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Sales Manager

Grosse Pointe, Michigan, 48236, United States
May 19, 2017

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Michael J. Miner

**** *********** **** ****** ****** Woods, MI 48236


Executive Summary

Sales Leader/Chief Operations Officer with more than 20 years of progressive experience leading sales teams, managing contract negotiations, fostering and providing ongoing customer care of account relationships. Strong sales leader, consistently exceeding revenue goals through the application of strong analytic processes, team development, and dedication. Astute P&L manager, focused on revenue optimization with solid ability in acquiring and maintaining positive relationships with both new customers and existing accounts.

Areas of Expertise

B2B Sales Leadership

KPI Management

Customer Resource Management

Strategic Planning

P&L Management

Revenue Enhancement

New Market Penetration

Recruitment & Training

Relationship Building

Professional Experience & Accomplishments

Display Group - Detroit MI- 2014-Present

Chief Sales Officer /Chief Operations Officer

Responsible for areas of sales, logistics management, customer service activities, revenue expansion, warehouse management, improved process creation and monitoring all related metrics.

Design and utilize yearly sales plans for sales team members to guide growth strategies.

Maintain and grow existing accounts with new services and product offerings.

Assign all leads, and assist in development of new customers/accounts.

Recruiting and training all new team members in all areas of business.

Created and installed dashboard measurement metrics to increase sales and operations productivity.

Responsible for creation and implementation of sales targets and projections.

Responsible for Website management and continuous improvements.

Manage social media activity calendar to increase company positive exposure.

Created and circulated all press releases.

Instituted OSHA Safety program.

Classic Party Rentals – Los Angeles, CA 2004 – 2014

Vice President, Strategic Accounts 2007-2014

Led CRM enhancement, working closely with IT on system development to increase productivity and ease of use, leading to the tracking and recapture of a substantial number of past clients.

Established the National Accounts Program that created yearly revenue through the establishment of contracts with large accounts in excess of $30M.

Charged with contract negotiations and maintaining relationships with large national accounts, including DIRECTV, Aramark, Sodexo, and Chrysler; creating a platform that did not previously exist.

Conducted regularly scheduled business operating reviews with large customers.

Established, maintained, and grew relationships with more than 50 highly significant and profitable accounts from introduction through contract negotiation and final agreement execution, resulting in $35M YOY in incremental revenue.

Composed, reviewed, and modified contractual agreements for largest national accounts.

Maximized footprint volume with national accounts through structured monitoring.

Identified, researched, and conducted presentations to C-level leaders of potential customers/accounts.

Determined existing base line volume against potential growth opportunities utilizing strategic price structuring methods.

Communicated national accounts’ status and relevant contract terms to more than 30 field locations.

Assisted in designing communication strategies and the roll out of agreements by internal customers.

Served as the primary point of contact for large business opportunities and exceptional circumstances with all national accounts.

Executed wallet-share and revenue expansion programs specific to each national account customer, resulting in significant incremental increases.

Vice President of Sales & Marketing 2004-2007

Worked directly with the CEO to expand the company from 5 regional to 37 national locations.

Integrated service offerings and developed a go to market strategy to successfully secure sales with companies located coast to coast, and high profile national accounts, such as the Academy Awards.

Oversaw annual budget of $120M and generated incremental revenue of $35M per year by driving the development and implementation of comprehensive and innovative marketing strategies and identifying/nurturing client relationships.

Directed projects from initial to final contract execution and profitable company-wide implementation, consistently ensuring client satisfaction.

Implemented processes to enhance sales team success including CAD, which enabled the delivery of dynamic presentations and created a centralized digital library resource of innovative marketing pieces.

Created and instituted online customer satisfaction surveys and utilized feedback to increase market share and identify new revenue opportunities in each segment.

Analyzed client demand, market share percentage and the competitive landscape of each geographic location to formulate appropriate pricing points and overall sales/marketing strategies.

Devised and developed flexible marketing plans that enabled location specific analysis, leading to new market identification and penetration, delivering 11% organic YOY revenue growth.

Integrated sales and marketing programs of new product lines such as lounge furniture, disaster relief products and other new ancillary products and services.

Created an emergency relief division, National Response to enhance corporate social responsibility and brand recognition.

Led trade show planning and coordination, including budgeting, booth design, staffing plans, lead obtainment, and extensive lead follow-up.

Generated case studies targeting specific prospects/clients and utilized electronic and traditional media to raise profile of products, services and brand recognition.

Closely liaised with and provided a high degree of creative input to advertising agencies, in the development of marketing collateral, electronic advertising, website development, direct mailing campaigns and corporate DVD presentations.

Devised and implemented training and incentive initiatives to build strong sales teams including the introduction of “Sales Master Award”.

United Rentals – Kansas City, MO 2001 – 2004

District Sales Manager

Managed total revenue, budgeting, and expenses of 15 branch offices and implemented company-wide market-share gain strategies to successfully regain former customers.

Developed high-performance sales teams by hiring, recruiting, and training team members along with creating a sales development coaching guide to ensure systematic skill development in both outside/inside sales teams.

Enhanced time and dollar utilization on equipment by more than 20% through the implementation of an inventory management system, a rigorous inventory management process that identified inefficient products, and adjusted employee incentive program to reflect to growth goals of the company.

Conducted constant reviews of fleet mix to maximize company profitability.

Implemented collections and relationship building strategies that reduced both 90 and 120 day aging report amounts by 65%.

Established and monitored standardization of sales call preparation, presentation format, closing methods, and follow-up processes.

Substantially improved selling time and sales productivity through the establishment of an automated lead tracking program.

Previous Positions:

General Electric Capital (Rental Division) – Regional Sales Manager (1997 – 2001)

William Scotsman – Branch Manager (1992 – 1996)

United States Army – Medical Supply Specialist – Served with Honor (1982 – 1986)


Bachelor of Science (BS): University of North Carolina


Spotlight Award Recipient (2009) IFAI International Achievement Award (2x)

Editor’s Choice Trendsetter Award (2008) Rental Company of the Year (2007 & 2009)

Professional Affiliations & Certifications

Member – Strategic Account Management Association (SAMA) and American Rental Association (ARA)

Six Sigma Green Belt Certified

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