- Fishing
- Camping
- Hiking
- High-Intensity Interval Training
- Gym Workouts
- Mindfulness Practices
Michael Kochenderfer
Stockbridge,USA
Summary
Results-driven Sales Executive with over 15 years of proven experience in sales leadership, CRM management, and pipeline development. Strategic leader known for driving revenue growth, optimizing sales processes, and leading high-performing teams. Experienced in B2B solution sales, key account management, and consistently exceeding targets in challenging environments. Skilled in developing sales strategies that increase lead generation and conversion rates, while maintaining a strong focus on customer satisfaction and operational excellence.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Director of Sales
Signal Group, LLC
10.2016 - 08.2024
- Led Direct Sales organization consisting of Inside Sales Reps, Sales Support, Technical Support, Marketing, Sales Administrator and Sales Operations Lead roles
- Reported directly to Executive Vice President
- Achieved record success despite market headwinds and pandemic-era challenges
- Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
- Achieved regional sales targets through effective territory management and relationship building with key clients.
- Managed and motivated sales team to increase revenue 312% in 7 years.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Created sales process and cadence from scratch, greatly increasing connection and conversion rates with all lead types and sources
- Attained 87% gross margin at >$7,000,000 in annual revenue
- Built strong reciprocal partnerships with distributors, service providers and integrators that drove almost 60% of our activations
- Developed and executed SEO/SEM program with Marketing Manager that drove dozens of qualified web leads per week at a 30% conversion rate and 7X ROAS
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Led team to a high of 1873 DIRECTV Commercial Activations in a single year, starting from 574 in 2016.
- Was awarded the highest honor in our industry- DIRECTV Commercial Dealer of the Year in 2022- an unprecedented feat in the industry with a team our size
- Developed and managed the top 2 DIRECTV Sales Reps in the United States
- Drove and attained Dish Network Premier Dealer status - putting us in top 5% of dealers in the country- which increased revenue per activation by 20%
- Drove sales growth of DIRECTV Commercial, DIRECTV L&I/MDU, Dish Network, dozens of broadband/fiber carriers, fixed wireless and mobility solutions
- Successfully launched Marine, Land Based Mobile, B2B/National Accounts and D2C Sales Channels
- Created Enterprise Sales Channel that did low voltage wiring, cellular signal boosters, access controls and such that became a $1,000,000/year business
- Added several new service lines to our roster of solutions to sell, including internet (satellite, fixed wireless, broadband and dedicated fiber- 12 direct ISP relationships and dozens of enterprise solutions via a aggregator contract), wireless solutions from AT&T and T-Mobile, VOIP solutions and SAAS, resulting in a 37% increase in MRR
- Increased lead generation from customer service group to 370+ annual DIRECTV and Dish Network closes at 34% conversion rate, from less than 100 at a 12% conversion rate
- Trained customer service group to generate leads from inbound calls and e-commerce web sales for new service lines resulting in hundreds of new leads annually and dozens of activations each year
- Created a White Glove Support program for VIP Marine and Business customers with a 40% attachment rate at $499 with 100% margin
- Created immersive training program for new hires that fast tracked learning for new sales reps, allowing for faster revenue production
- Attended and exhibited in relevant industry trade shows, such as Fort Lauderdale International Boat Show, Palm Beach International Boat Show, NMEA, Workboat Show, First Responders Expo and various RV shows
- Proficiencies: Netsuite CRM (implemented 4 updates), Salesforce, Microsoft 365, EOS (Entrepreneurial Operating System)
Sales Manager
Absopure Water Company
11.2012 - 10.2016
- Created and developed an Inside Sales Department to generate leads at large businesses for the Outside Sales force
- Generated strong sales and brand awareness through networking, trade shows, marketing efforts and other tactics
- Managed large National Accounts in multiple industries (Fidelity Investments, H&R Block, Beaumont Hospital and others)
- Managed a sales team spread over 5 states in the Midwest
- Reported to Director of Marketing
- Developed and executed business plans and sales strategies to exceed the department and company's account and revenue goals
- Trained the Sales Team to connect with and meet with decision makers at the highest levels of an organization
- Attained 100%+ of forecasted net gains and revenue each quarter during my tenure as Sales Manager
- Led Outside Sales team to a seven-fold increase in revenue from self-generated accounts
- Reduced employee turnover from 70% to 15%
- Recruited and developed 10 Sales Reps in 3 markets with no turnover for the last 28 months of my time with the company
- Developed and executed a new sales process for the Outside Sales team, leading to an increased close rate of 20% and a total pipeline close rate of 53%
- Successfully launched and sold 3 new refreshment services
- Recruited, trained, developed and coached the Sales force in all divisions
- Participated individually and assisted other Sales Reps in prospecting, discovery, qualifying, closing new business and retaining current business to meet department and company goals
