MICHAEL JOHNSTON
Hoover,United States
Summary
Stays on top of demands in fast-paced environments by using effective customer service skillsets along with the necessary tools and resources needed for success. Well maintains and closely monitors existing customers sales and potential growth while proactively seeking new business opportunities. Is not hesitant to cold call. Can adapt and adjust in almost any business environment very quickly as needed. Willing to take on any task to support team and help business succeed. Offers strong communication, relationship building, problem solving. Has a proven track record in delivering sales growth and customer retention. Has 30 years of sales experience including B2B, retail, and wholesale background. Proven to succeed in challenging environments and excited about opportunity to take next career step with finding the right company.
Overview
33
33
years of professional experience
Work History
Business Development Manager
National Tire Wholesale (NTW) Birmingham
Birmingham, AL
04.2024 - Current
- Developed strategic partnerships to expand market reach and drive revenue growth.
- Analyzed market trends to identify new business opportunities and inform decision-making.
- Led cross-functional teams to enhance customer engagement and improve service delivery.
- Implemented targeted marketing campaigns resulting in increased lead generation and conversion rates.
- Currently have a book of business consisting of 488 independent retail tire and automotive dealers.
- Responsible for establishing 350+ program dealers.
Broker/Advisor
Transworld Business Advisors
Birmingham, Alabama, United States
08.2023 - Current
- Delivered exceptional customer service to bolster strong relationships and build positive experiences.
- Identified issues and solutions to eliminate backlog and maximize workflows.
- Boots on the ground with blitzing both heavily populated business areas and select rural locations.
- Utilize word of mouth and referrals to target key business owners and opportunities.
Acquisition Specialist
FastLap Group
Oklahoma City, Oklahoma, United States
11.2022 - 06.2023
- Was the boots on the ground in working with independent tire and automotive shops to measure their level of interest of potential acquisition.
- Handled all of the preliminary duties including setting up the initial meeting, creating and getting the NDA signed, completing a detailed Q & A and gathering all background information to obtaining financials and tax returns.
Outside Sales Account Manager
Gateway Tire of Birmingham
Moody, Alabama, United States
01.2021 - 08.2021
- Converted more than 90% of prospected leads to contracted accounts.
- Delivered polished and professional sales presentations to individual clients and groups.
- Exceeded quotas frequently with continuous product pushes and attention to customer needs.
- Set up over 200+ new accounts in under 8 months.
- Made cold calls, utilized industry leads and network, blitzed in heavier tire and automotive business areas and leaned on local networking in rural districts.
- Followed up with both existing customers and potential new clients on a regular basis through face to face interaction, phone calls, text messages, and emails.
- Created a monthly special sheet to drive sales increases with existing customers and new prospects.
- Closely assisted in the hiring of the 2 other outside sales personnel and 2 inside sales/customer service representatives.
- Actively recruited and hired the Branch Manager.
- Was the ONLY outside sales person personally visiting existing customers and hunting for new business 3 days a week to visit.
Sales Manager
Gateway Tire of Birmingham (Division of Dunlap & Kyle Tire Company)
Moody, Alabama, United States
04.2021 - 07.2021
- Trained sales team to develop superior strategies to manage value messages, structuring opportunities, pricing, and deal closures.
- Analyzed sales performance, coverage, and segmentation and distributed KPI reports to illustrate findings.
- Coordinated sales meetings to discuss targets, marketing campaigns, and strategy improvements for deficient areas.
- Was promoted to Sales Manager based on performance, drive, motivation, achieving sales goals, and creating a positive attitude.
Outside Sales Representative
Dunlap & Kyle Tire Company
Batesville, Mississippi, United States
06.2018 - 07.2021
- Closed sales using strategic negotiation tactics with potential and existing customers.
- Optimized proposals based on industry, customer and competitor trends.
- Cultivated customers and sold into accounts using established sales methodologies.
- Developed rapport with customers to facilitate one-visit closings.
- Met with 25+ new customers per week while unloading, loading, delivering, and maintaining existing customers.
- Expanded the Birmingham, Central/West Alabama sales footprint/territory with expertise in cold calling, canvassing and word of mouth referrals.
- Achieved and frequently exceeded sales objectives by expertly promoting brand, price, and same day delivery offerings.
- Handled stressful situations professionally and multitasked with ease.
- Accomplished multiple tasks in a fast-paced environment.
- Answered customers' questions about products, prices and availability.
- Estimated and quoted prices, credit or contract terms and delivery dates.
- Sustained revenue by bringing in new customers and continuously connecting with established accounts.
- Satisfied customers through efficient payment processing and delivery coordination.
- Met the inbound semi-trailer truck daily (either in Jasper or Tuscaloosa) to help unload product in order to make prompt deliveries to new business.
- Personally delivered tires from company box truck and from my own personal vehicle as well.
Director of Claims Operations
Express Oil Change and Tire Engineers
Birmingham, Alabama, United States
12.2016 - 05.2017
- Managed company risk by assessing applications to accurately determine customers creditworthiness.
- Fostered collaborative work culture using relationship-driven approaches and strong conflict mediation.
- Spearheaded initiatives to increase operational stability and compliance.
- Reduced company and client risks with thorough oversight of credit application processes and stringent review of approval or denial criteria.
- Enhanced department performance by recruiting, hiring and training qualified personnel.
- Supported compliance by implementing internal controls and enforcing policies.
Recruiting Coordinator
Express Oil Change and Tire Engineers
Birmingham, Alabama, United States
06.2016 - 12.2016
- Met staffing objectives through effective recruitment and detailed evaluations of job candidates.
