Senior Sales Leader

Nick Schmalenberg, MBA

Carmel, IN ***** 513-***-**** adkmq2@r.postjobfree.com www.linkedin.com/in/nick-schmalenberg

Senior Sales Leader and Key Account Management Executive

Sales Performance Enhancement Operations Improvement Talent Cultivation Growth Catalyzation

Accomplished sales leader with 20 years of success in developing and optimizing sales strategies, achieving impressive revenue growth, and building competitive advantages. Attain desired objectives by instilling fresh vision, empowering talent by providing effective tools and guidance, building mission-aligned teams, and establishing a collaborative and goal-focused salesforce.

Sales Prowess: Routinely recognized and awarded for developing plans, powering initiatives, and leading teams that exceed revenue goals, expand margins, and grow high-value accounts. Continuously improve and innovate processes that ensure predictable, repeatable, and scalable results. Excel at identifying, developing, and capitalizing on new business opportunities. Propelled annual territory revenues by 78% ($1.4M increase) while serving as Industrial Account Manager for Tennant Company. A “best practices leader” designation followed, and Tennant adopted sales and training practices enterprise wide.

Team Leadership: Empower teams by championing adoption of tools, training, and development initiatives. Recruit industry leading talent and provide competent direction to territory managers, sales reps, and support staff. Establish performance driven cultures that incentivize employees to achieve targets. Advocate for adoption of software and pipeline management tools (CRM) to enhance results. Applied entrepreneurial mindset and knack for sales strategy with robust people leadership and sales expertise to build ICE Robotics’ 30-state sales organization from square one into a highly effective 12-person salesforce.

Account and Market Strategy: Leverage broad expertise across key account management, customer relationships, sales planning/forecasting, and market strategy to acquire and maintain accounts. Secure client loyalty by clearly articulating product value and delivering on commitments to service and success. Spearheaded Sunbelt Rental’s strategic investment in capital equipment, enabling the company to acquire a vital contract with Indiana’s DoT and future agreements with all statewide agencies.

Dynamic Career Progression: Record of success includes business development leadership roles at the account, local, state, regional, and national levels in management and director level roles. Sales knowledge spans industrial, safety, commercial, transportation, education, healthcare, government, construction, facilities management, and technology products and solutions.

Employment History

ICE Robotics Indianapolis, IN

Sales Director, Eastern Region February 2020 to August 2020

Sold complete line of innovative and disruptive industry solutions across multiple verticals including healthcare, education, hospitality, government, and building services. Built 12-person, high-performance sales team from scratch. Established client base, penetrated new verticals, and performed market analysis to identify opportunities to expand market presence. Leveraged analytics to devise strategies designed to communicate ROI to clients. Produced and maintained $2M subscription-based portfolio.

Owned P&L performance for autonomous robotics and digital fleet management software startup. Strengthened company infrastructure through astute financial decision making, talent cultivation, and team mentorship. Directed 10 territory managers/2 key account managers with accounts spanning 30 states. Nurtured a performance-driven, collaborative, and customer-centric company culture. Developed sales strategies and monitored team performance. Optimized company’s marketing program through development of advertising campaigns (email and PPC). Launched new website and e-commerce platform.

Credited for establishing 85 new clients resulting in $2M in revenues. Accomplished within 6 months despite COVID-19 pandemic-related challenges.

Recruited 12 remote based outside sales representatives with territories spanning major metropolitan areas across 30 states. Interviewed, hired, and trained each representative.

Achieved 60% increase in day-to-day sales activity (volume of prospect and customer touch points) by launching a targeted sales training program – 5 Weeks to Excellence. Program rapidly amplified sales team’s skills, industry knowledge, and efficacy.

Sunbelt Rentals, Inc. Indianapolis, IN

Regional Government Sales Manager April 2017 to February 2020

Expanded market share in a competitive industry through effective talent leadership and by capitalizing on competitive advantages. Directed 10-state territory generating $10M in annual revenues. Produced an outstanding customer experience. Drove business across government vertical, including accounts spanning department of transportation, veteran’s affairs, education, and local government. Spearheaded initiative to target key accounts and captured majority market share of state agency business.

Enhanced performance of 230 outside sales reps with a focus on penetrating the government vertical. Provided hands-on guidance to teams. Ensured complete customer support throughout sales cycle. Trained new hires regarding strategy development and relationship management. Drove brand awareness through regional conference attendance and strategic networking.

Increased sales by 25% across 10 states in less than 3 years, growing annual revenue by $2M.

Drove consistent YOY growth – 18% in 2018 and 20% in 2019.

