MICHAEL G. POWELL
***** ****** **** *****, *****, CA 92201
Sales Leader / Revenue Generator
Over 24 years generating revenue for organizations, large and small, with full-time positions in Commercial Banking, IT/SaaS, LEAN Consulting, and Supply Chain/Logistics. I have developed an extensive C&V level network, as a result, and source 50% of my pipeline-opportunities from this base…the balance of which I aggressively HUNT for...expanding my contacts, still further.
As sales leader, I am excellent at building high-performing consultative sales teams and strategically implementing business-development approaches, sales-processes, and relevant KPI's to increase market-share. I utilize extensive, first-hand, multi-industry knowledge to facilitate internal sales-practice seminars e.g. prospecting skills, consultative sales techniques, account management principles, and strategy discussions. I do not simply “manage” my teams, but endeavor (daily) to lead them with an empowering, hands-on, leadership-style.
SKILLS / INDUSTRY EXPERIENCE
Business Development Strategies
Consultative Sales Leadership
MA, INTERNATIONAL BUSINESS
Golden Gate University – San Francisco, CA
BS, BUSINESS ADMINISTRATION
San Francisco State University – San Francisco, CA
Senior Director, Business Development 1/16 – Present
HULFT, Inc, San Mateo, CA
(Data-Integration / File-Transfer)
Source and establish Referral Partner Program for this start-up Software/Technology firm, a newly formed subsidiary of prominent Saison Information Systems (SISCO) out of Tokyo, Japan, which holds #2 global market-share for Managed File Transfer and Data-Integration. Within designated verticals (Healthcare, Finance, Manufacturing), have successfully contracted over 3-dozen referral-sources e.g. system-integrators, technology-partners, strategic industry sources – some of the most well-known brands in the US and abroad – accounting for $6M+ in initial projects, to date.
Vice President, Business Development (1-yr contract) 1/15 – 12/15
FAR EAST NATIONAL BANK, Los Angeles, CA
As a part of an Executive team overhaul, recruited as VP of Business Development to establish Commercial and Industrial (C&I) lending team for this foreign-owned, state-wide California financial institution. Hired, trained, and established Business Development team, sourcing $30M+ working-capital lending pipeline within 12-month contract period.
Vice President, Business Development 5/13 – 1/15
PACIFIC COMMERCE BANK, Los Angeles, CA
Hired to build team and enhance brand-awareness with Southern California C&V level executives and business owners. Aggressively sourced 2+ dozen opportunities for this burgeoning Southern California Commercial Bank. Average credit size: $2MM.
Director of Business Development 1/10 – 5/13
WORKFLEX SOLUTIONS, Cincinnati, OH
(Call Center Software/Consulting)
Initially hired as Independent Contractor, then hired full-time, to prospect and engage largest Call Center operations executives throughout US to close multi-million-dollar hosted-solutions Service Contracts. Successfully sourced largest US Healthcare Insurance provider.
Vice President, Business Development 12/06 – 1/10
MANUFACTURERS BANK, Los Angeles, CA
Successfully boarded $18M in new account credit facilities amidst trying economic downturn, and $6M in total Depository Relationships.
Vice President, Business Development 8/04 – 11/06
IX INFORMATION TECHNOLOGIES, Irvine, CA
(OutlookSoft BI & Axapta ERP VAR)
Hired, trained, and managed team of 5 sales associates. Developed and instituted all strategic and tactical bus-dev initiatives for this “start-up” IT consulting-shop and Value Added Reseller of BPM/ERP applications. Engaged in all aspects of formulated sales cycle i.e. prospecting, requirements gathering, software demonstrations, contract negotiations, etc. Worked side-by-side Marketing Director to develop collateral, web-site design, and lead-gen activities e.g. software demonstration seminars; email campaigns, network association presentations, trade-show participation, press releases, etc.
Sales Director 2/03 – 8/04 CA MFG TECHNOLOGY CONSULTING, Torrance, CA
(Lean Manufacturing & ISO 9000 Consulting Services)
Hired and managed 12-person Business Development (BD) and Marketing staff, re-vamp/augment Consultative Sales Process, and develop achievable Sales Plan to compensate for California State funding loss for this 105 person, non-profit, manufacturing consulting organization chartered to assist SoCal manufacturers and distributors remain competitive and profitable.
Regional Sales Director 5/99 – 2/03
SYNTRA TECHNOLOGIES, New York, NY
(Supply Chain Management Software & Services)
Hired and managed 4-person West Coast staff to promote International Trade & Logistics software application (“bolt-on” module to ERP systems i.e. Oracle; BAAN; SAP; PeopleSoft; JD Edwards; etc) along with accompanying consulting and training services.
West Coast Sales Director 11/94 - 5/99 JcIT, Denver, CO
(Lean Manufacturing Consulting Services and Shop Floor Production Software)
Competing with BIG4 and formidable boutique consulting shops, hired and managed 5-person consultative sales team to engage manufacturing organizations in the “hands-on” transformation/implementation of Demand Flow Technology, a formal system/methodology – competing with MRPII systems – for improving shop-floor process-flow, through-put, productivity, working-capital requirements reduction, build-to-order capacities, speed-to-market, inventory reduction, etc.