Michael Schug

I'm an avid outdoors enthusiast that enjoys working hard to support my family.  We spend as much time in northern Minnesota fishing, hunting, 4-wheeling, snowmobiling and spending time with my family and friends.

Summary of Qualifications

Client Identification, Acquisition & Retention ▪ Strategy Development & Execution                                             Contract Negotiation ▪ New Product Marketing ▪ Client Relationship Development ▪ Customer Service Skills                         Strong Communicator (oral/written) ▪ Budget Management ▪ Trainer, Mentor & Coach

PROFESSIONAL EXPERIENCE

REGIONAL BUSINESS MANAGER – Automotive Refinish Group (2011-2022)

• Managed 12 direct reports in a ten-state region. 
• Developed the team’s annual sales strategy and goals; managed and monitored each on a monthly basis.
• Mentored and coached sales team to expand and sustain organic and new business growth. 
• Developed and demonstrated proof of BASF’s value proposition and contribution to client’s EBIT. 
•  Established sustainable business relationships through trust, integrity, honesty and open communication.
•  Continuously worked to improve sales teams’ skill sets by identifying gaps in knowledge and advocating for professional and team organized training opportunities (sales representative retention rate since 2010 = 100%).
• Significant Accomplishments:
• Sales Region realized 125% sales growth in 2022 and 123% in 2021.
• Mentored three underperforming sales reps to reach their annual sales goals by 115% the following year by re-evaluating territory opportunities, developing a revised sales strategy, coached during sales calls, and stressed a ‘can-do’ mindset.  
• Increased market share by >$5M in underperforming markets by collaborating with key client account influencers to identify opportunities for a mutually beneficial business relationship.
• Regional Business Manager of the Year 2017

REGIONAL SALES MANAGER – Automotive Refinish Group (2010-2014)

• Lead and managed 9 direct reports in an eight-state region. 
• Successfully assisted client adaptation to utilizing a direct purchasing web-based business model while conducting traditional sales through a distribution network.    
• Hosted and attended meetings with regional key account stakeholders to launch new products, BASF internal services and online tools to enhance client relationships.
• Coached and mentored the sales team via monthly communication or strategy meetings, ride-a-longs, company outings to surpass regional sales and customer service goals. 
• Significant Accomplishments:
• Restructured the sales team and defined new roles and responsibilities which generated $4M in new sales growth. 
• Collaborated with dissatisfied distribution partner; listened to concerns, conducted analysis review and identified areas of improvement to increase customer service and support resulting in a 400% increase in sales over 5-years.  

AREA SALES MANAGER – Automotive Refinish Group (2001-2010)

• Managed 7 direct reports in a five-state region. 
• Responsible for the local warehouse distribution center operations including supply chain and customer service. 
• Developed annual budget and sales goals with a focus on sales and marketing utilizing a direct business mode.    

• Possess strong leadership, managerial and organizational skills
• Adept in delivering on customer expectations while maintaining corporate / company objectives
• Ability to solve problems and negotiate effective solutions
• Exception verbal and written communication skills
• Salesforce CRM database
• Proficient with Microsoft 365 suite including Teams 

Professional Development

• Member of Alliance of Automotive Service Providers of Minnesota
• Mercury International Leadership Training 
• NuVue Business Solutions Leadership Development and Sales Training 
• 3M Sales & Negotiations Training
• Challenger Diagnostics Coaching for Impact 
• Insights Discovery Sales Leadership 
• BASF Beyond Paint Sales Training
• Dale Carnegie Training Course
• Annual BASF training courses 
• Driving Dynamics 

I graduated from High School and have a AA degree in Automotive Refinishing and Repair.  I have also completed several college courses at Augsburg, Normandale and North Hennepin Community Colleges.