Led strategic investment in $500K worth of capital equipment, enabling company to compete for and secure contract with Indiana Department of Transportation. Investment resulted in earning 100% of statewide agency market share.

Augmented annual revenue by $100K by coordinating new quoting process with internal teams to target sales of equipment service programs and insurance policies.

Garnered 25% revenue increase by creating a co-branded email campaign with a strategic partner to target areas of mutual opportunity and prospect for new customers.

Tennant Company Indianapolis, IN

Government Sales Manager January 2015 to March 2017

Co-managed 50 sales representatives spanning 28 states in the U.S. Owned all performance aspects of $5M regional portfolio. Successfully navigated price-driven environment by coaching sales teams to articulate product value. Implemented marketing tools and wrote product specifications for bid solicitations/requests. Penetrated new segments of the Federal Government market.

Provided strategic direction as subject matter expert for program development. Counseled leadership regarding unique market approaches, customer acquisition, and strategic differentiation. Fostered growth-oriented culture centered on continuous improvement in terms of service and strategy. Prepared sales forecasts and established/tracked metrics.

Promoted to Government Sales Manager due to successes across new business development, team and talent leadership, and implementation of an effective sales representative development program.

Drove 10% YOY increase in new client accounts by coaching sales representatives on market-driven sales approaches.

Attained 110% of gross profit plan (2016) by shifting sales strategy focus to the Federal Government vertical.

Generated $1M in incremental business (2015) through the development and support of 2 GSA distributors.

Achieved over 90% success rate across nearly 100 proposal submissions (RFB/RFP) leading to $1.5M in new revenue.

Spearheaded strategic partnership with Grainger to win $250K in new business with the U.S. Navy and U.S. Marine Corps.

Tennant Company Cincinnati, OH

Industrial Account Manager January 2007 to January 2015

Continuously improved revenue performance by coaching 15 service representatives in all aspects of sales and account management. Oversaw $3M territory (KY and IN). Secured key accounts and exclusive partnerships. Credited with design and companywide adoption of prospecting tool used to generate high-quality leads. Trained service technicians in customer service best practices.

Achieved business development success by increasing team efficiency, innovating sales tools/practices, and developing an effective sales culture. Selected as chief sales strategist tasked with leading global training. Served on key corporate leadership committees.

Generated $700K from an exclusive contract with Cintas after forging a strategic relationship with its business services segment.

Awarded for sales excellence and received multiple honors, including Region Food and Beverage Champion, Customer Facing Documents Team, Leading Edge Nominee, and (multiple) Incentive Trip Winner awards.

Increased market share by 22% from 2001-2010 by leveraging new technologies with distributor partners.

Devised specialized training around solutions selling and competitive positioning, enabling local sales team to close more business and grow territory revenues by 78%.

Fortress Interlocks Cincinnati, OH

Regional Sales Manager January 2003 to January 2007

Drove business expansion of robotic safety equipment manufacturer. Trained, developed, and supported 40 distributor representatives across 18 states. Facilitated global training seminar aimed at increasing product awareness and customer acquisition rates. Established critical customer relationships with clients including Honda, Michelin, and Kimberly-Clark. Participated in product development and acted as trusted advisor when guiding company along a sustainable growth trajectory.

Launched new product design (eGard line) that generated $250K in first year. Product continued to propel YOY growth.

Led $400K increase in sales by working with operations manager to build custom product offerings.

Partnered with corporate office based in Great Britain to advance new product development. Provided competitive intelligence to help shape organization’s product roadmap.

InterCall / West Unified Communications Services Cincinnati, OH

Wholesale Account Manager June 2001 to January 2003

Trained, developed, and coached partner reps on company’s suite of solutions. Advocated use of consultative-selling approach to best solve customer challenges. Identified and qualified 100+ new prospects per month. Fostered strong customer and account relationships. Conducted sales planning and forecasting. Collaborated with partner reps on field and marketing strategies. Developed and executed account strategy and achieved goals around deal closure, revenue generation, and account acquisition.

Increased annual revenues by over 50% between 2001 and 2003.

Education

Master of Business Administration (MBA) in Organizational Leadership

Ashford University, San Diego, CA

Bachelor of Science (BS) and Bachelor of Arts (BA) in Business and Jazz Music

Xavier University, Cincinnati, OH

Technology Proficiency

CRM – HubSpot and Microsoft Dynamics Efficiency Tools – Microsoft Office Suite (Word, Excel, Outlook, and PowerPoint) Collaboration Software – Microsoft Teams and Zoom Social Media – LinkedIn

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