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Mitchell (Mike) W. Little

adg5kp@r.postjobfree.com

Naples, FL 34114 239-***-****

Sales/ Sales Management Exec

Results Oriented Leader Consultative & Solutions based Sales CORE COMPETENCIES:

C-Level Presentations • Strategic Planning & Analysis • Sales Management • Problem Solving Consultative Selling • Leadership Development • RFP/RFI Bid Preparations • Strategic Alliance Development • Sales Cycle Management • Sales Forecasting • Team Building • Training/Mentorships • New Business Development • Relationship Building • Cold-Calling • Expert Negotiator • Creative Problem Solver

• Technology Savvy • Market Analysis/Research

PROFESSIONAL SUMMARY:

Dynamic, results-driven sales strategist with 25+ years of achievement in the following industries: Health Care, Real Estate, and Insurance. A strong leader with demonstrated success driving multi-million dollar revenue while providing visionary sales leadership in building a successful sales force. Sales Manager with strong interpersonal skills, who effects positive change to improve efficiency, increase productivity, and enhance employee morale.

EXPERIENCE AND ACCOMPLISHMENTS:

Consistently exceed corporate goals by over 200% while maintaining 80%+ close ratio.

Expert presenter, negotiator, and businessperson able to forge solid relationships with C Level executives.

Developed a successful/sustainable sales blueprint for sales staff, which produced over $12M in revenue in residential and commercial insurance restoration consisting of over 1000 roofing projects over a three-year period.

Improved sales policies and practices. Defined the sales cycle, created accurate job descriptions and developed standards for customer relationship management.

Implemented effective promotional strategies, trained a high-performance sales team and helped boost corporate image.

Managed sales initiatives, product launches, profit and loss (P&L), pricing, analysis of key performance indicators (KPI), forecasting, and sales techniques. Page 2 of 4

PROFESSIONAL EXPERIENCE

American Building Contractors, - Naples, FL

Senior Sales Representative 2017 to Present

Produced over $6M ($600k Commission) in personal production in commercial and residential roofing / insurance restoration.

Managed, and coordinated insurance restoration inspections for storm damage.

Sold, managed, and coordinated million-dollar commercial construction projects.

Responsible for running company leads and assisting customer from inception to completion.

Extensive work with analyzing and estimating residential and commercial insurance losses related to storm damage, with reviewing and approving jobs utilizing Xactimate Express, Eagleview technology, filing supplement etc.

MVP Realty Associates, LLC. Naples, FL 2015 – 2017 Florida Licensed Realtor

Oversee all aspects of home sales, development of sales relationships, and guidance of buyers from contract signing to closing. Demonstrate features/benefits and educate buyers/sellers. Trained and knowledgeable in most aspects of selling/building new homes with a national recognized organization.

Track/ analyze competition in surrounding subdivisions regarding product, pricing, and inventory.

Learn and apply company’s Critical Path structured selling process and complete training.

Responsible for opening/closing new homes, resale, investment property.

Continually prospect, market, and promote new business and create trust through knowledge and service. Element Builders, LLC, Naples, FL 2013 – 2015

Sales and Marketing Manager

Developed sales and networking strategies/opportunities, with designers, architects, real estate, adjusters,

mortgage companies, property management associations/groups, property managers, apartment associations, facility managers, and attorneys.

Sold direct to high end residential clientele, commercial businesses & association organizations.

Marketed, managed, and coordinated insurance restoration activities.

Created and implement sales strategies to capture sales leads trough social media, social selling, and digital marketing avenues to direct response marketing.

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3C Network, Corporate: Westminster, CO 2011 – 2013 Regional Sales Manager – Midwest Region

Oversee strategic vision and P&L for the 3C Network – (Midwest Region – IL,WI,MN,IN, resulting in $2M increase in revenue and a $3M increase in contribution level, within only 1 year.

Manage and train Territorial Sales Managers (TSM’S), customers on new product launch consisting of 30+ portfolio products, including ScopeAssist, Xactimate Express, Roof-IS Software, OSHA Safety Compliance, 3C University Training, Arial CADS, (Eagleview, Pictometry, Aerialogics), and Hail-maps technology.

Assist contractors with measuring, identifying deficiencies and job costing on residential and commercial projects, and determining life expectancy on roof portfolio. Key Successes Include:

Launched Number 1 region in U.S, producing 25% market share of the organizations customer base.

