Michael Westafer
Sales Leadership
Lake Elmo,MN
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 26-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
26
26
years of professional experience
Work History
Territory Sales Manager
Techo-Bloc
12.2019 - Current
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Drove team revenue totals by bringing in top sales numbers.
- Motivated and mentored sales employees to enhance presentation, negotiation and customer relations abilities.
- Carefully analyzed data to determine most effective sales strategies.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Targeted prospects in other territories through careful research of competitor products, services, and trends.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Leveraged market knowledge to capitalize on emerging opportunities and maintain consistent growth rate at 25% or higher.
- Established and maintained 350 accounts, expanding territory by $2.1 million.
President
USA Masonry and Landscape
St. Paul, Minnesota
04.2013 - 04.2020
- Developed and implemented new strategies and policies to establish long-term business objectives and provide strong and sustainable organizational leadership.
- Reduced operational costs through strategic cost management initiatives.
- Prepared annual budget forecasts and monitored performance to meet organizational objectives.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
Lead Sales/Coach
Hedberg Supply
Plymouth, Minnesota
02.2008 - 11.2011
- Monitored sales practices to establish high level of performance.
- Taught employees how to execute specific sales strategies in order to build a cohesive, structured sales methodology.
- Analyzed and evaluated team performance metrics to identify areas of improvement.
Education
Master of Arts - Psychology
University of The Pacific
Stockton, CABachelor of Arts - Philosophy
University of California - Davis
Davis, CASkills
- CRM Software
- Sales Expertise
- Cold Calling
- Product and Service Sales
- Territory Expansion
- Staff Management
- Consultative Selling
- Deal Closing
- New Account Development
- Market and Competitive Analysis
- Event Networking
- Price Structuring
Accomplishments
Presidents Club Winner for Sales Excellence.
AIA Accredited Presenter
Nationally ranked #5 in product category sales
Presidents Club for Sales Excellence
Award based on territory growth and new customer acquisitio.
Timeline
Territory Sales Manager
Techo-Bloc
12.2019 - Current
President
USA Masonry and Landscape
04.2013 - 04.2020
Lead Sales/Coach
Hedberg Supply
02.2008 - 11.2011
Master of Arts - Psychology
University of The Pacific
Bachelor of Arts - Philosophy
University of California - Davis
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