Account Manager Sales

Terry L. Michels

*******@*****.*** • LinkedIn • Washington, D.C. 20008 • 630-***-****

About Me

Results-driven leader with years of success maximizing new business revenue, customer retention, and profitability for high-growth hospitality companies. Expert communicator, able to optimize the productivity of sizeable, cross-functional teams with innovative training and incentive programs, one-on-one coaching, and leadership by example. Software proficiency includes Microsoft Office, POSiTouch, SilverWare POS, and Paychex Flex; proven ability to quickly master new concepts and technologies.

• HubSpot CRM

• Prospecting / Lead Generation

• Key Account Management / Growth

• New Business Generation

• Sales Cycle Management

• Contract Negotiations

• Consultative and Solution Selling

• Customer Satisfaction / Retention

• Employee Training / Development

Career Experience

Dining Room Manager, North Shore Place, Northbrook, IL 04/2019 to 03/2020 Recruited by an award-winning assisted living facility to lead a 15-member team consisting of front-of-house and back-of-house personnel. Held concurrent responsibilities for overseeing strategic sourcing, recruiting, new hire training, and employee scheduling operations.

• Created restock stations throughout the dining room to reduce wait times and instructed front-of-house staff to serve half- portions resulting in a decrease in food waste.

• Spearheaded candidate assessment and selection to ensure the ongoing acquisition of top talent. Account Sales Manager, Frisco Woodline, Upper Marlboro, MD 07/2020 to Present Lead sales representative for Frisco Woodline, an award-winning and family-owned construction materials supplier, specializing in lumber. Responsibilities include developing new business and building and maintaining customer retention to meet the company's annual revenue goal of 12 million dollars.

• Spearheaded sales for Frisco Woodline, a top-tier supplier of construction materials specializing in lumber, building products, and custom milling and pre-finishing services, consistently achieving $2 million+ in annual sales and driving toward the company’s $12 million revenue goal.

• Maintained a 27% gross profit margin on all sales by delivering outstanding customer service and guiding clients through the full sales cycle, from initial engagement to post-sale support.

• Expanded the customer base through proactive lead generation and relationship-building, resulting in increased sales volume and a high client retention rate.

• Partnered with clients to understand specific project needs, offering customized solutions—including milling and pre- finishing services—to enhance material quality and meet exact specifications.

• Monitor competition by gathering information on pricing, services, and market focus to deliver competitive prices to customers.

• Strategically introduced and integrated two new product lines into the company’s portfolio, aligning offerings with market demands and expanding client options.

• Conducted regular competitor analysis on pricing and services, allowing Frisco Woodline to deliver competitive quotes and maintain a strong market position.

• Leveraged HubSpot CRM for detailed tracking of client interactions, account management, and sales metrics, improving workflow efficiency and follow-up accuracy.

Terry L. Michels

P a g e 2

General Manager, Sonas Hospitality, Evanston, IL 12/2009 to 09/2017 Presided over the daily operations of two restaurants with 75 employees and responsible for generating $6M in aggregate annual revenue and maintaining prime cost at 65% of total expenditures. I placed a significant focus on continually improving the performances of the extended leadership team through hands-on mentorship.

• Led the team to aggressively pursue its sales targets and increase aggregate annual revenue to $6M

(100% of goal) while maintaining prime cost under 65% (100% of goal).

• Decreased labor costs to 15% (233%+ of goal), food cost to 32% (106%+ of goal), and alcohol costs to 18% (100%of goal) of total expenses by implementing portion control protocols and optimizing prices.

• Boosted employee engagement and morale through quarterly employee recognition programs.

• Earned TV coverage on PBS’s “Check, Please!” show due to exceptional customer reviews of food, service, and atmosphere.

• Mentored high-potential employees, enabling the promotion of a team member from Server to Lead Server, Floor Manager, and Assistant General Manager.

Regional Customer Service Supervisor / Sales Manager, Comcast, Olney and Du Quoin, IL 07/2003 to 06/2008

Directed the efforts of 13 sales, marketing, and customer and field service personnel with a $7.2M annual revenue goal.

• Achieved an average of 105% of each annual revenue goal, enabling a service area expansion of 8%.

• Trained the Service Technician team to employ advanced consultative and solution selling techniques resulting in a 25% increase in upsell revenue.

• Instituted an improved lead qualification process leading to the development of more effective value propositions and a higher conversion rate.

Education

Bachelor of Science in Journalism

Southern Illinois University, Carbondale, IL

Director of Training, Sonas Hospitality, Willowbrook, IL 09/2017 to 03/2019 Earned a promotion within the owner and operator of Pete Miller’s Seafood & Prime Steak, Nevin’s Brewery, and The Kerry Piper and assumed responsibility for designing and implementing weekly management training curricula to elevate individual and team goal attainment.

• Guided the management team to earn a 90% average third-party secret shopper score by training all personnel to rapidly resolve complex issues and ensure the provision of exceptional service.

• Played a key role in the achievement of a 15% employee retention increase by training the team on utilizing suggestive selling techniques, elevating average check amount, and tips.

• Enhanced talent acquisition efforts by designing improved interview questions that extracted industry-specific skills and experience.

• Trained all front-of-house personnel at a newly-launched Pete Miller’s location in Naperville, IL that generated

$984k annually.

Territory Sales Representative, Premier Parks, Six Flags St Louis (remote office) 01/1999 - 07/2003 Managed a multi-state territory with over 100 accounts, achieving consistent sales growth and exceeding goals and generating $2.5 million annually.

• Conducted B2B research, developed marketing strategies, and closed new accounts.

• Established and nurtured strong business relationships with employee at all levels within corporations and organizations to drive sales and revenue growth.

• Partnered with internal teams to ensure seamless execution of events and programs.

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