Michael T Callahan
Taylors,SC
Summary
Results-driven sales professional with proven expertise in strategic planning, client relationship management, and revenue growth. Adept at leading high-performing teams and fostering collaboration to meet and exceed targets in dynamic environments. Strong communicator with knack for analyzing market trends and implementing effective sales strategies. Known for adaptability and reliability, ensuring seamless operations and continuous improvement.
Overview
27
27
years of professional experience
Work History
National Sales Manager
Serv-Ware Products, LLC
05.2021 - 12.2024
- Tasked to hire broker sales teams covering all MAFSI regions nationwide
- Measured sales growth in all regions for 2021-2024
- Assisted in developing report tools such as inventory, region sales and customer sales comparison
- These reports were designed to motivate sales teams to reach goals and sales projections
- Completing monthly performance business reviews with sales teams
- Offering strategies for improving sales performance
- Assisted in reviewing equipment sales trends to improve supply chain issues to drive revenue
- Work closely with marketing department improving and developing sales materials for training, trade shows and tools for sales teams out in the field
- Involved with Serv-Ware joining their first buying group and currently networking with a second group
- Traveling to all markets nationally working with sales teams and principals in key markets
- Identify prospects other sales channels
- Developed training modules for ongoing sales presentations
- Increase customer retention through communication and problem solving
- Using sales reports to search for sales loss/growth and other product category opportunities
- Working with sales teams to develop2nd tier sales channels
- Plumbing and contractor distributors, food truck manufacturers and ecommerce platforms
- Doubled the participation on our individual rebate programs for dealers in 2023 by working with sales teams directly qualifying sales volumes with key accounts
- Achieved consistent year-over-year growth in both revenue generation and territory expansion through strategic planning and execution.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
National Sales Manager
Intedge Manufacturing, Inc
01.2021 - 04.2021
- New position created to hire and manage broker rep groups
- Recommended new products by evaluating the current industry trends
- Increase customer retention through communication and problem solving
- Identify new potential customers and market opportunities
- Keep up to date with industry trends, being aware of competitor activities to remain ahead of the curve
- Liaise with the General Manager and manufacturing team to ensure the timely delivery of purchase orders that drive sales
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
District Sales Manager
Edward Don & Company
07.2014 - 12.2020
- Provided management support to 8 direct reports covering North and South Carolina representing 10M to 13M in annual sales
- Maintained daily contact with sales representatives, internal business units, customers, factory representatives, and other outside sources
- Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
- Monitored daily sales activity in assigned area territory and interacted regularly with customers and prospective customers within assigned district
- Drove initiatives to increase profit through sales, marketing and training efforts
- Fostered strong relationships with vendor community, clients and customers
- Managed district expenses, district sales growth, margin, and accounts receivable targets
- Directed the total sales effort toward achievement of the territory district goals and objectives
- Reviewed territory sales analytics for trends and escalated issues accordingly
- Organized and set-up trade shows in the Carolinas
- Organized monthly district vendor meetings for product training
- Established and communicated performance metrics and conducted meetings with staff to keep them informed of developments in the department and company
- Received ongoing product training from key DON vendors
Multi-Unit Sales Specialist
Edward Don & Company
09.2011 - 07.2014
- Sold Edward Don products by interacting with established customers and developing new prospects within my geographical base
- Acted as a consultant to provide advice and guidance to customers
- Established goals needed to achieve and maintain territory objectives
- Checked on competitive sales and pricing activity as well as developed specific sales and pricing objectives for each account
- Consistently exceeded sales goals
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
District Sales Representative
Performance Foodservice - Milton’s
04.2009 - 09.2011
- Developed and penetrated each account by selling the full mix of PFG product categories through presentation of new products, ideas, sales tools and services
- Conducted cold calling and opened new business
- Assisted customers in increasing their profitability
- Managed the AR of customer accounts with collections and balances
- Developed strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
Resort Sales Manager
Quality Food Distribution Center
06.2008 - 04.2009
- Responsible for food sales to multiple world class resort properties on St
- Thomas, St
- John, Tortola, and Virgin Gorda for this second largest foodservice distributor servicing both USVI and BVI
- Responsible for $12M to $14M in annual food sales
- Sample of customers included Ritz-Carlton, Marriott, Westin, Canel Bay and Peter Island Resort
- Developed rapport with island restaurant management and chefs receiving consistent favorable feedback
- Worked with Purchasing department to source out all contract and specialty food items for the resorts
- Worked directly with warehouse on scheduling and transportation
- Served as a team lead assisting and coaching other sales associates with best practices for selling
- Drove sales by developing multi-million dollar contract sales.