Consistently exceed quota by over 200% maintaining 90%+ close ratio.

Cultivate sales efforts, develop strong relationships with large national manufacturers, building supply distributor channels, and Independent Rep Networks (i.e., Owens Corning, Firestone, Carlisle, GAF, ABC Supply, SRS, Allied, Nemeon)

Provide business solutions consulting, value and ROI into C-Level business decision makers.

Lead, mentor, train, and coached, 7 direct reports with the Midwest Region (IL, MN, WI, IN, IA, MO, MI)

Grow sales, utilization, and product revenue per customer in each role, including:

Initiating overall portfolio profits by enrolling over 250 contractors in a 4 month period.

Increase manufactures sales revenues to $50M+ in roofing material & building products.

Assist contractors with bid/spec plans, measure and estimate jobs costs for product sales Storm Guard Construction, Inc., Illinois/Oklahoma 2006 – 2011 Owner

Developed sales road map, which provided over $12M in revenue in residential and commercial insurance restoration consisting of over 2000 roofing projects over a three year period.

Marketed, managed, and coordinated insurance restoration activities in OK, TX, IL, AZ.

Manage, train Sales reps in successful exterior commercial and residential sales consisting of 30+ product portfolio, including ScopeAssist, Xactimate Express, SAGE Commercial (formerly Timberline), Job costing, Roof-IS Software, OSHA Safety Compliance, Arial CADS, (Eagleview, Pictometry, Aerialogics), and Hail- maps technology.

Sold, managed and coordinated million dollar commercial construction projects.

Conducted and maintained full responsibility for hiring, training, and managing an administrative staff and successful sales team consisting of over 30 employees, 50+ including contracting crews.

Extensive work with analyzing and estimating residential and commercial insurance losses related to storm damage, with reviewing and approving jobs utilizing Xactimate Express and Eagleview technology.

Negotiated and managed, sub-contractors, suppliers, achieving OC Preferred Contractor status.

Extensive networking, negotiating with insurance companies, claims departments, adjusters, real estate, mortgage companies, property management associations/groups, property managers, apartment associations, facility managers, and attorneys.

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Corporate Benefit Specialists LLC / Physician Coalition of America, Illinois 1994 - 2005 Owner/President – Sales and Operations

Development, implemented, and managed a partial self-funded trust, aka (MEWA) created exclusively for physician practices offering group employee benefits, (i.e. group life, health/medical, dental) HR services and payroll, medical billing.

Managed revenues in excess of $8 million and negotiated large loss claims.

Negotiated reinsurance contracts with Lloyds of London Group.

Acquired over 150 groups ranging in size of 5 to 350 employees.

Managed an administrative and sales staff of over 15 employees.

Managed and administered all third party administrative functions related the operations of the trust; to include but not limited to billing, eligibility, additions, deletions, CORBA compliance, sales, and customer service and contract negotiations.

Liaison between clients and third party vendors. To include prescription drug company, PPO, POS, HMO networks, reinsures, dental and vision carriers.

Negotiated all contracts and renewals on behalf on the trusts RUSH PRUDENTIAL HEALTHCARE, Illinois 1992 - 1994

Regional Sales Director

Maintained full responsibility for new client revenue in Illinois from the acquisition of group self-funded employee benefit programs and fully insured life, health, and dental insurance products. Coordinated effort with broker community generating new business and client retention.

Developed and implemented sales plan for selected health, property, and casualty insurance agencies.

Focused on new client development for businesses whose employee population was between one hundred

(100) and fifteen hundred (1500).

Prudential Insurance Company, Skokie, Illinois 1987 to 1992 Personal Financial Consultant, Employee Benefit Specialists

Maintained full responsibility for development, implementation, and management of sales plan whose target market consisted of businesses with an employee population of less than one hundred (100).

Product portfolio consisted of group life, group health insurance, group dental, group Std, group Ltd, 401k plans, profit sharing, deferred compensation, split dollar, salary allotment, property and casualty insurance contracts

EDUCATION

Harper College

Business Administration

U.S Military, Army

Berlin Germany, Ft. Carson, CO

INDEPENDENT COURSES

Previous Illinois State Mortgage License

Previous Illinois State Insurance License

(Life, Health, Property & Casualty)

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