Michael Bobrowski
Dynamic Sales Leader
McDonald,PA
Summary
Senior Sales Leader offering over 20 years of experience delivering quality results and exceeding sales goals. Expertise in sales process, market plan execution and business development. Excellent communication, networking and negotiation skills. Committed to achieving strategic sales goals and building loyalty and trust, both externally and internally.
Overview
24
24
years of professional experience
4
4
years of post-secondary education
Work History
Director Enterprise Sales
Augury Inc
New York, NY
05.2022 - 08.2023
- Responsible for $10M ARR business.
- Direct reports of five outside sales executives.
- Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Fostered performance development of staff through ongoing coaching and mentoring on best practices.
Senior Director Aerospace and Defense
Hexagon Manufacturing Intelligence, MSC Software
Newport Beach, CA
10.2013 - 04.2022
- Grew revenues to $37M ARR, consistently exceeding sales targets.
- First and second line management responsibility.
- Developed sales and marketing strategy to penetrate new industries.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Provided accurate quarterly sales forecasting.
- Fostered performance development of staff through ongoing coaching and mentoring on best practices.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Fostered work culture of collaboration and inclusion to increase morale and reduce turnover.
Strategic Account Representative
PTC
Needham, MA
05.2007 - 10.2013
- Consistently achieved or exceeded company-defined sales quotas in excess of $2M annually.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Understood each target customer's business model, mapped out organization, and identified unique technology needs.
- Developed and delivered engaging sales presentations to convey product benefits.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
Color Solutions Specialist
IKON Office Solutions Inc
Malvern, PA
03.2002 - 05.2007
- Consistently achieved sales goals and service targets by cultivating and securing new customer relationships.
- Matrix influence of 34 sales representatives with focus on major and national accounts.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Developed and presented valuable sales presentations to potential customers to highlight features and benefits of products.
- Created and implemented successful sales campaigns to drive leads and increase sales.
Sales Manager
Xerox sales agency
Pittsburgh, PA
01.2000 - 03.2002
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Established and cultivated solid business relationships with new or existing customers.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
Education
Bachelor of Science - Biology
Duquesne University
Pittsburgh, PA 09.1995 - 12.1999
Skills
Sales funnel development
Sales expertise
Lead Generation
Goals and performance
Sales forecasting
Business development and planning
Sales strategy
Strategic account development
Sales processes
Empowers high-performing sales teams
Coaching and mentoring
Solution selling
MEDDIC Sales Process
Command of Message
Timeline
Director Enterprise Sales
Augury Inc
05.2022 - 08.2023
Senior Director Aerospace and Defense
Hexagon Manufacturing Intelligence, MSC Software
10.2013 - 04.2022
Strategic Account Representative
PTC
05.2007 - 10.2013
Color Solutions Specialist
IKON Office Solutions Inc
03.2002 - 05.2007
Sales Manager
Xerox sales agency
01.2000 - 03.2002
Bachelor of Science - Biology
Duquesne University
09.1995 - 12.1999