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Sales Manager

Location:
Watertown, Wisconsin, United States
Posted:
August 29, 2017

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Michael Manchester

N**** County Road M

Watertown, WI 53098

(920) ***-****

ac12kv@r.postjobfree.com

Employment History

*/** - */** ******* Recovery Services - College Station, TX - Regional Enterprise Account Manager

Sold Disaster Recovery and Business Continuity services and solutions ( rentsys.com ) to large Enterprise Accounts throughout the Midwest Region.

Responsible for all account acquisition, contracting, maintenance, and growth.

Audience: C-Level, President, Vice President, Director, Department Heads.

Accounts: Express Scripts, Wells Fargo, Ameriprise, Principal Financial, Discover Financial Services, International Paper, Marathon Oil Company, Marathon Petroleum Company, Abbott Labs, Gavilon Global (ConAgra), Harris Associates (BMO), Florists Transworld Delivery (FTD), Fresenius Medical Care.

Accomplishments:

Assumed responsibility for smallest revenue producing territory ($300,000/year) and grew it to the largest ($1.8 MM/year) in 5 years.

Annual 100% Club Award recipient.

3 Time Sales Person of the Year.

11/07 - 6/09 McLeodUSA (bought by Paetec Communications) - Milwaukee, WI - Carrier Sales Executive

Sold Dark Fiber (IRUs and Capacity Leases), MPLS, VOIP Origination & Termination, SONET, IP Services, Local Access Solutions to: Carriers, CLECs, ISPs, IXCs, Cellular Companies, MSOs, and Resale Channel.

Audience: C-level, President, Strategic Engineering.

Revenue Managed: $20 Million Annual Revenue.

Accounts: Sprint Nextel, Xohm, Telecom Transport Management, Network USA, Norlight Inc., Wisconsin Independent Network, One Communications, First Communications, Birch Telecommunications, DCT Communications

Accomplishments:

No. 1 Acquisition Infrastructure Sales

No. 1 NRC Construction Revenue

7/05 – 11/07 Midwest Fiber Networks, LLC - Milwaukee, WI - Director Business Development

Designed and contracted fiber optic infrastructure for F500 Enterprises, Telecommunications Carriers, Municipal and County Governments.

Negotiated fiber optic construction contracts; identification, selection, negotiation and acquisition of dark fiber IRU contracts both in both metropolitan area and long-haul networks throughout the Midwest.

Accounts: Broadwing, Norlight Telecommunications, Northwestern Mutual Life Insurance Company, Thomson Financial, US Signal, Level 3 Communications, S.C. Johnson, Kenosha County, Red Anvil.

Accomplishments:

Acquisition and management of company’s largest accounts.

Established project objectives for Municipal WiFi Mesh and Wimax deployments.

Established and maintained Strategic Vendor Relationships: Cisco, Tropos, Strix, Adva, Fujitsu, Verizon.

7/03 – 7/05 Worldcom (later MCI, bought by Verizon) - Milwaukee, WI - Commercial Accts Sales Mgr - WI

Maintained annual revenue of $33MM with 10 direct reports (Strategic Account Management and New Account Acquisition) during the company's bankruptcy and emergence.

Revenue maintained through new sales in existing accounts and the acquisition of new accounts (Annual revenue 100K - $2MM).

Accounts: Roundy's, Shopko, Quad Graphics, Rockwell, American Family Insurance, Extendicare, Metavante, eFunds, Banta

Accomplishments:

Maintained the highest revenue/employee ratio in the region through the development of daily, weekly, and monthly activity objectives for Account Management and Acquisition teams.

Extensive Funnel Management ensuring adequate opportunity for monthly, quarterly, and annual quota attainment.

Ongoing recruiting activity for Acquisition team personnel funnel.

Provide sales support for non-legacy product (IP and Solutions) opportunities and resolution of account conflict.

1/00 - 7/03 Communications Concepts Unlimited (out of Business) - Brookfield, WI - Sales Manager

Hired to turnaround the largest Ameritech Authorized Distributor in Wisconsin. Large Account (ISPs, Network Integrators, Carriers) acquisition and maintenance.

