Sales Manager

Michael D. Morrison

**** ****** ***** *****, *********, Texas 76051

Cell: 817-***-**** *********@*****.***

Government Account Manager

Professional Profile

Responsible for business development/sales activities in Federal, State, City/Municipal Government Agencies, Schools and Military Installations within a six state territory. Consistently exceed performance goals through 16 years of sales experience, by building strong relationships. Have reputation for innovative thinking, integrity, problem solving and professionalism by getting the job done with a mission of satisfied customers.

Core Competencies

• Marketing Strategy • Territory Management • Product Launches

• Sales Planning • Market Penetration/Growth • Negotiation/Closing Business

• New Business Development • Relationship Management • Regulatory Compliance

• Market/Competitive Analysis • Partnership/Alliances • Computer Literate MS Office

• Self-motivated • Sales Mentoring • Presentation/Education

• GSA, BPA, IDIQ Contracts • Ability to Learn on the job

Experience

2009 - 2011 : Stanley Convergent Security Solutions, Inc. – Dallas, TX National Account Territory Sales Manager - Government Programs

Executed Sales Plan for the Installation of Security Products/Services to Federal Government Agencies and Military Installations in a six State Territory (TX, OK, LA, AR, KS & CO). Products included Intrusion Protection, Fire Detection, Video Surveillance, Access Control and Systems Integration.

• Created Sales Strategy for new Federal Government sales opportunities within assigned territory through the use of multiple lead generation techniques such as Input, Fed Biz Ops & cold calling.

• Completed On-site Visits throughout the territory, creating integrated Security Packages to fit the prospect’s needs, utilizing Salesforce.com to ensure accurate recording of sales opportunities and proposals; ensuring revenue and profit goals were met.

• In 2010 awarded "Government Rookie of Year" for generating $832,000 in sales.

• Secured a “Secret” Security Clearance.

(Stanley merged with 2 other companies – realignment of sales positions occurred)

2008 – 2009 : Demand Pooling Global Services, LLC – Dallas, TX

Director of Business Development

Created the business plan to open new sales opportunities within the State & Local Government marketplaces, throughout the US. Managed the web-based DEPO platform to match prospective Fuel Buyers & Suppliers for purchases of Fuel, School Buses, Transit Buses, Police Cars and Fire Engines.

● Coordinated - 30 million gallon Motor Fuel Pool. (Position was eliminated because Company lost private investor money)

Michael D. Morrison Page 2

2002 – 2008 : Ricoh Corporation U.S.A. – West Caldwell, New Jersey Senior Government Territory Sales Manager (Copier/Printer/Scanner Office Equipment Manufacture)

Led team of branch sales managers and sales personnel to develop and execute government sales opportunities, through targeted Federal and State government agencies, military bases, universities and K-12 schools.

Developed new sales leads through cold calling, responding to contract bids and dealer’s knowledge of local market opportunities. Implemented Ricoh’s promotions, pricing and strategy for government agencies office equipment purchasing.

Negotiated State Contracts in assigned territory of five states (TX, OK, LA, KS, AR). Worked with local dealers to identify key contacts and business relationships within all levels of decision makers.

Supported and trained salesmen on government sales activities in 146 Ricoh Dealers/Resellers.

Researched, identified and won multiple State Government and Military Contracts as listed below. (Using FedBiz Ops Searches, Texas TXMAS/Buy Board & Other State Rental Contracts)

Ricoh Printer Contract with State of Texas – DIR Agency.

State of Oklahoma Department of Human Services Copier & Printer contract. ($8 million in sales)

Secured State of Louisiana Rental Copier Contract. ($4 million over 4 years)

Fort Sill Army Post in Lawton, OK. ($1 million in sales)

Little Rock Air Force Base in Little Rock, AR, (Value $1.2 million)

Holloman AFB in New Mexico (Value over $1.5 million)

2001 – 2002 : IKON Solutions – Austin, TX

Branch Government Sales Manager

(Copier/Printer/Scanner Office Equipment Dealer)

1993 – 2001 : Canon U.S.A. Inc. – Dallas, TX

(Copier/Printer/Scanner Office Equipment Manufacture)

Government Territory Sales Manager

Executed strategy of developing a government sales team within the IKON Branches in Central & South Texas and SW New Mexico. Created Custom Sales Tools and Pricing Programs in Federal & State Governments agencies including Military Installations in the all South West Markets.

Led training of IKON Sales Teams with “How to sell into the government sectors and Military Installations” Developed strong working relationships with IKON Sales Reps by partnering on sales calls and collaborated in closing multiple sales leads.

• Won AETC (Air, Education, Training & Command) Account in San Antonio. ($5 million in sales)

• Won a 300 copier/printer award @ Corpus Christi Naval Air Station. ($2.4 million in sales)

• Executed State of Texas Rental Contract of 6,500 rental copiers. ($4 million over 4 years)

Education - University of Montana, Missoula, MT (BA Degree in Communication & Business)

Military - 1st LT – Montana Army National Guard (13 years – Missoula, MT)

Awards - 1994 Canon “Million Dollar” Club

- 1995 Canon President Club Award

- 2002 Ricoh Prestige Club Award

- 2004 Ricoh Prestige Club Award

- 2005 Ricoh Prestige Club Award

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