Michael Martin
Operations and Sales Director
Urbandale,IA
Summary
- High-impact Sales Director with a passion for natural wellness and over a decade of experience driving exponential growth in consumer-focused based markets.
- Known for thriving in fast-paced, purpose-driven environments, with a track record of building scalable sales infrastructures, developing high-performing teams, and delivering aggressive revenue targets.
- Combines strategic sales leadership with a deep understanding of functional wellness, and ethical business practices.
- Expert in launching innovative products, expanding retail and DTC channels, and leveraging data to drive customer engagement and brand loyalty.
- Energized by mission-aligned work, with a strong belief in the transformative power of plants, transparency, and community-focused growth.
Overview
26
26
years of professional experience
Work History
Regional Sales Director
DMRG/DMHM/Keller Williams
05.2020 - Current
- Regional leadership, manage day-to-day operations across multiple offices in the Midwest territory, ensuring alignment with corporate goals.
- Work closely with finance, legal, HR, marketing, and executive leadership to implement company-wide initiatives.
- Hire, train, and supervise agents and support staff. Taught new and current agents a different selling tactics away from the status-quo they were used to.
- Used what I learned as field agent to teach individuals how to sell door-to-door, cold calling, and business to business.
- Designed and implemented operational systems like a new CRM, KPI monitoring, and SOP to streamline workflows, reduce costs, and improve service delivery.
- Develop and manage operating budgets for the region, monitor expenses, revenue targets, and prepare performance reports.
National Director of Field Sales
Medipure Pharmaceutical
09.1999 - 04.2020
- Built and led a high-velocity salesforce, overseeing 18-20 team leads and 450-500 entry-level field sales reps across multiple territories.
- Drove blitz-style activation strategies to accelerate trial, secure rapid market penetration, and maximize long-term customer retention.
- Recruited, hired, onboarded, and managed the full lifecycle of field sales talent, ensuring a consistent pipeline of high-performing reps.
- Designed and delivered structured training programs and real-time field coaching to develop team capabilities and drive measurable sales performance.
- Maintained a heavy travel schedule (50-75%) to support in-market activations, coach reps in real time, and ensure operational excellence.
- Acted as a bridge between the field and senior leadership, providing data-driven insights, polished reports, and strategic recommendations.
- Open new distributor partnerships.
- Enforced standardized SOP's, ensured CRM compliance, and maintained data accuracy across KPI dashboards and forecasts.
- Create executive-level presentations for board members and senior executives.
- Supported co-op program pilots with distribution partners by tracking execution, ensuring accountability, and measuring ROI.
- Cross-functional role with distributor teams, marketing, finance, HR, and marketing to maintain compliance.
- Rolled out incentive programs and sales contests with clear communication, adoption, and alignment with KPI's and business goals.
Education
MBA -
Harvard Business School
Cambridge, MA01-2021
Bachelor of Arts - Organizational Leadership
University of Iowa
Iowa City, IA05-2003
Organizational Leadership Certificate - undefined
University of Iowa
Licensed Real Estate Broker - Executive Real Estate Management
DMAAR
West Des Moines, IACertificate - Accounting
SBA
Des Moines, IA01-2016
Certificate - Executive General Management
NCM
Kansas City, MO01-2015
Skills
- Sales Leader — Led field sales teams for 15 years and know how to swing into action Day 1, scaling reps and delivering results quickly
- Revenue Driver — My success is often measured by KPIs like revenue growth, sales volume, customer lifetime value, or return on investment I work with product, marketing, customer success, and finance to align efforts toward revenue growth
- Field Ready & Boardroom — At any given time I ready to get into the field with reps to close deals, teach closing tactics, and manage rep expertise After field work, I am ready to present my report to the board or executive leadership
- Talent Builder — I do not chase resumes when hiring, I chase talent I find talent in traditional ways (job boards and recruiting from the competition) or obscure ways (Concert, Restaurant, or Ballgame) I can spot raw potential from a mile away, hire the right people, coach them up, teach reps and team leads to become phone sales experts, face-to-face closing experts, business-to-business closing experts, while making tough decisions when needed
- DSD Insider — I understand direct service distribution, how to coordinate and execute direct delivery to clients across multiple locations to ensure timely and accurate distribution Collaborate with cross-functional teams to align distribution activities with business goals I know what it takes to get products moving off the shelf
- Road Warrior — Phone Sales is a critical piece to accomplishing goals but face-to-face interaction and closing is how we move markets, set the bar for excellence, and exceed goals Manage on your feet and not on your seat I am always prepared to travel at a moments notice
- Tech‑Forward Operator — CRM, dashboards, delivery tracking systems, Excel, I use them to keep the team accountable, razor-sharp and moving fast
- Culture Spark — I create a spark by making sales and goals visceral I enjoy painting a picture of what winning feels like and what success looks like Micro-challenges, quarterly rewards, and having fun I Create urgency through daily KPI's, sales huddles, deal reviews, and dashboards that are seen and felt We recognize effort as well as outcomes!
Timeline
Regional Sales Director
DMRG/DMHM/Keller Williams
05.2020 - Current
National Director of Field Sales
Medipure Pharmaceutical
09.1999 - 04.2020
Organizational Leadership Certificate - undefined
University of Iowa
MBA -
Harvard Business School
Bachelor of Arts - Organizational Leadership
University of Iowa
Licensed Real Estate Broker - Executive Real Estate Management
DMAAR
Certificate - Accounting
SBA
Certificate - Executive General Management
NCM
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