Responsible for Employee Hiring and Termination, Training and Development, and implementation of Objectives & Expectations-driven Solution Sales strategy.

Development and implementation of Sales Activity Tracking System.

Accounts: Athenet, CyberLynk, Lightpoint, US Cellular, Connecting Point

Accomplishments:

Created and managed Number 1 Sales Staff in Region (Wisconsin) for SBC Authorized Distributor Channel.

Established and managed the Number 1, 3 and 4 Top Performers in Territory (out of ~60).

SBC Authorized Distributor Sales Manager of the Year (Wisconsin) for 2002.

Reestablished company's 5-Star status with key vendor, SBC Ameritech by reducing headcount by 40% while increasing sales 5%. Regained profitability in 2002.

3/99 - 1/00 Dakota Services, Ltd. (later @Link Networks, Inc. out of Business) - Waukesha, WI - VP of Sales

Hired as Wisconsin District Sales Manager in March 1999. Through the rapid development and deployment of effective channel strategies and programs for their products and services, was promoted to VP of Sales in June 1999. @Link Networks provided the largest ATM-switched SONET infrastructure utilizing DSL technologies in the Midwest.

Accomplishments:

Brought startup (Dakota Services/@link Networks) to profitability for first period in company history.

Created and oversaw largest Sales growth in company's history (Dakota Services/@link Networks) through the successful development and deployment of alternate channel programs and strategies.

Established the @SAP (@link Strategic Application Partners) program as a mechanism to reorient the existing sales force from direct end-user to channel and partnership sales strategies.

Repositioned company's market orientation (from last mile emphasis to private, broadband network infrastructure emphasis) and authored the marketing objectives for it.

By effecting these programs the company realized an average monthly increase of 10-15% in their recurrent revenue base. (Installed circuits: ~485/March, 1999; ~1450/August, 1999).

Designed and presented the “Application Driven Network” strategy which was integral in @Link’s securing of latter-round financing ($45 MM from Madison Dearborn Partners) as well as in attracting it’s CEO from Bell Atlantic.

@SAP and the “Application Driven Network” strategy became the fundamental sales and marketing strategies for @Link’s national deployment of its next generation network.

3/97 – 3/99 Imation Corporation - Oakdale, MN - Sr. Account Manager

8/98 - 3/99 New Technologies Team

Brought new technologies into the infancy or "ramp-up" of their respective product cycles.

Established F1000, computer manufacturer and distribution customers for Imation SuperDisk technology.

Determined corporate supply chain and subsequently work within it to fulfill demand created for Imation technologies.

Removed barriers to implementation and established marketing programs, training programs, consistent pricepoints and methods of fulfillment within 1st Tier OEM Assembly, Lower Tier OEM and VAR channels.

Accounts: CDW, GE Medical, Comdisco, Comark

3/97 - 8/98 Internet Services Group

Initiated, conceptualized, developed and managed internet, intranet and extranet solution implementations both internal and external to Imation's core business units.

Established and maintained Imation's key accounts in Printing and Publishing, Medical Imaging and Data Storage with respect to the above applications.

Act as technical liaison to Internet Services Group customers and technical staff.

Sold e-commerce, data warehousing & digital asset management applications used in both secured and unsecured environments for internal and secured external applications.

Developed the marketing program to launch Internet Services Group offerings integrated with Imation Publishing Software products into a package that was marketed in established Imation distribution channels.

Managed all Internet Services Group Key Business Partner alliances in territory.

Accounts:Vision Business Products, Imprint Enterprises, Graphic Enterprises Inc., Solar Communications, Number One Network, Eli Lilly, Quad Graphics, R.R. Donnelly, Leo Burnett, Fidlar Printing, Spiegel's

Accomplishments:

Number 1 Performer in volume for all outside sales of Internet Services in 1997 and 1998 for Imation Corporation - Internet Services Division.

Education

BBA-Finance University of Wisconsin-Milwaukee



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