- Evaluated applicants, reviewing resumes and conducting interviews with consistent set of assessment criteria.
- Verified candidates by conducting background checks and connecting with references.
- Sourced, vetted and ranked job candidates per week.
- Filled open positions and met workforce needs by researching, recruiting and hiring top-quality candidates.
- Assisted in developing recruiting and talent acquisition strategies for organization.
- Conducted background checks and connected with references to verify eligibility of candidates.
- Kept recruitment strategies on-track by communicating actively with hiring managers.
- Evaluated skills, knowledge and experience of candidate to determine ideal job positions.
- Promoted organization's vision and mission to attract applicants.
- Hired over 150+ employees including at the Corporate and operational managerial levels.
Area Sales Manager
Tire Engineers Inc.
Birmingham, Alabama, United States
05.2000 - 06.2016
- Accomplished corporate goals by implementing company's strategic sales plans.
- Optimized sales initiatives based on feedback and data gathered on customer preferences and market trends.
- Directed teams by forecasting sales and setting appropriate performance goals.
- Optimized sales initiatives based on customer feedback and market trend data.
- Maintained competitive product and service pricing through market analysis and KPI reports.
- Coordinated successful sales efforts to consistently exceed established revenue quotas.
- Accomplished corporate goals by implementing strategic sales plans.
- Drove sales by creating strong relationships with key decision-makers.
- Enhanced employee performance with regular reviews and personalized improvement plans.
- Boosted interest in company offerings through promotional events and initiatives.
- Sustained high customer satisfaction rates with problem resolution and feedback loops.
- Worked with marketing to develop multi-channel advertising campaigns.
- Grew revenue with profitable pricing structures and strategic discount plans.
- Streamlined business functions, advising partners on policies and operating procedures.
- Developed and controlled sales programs through staffing and training initiatives.
Vice President of Sales
Tire Engineers Inc.
Birmingham, Alabama, United States
05.1993 - 06.2016
- Directed work of 16 sales team members bringing in 17 million in yearly revenue.
- Strengthened long-term contracts, negotiating successful terms with optimal value.
- Sustained revenue streams from existing accounts with consistent follow-up and regular account servicing.
- Maintained exceptional customer relations with frequent communication and timely attention to diverse issues.
- Enhanced retail success with sound marketing, pricing and inventory management approaches.
- Expanded territory [Number]% with proactive management and sales strategies.
- Accomplished revenue goals with well-planned and implemented customer account plans.
- Maintained expertise over market environment by following trends, studying company offerings and researching competitors.
- Developed sales presentations to capture potential accounts.
- Recommended solutions to clients based on needs to sell products.
- Sought out and qualified new leads to build sales pipelines.
- Updated team regarding prospect and sales activities.
- Handled incoming telephone calls and requests for information.
- Upsold products and services to satisfy customers and generate repeat business.
- Conducted cold calling to present company offerings to potential customers.
Owner/Operator
Tire Engineers Inc.
Birmingham, Alabama, United States
05.1993 - 02.2013
- Adapted to changing business conditions and market demands, tracking trends and capitalizing on emerging opportunities.
- Boosted revenue with innovative, results-driven sales strategies and solid industry partnerships.
- Achieved budget targets with effective expense controls and careful monitoring of employee work.
- Contacted existing and prospective clients to increase new and repeat business.
- Built great rapport with vendors, resulting in growing partnerships and generating business.
- Oversaw day-to-day activities to facilitate business operations.
- Communicated with team, customers and vendors to resolve disputes.
- Delivered consistent service to develop customer base.
- Recruited, hired and trained personnel, monitoring performance to assess need for merit or discipline.
- Checked business accounting records regularly to identify and resolve problems.
- Outlined new business goals, objectives and action plans to fuel improvement.
- Built solid partnerships with selected organizations to promote brand strategy.
- Managed customer experiences with close eye on team interactions, touchpoints and methods of engagement.
- Built strong, resilient team by identifying and onboarding highly qualified candidates for key positions.
- Prepared staff work schedules and assigned specific duties.
Education
Bachelor of Arts (B.A.) - Public Relations/Marketing
University of Alabama
Tuscaloosa, Alabama05-1993
Skills
- Leadership
- Schedule coordination
- Reliability
- Customer service
- Relationship building
- Team leadership
- Problem solving
- Team work
- Self motivation/Driven
Timeline
Business Development Manager
National Tire Wholesale (NTW) Birmingham
04.2024 - Current
Broker/Advisor
Transworld Business Advisors
08.2023 - Current
Acquisition Specialist
FastLap Group
11.2022 - 06.2023
Sales Manager
Gateway Tire of Birmingham (Division of Dunlap & Kyle Tire Company)
04.2021 - 07.2021
Outside Sales Account Manager
Gateway Tire of Birmingham
01.2021 - 08.2021
Outside Sales Representative
Dunlap & Kyle Tire Company
06.2018 - 07.2021
Director of Claims Operations
Express Oil Change and Tire Engineers
12.2016 - 05.2017
Recruiting Coordinator
Express Oil Change and Tire Engineers
06.2016 - 12.2016
Area Sales Manager
Tire Engineers Inc.
05.2000 - 06.2016
Vice President of Sales
Tire Engineers Inc.
05.1993 - 06.2016
Owner/Operator
Tire Engineers Inc.
05.1993 - 02.2013
Bachelor of Arts (B.A.) - Public Relations/Marketing
University of Alabama