Michael F.

Hecht
5422 Moss Wood Circle NE Canton, Ohio 44705
Cell: 330.936.2593 Email: mfhinoh@aol.com

Sales and Marketing professional / National and District Sales Director / Product and Category manager with
extensive multi-discipline experience offering a proactive, progressive and results driven individual effective in
recognizing opportunities. Delivered $50MM+ in revenue by developing new products and services, executing sales
and marketing programs to achieve growth, expand domestic and international market presence, and
controlled/reduced costs by $1MM while maximizing sales, service, and profitability. Has developed a well-rounded,
broad based business acumen through diverse assignments, responsibilities, and industries.

CORE COMPETENCIES
* Sales & Marketing Leadership
* Organizational & Project Management
* Cross-Functional Team Leadership
* Ethics
* Sales & Marketing Training * Strategic & Tactical Planning
* Policy & Procedure Development * Budgets & Financial Planning
* New Product Development * Change Management
* Operations Management * International Business

EDUCATION

• Malone College, Canton, Ohio.

o Bachelor - Business Management 3.82 GPA
 Recognized as Outstanding Senior, Alpha Sigma Lambda honor society (Charter Member).

• University of Akron, Akron, Ohio.

o Marketing and Accounting coursework.

PERSONAL DEVELOPMENT COURSES

• LeanSigma™ Champion, 5S, Success Through Diversity, Leadership Development Program, Leadership Challenge,
Situational Sales Negotiation, Serious Creativity - Six Thinking Hats, Conflict Resolution, and Consultative Selling.

PROFESSIONAL EXPERIENCE

MARS HORSECARE US, INC., (BUCKEYE® Nutrition) Dalton, Ohio 1/2007 – 7/2009
Manufacturer of Equine, and Companion Animal Pet Food Products. Wholly owned company of MARS, Inc.

Vice President, Sales and Marketing – (1/2008 – 7/2009)

Executive Management Team member. Co-authored company’s AOP. Authored 1-3-5yr Sales and Marketing Business
Plan and OGSM. NPD, P&L, HR, pricing, margin, and Organizational Development responsibility. Increased product
distribution via management of field sales team, and US & International distributors. Managed VOC, CRM (distributors,
dealers, consumers), incentive, loyalty and referral programs. Managed Ad agency, and industry and customer trade
shows. Negotiated and managed strategic alliances with product co-manufacturers. Prepared RFQ responses for private
label products inclusive of pricing, packaging, terms, and MOQ. Maintain scientific and technical aptitude.

Selected Accomplishments:
• Negotiated reciprocal sales & manufacturing agreement with peer company resulting in $2MM sales in first year.
• 25% increase in product portfolio profitability via SKU rationalization, margin enhancements, and new products.
• 50% sales increase to independent distributors in the US, Canada, Israel, and Asia-Pac by developing select product
offerings, targeted product distribution strategies, competitive pricing, and merchandising and advertising programs.
• Conducted VOC, and select focus groups in support of the introduction to market a new company brand comprising of
7 products realizing $1MM sales, and 100% dealer placement.
• Facilitated NPD for successful research and implementation of 3 category launches (17 products), 2 product re-
launches, and 6 new product launches attaining 90% overall dealer placement and 100% of revenue projections.
• $
1MM reduction in Working Capital via new packaging and consolidation, SKU rationalization, and increasing
inventory turns.
• Expanded product distribution by franchising 210 new dealers realizing 90% overall product portfolio placement.
• Developed KPI’s, ROI’s, pro formas, and SWOT’s for respective products, services, channels of distribution, and
areas of projected growth.
Michael F. Hecht Page 2

Director, Brand Management – (1/2007 – 12/2007)

Executive Management Team member. Implemented and supported premium brand positioning via products, pricing,
margins, and promotions. Authored annual Marketing and NPD strategic plans. Held P&L, pricing and margin
responsibility. Facilitated demographic and Attitude & Usage studies for new and current products, advertising, and
promotions. Managed consumer and trade shows. Managed Ad Agency, literature and packaging printers.

Selected Accomplishments:
• Revitalized brand and aligned product portfolio for strategic profitable growth as best-in-class premium products
validated by scientific research, intellectual property, trademarked processes, and targeted customer categories.
• Established and implemented CRM and loyalty programs, and introduced and facilitated VOC programs with local
universities, organizations, dealers, and customers.
• Guided cross-functional NPD team, and multi-generational processes for new product reviews and implementations.
Coordinated efforts between US, and UK sister company with seamless and timely product introductions.
• Increased brand’s awareness by tripling consumer magazine placements, and maximizing internal creative talent and
Ad agency with production of literature, packaging, collateral materials, POP, merchandising, podcasts, facebook,
website, trade shows, and monthly email blasts.
• Created database for competitive market intelligence: products, pricing, and distribution for own brand comparison.
• Implemented Market Development Funds to manage incremental sales and marketing programs for dealers.
• Developed product planagram, merchandising, and training programs increasing placement by 20%.

R&M CONSULTING, North Canton, Ohio 7/2006 – 12/2006

Independent consulting firm with primary focus in durable goods and CPG industry.

Consultant
Focus on Sales, Marketing, Product Development, Manufacturing, Quality Control, Project and Product Management.

Selected Accomplishments:
• Due diligence for Chinese manufacturer seeking product entry into United States.
o Reviewed and made recommendations for product import, logistics – broker, carrier, and FTZ warehouse.
o Facilitated product design & features, packaging, and wholesale & retail pricing.
o Developed independent service provider program for in-warranty and out-of-warranty services.
• Brand and respective products successfully introduced into Chinese market.
• Consultation projects have encompassed Total Quality Management, Product initiation and Project Management.

