MICHAEL W. RESNICK
Woodbury,MN
Summary
Results-driven sales executive with expertise in strategic market planning and executing initiatives that enhance profitability. Successfully managed $4 million in baseline business while achieving a 28% increase in key account sales. Proven leadership in developing teams and fostering client relationships to drive sustained business growth.
Overview
35
35
years of professional experience
Work History
Customer Manager
Mars
Minneapolis, Minnesota
03.2024 - Current
- Cultivated strong client relationships, leading to increased satisfaction.
- Managed customer inquiries and resolved issues effectively.
- Trained team members on customer service best practices.
- Coordinated product launches that directly addressed customer needs.
- Analyzed market trends to support strategic decisions.
- Facilitated interdepartmental communication to ensure operational efficiency.
Regional Account Manager
Mars, Inc.
Minneapolis, MN
08.2014 - 03.2024
- Lead Go To Market planning & execution on new initiatives and existing core businesses within Pet Care brand portfolio.
- Develop strategic market plans that drive dollar sales, volume and growth while assuring best possible ROI.
- Manage relationships, joint business planning and budgets for Pet Specialty distributors.
- Collaborated with distributors' management to create promotions and programs that increased volume, improved pricing, expanded distribution with existing customers, and identified white space opportunities.
- Lead, coach and develop indirect reports (distributor sales personnel).
- Led District in growing new business partners with 30 new accounts in 2015.
- Finished 2nd in Midwest for sales of new product innovation for 2015 - exceeded goal 122%.
- Selected to Technology Advisory Panel with Surface Beta Test Team 2015-16.
- Managed in excess of 4 million dollars in baseline business & grew 2014 volume 110%.
- Organized and planned marketing and sales forecasts for Distributor based sales force in upper Mid-West.
- Increased large account penetration by building relationships between distributor sales team and Mars Petcare.
- Increased sales at key accounts by 28% since 2010 despite industry-wide stagnation due to merger.
- Selected as Regional Team liaison for Salesforce design team 2015-16.
- Mars Pet Care acquired P&G Pet Care in August 2014
- Conducted market analysis to identify trends and opportunities for growth.
- Managed regional budgets and allocated resources to maximize performance outcomes.
- Coordinated cross-functional teams to deliver integrated solutions for clients.
Account Manager
Procter & Gamble
Minneapolis, MN
09.2011 - 08.2014
- Increased sales at key accounts by 28% from 2010, when most sales were flat or declining due to merger.
- Increased large account penetration by fostering collaboration between distributor sales team and P&G.
- Developed strategic account plans that aligned with client needs and objectives to drive sales growth.
- Managed client relationships to ensure satisfaction with product offerings.
- Managed budget and planning for sales events and advertising across retail locations of all sizes in territory.
- Collaborated with cross-functional teams for seamless product launches and promotions.
- Managed in excess of 4 million dollars in baseline business.
Account Director
Miga Solutions
Minneapolis, MN
08.2010 - 09.2011
- Presented tailored solutions to C-suite and key hospital decision makers, driving hospital profitability.
- Developed new business and managed growth of existing accounts, enhancing overall profitability.
- Grew territory account base 80% by selling value added services and customized solutions.
- Managed client relationships, fostering satisfaction and loyalty through proactive communication.
- Developed strategic account plans to align with client business objectives.
- Trusted advisor on medical equipment planning, purchasing and selling.
- Sold medical equipment and value management services to hospitals and healthcare facilities.
Regional Director, Sales
OR-Live
Minneapolis, MN
05.2009 - 01.2010
- Sold internet-based medical marketing and education solutions to major medical centers, hospitals, research institutions, pharmaceutical, biotechnology, and medical device companies, enhancing their marketing capabilities.
- Provided e-solutions that expedite time-to-market and peak market penetration.
- Developed new business opportunities within designated territory.
- Delivered measurable ROI for clients by developing interactive broadband content that engaged target audiences effectively.
- Grew territory revenue by 90% through targeted micro focus strategies.
- Conducted consultative support on how to improve customers' business and meet their goals.
- Managed cross-functional teams to ensure alignment with corporate objectives and goals.
Business Manager-Geriatric Services
North Clinic
Minneapolis, MN
01.2008 - 08.2008
- Managed contracts with major health plans in Minnesota, identifying revenue opportunities and enhancing service offerings.
