Michael Farran

• Design and Sell custom Audio and Video Recording Management software for use cases within education, healthcare simulation, behavioral research, legal interviews, clinical skills assessments, focus group research, and more.
• Tripled regional sales in year 1, from $700k in 2023 to $2.1 million in 2024.
• Added over $120,000 in new Annual Recurring Revenue through licensing and support contracts.
• Increased 12 month pipeline from $2.5 million in January 2024 to $5.1 million in January 2025.Managed all new and recurring business in Mideast Territory, consisting of Wisconsin, Illinois, Indiana, Michigan, Ohio and Kentucky.
• Manage all reseller partnerships within the region.
• Delegate all regional tasks among myself and regional support staff.
• Prepare and review annual Regional Budget.
• Research customer needs, market trends and competitor activities to help identify gaps in the market and improve project win rate.
• Deliver exceptional customer service, resulting in increased retention rates, referrals, and repeat business from satisfied clients.
• Primary clients include Universities, Skills-Based Therapy Providers, Clinical Research Programs, Healthcare Systems, Corporate Research Facilities, and State and Local Governments.

• Responsible for territory annual sales quota of over $10 million.
• Hit quota in 3 of 4 quarters in FY24 after taking over territory that missed quota for the previous 8 quarters (all FY22 and FY23).
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Coordinated sales activities with partners and resellers to identify and close business within key accounts, including GM, Ford, Stellantis, Corewell Health, Michigan State University, and University of Michigan.
• Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
• Executed successful promotional events by conducting product demonstrations and presentations to potential clients to capture more sales.
• Attended industry conferences and trade shows to stay up-to-date with market trends and customer needs.
• Developed solid working knowledge of products to better understand benefits to potential customers.
• Modeled strong negotiation skills to help Channel partners close tough deals with lucrative clients.
• Generated detailed sales reports and forecasts to analyze performance and track progress.

• Generated Net New sales using verbal and written communication to prospect, including Cold Calls, Drop Ins, Emails, Social Media, and networking referrals.
• Increased sales from $1.2 million in year 2 to $1.7 million in year 3 at a 23% profit margin, exceeding $1.4 million quota.
• Created Account Management Plans to win new business with enterprise clients.
• Grew relationships with existing clients to expand presence to national and global locations.
• Established key relationships with relevant organizations and networking contacts.
• Created and governed Lead Share group consisting of sales professionals in parallel industries.
• Delivered engaging and polished presentations to potential customers to distinguish AVI Systems from competitors.
• Secured high-value accounts through consultative selling and effective problem solving.
• Researched emerging industry trends, applications and concepts to enhance products and services.
• Educated clients on new products, services, and latest industry trends.
• Analyzed key competitors to respond to competitive threats.

First hire at new branch location to help grow Worksighted's presence in Southeast Michigan. Grew territory from scratch to just over $700k in revenue per year; Saw 270% increase in revenue from year 1 to year 2; Generated Net New sales in Southeast Michigan using strong verbal and written communication to prospect, including Cold Calls, Drop Ins, Cold Emails, Social Media, Sponsoring / Attending Events, and networking referrals; Vetted and established key relationships with relevant organizations; Drove internal initiatives to brand Worksighted as experts in Healthcare and Autonomous Vehicle industries; Communicated industry trends that helped establish new service offerings.
Awards:

• 2018 President’s Club
• 2018 Fastest Growing Territory, 2nd Place
• 2017 Instant Impact Award (largest sale of the year)
  

Surpassed yearly sales quotas through solid customer relationship building, including out-calling and face-to-face meetings; Developed strategic relationships with existing customers by learning preferences and managing regular communications; Collected information on sales and service issues to coordinate team-wide resolutions; Built relationships with key vendors to obtain special price decreases; Researched competitive landscape to better position ourselves to win deals; prepared quotes; offered professional product advice and expertise; designed and implemented strategic sales plans; supported sales team to obtain individual and branch goals.