COASTAL PET PRODUCTS INC., Alliance, Ohio 4/2005 – 6/2006

Largest Privately Held US Manufacturer and Distributor of Pet Restraint Products.

Director, Sales & Marketing, and Research & Development

Directed the National Account and Field Sales teams, as well as Independent Rep groups and Distributors achieving
$
50MM+ sales. Authored AOP with targeted 5% annual growth. Directed the Marketing & Merchandising departments in
the development of advertising, packaging, point-of-purchase materials, displays, website, and communication materials.
Facilitated NPD and VOC with cross-functional team: R&D, Sales, and Marketing. Managed Ad agency, and industry
trade shows. Organizational development of Sales and Marketing departments.

Selected Accomplishments:
• Realized first year sales of $1MM via introduction of 2 new company brands with 100% distributor and 90% dealer
placement.
• $
1MM sales increase via establishment of international distributors in Australia, Austria, Germany, and Switzerland.
• National Account responsibility for Target, Home Depot, PetSmart, PETCO, and TSC achieving $25MM+ annual sales.
• Established new sales relationships with ShopKo, Canadian Tire, True Value Hardware, TOPCO, and Harris Teeter
realizing $3MM+ in sales.
• Achieved $4MM sales by evaluating and integrating product licensing agreements for Harley-Davidson™, Remington ®,
John Deere, and the Susan G. Komen Foundation. Introduced a minimum of 20 new products annually.
 • Integrated e-commerce into company website for consumer purchases fulfilled by independent dealer network.
• Established new business relationship with AsiaPac broker and manufacturers while preserving US workforce.
Michael F. Hecht Page 3

THE HOOVER COMPANY, North Canton, Ohio 12/1986 – 2/2005

Leading Manufacturer of Floor Care Products. Division of Maytag Corporation.

National Sales and Marketing Manager - Hoover Sales and Service Centers (retail stores) – (8/1999 – 2/2005)
Managed and developed sales, marketing, and training programs for company Sales & Service stores, and Outlet stores
located throughout the US and Canada ($34MM+). Managed the company’s Parts Distributor network ($6MM+), and
Telemarketing Department ($5MM+). Co-author of 1-3-5yr AOP. Held P&L, HR, and store expansion responsibility.
Established and managed budgets, sales forecasts, SOP’s, and ROI’s. Product and Category Management.

Selected Accomplishments:
• Achieved 5% sales increase yr/yr through the wholesale and retail sales of parts, products, and service labor.
• Increased margins of products (64%) and parts (81%) by maximizing retail price points, and minimizing discounts.
• Initiated 3rd party warranty contract sales realizing $1MM annually, and $500K annually of in-store warranty contracts.
• Category and Product Manager for non-floor care related products realizing $1MM+ in annual sales.
• Co-researched and established new Business Unit within organization with anticipated $1MM+ revenue in first year.
• $
2MM sales via company e-commerce site with fulfillment by local retail store.
• Increased store awareness via national, regional, and local advertising programs by diversifying and maximizing
$
3MM budget realizing a 1.5% cost-of-sale.
• Managed WalMart (Golden Wrench Award), JC Penney, Kmart, Best Buy, Home Depot, Lowe’s service programs.

Manager, Sales Education & Development – (11/1997 – 7/1999)

Compile, develop and relay product information to sales managers and independent dealer network that was derived from
the Marketing, Sales, Engineering, R&D, and Legal departments. Develop dealer sales presentations, product
features/benefits sheets, and comparative competitive floor care product reports. Facilitate National Sales Meetings.

Selected Accomplishments:
• Developed sales training materials for newly hired associates, and facilitated initial corporate training.
• Created educational point-of-sale materials, literature, features & benefits, planagrams, and merchandising programs.
• Researched and facilitated own brand, and competitive product comparisons for internal and external stakeholders.
• Developed, coordinated, and facilitated annual National Sales and Marketing meetings. 15% budget reduction yr/yr.
• Directed the production of product point-of-sale videos, product training videos, and product comparison videos.
• Managed and maintained a $1MM annual budget through the implementation of cost control measures while
maintaining efficacy of department and programs.

District Sales Manager – OH (12/1986 – 10/1989), MI (11/1989 – 12/1992), NY (1/1993 – 10/1997)

Responsible for the wholesale and retail sale of floor care products and services through established and newly
franchised independent dealers and distributors, regional accounts, and select national accounts. Increased sales 8%
yr/yr. Recruited, trained, and managed in-store product demonstrators. Created dealer TV, radio and print advertising.

COMPUTER SKILLS

• Proficient with Microsoft Office, Lotus Notes, Nectari, JBA, BusinessMAP, Quark, and Photoshop.

MEMBERSHIPS

• Council member of Gerson Lehman Group (GLG) Councils – Gerson Lehman Group.
• Member of Society of Industry Leaders (SIL) – Vista Research LLC.

TRAVEL EXPERIENCE

• Lived in Kouvola, Finland, as a Canton, Ohio, Rotary Exchange Student, and traveled in Russia.
• Traveled extensively in China and Taiwan on behalf of The Hoover Company, and Coastal Pet Products respectively.
• Traveled in UK on behalf of Mars Horsecare US, Inc.
• Valid US Passport / No travel restrictions (domestic / international).
• Open to Relocation.