Michael Richey
Westfield,IN
Summary
Accomplished Business Executive with the ability to build relationships, especially with C- Level Executives. Keen business sense and understanding of how to build high performing teams. Held multiple roles from President, VP of Sales, National Account, Sales Management and Multiple Location Business Owner.
Overview
36
36
years of professional experience
Work History
Senior Sales Executive
GHW Waste Services
05.2020 - Current
- Selling waste & recycling to Indiana Construction Companies and General Contractors
- Opened over 35 new accounts, averaging over $320,000 per month in revenue
- Currently 187% of plan
- Well versed in recycling, compactor and waste practices
- Promoted after 6 months of employment.
Business Development
Equis Financial
08.2018 - 05.2020
- Licensed Agent selling Term, Whole Life & Index Universal Life policies to individuals
- Cold call, set appointments, complete e-application process with underwriting
- Opened over 70 policies in 1st 4 months.
National Sales Executive
Allen Press
01.2017 - 07.2018
- Sell print services to publishers, agencies & manufacturers on national scale
- Opened 10 new accounts with over $1mm in new revenue
- Won 'National Sales of the Year' award for 2017.
National Sales Executive
Quality Companies
05.2016 - 01.2017
- Selling Lease Purchase programs to logistic companies on national scale
- Opened west coast region for company
- Waiting for non-compete to expire.
National Sales Manager
EPI Marketing Solutions
02.2014 - 03.2015
- Responsible for building base of business that is both regional and national
- Selling print solutions as well as marketing campaigns
- Managed both Sales (5 direct reports) & Customer Service (4 direct reports) group
- Had plant responsibility for P/L, while still managing personal book of business of $1.6mm.
Senior Sales Executive
Harding Poorman Group
12.2003 - 04.2013
- Grew sales to $5.2mm annually from all new client base
- Sold to niche market which included publishers across US
- Intricately involved in several acquisitions
- Helped with integration of both clients and staff.
Owner
CBM Investments, Inc.
05.2006 - 03.2012
- Sport Clips franchises
- Acquired our 1st store in May of 2006 that was under-performing $300,000 in revenue
- Our 1st year that same store produced over $430,000 in revenue
- That store was also 1st in state to hit $10,000 per week
- Acquired another store and opened a 3rd store that generated over $1.2mm in sales annually
- Responsible for all aspects of the business from financing, marketing, staff and payroll
- Negotiated sale of business to a national owner from West Virginia.
Senior Sales Executive
Shepard Poorman Communications
01.1991 - 01.2001
- Developed new business with publishers across US that grew to $23,000,000 in revenue per year
- Helped publishers reduce cycle time from industry standard of 12 weeks down to 1 week over a 2 year period
- Responsible for Profit/Loss of that segment of business.
President
SPG Graphics
05.1988 - 01.1991
- Opened local division generated $1.3MM in 1st year
- Grew business to $9.3MM in 3rd year
- Responsible for all aspects of company from sales (3 direct reports), staffing (45 staff members), manufacturing & P/L.
Skills
- Comfortable talking to C- Level
- High understanding of business financials
- Builder of Client relationships
- Highly motivated
- Niche Market Specialist
- Excellent sales process (Sandler Selling Process)
- Strong negotiation skills
- Successful Entrepreneur with Start-ups, Turnarounds, Acquisitions
Accomplishments
- VP Sales – opened 10 new accounts over $250,000 in revenue in 1st 3 months
- National Sales West – opened new market, generated 12 new clients
- Regional Sales Manager – 7 direct reports, managed personal book of business of $1.6mm, plant responsibility for P/L
- VP Business Dev – opened 3 new markets generating over $1.2mm
- National Account Executive – over $5.2mm revenue from new client base across US
- Senior Sales Manager – opened new territory/sales office generated over $5mm annually with3 direct reports
- Business Owner – 2 acquisitions,1 new opening, managed all marketing, financials with 58 direct reports (side business)
- National Sales Executive – over $23mm in revenue annually
- President – grew company to $9.3mmin 3 years
Experienceoverview
Managed all facets of family print business at 19 years old. Managed all sales, manufacturing (both scheduling & running equipment), managed 22 staff members, maintained relationship with Banks & investors, hiring/firing, P/L responsibility. Sold family business to Shepard Poorman Communications. Became President of SPG Graphics. Its year sales - $1,300,000 with 4% net profit & 14% EBITDA. Grew sales to $7,800,000 with 22% net profit & 38% EBITDA in 3rd year with 64 staff members. Moved to National Sales – 1st year $1,800,000 in sales. 3rd year sold $23,000,000 in niche business from zero with 18% net profit. Sold between $12,000,000 - $24,000,000 average per year, with 14% net profit average. VP Sales with over $7,000,000 sales that I personally managed, plus 6 direct sales reports & manufacturing responsibility for schedules, material & value added. Directly managed 3 acquisitions both staff and customers integration. Strong understanding of cycle time reduction, pricing and lean manufacturing. Started CBM Investments with my wife as a side project. Acquired our 1st franchise that was underperforming – our 1st year did over $518,000. Represented an increase of 61% over previous year by changing culture of staff and marketing. Acquired 2nd store in year 2 and increased that store revenue by 42% in 1st year. Opened 3rd store – total revenue of $1,300,000 between all 3 stores- with 14% net profit. Sold all 3 stores to National owner.
Timeline
Senior Sales Executive
GHW Waste Services
05.2020 - Current
Business Development
Equis Financial
08.2018 - 05.2020
National Sales Executive
Allen Press
01.2017 - 07.2018
National Sales Executive
Quality Companies
05.2016 - 01.2017
National Sales Manager
EPI Marketing Solutions
02.2014 - 03.2015
Owner
CBM Investments, Inc.
05.2006 - 03.2012
Senior Sales Executive
Harding Poorman Group
12.2003 - 04.2013
Senior Sales Executive
Shepard Poorman Communications
01.1991 - 01.2001
President
SPG Graphics
05.1988 - 01.1991
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