MICHAEL BURROWS

Albany, NY ***** H: 518-***-**** adts4r@r.postjobfree.com

SUMMARY

Results oriented sales professional with exposure to business development, marketing strategic planning, client relationships, customer service and management. Proven success in leading business development efforts, expanding customer base and increasing revenue potential. Skilled in improving customer retention levels within highly competitive markets. Created tradeshow materials managed tradeshows and promoted products. Handled client relationship management functions, which included promoting enduring relationships with a diverse clientele.

HIGHLIGHTS

Sales team to increased Exceptional interpersonal skills.

Strong sales-closer

Driven to succeed with 20+ years of B2B and outside sales.

Exemplary writing, listening, communication and presentation skills.

ACCOMPLISHMENTS

Expanded account base with 25+ years if positive client relationships.

Large focus on government agencies RFP’s

Trade Show Management skills

Proficient in B2B sales

Hotel convention sales experience and training

Vending and food service sales management

Sales Manager experience

Coordinating large public events such as Freihofer’s Run for Women 5k Race and local/state political events.

Certified Election Officer for the Albany County Board of Elections.

Hold a seat on the Albany County Elections Committee.

EXPERIENCE

8/1/22 – Present Hilton Albany

Convention Sales Manager

Responsible for event sales at a 385 - room hotel with 37,000 square feet of function space

In first three months, $368,000 in contract sales. 827 Rooms. AV Sales of $69,000. Food & Beverage sales at $126,000

Created proposals, contracts, and negotiated rate agreements

Responsible for managing groups to ensure a high degree of customer satisfaction, generate increased revenues, expand market share and nurture return business

Managed banquet food and beverage revenue.

BEO’s and resumes for conventions

Created marketing incentives such as proposals, group packages, and brochures to generate new business and existing.

Review financial statements, sales and activity reports, and other performance data to measure productivity and goal achievement and to determine areas needing cost reduction and program improvement.

11/21 – 7/31/22 US Trichology Institute

Admissions Director

Liaise with other members of the team and academics, to ensure prompt and complete academic consideration of each applicant.

Oversee the admissions department

Leads applicant review meetings

Foster relationships with alumni interviewers

Interview high priority applicants

Build strategies for reaching a large pool of applicants

Created promotional materials and prospective student presentations

Liaise with the Registrar, academics, and external stakeholders to ascertain recognition of prior learning where required

Track decisions on whether to interview, arrange interviews, support applicants on interview day and coordinate post-interview feedback

To undertake application conversion activities, including telephone campaigns

and individual consultations

Prepare and brief other members of the team regarding bursary and scholarship awards

Produce weekly admissions data for the College’s Executive Committee and Board

Manage admissions policies and procedures to ensure that they are efficient and comply

with UCAS, fair admissions and governmental policies. Attend external training

Line management relating to admission functions performed by full-time and internship

members of the team, including delegation of admissions tasks and tracking team progress.

Provide support to the team with internal recruitment events, such as– Open Days/Taster Days, interview days etc.

To undertake any other duties commensurate with the level of responsibility of this post, for which the post holder has the necessary experience and/or training

08/01/19 – 08/31/21 Business Development Manager

Velocity Print Solutions

Meet and exceeded all sales goals

Worked with Mohawk Paper for all of their tradeshow needs including show management

Increased Siena College admissions by 25% with a drive through tour of the campus with billboards and visual aids during covid 19. From concept to completion

Worked with several Fortune 500 companies throughout the united states

Setup storefronts (promotional items / tradeshow materials for several clients including New York State Public Employees Federation and Berkley Alliance Managers

Sold all aspects of printing and promotional items

Prepared all quotes, out vended projects, prepared and placed all PO’s

Leverage digital product portfolio in developing marketing solutions that deliver ROI to meet clients’ business objectives

Coordinated all graphics and signage for the Freihofer’s Run for Women for over 20 years.

Increase market share by gaining new business and growing existing client base through aggressive face-to-face sales calls, up-sells, appointment setting and cold calls with customers and/or potential customers

Analytical ability to develop Performa’s, P&L and manage overhead budget. Exhibited effective demonstration of sales process/methodology, identify buying criteria, eliminate objection and develop solutions.

Understand market competitors and execute strategies for selling against the competition

Grow market share within a designated territory or account list through the combination of acquiring new business and increasing share within the existing client base

04/2017 – 06/2019 Business Development Manager

Dataflow

Contacted new and existing customers to discuss how their needs could be met with specific products and services.

Conducted business to business sales (B2B)

Prepared all quotes, out vended projects, prepared and placed all PO’s

Sold trade show displays, trade shows graphics, banners and retractable banner stands, integrated sale of promotional items for the first time in company history. This included branded materials and gifts, trade show giveaways.

