Senior Sales Leader - Enterprise Growth Architect

Michael Christin, MBA

Naperville, IL ***** 847-***-**** ***********@*****.*** LinkedIn

Chief Business Development Officer

Emphasis: Enterprise Sales Strategy, B2B Sales Leadership, Global & National Sales

Chief Sales Officer with 20+ years of experience driving enterprise sales strategy, leading go-to-market strategy, and spearheading market expansion across complex B2B industries. Background includes senior sales leadership roles at IBM, Disney, AT&T, Siemens, and T-Mobile overseeing enterprise accounts, $100M+ service portfolios, and teams of up to 300. Oversaw a $1B book of business at Alcivia with a 40-person team serving 26,000+ accounts, and delivered $98.7M in 2024 revenue at Chainstore Maintenance/MCS while executing nationwide sales strategy for major retail and QSR brands. Built sales teams from the ground up into world-class organizations that consistently exceeded quotas, forged strategic channel and reseller partnerships to extend market reach, and secured marquee clients including Starbucks, Hertz, Circle K, Applebee’s, BP, 3M, Cardinal Health, and TJ Maxx.

Areas of Expertise

Enterprise Sales Leadership

Go-to-Market (GTM) Strategy

Full-Cycle B2B Sales Management

ARR Growth and Revenue Strategy

Building Sales Teams

Sales & Marketing Operations

New Logo Acquisition

Channel Sales Development

Sales Enablement Systems

Experience

CHAINSTORE MAINTENANCE / MCS, Attleboro, MA 2024 – March 2025

A $100M nationwide facility management company with 250 employees, delivering handyman, electrical, plumbing, locksmith, pest control, landscaping, and snow removal services to major retail and QSR brands.

Senior Vice President, Business Development

Directed nationwide B2B sales strategy across retail, quick service restaurants, automotive, finance, and senior living sectors, overseeing a $100M book of business and 125+ active accounts.

Built and expanded trusted partnerships with national brands including TJ Maxx, Starbucks, Panera, Hertz, Circle K, RaceTrac, KinderCare, Applebee’s, Insomnia Cookies, and Sparc Group.

Managed and developed a 10-member sales team covering all 50 states, dividing roles into new logo acquisition and account management, assigning territories, setting quotas, and leading hiring, onboarding, coaching, and performance evaluations.

Oversaw new business development and account expansion, including prospecting, consultative selling, proposal creation, contract negotiation, and RFP responses.

Built relationships with senior-level decision makers, including Facility Managers, VPs of Facilities, and Procurement leaders, driving new business and account growth.

Partnered with channel resellers and internal stakeholders to expand reach, streamline sales steps, and improve client outcomes.

Leveraged Salesforce, HubSpot, Microsoft Dynamics, SAP, and Oracle to track pipeline, optimize territory coverage, and manage sales reporting.

Key Accomplishments

Revenue Growth: Delivered $98.7M in 2024 sales, surpassing company goal and driving performance with 8 of 10 sales reps qualifying for the President’s Club.

Quota Optimization: Increased company revenue goal from $80M to $96M by implementing structured quotas of $9.6M annually and $800K monthly for each rep.

New Business Development: Secured 22 new logo accounts across key verticals, highlighted by a $700K Insomnia Cookies agreement achieved within 9 months.

Sales Team Reorganization: Reorganized national team into 4 vertical-focused new logo reps and 6 geographically assigned account managers for stronger coverage.

Profitability Improvement: Implemented margin-based compensation plan that incentivized high-margin services, including pest control and backflow sales.

Talent Management: Sustained team performance by backfilling 3 retirements and replacing 2 underperformers while maintaining national sales coverage.

ALCIVIA, Madison, WI 2022 – 2024

An agriculture cooperative with 535 employees serving 26,500+ Midwest farmers, providing agronomy, grain, energy, chemicals, animal nutrition, and financing through partnerships with leading global brands.

Chief Sales Officer

Directed enterprise-wide sales strategy, leading 40 Sales Representatives and overseeing a $1B book of business serving more than 26,000 farmer customers across four Midwest states.

Led a senior leadership team of 6, including Directors of Agronomy, Chemicals, Animal Nutrition, Energy, Marketing, and the Manager of Lead Generation.

Oversaw large-scale sales of seed, fertilizer, grain, energy, chemicals, and animal nutrition, with deal sizes ranging from $15M to $75M depending on the product line.

Established sales quotas, assigned territories, and directed team execution across all stages of the sales cycle, including prospecting, consultative selling, and closing.

Partnered with global brands such as CHS, Syngenta, Bayer, Corteva, and Land O’Lakes to strengthen product offerings, expand market reach, and drive revenue growth.

Guided the sales organization in strengthening client engagement strategies, resulting in deeper account penetration and expansion across product lines.

