Michael E. Kourmoulis

McPherson, KS • 316-***-****

adwkdx@r.postjobfree.com • LinkedIn: https://bit.ly/2AJv4O5

Enterprise Sales Leader

As a seasoned sales leader with over a decade of experience, I have a proven track record of building and leading high-performing teams that drive revenue growth. I am skilled in developing and implementing effective sales strategies, training and coaching sales reps, and creating strong relationships with clients. My achievements include building a BDR team from scratch, increasing overall activity by 4x, and generating $3.7 million in revenue through qualified meetings. I have also successfully led teams in selling digital advertising services and developing comprehensive digital campaigns. I am passionate about sales and thrive in fast-paced, goal-driven environments.

Areas of Expertise

•Hiring

•Team Building

•Coaching

•Direct Sales

•Sales Management

•Training and Development

•Start-ups

•Consultative Sales

•Business Development

Professional Experience

Business Development Manager (Nov 2021 — Present)

Leena AI Wichita, KS

•Developed the onboarding and training of all new BDRs. Weekly 1-on-1 meetings with the team individually and as a team to help mold their skills to be successful in their role.

•Report all analytics on the team directly to the CEO. The team currently performing at over 100%.

•Exceeded monthly quota KPIs by an average of 15% by effectively nurturing, qualifying, and setting appointments with prospects.

•Improved productivity by 30% by building and leading a high-performing team of 12 business development representatives (BDRs).

•Maintained a comprehensive knowledge of Leena's growing products, engaging prospects through B2B sales calls, and scheduling meetings for sales with account managers and executives.

Sales Development Manager (Mar 2020 - Nov 2021)

Marchex, Wichita, KS

•Developed $3.7 million in revenue for the company. Increased overall activity by 4x.

•Developed go-to-market strategies that focused on buyer personas, territories, sales processes, and organizational challenges, and developed specific key performance indicators (KPIs) to track the success of their software solutions across different verticals.

•Trained and mentored team members on product knowledge, sales techniques, and customer service best practices, resulting in a 20% increase in productivity.

•Worked with Marketing Operations to define, execute, and optimize prospecting approaches through A/B tests.

Digital Sales Manager (Aug 2019-March 2020)

Entercom Radio, Wichita, KS

•Developed, implemented, optimized, and reported on digital campaigns within the Smart Reach Digital Solutions Suite.

•Integrated digital products and services into our robust radio asset offerings and continuously identified innovative ways to meet the marketing needs of new and existing clients.

•Collaborated with the cluster’s overall sales leadership to develop and execute digital packages and solutions, coaching and assisting sales team members in selling our suite of digital products and Radio.com.

•Increased digital revenue by 70% over the previous year.

Digital Sales Manager (October 2017 – Mar 2020)

GateHouse Media/The Tuscaloosa News, Tuscaloosa, AL

•Lead a team of Multimedia Sales Executives (MMSE) and Digital Sales Specialists (DSS) who sell the digital advertising services of The Tuscaloosa News and its parent company, GateHouse Media, owner of a nationwide network of print and digital media outlets.

•Engaged with the sales team on-field calls, client visits, and proposal development.

•Tutored them on constructing thorough Comprehensive Needs Analyses (CNAs) for prospects and clients and how to close.

Telephone Sales/Premise Executive (Remote) (July 2014 - October 2018)

YP, Birmingham, Alabama

Sold Yellow Pages print and digital ads but quickly progressed from inside sales to the manager of several digital campaigns. Led an eight-person team that became the company’s top sales revenue and new business performer. Promoted to outside sales Premise Account Executive and met business owners in person to help solve their ad needs. Coached new representatives.

Key Achievements:

In the first four months ranked top sales rep out of 150 and held that position for a year until promoted.

Exceeded all monthly goals and won almost every contest measured by a new business to overall sales revenue.

Owner/Freight Broker (January 2012 - Aug 2014)

Khannon Logistics, LLC, Birmingham, AL

Formed a freight brokerage firm from the ground up with a stable account base built through cold-calling, existing relationships with long-time customers, and the use of quality carriers. Ran day-to-day operations, and managed billing, payables and receivables, and financial reporting.

Key Achievements:

Grew a one-person startup brokerage into a business that produced monthly gross revenues of $30K.

Vice President of Sales/Operations (July 2005 - December 2011)

ARI Logistics, LLC, Birmingham, AL

One of four co-founders of a logistics start-up became Vice President of Sales in less than a year in response to crushing monthly goals leadership capabilities. Hired and coached a high-performing sales team of twenty that exceeded sales goals every month. Directed the Operations department as well and fulfilled carrier loading needs.

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