Business Development Sales Manager

MICHAEL L. FELAN 214-***-**** *************@*****.***

2

Surpass established goals through business development plans for prospects built on 18+ years’ experience.

Drive new opportunities through experience in building materials sales, industry pricing, and competitive positioning.

Coach teams to thrive in change-oriented environments with elevated presentation, negotiation, and closing skills.

Construction Lighting commercial

Sales Business Development Relationship Sales Key Account Management Territory Management Sales Team Development Product Launches Pricing & Proposal Models Competitive Intelligence Marketing Strategies Sales Presentations Microsoft Office Salesforce Bilingual: English & Spanish

PROFESSIONAL EXPERIENCE

Acuity Brands, Atlanta, Georgia December 2019–April 2025

Regional Sales Manager, C & I

Grew business by cultivating relationships with architects, general contractors, engineers, and end-users in electrical distributors Lighting Agents industry. Supported qualified distributors and agents in 15-state territory and internationally. Trained sales teams and estimators on product lines. Support team with developing business proposition points, negotiations, and closing sales.

Accelerated revenue 52%, from $75M to $100M.

Leadership

Coached team of 10 territory managers tasked with half of US and international locations to exceed volume and revenue quotas with value-added solutions.

Developed AIA presentations with architects that encouraged Lighting Agents to try new approaches to design.

Problem Solving

Navigated up to $75M in material shortages resulting from global pandemic with strategies that mitigated delivery delays.

Negotiated favorable freight costs for moving products across U.S. with national trucking companies.

Collaboration

Recruited 20 new distributors by working with the marketing team to generate qualified leads.

Collaborated with inside sales department to establish competitive pricing based on market conditions.

Peach State Roofing, Dallas, Texas June 2017–December 2019

Strategic Account Manager

Partnered with project management consultants to sell EPDM, TPO Modified Bitumen and Coating roofs to take-off specifications. Secured sales with facilities and commercial property managers throughout Texas and Southwest. Estimated projects. Negotiated contracts for commercial buildings, schools, and hospitals.

Delivered $4.1M in new business with big box retail stores, including HEB and Kohls, in 2 years.

MICHAEL L. FELAN 214-***-**** Page 2

Boosted revenue with maintenance contracts by effectively outlining benefits of ongoing maintenance for helping facility managers maintain roofing and avoid costly repairs.

Elan Capital, INC. Dallas, Texas January 2009–May 2017

Sales Executive

Capitalized on referral-based leads to accelerate B2B sales with new and existing accounts in banking, medical, staffing IT, retail, and construction industries. Identified and qualified leads. Prepared and delivered presentations, negotiated contracts, and closed new business for A/P factoring and leasing opportunities. Built business through networking and trade shows.

Won new business with national toy company delivering $300K in new monthly revenue.

Managed sales, business development, and operations for regional company generating $12.5M in annual revenue as sales manager for Elan Fundraising in Dallas, Texas. Led 3 territory sales managers supported by staff of 100+. Managed P&L, including budgets and forecasts. Monitored $3M inventory.

Secured 80 new accounts by following up on hardcore cold calling and cultivating lucrative relationships.

Developed nationwide sales team that grew account base to 750.

Increased business 25% YOY with profit margin of 28%, outperforming industry average of 15%.

Spearheaded new product line adding $4.5M revenue stream annually.

Increased sales $9M by implementing strong territory management focus for 50 sales representatives driving business development activities for 7-state region in earlier role as regional sales manager. Developed and monitored quarterly budgets, forecasts, and sales quotas. Planned and coordinated trade show participation.

Broadcast Certificate, Elkins Radio and Television School, Dallas, Texas

REGIONAL SALES DIRECTOR

PROFESSIONAL SUMMARY

EXPERIENCE (continued)

Secured 300 new accounts in 2 years with aggressive cold call strategies.

EARLY CAREER

Increased revenue from $300K to $12.5M, achieving industry ranking in top 15% for company.

EDUCATION

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