Michael Summers
Business Development Manager
Summary
Proven and accomplished Business Development Manager offering exceptional record of consistent year over year sales growth. Well-versed in sales forecasting and planning, SalesForce, long-term customer relationship development, and cross-functional collaboration. Industry expert in current role often hosting training sessions, webinars for peers and customers on current regulations, and consulting with customers to make safe and educated decisions.
Overview
9
9
years of professional experience
Work History
Business Development Manager
Nilfisk, Inc
Indianapolis, IN
04.2022 - Current
- Grew region by $1M or 14% over prior year in first full year of position.
- Developed sales strategy and implemented through 1 on 1 planning sessions with sales team.
- Created and implemented nationwide sales strategies to align with global initiatives.
- Researched industry and marketplace trends to develop marketing solutions and enhance business operations.
- Served as industry expert for webinars, interviews, and training sessions.
- Collaborated with sales, marketing, and product management departments to support project rollout.
- Created reports and presentations detailing business development activities.
- Actively involved in development of sales team through field-rides, virtual training, and sales coaching.
Regional Manager
Nilfisk
Indianapolis, Indiana
01.2019 - 03.2022
- Drove industrial vacuum revenue of over $1 million annual revenue through direct and indirect sales to food, pharmaceutical, automotive, aerospace and other industries throughout Indiana and Michigan
- Managed and collaborated with local industrial dealers to drive floorcare growth
- Consulted and educated end users and dealer partners through strategic planning, industry specific webinars, facility site assessments, on-site product demonstrations, and operator training sessions
- Collaborated with sales associate, inside sales, marketing and engineering team to provide custom solutions to industrial facilities
- Daily use of SalesForce to plan sales calls, monitor pipeline, follow-up on leads, run data reports, and provide biweekly sales forecasts
- Participated as internal SalesForce trainer for new hires as well as served as regional sales team's SalesForce champion
- Grew industrial sales 111% over previous year and at 100.5% of sales goal in 2019
- Grew industrial sales 103% over previous year in 2021 and at 107% of sales in 2020
District Sales Representative
Nilfisk
10.2015 - 12.2018
- Performed on-site product demonstrations, training, and site assessments at end user locations
- Executed cold calls and prospecting through company sales resources
- In 2018, grew territory by 109.43% over previous year and at 100.86% of sales goal.
- In 2017, grew territory by 133.19% over previous year and at 102.85% of sales goal.
- In 2016, grew territory by 176.2% over previous year and at 101.4% of sales sales goal.
National Account Sales Associate
Nilfisk
10.2014 - 10.2015
- Penetrated national account business through prospecting and cold calling in Chicago metro area
- Worked alongside national account managers to increase revenue and win new business opportunities
- Mastered daily use of SalesForce to plan, prospect, and record all sales activities
- Responsible for 30 end user call per week
Education
Bachelor of Science - Biology
Indiana University
Bloomington 08.2010 - 05.2014
Skills
Strategic planning
Account development
Team Collaboration
Project Management
CRM Expert
Relationship building and management
Oral and written communication
Accomplishments
- Hit annual sales goal in four consecutive years
- District Sales Representative of the Year (2018)
- Twice recipient of District Sales Representative of the Month
- Kaizen Award Winner (2017)
Timeline
Business Development Manager
Nilfisk, Inc
04.2022 - Current
Regional Manager
Nilfisk
01.2019 - 03.2022
District Sales Representative
Nilfisk
10.2015 - 12.2018
National Account Sales Associate
Nilfisk
10.2014 - 10.2015
Bachelor of Science - Biology
Indiana University
08.2010 - 05.2014