- Maintained accurate records of sales and sales activities, as well as maintain the customer and prospect intelligence database
- Developed and employed methods for individual and programmed lead generation
- Assisted in the development and implementation of marketing plans
- Controlled expenses to meet budget guidelines and protect all company assets
Sales Representative
Absopure Water Company
04.2007 - 11.2012
- Top sales rep at Absopure Water Company
- Generated over $500,000 per year in revenues resulting from prospecting efforts, over four times more than the next closest sales representative
- Managed team of two direct reports responsible for new customer acquisition and account management
- Trained new sales reps
- Acquired two of the largest sales in company history- Fidelity Investments and H&R Block (national accounts)
- Planned and executed special events and trade shows that resulted in over 40 new accounts
- Partnered with another refreshment services company to obtain new business in a market that we do not serve
- Used my hobbies of hunting and farming as networking tools to establish new accounts
- Influenced account decision makers to achieve sales volume and margin targets within assigned territories
- Developed and managed productive business partnerships with networking groups and potential clients
- Effectively communicated the full range of available products and services
- Executed all marketing and sales programs to drive incremental volume
Home Furnishings Consultant
Art Van Furniture
12.2004 - 03.2007
- Sold upscale home furnishings to a diverse customer base
- Consistently sold above sales quota
- Won numerous sales-based contests
- Developed a strong customer base and was given many referrals from satisfied customers
- Presented and discussed various home furnishings product options based upon discovery of the prospective customers’ lifestyle, needs and goals
- Marketed new sales and special events
- Assisted customers in financing, purchasing, delivery and ultimate satisfaction
Sales Representative
Prime Time Marketing
08.2004 - 11.2004
- Responsible for cold calling businesses selling office supplies
- Consistently above sales quota
- Won numerous sales-based awards and bonuses
Merchandiser
Serv-U-Success
04.2004 - 08.2004
- Responsible for merchandising store shelves at Meijer with private label goods
- Provided customer assistance as needed
- Part time position while I was in college
Sales Manager
Gander Mountain
12.1998 - 01.2003
- Developed and executed marketing programs and general business solutions resulting in increased company exposure, customer traffic, and sales
- Worked closely with company executives to identify new business opportunities and routinely participated in the sales process
- Responsible for a team of 35 direct reports
- Organized seminars from leading experts in the outdoor field to drive traffic to the store
- Taught classes on GPS technology in local high schools
- Received the employee of the month award twice and employee of the year once
- Interviewed and hired new employees
Education
Marketing Program -
Baker College
Auburn Hills, MI12.2004
Marketing Program -
Oakland Community College
Waterford, MI08.2003
High School Diploma -
Waterford Mott High School
Waterford, MI06.1997
Skills
- Sales Management
- Sales Operations
- Sales
- Account Management
- Employee Engagement
- Leadership
- Mentoring
- Coaching
- Pipeline Development
- Pipeline Management
- KPI Development
- Revenue Growth
- Partnerships
- Major Accounts
- National Accounts
- Microsoft 365
- EOS Entrepreneurial Operating System
- Solution Sales
- Salesforce Software
- Telecom
- NetSuite
- CRM
- Marine electronics
- Sales team motivation
- Sales process optimization
- Territory Management
- Sales Coaching
- Sales Pipeline Management
- Profitability Optimization
- Sales Training
- Sales strategy development
- Revenue Forecasting
- Cold-calling
- Client acquisition
Certification
- Crucial Confrontations
- Achieve Global Leadership
- Targeted Selection Interviewing
- Dale Carnegie graduate
Affiliations
- NMEA: National Marine Electronics Association
- CEDIA: Custom Electronic Design & Installation Association
Keywords
- Sales Management
- Sales Operations
- Sales
- Account Management
- Employee Engagement
- Leadership
- Mentoring
- Coaching
- Pipeline Development
- Pipeline Management
- KPI Development
- Revenue Growth
- Partnerships
- Major Accounts
- National Accounts
- Solution Sales
- Telecom
- NetSuite
- Salesforce
- CRM
- DIRECTV
- Dish Network
- Marine
DIRECTV Commercial Dealer of the Year
Signal Group won the coveted DIRECTV Commercial Dealer of the Year award in 2022. This is the highest award in the industry and is an almost impossible feat for a dealer of our size. We achieved this award by developing 5 unique Direct Sales Channels; each with their own set of sales processes and methods, and more than tripled activations in 6 years.
Interests
Timeline
Director of Sales
Signal Group, LLC
10.2016 - 08.2024
Sales Manager
Absopure Water Company
11.2012 - 10.2016
Sales Representative
Absopure Water Company
04.2007 - 11.2012
Home Furnishings Consultant
Art Van Furniture
12.2004 - 03.2007
Sales Representative
Prime Time Marketing
08.2004 - 11.2004
Merchandiser
Serv-U-Success
04.2004 - 08.2004
Sales Manager
Gander Mountain
12.1998 - 01.2003
Marketing Program -
Oakland Community College
High School Diploma -
Waterford Mott High School
- Crucial Confrontations
- Achieve Global Leadership
- Targeted Selection Interviewing
- Dale Carnegie graduate
Marketing Program -
Baker College
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