Coordinated all graphics and signage for the Freihofer’s Run for Women for over 14 years.

Completed quarterly forecasting and monthly financial reviews.

Consulted with buying personnel to determine projected demand for products and services.

Worked with the communication team to drive internal promotion of company programs, initiatives, guiding principles and mission.

Coordinated and participated in promotional activities and trade show management.

Developed marketing team for company including marketing plans for social media (Facebook, Twitter, Instagram and company website).

Worked with Mohawk Paper for all of their tradeshow needs including show management.

02/2015 – 02/2017 Sales Managers

Capital Graphics

Contacted new and existing customers to discuss how their needs could be met with specific products and services.

Prepared all quotes, out vended projects, prepared and placed all PO’s for the entire sales staff

Conducted business to business sales (B2B)

Sold trade show displays, trade shows graphics, banners and retractable banner stands, integrated sale of promotional items for the first time in company history. This included branded materials and gifts, trade show giveaways.

Coordinated all graphics and signage for the Freihofer’s Run for Women for over 10 years.

Completed quarterly forecasting and monthly financial reviews.

Consulted with buying personnel to determine projected demand for products and services.

Worked with the communication team to drive internal promotion of company programs, initiatives, guiding principles and mission.

Coordinated and participated in promotional activities and trade show management.

Developed marketing team for company including marketing plans for social media (Facebook, Twitter, Instagram and company website).

Secured brand new large client base including the NYS Racing Association (NYRA), Saratoga Raceway and Casino, Freihofer’s Run for Women, NYSERDA, Union College, SUNY Albany, R.P.I., SUNY Nanotech and The Salvation Army.

02/2011 – 02/2015 Account Manager

Prestige Services, Inc.

Implemented a consultative selling approach on all inbound calls. Developed new business and brought in new account sales, including total orchestration of the sales process; included but not limited to prospect identification, contracts, survey organization and execution, proposal development and closing contract negotiations.

Acted as liaison with operations, resale support when approved by the Regional Vice President and sales training for operations management.

Worked independently in territories across multiple states.

Analytical ability to develop Performa’s, P&L and manage overhead budget. Exhibited effective demonstration of sales process/methodology, identify buying criteria, eliminate objection and develop solutions.

01/2010 – 01/2011 Senior Account Manager

Exhibit Planning & Management International (EP&M INT’L)

Managed company related promotional activities and coordinated for various events and trade shows for local and international companies with major focus on General Electric.

Developed budgets for national and international trade shows.

Organized all events according to marketing goals and strategies. Coordinated with client and ensured optimum effectiveness of campaign.

Maintained positive relationships with various hotels and organizations and promoted activities.

Coordinated with other Project Managers and developed various events. Reviewed all logistics associated with trade shows such as registration, selecting appropriate booth locations, coordinated with vendors and supervised all kits and trade shows.

Managed all trade show budgets, ensure compliance, prepared various reports for post show analysis and prepared necessary statements.

Organized resources for trade shows and maintained inventory of all equipment.

Determined all sponsorships and promotions for client events/trade shows.

01/2008 – 01/2010 Account Manager

AM&J Digital

Sold large format graphics, trade show display, design and digital printing.

Supervised trade shows and executed timely execution for events,

Top graphics, large format, trade show and event account manager for 2 years.

Successfully secured over 1.25 million dollars in sales from my client base in a 2-year period for the company.

Met and exceeded monthly quotas while employed at AM&J Digital.

Sales Management – Prepared all external and internal quotas, out vended projects, prepared and placed all purchase orders for the sales dept.

Prepared, quoted and coordinated trade show needs for national and international showed for clients from simple 10’ pop up are to complex 20’ x 30’ booth configurations.

Wrote and prepared both NYS and private sector contracts.

Distributor rep. for Abex, Laarhoven, Mark Bric, Expand, Moss and Orbus.

Brokered offset printing jobs to various local offset print shops.

Assisted with marketing strategy for company.

02/1999 – 01/2008 Sales Manager

Zone 5 – Albany, NY

Top graphics, large format, trade show and event account executive for 7 years.

Successfully secured over 5.5 million dollars in sales from my client base in a 7-year period.

Advanced from Account Executive to Account Manager in 1 year.

Sold large format, trade show booths, design and website for local and national clients.

Secured my own client base from outside sales, inside sales, cold calling and referrals.

Sales Management – Prepared all quotes, out vended projects, prepared and placed all PO’s.

Secured several large NYS accounts for branding, design and web site development.

Prepared media insertion orders for local media outlets.

Assisted with marketing strategy for company, including company website, postcards and palm cards.

Photographer for Zone 5

EDUCATION State University of New York – Albany

Bachelor of Arts: Art Photography / Art History

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