Key Accomplishments

Double-Digit Revenue Growth: Increased company sales by 20%, driving $160M in additional revenue by setting $24M quotas per rep and incentivizing margin-rich products through a redesigned commission plan.

New Account Acquisition: Launched incentive program that added 335 new accounts, driving $85M in new revenue across multiple product categories.

Revenue Enablement: Drove $78M in new sales by launching a 12-month interest-free financing program that removed purchase barriers for customers.

Cross-Selling Strategy: Designed and implemented cross-selling campaign that encouraged product diversification across Sales Representatives, driving $45M in incremental revenue.

EXPRESS FACILITY MANAGEMENT, Phoenix, AZ 2019 – 2022

A nationwide facility management provider delivering janitorial, pest control, landscaping, snow removal, HVAC, plumbing, electrical, and restoration services to commercial clients across the U.S.

Chief Sales and Marketing Officer

Directed nationwide sales and marketing strategy, managing a team of 20 employees and overseeing a $55M book of business across 65 client accounts.

Led 12 sales professionals accountable for selling janitorial, restoration, pest control, landscaping, snow removal, HVAC, plumbing, electrical, and consumables, driving new business development and account expansion.

Hired, trained, and mentored sales staff, established quotas, assigned territories, and conducted performance evaluations to improve productivity and revenue growth.

Negotiated and closed complex contracts, including 40+ RFPs annually, with an average deal size of $15K and a landmark $22M Carvana contract covering 45 locations nationwide.

Built and scaled an inside sales team dedicated to lead generation, pipeline development, and expanding reach into new markets nationwide.

Directed digital marketing strategy including SEO, PPC, lead generation campaigns, website optimization, Google Analytics, market research, and competitive intelligence for new market entry.

Key Accomplishments

Built Inside Sales Team from Scratch: Established a 6-person inside sales team that doubled the customer base from 32 to 65 accounts and delivered $35M in new revenue.

Sales Force Transformation: Rebuilt underperforming team by replacing 8 of 10 sales reps within 3 months, each carrying $3M annual quotas, to restore performance and accountability.

Lead Generation Engine: Hired senior marketing leaders and launched a lead gen system using ZoomInfo, delivering 4,000 fresh leads weekly to fuel appointment setting.

Sales Enablement Tools: Designed onboarding and outreach scripts for inside sales, requiring 25 new weekly appointments tracked through Google Sheets dashboards.

EXECUTIVE LEADERSHIP ALLIANCE, Naperville, IL 2016 – 2021

A start-up consulting firm delivering sales, marketing, finance, and operations solutions to SMB clients.

Chief Sales and Marketing Officer

Directed sales and marketing operations for a consulting firm delivering fractional CSO/CMO services to SMB and mid-market clients across the Midwest.

Sold and provided sales and marketing strategies to clients in technology, food ingredients, security, construction services, and consumer goods industries.

Managed 6 key client accounts with a $7M book of business, developing growth strategies, sales processes, and go-to-market plans to drive revenue expansion.

Key Accomplishment

Business Launch & Growth: Founded and scaled a consulting firm into an $8M practice that generated $13M in revenue over five years.

T-MOBILE USA, Downers Grove, IL 2013 – 2016

Managing Director, Sales and Marketing

Directed B2B sales strategy across 16 Midwestern states, managing a $225M portfolio and leading 300+ employees serving SMB and mid-market clients.

Supervised 5 direct reports overseeing inside sales, outside sales, retail, marketing, and sales support, driving alignment with aggressive revenue objectives.

Expanded T-Mobile’s regional footprint by executing a targeted new logo acquisition strategy that delivered consistent short-cycle wins and accelerated growth.

Built and mentored a high-performance sales organization, embedding urgency and accountability to achieve sustained revenue and market penetration.

SIEMENS AG, Chicago, IL 2004 – 2013

Vice President of Global Sales

Led a global 100-person Managed Services team with 10 direct reports while managing 20 enterprise accounts, a $100M annual quota, and a $15M P&L budget across multiple regions.

Built and maintained executive-level client relationships, partnering with director-to-C-suite leaders to shape current and future engagements.

Directed resource allocation, quota assignments, project tracking, and budget oversight to support service excellence and account growth.

Supported key clients including BP, Bosch, Hewitt, 3M, and Cardinal Health.

Prior to 2004, held senior sales and marketing leadership roles with AT&T, Disney, and IBM, directing global managed services, affiliate marketing, and enterprise technology solutions.

Education & Certifications

UNIVERSITY OF NOTRE DAME, South Bend, IN, MBA, Finance and Economics

LOYOLA UNIVERSITY OF CHICAGO, Chicago, IL, Bachelor of Business Administration, Marketing and Theater

Sandler, Advanced Foundations for Executives & Strategic Cross Account Selling Certification

Miller Heiman, Conceptual & Consultative Selling Certification

Acclivus, Negotiation Strategy Certification

Disney, Executive Training Program Certification (12-month Program)

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