Area Sales Manager
Zee Medical/McKesson
08.2006 - 03.2008
- Managed eight sales representatives to achieve significant improvements in their productivity for company who sold medical products such as medical devices and OSHA training
- Area covered eastern TN, western NC and SC
- Directed staffing, training, and performance evaluations in order to develop and control sales program
- Developed sales campaigns and prepared periodic sales reports showing sales volume and potential sales
- Wrote and presented customer quotes on Zee Medical products and services
- Consulted with customers on products needed to be compliant with OSHA
- Conducted workplace safety evaluations to seek and develop sales opportunities and safety solutions
- Completed a30 hour course; OSHA/General Industry Safety & Health
Territory Sales Representative
Dade Paper Company
04.2006 - 07.2006
- Hired to open new market and service the company’s largest customer in Greenville, SC; Whole Foods
- Obtained new accounts and established relationships through cold calling and contacts through related industries
- Utilized manufacturer’s point of sales material and created presentations to end users outlining features and benefits to their business
- Responsible for product demonstrations including installations of multiple products
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Enhanced product knowledge among customers by conducting informative presentations and demonstrations.
District Sales Manager/Marketing Associate
SY SCO Food Services
11.1997 - 03.2006
- Promoted to DSM and grew district from 7 million to 12 million in revenue with a sales team of twelve people
- Responsible for all hiring, training and development of a team covering a six county area in upstate SC
- Received company’s prestigious “Pacesetter Club” award for achieving sales and profit increases of28% over prior year
- One of 75 district sales managers nationwide to receive
- Other honors included Elite Club and President’s Club
- Developed campaigns to meet company sales goals
- Prepared sales reports, budgets, customer program quotes
- Analyzed sales statistics, developed sales forecasts and provided guidance to sales staff for promoting sales goals
- As a Marketing Associate, increased sales of existing and new accounts from $365K to $2.4M
- Involved in industry trade shows and new product presentations
- Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
Education
NexGen Equipment Training
Nashville, TNundefined
VULCAN Food Equipment Training
Baltimore, MDundefined
SYSCO Southeastern Advance Sales Training
Atlanta, GAundefined
Advanced Culinary Center of the Plate Training
Buckhead Beef Atlanta, GAundefined
OSHA/General Industry Safety and Health Certification
Houston, TXDrafting and design Tech / Business Administration
Bucks County Community College
Newtown, PATwo Year Certification in Drafting and Design
Bucks County Technical School
Fairless Hills, PASkills
- Microsoft Office (Word, Excel and PowerPoint) Sales-i (Sales analytics software) Auto Quotes
- Sales leadership
- Networking expertise
- Sales strategies
- Account servicing
Accomplishments
- Bell Ringer 2013, Edward Don’s highest sales/manager award
- Vice President Club
- Rookie of the Year 2012
- Peak Performer 2013, $1,892,854 in Sales
- Peak Performer 2012, $1,722,753 in Sales
- Sales Person of The Month Awards (April2012, September 2012, November 2012, December 2012, June 2013)
- Top District Sales Manager for southeast region for 2015
- Bell Ringer award winner as DSM; Edward Don’s highest sales/manager award
- Increased sales over plan to $13M.
Timeline
National Sales Manager
Serv-Ware Products, LLC
05.2021 - 12.2024
National Sales Manager
Intedge Manufacturing, Inc
01.2021 - 04.2021
District Sales Manager
Edward Don & Company
07.2014 - 12.2020
Multi-Unit Sales Specialist
Edward Don & Company
09.2011 - 07.2014
District Sales Representative
Performance Foodservice - Milton’s
04.2009 - 09.2011
Resort Sales Manager
Quality Food Distribution Center
06.2008 - 04.2009
Area Sales Manager
Zee Medical/McKesson
08.2006 - 03.2008
Territory Sales Representative
Dade Paper Company
04.2006 - 07.2006
District Sales Manager/Marketing Associate
SY SCO Food Services
11.1997 - 03.2006
undefined
VULCAN Food Equipment Training
undefined
SYSCO Southeastern Advance Sales Training
undefined
Advanced Culinary Center of the Plate Training
undefined
OSHA/General Industry Safety and Health Certification
Drafting and design Tech / Business Administration
Bucks County Community College
Two Year Certification in Drafting and Design
Bucks County Technical School
NexGen Equipment Training
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