Mark Michalow

*** ****** **. ********, ** *****

315-***-**** actf21@r.postjobfree.com

Summary

Management level sales and marketing professional who excels in quickly changing and innovative settings. An educator, relationship builder and problem solver who displays a no-nonsense yet engaging approach with peers and clients. Strong project management aptitude within trade show management, resulting in profitable marketing opportunities for the customer. Enjoys the discovery and solution phases of the sales cycle and identifying value propositions, which leads to effectively servicing the customer and contributing to company success. Prefers a collaborative setting that requires a manager to oversee sales and client partnerships, and to conceptualize new products and services.

Work Experience

Exact Online – Waltham, MA Jun. 2015 – Present

Senior Sales

Generate and close new business for Exact Online Wholesale Distribution and Custom Manufacturing solutions – a platform on which customers manage their daily business.

Develop and implement territory plan to leverage trade associations, channel partners and event/marketing, to identify new opportunities and emerging markets

Mentor new sales persons helping to develop a consultative sales culture.

Vet MQL to determine the proper product, scope implementation and which ongoing support plan works best for the customer’s needs

Forecast Sales, Pipeline, and Business Development activities

Work with pre-sales to scope, develop and deliver customized solution demonstrations

Provide solution feedback helping to drive product development and marketing approach

KeyedIn – Minneapolis, MN Jan. 2015 – Jun. 2015

Sales Director

Generate and close new business for the SAAS solution with products specific to Solution Providers, Project Management, S/M size Manufacturing companies and Sign Manufacturing companies.

Secure strategic sales in North America and within new verticals through direct calls, lead generation, follow up, and referrals from customers/partners

Channel Development Team– KIP

Sales Team Leader – KIP, KIS, KIM (Sales/Sales Support)

Product Development Team – KIM

Strategic Sales - KIP

Autotask Corporation – East Greenbush, NY Apr. 2010 – Dec. 2014

Regional Sales Manager - West Coast

Generate and close new business for the Professional Services Automation product – a platform on which customers operate their service delivery business.

Secure clients on the west coast and within new vertical through direct calls, lead generation and follow up, and referrals from customers/partners

Deliver interactive demonstrations both in person and virtually

Accurately forecast long and short term sales.

Serve as territory contact for vendor partners

Cross sell company products into alternate verticals

Serve on team to spearhead new market development, strategy and product enhancements

Train new sales team members

Assist in development of SOP for sales and marketing communication

Received multiple formal sales awards:

oHighest sales during first month exceeding quota by 170%

oWinners Circle 2011 - Over 100% quota recognition

oPresidents Club 2013 - Over quota, outstanding performance.

Market Art – East Greenbush, NY Oct. 2008 – Dec. 2009

International Sales Manager

Partnered with trade organizations to develop product and pricing specific to their event and show goals; organized and marketed tradeshows to maximize overall impact of the event with prospects, customers and partners.

Developed sales process and strategies to sell advertising and event mapping to trade show management and exhibitors.

Generated new and repeat sales of trade show advertising via phone calls, interactive demos and onsite visits to known exhibitors and interactive demonstrations both in person and virtually

Worked with marketing to plan and execute strategies to reach the exhibitors at each event

Reviewed prospects’ goals for each event and created a comprehensive marketing package to help achieve and exceed those goals

Provided on site deployment and customer service for the system and management of its content

Increased sales of repeat trade events by 25% YTD

Achieved new show sales average of 105-130% of first year projections

Trained and mentored new sales people on goals of clients and the solutions that can be provided

Contacted prospects to educate them about the You Are Here Interactive Directory

Freelance Consultant – Seneca Falls, NY Sept. 2005 – Oct. 2008

Marketing, Sales and Tradeshow Advisement

Collaborated with client base to offer trade show representation, logistics and on marketing

Acted as key point person for onsite sales and customer service efforts for selected customers.

Coordinated product launches and related market development initiatives.

TBBI – Gilberts, IL Oct. 2004 – Jun. 2005

Promotional Product Sales Manager

Developed promotional product product lines for insulated bag manufacturer

Rolled out marketing strategy including trade shows, mailing programs and new product launches

Established and maintained relations with key national accounts

Created product, pricing and sales literature

Updated website and office software to accommodate new product line and customer base

Hired and managed sales staff, introduced new incentive and compensation plan

Discovery Marketing – Manchester, NH Nov. 2001 – May 2004

National Sales Manager

Developed and maintain customer accounts

Provided on site customer service

Assisted with new product development

Coordinated all trade show participation including logistics, marketing, and representation

Bastian Co, Inc. – Geneva, NY Apr. 1998 – May 2001

Customer Service Representative

Handled customer inquiries, data entry, and literature distribution.

Served as trade show representative responsible for shipping product, literature and display material

Prioritized tradeshow leads and contact in a timely manner

Followed up with clients on past due payments

Provided product quotes and delivery schedule

Assisted on the shop floor when necessary

Technical Skills

MS Word, Excel; MS Exchange; CRM (SalesForce; Gold Mine, ACT!); QuickBooks; GoToMeeting; WebEx

Professional Affiliations

PPAI (Promotional Products International) – Member

ASI (Advertising Specialty Institute) – Member

RTMA - Member

Volunteer Activities

Cooney Town Sportsman’s Club, 2005 - Present

Sons of the American Legion, Seeley B Parish post #457, 1998 - Present

German Club, 2002 - 2005

REFERENCES AVAILABLE UPON REQUEST

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