MICHAEL HEFNER
Las Vegas,NV
Summary
High-performing Sales and Sales Management Professional with a 27-year track record of directing high-volume operations, logistical systems, rapid territory expansions, and distributed teams. Executive career anchored by world-class professional mentorship, instilling a deep mastery of experience-based sales philosophies and change-management frameworks. Renowned for scaling organizational capacity through a structured "Acorn to Oak Tree" leadership model—systematically transforming raw, entry-level recruits into elite, high-volume closers while successfully modernizing legacy veteran sales forces. Expert at stepping into troubled operational environments to systematically repair client relationships, reverse account churn, and maximize bottom-line profit.
Overview
27
27
years of professional experience
Work History
Operations & Contract Retention Manager
Longmont Sweeping / Larimer Inc.
Larimer County, CO
01.2024 - 01.2026
- Spearheaded the stabilization and retention of high-value legacy commercial contracts, deploying emergency client relationship remediation to salvage and rebuild accounts previously lost or damaged due to past operational mismanagement.
- Directed localized territory logistics and fleet workflows across the region, optimizing route efficiencies and service execution standards.
- Applied structured mentorship and safety frameworks to build a highly accountable, autonomous field operations crew.
- Embedded an experience-based service approach across all active accounts, resulting in the successful stabilization of the regional portfolio and protected recurring revenue.
Regional Director / Operations Manager
Suntity / Palmetto Solar
Central Florida & Panhandle
01.2022 - 01.2024
- Scaled a high-volume solar sales operation across diverse Florida regional territories, aligning localized ground strategies with modern, remote pipeline infrastructure.
- Deployed a legacy-backed sales philosophy derived from world-class personal mentors, injecting high-impact communication frameworks into the onboarding architecture.
- Architected structured field-enablement playbooks, driving rapid territory penetration while maintaining strict corporate metrics and compliance guidelines.
Independent Business Owner (IBO) & Contractor
US Gas & Electric
Nationwide / Northeast Region
01.2017 - 01.2022
- Directed high-velocity direct sales initiatives and canvas operations across major metropolitan territories, including Texas, California, and the Northeast corridor.
- Managed distributed field crews remotely and traditionally, standardizing KPI expectations while fostering heavy individual employee autonomy.
- Led field operations from the front lines, traveling to active sectors to work side-by-side with crews, demonstrating advanced closing tactics under state-deregulation compliance frameworks.
Sales and Service Manager
Spendless Auto
Kingman, AZ
01.2014 - 01.2017
- Directed daily operations for an agile automotive dealership, successfully managing a high-velocity revolving pipeline averaging 70–80+ vehicle units per month.
- Instituted a specialized experience-based sales curriculum, training entry-level consultants to master consumer budget alignment, vehicle demonstrations, and finance room transitions.
- Drilled the sales force on investigative communication frameworks, specifically using "Feel, Felt, Found" logic to de-escalate objections and convert skeptical buyers into lifelong repeat clients.
- Supervised a multi-tiered technical automotive service department, optimizing parts logistics, shop labor metrics, and vehicle turnaround schedules to minimize inventory overhead.
Sales Consultant & Floor Manager
Findlay Auto Center
Kingman, AZ
01.1999 - 01.2014
- Stepped into floor leadership for a high-volume flagship dealership producing 120+ units per month, driving aggressive floor traffic conversion and auditing group revenue metrics.
- Spearheaded the cultural transformation of veteran sales forces during a major automotive industry transition, successfully moving legacy teams away from high-pressure, stereotypical closing models toward modern, consultative consumer tracks.
- Managed change resistance by systematically breaking entrenched bad habits in experienced sales personnel, retargeting their behavior around compliance, customer retention, and brand certification.
- Pioneered a ground-up coaching track ("Acorn to Oak Tree"), transforming recruits with zero prior sales experience or communication backgrounds into elite, stone-cold closers.
- Achieved elite individual producer milestones early in career, scaling personal monthly volume from 15 to a consistent baseline of 25+ units via meticulous client database tracking.
Education
High School Diploma - undefined
Kingman High School
Kingman, AZSkills
Account Management
Salesforce CRM
Contract Remediation
Change Management
Mentorship Systems
Route & Fleet Logistics
Territory Scouting
Cold Calling
Lead Pipelines
Timeline
Operations & Contract Retention Manager
Longmont Sweeping / Larimer Inc.
01.2024 - 01.2026
Regional Director / Operations Manager
Suntity / Palmetto Solar
01.2022 - 01.2024
Independent Business Owner (IBO) & Contractor
US Gas & Electric
01.2017 - 01.2022
Sales and Service Manager
Spendless Auto
01.2014 - 01.2017
Sales Consultant & Floor Manager
Findlay Auto Center
01.1999 - 01.2014
High School Diploma - undefined
Kingman High School