Sales Manager

Michael K. Grimes

**** ******* ****** ***** ***** Beach, FL 32082 Cell: 904-***-**** *********@***.***

SALES EXECUTIVE/KEY ACCOUNT MANAGER

Capital Goods ~ Software ~ Key Account Management

Rainmaker and sales driver who builds exceptional sales organizations that deliver top revenue and profit

performance in competitive markets. Strategist for market expansion and sustainable, solution focused sales

to key accounts. Consistently exceed sales, profit, and market share goals. Expert in consultative and

solution selling with proven ability to identify and capitalize on sales opportunities. Strong planning, policy

and procedure developer with excellent customer relationship skills. Proven ability to manage outside sales

professionals through goal setting, coaching, and training.

CORE COMPETENCIES

Strategic Business Planning & Leadership Change Management Operational Streamlining

Account Acquisition, Expansion, & Retention Client Relations

Contract Negotiations Competitive Analysis Needs Assessment

Repeat Business Budgeting Staff Management

Team Leadership & Motivation

EXPERIENCE & ACHIEVEMENTS

Burroughs, Inc., Detroit, MI ● October 2012 January 2013

Burroughs offers customers access to world class service, industry leading technology and overall support

for a portfolio of payment and financial services related products, including ATMs, Cash Recylers, and

associated services.

Portfoloio Sales Executive Florida, Georgia, and Alabama

Development of a territory for Burroughs products offering a variety of complementary payments products

such as check scanners, servers, ATMs, kiosks, intelligent safes, printers, supplies and device performance

monitoring software to help customers optimize their technology investment. As a service organization, the

revenue growth path offers one of the nation’s largest maintenance and support organizations delivering

comprehensive and customized maintenance coverage to the financial market.

Nautilus Hyosung America, Inc., Irving, TX ● March 2010 – August 2012

A manufacturer of ATM products to market to community financial institutions in the US, Canada, Mexico, and

Brazil through value added resellers.

Regional Channel Sales Manager Southeast Financial Market

Drive Hyosung relationship with Direct VARs and Master VARs in Southeast financial market channel.

Consult, educate, and train VAR sales associates to be able to effectively compete in a sales environment

where the competition has been in place for many years. Manage sales funnel to attack opportunities that

most fit our market position to the end user. Provide accurate and up to date sales forecasts; communicate

account and opportunity status to executive management on regular basis.

Maintain frequent and personal contact at all levels of target customer organization. Shape company position

in the marketplace and provide competitive market intelligence by identifying and monitoring competitor and

client trends.

Michael K. Grimes Page Two

Experience Continued...

Aegis Financial Products, Inc., Ponte Vedra Beach, FL ● 2002 2010

A marketer of security products, ATMs, and service to community financial institutions in Northeast FL and

Southern GA. Majority of products sold and serviced through a contract with Diebold, Inc.

President Owner

Seized entrepreneurial opportunity to establish and build business to $2M+ in revenue within 18 months.

Solely manage sales and direct implementation of products and services from the sales order, engineering

drawings, installation process, customer turnover, and service initiation after warranty. Managed budget of

$50K. Provided consulting services to clients and key accounts regarding new buildings, typically dealing

with Presidents and Executive Vice Presidents of community banks. Met and collaborated with architects,

engineers, planners, and contractors to determine customer wants and needs, and how best to install the

needed products. Advised on exterior site layouts for ingress and egress of drive ins and ATMs, and interior

layouts for providing the best service to bank customers.

Identified sales opportunities and closed sales, building revenue to as high as $3M annually.

Diebold, Inc., Charlotte, NC/San Diego, CA/Jacksonville, FL ● 1983 2001

Advanced through positions of increased responsibility for sales of ATMs, remote teller systems, cash

dispensers, and check cashing machines, based on consistently exceeding goals and expectations.

National Accounts Manager & Regional Manager

Recruited, hired, trained, and developed sales staff while managing expense budgets of up to $1M, and

forecasting sales budgets of $35M+. Resolved problems and negotiated long term contracts, including

payment terms and conditions, and built business relationships. Directly handled 10 key accounts, and

directed sales force staff located in Baltimore, Raleigh, Charlotte, Atlanta, Birmingham, Jacksonville, and

Tampa that were ranked at the top level of sales out of 200 national Sales Associates.

Consistently exceeded annual goals as high as $38M by as much as 117%, landed a $50M deal with a

personally negotiated 5 year contract, and doubled sales from $22M to $44M within 3 years.

Guided National Accounts sales team in managing to 95% of approved budget while increasing sales

revenue per Associate and saving $50K in sales expenses.

Expanded base of account coverage leading to additional sales opportunities, more knowledge about the

accounts, and a 40% increase in revenue.

Early career success with DIEBOLD as:

National Accounts Manager

Director of Major Accounts

District Manager – InterBold (joint Venture with IBM)

Regional Manager

Account Manager

EDUCATION

Masters of Business Administration, University of North Florida, Jacksonville, FL

Bachelor of Science in Aerospace Engineering, University of Florida, Gainesville, FL

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