washington, Dc, Us

- Passed $10M Warrant Board, 4 months on job, receiving perfect score.- Managed contract reviewing, auditing, and awarding for 6 personnel- Advised on contracts for 48 outpatient clinics, 6 community living centers, 11 medical centers, across 6 states.- Reviewed >$103M of service contracts in 4 days to identify discrepancies in payments, presented custom report to leadership.- Led cross-functional team collaboration to advise on contractor performance, medical licensing, customer care, HIPPA compliance.- Negotiated modifications to >40 medical contracts during COVID to allow for HIPPA compliance.Telehealth--part of nationwide VA effort that increased telehealth visits be almost 900% compared to pre-COVID numbers.- Served as a negotiator on $16M emergency staffing contracts covering 30% of New England.- Awarded 2 affiliate contracts totaling almost $2M in 76% of standard PALT (procurement action lead time).- Increased productivity by 19% by streamlining admin tasks and efficient delegation, crucial during Pandemic personnel shortages.*First 8 months were as a contractor.

Randolph Afb, Tx, Us

- Managing projects, teams/CORs/contractors/customer negotiations, cost forecasting, draftingstatement of work, requirements gathering, purchasing, teamwork, Performed Operations &- Maintenance contracting in support of more than 9,000 military and civilian personnel- Created and maintained system to track more than $410 million of contracts, conducted weeklymeetings with contractors and customers to ensure project schedule and identify any issues- As GS-7, managed simplified acquisition contracts under $150k, as GS-9 Small Servicescontracts ranging from $150k-$700k to include railroad repairs, incremental funding, andmaintenance contracts- Solicited bids, negotiated terms and conditions of contracts, and provided post-award projectmanagement and site visits to maintain effective use of taxpayer monies- Wrote & managed $1.2 million emergency F-22 hangar repair in under 60 days, ensuringprotection for more than $858 million of 5th generation aircraft- As GS-11, worked on Construction contracts ranging up to $300M this included emergencymission critical hanger repair- Executed emergency acquisition for communication requirement resulting in contract award75% faster than standard, thereby averting intel ops shutdown- Handpicked as Contracting Representative for Public-Private, Partnership Program (P4)

Washington, Dc, Us

- Assisted in creation of first flood-risk- management twenty (20) year plan for Buffalo, Chicago,Detroit, Huntington, Louisville, Nashville, and Pittsburgh Districts.- Developed business, financial and analytical skills in fast-paced work environment.- Performed data collection and analysis in order to identify spending trends and project most.- Compiled more than 160 monthly In Progress Reports for LRD Water Safety Program.- Took meeting notes and compiled paperwork to support department.

Washington, Dc, Us

- Performed regular inventory of more than 200 IT department assets.- Cataloged and managed department records and files for prompt and efficient retrieval.- Wrote instruction manual for use of Microsoft Office software and Zebra barcode printer;instructed 15 coworkers on proper use of software and hardware devices.- Distributed office supplies and files for staff.

Executive Education Certificate, Mastering Sales

Executive Education, Business Strategy

Bachelor Of Arts (Ba), Management Information Systems, Emphasis In Business Management And Programming