- Organized contract meeting with BC/BS for MSHO product.
- Signed and implemented new hospice collaboration with North Memorial.
- Facilitated sales/marketing partnerships with Buffalo Clinics and CentraCare.
- Analyzed and evaluated data from health plans and collaborations to inform strategic decisions.
- Recruited / negotiated physician contracts for house call program.
- Managed department of 30 - day to day operations.
- Identified new facilities to partner with care system.
- Oversaw daily operations to ensure efficient clinic workflow and patient care.
Senior Sales Representative
Solvay Pharmaceuticals, Inc.
Minneapolis, MN
05.2000 - 01.2008
- Increased national ranking from 69 to 28 (01-09-06 to 09-30-06).
- Led district in rankings 5 of 8 months.
- Selected District Sales Trainer (09-18-06).
- Appointed Interim District Manager (08-23-06).
- Mentor to new representatives (01-15-06-2008).
- Secured clinical trial use through targeted presentations and comprehensive office calls.
- Executed speaker programs to educate key healthcare targets on product benefits.
- Developed relationships with healthcare professionals to effectively promote pharmaceutical products.
- Led product presentations to educate clients about new drug offerings.
Professional Sales Representative
Schering-Plough Corporation
Saint Cloud, MN
04.1998 - 05.2000
- Increased sales by 50% monthly in 1998 and 20% in 1999 for insulin delivery system.
- Exceeded call coverage to target physicians in excess of 180%.
- Developed strong relationships with healthcare professionals to promote pharmaceutical products.
- Conducted product presentations and training sessions for medical staff and pharmacists.
- Conducted 8 pharmacy programs to educate and build advocacy at retail level.
- Achieved year-end kicker bonus in 2 of 3 quarters in 1999.
- Organized grand opening of new Diabetes Center in St. Cloud, MN.
- Mentored new employees in program to enhance onboarding and integration.
Professional Sales Representative
Lucent Technologies
Minneapolis, MN
04.1997 - 04.1998
- Increased territory sales by 52% in six months, contributing to overall revenue growth.
- Led team to achieve highest monthly sales in November, December, and February.
- Participated in VIP (Values in People) Council election process.
National Account Executive
Weisman Enterprises, d/b/a Intera Communications Corporation
Minneapolis, MN
10.1991 - 04.1997
- Account Team Leader managed $18,000,000.00 in sales.
- Developed strategic relationships with national clients, resulting in strengthened business partnerships.
- Managed contract negotiations, securing favorable terms that enhanced profitability for key accounts.
- Developed and led national franchise program.
- Represented Intera at National Restaurant Association Convention, showcasing products and fostering connections with industry leaders.
Account Coordinator
Weisman Enterprises, d/b/a Intera Communications Corporation
Minneapolis, MN
01.1991 - 12.1991
- Increased sales profits by 400% at key account through targeted account management.
- Developed strong client and vendor relationships, resulting in 100% customer satisfaction.
- Coordinated client communications and ensured timely responses to inquiries.
- Managed project timelines and facilitated team meetings for effective collaboration.
- Supported account management by preparing reports and client presentations.
Education
Bachelor of Arts Degree - Communications in Business
Metropolitan State University
St. Paul, MNAssociate of Arts Degree - Communications
University of Minnesota
Minneapolis, MNSkills
- Account Management
- Customer Engagement
- Client Retention
- Customer Strategy
- Sales Strategy
- Sales proficiency
- Project Coordination
- Data Analysis
- Market analysis
- Market Trends
- Salesforce
- CRM proficiency
- Microsoft Office Suite
- Excel
- Word
- PowerPoint
- Outlook
- Time management
- People Management
- Collaboration skills
- Strategic planning
- Sales proficiency
Hobbies and Interests
- Volunteering
- Spending time with family
- Coaching youth sports
- Camping
- Golf
- Basketball
- Music
Affiliations
- Park TV -Sports Broadcaster
- Youth sports coach
- Animal Humane Society - Volunteer
Timeline
Customer Manager
Mars
03.2024 - Current
Regional Account Manager
Mars, Inc.
08.2014 - 03.2024
Account Manager
Procter & Gamble
09.2011 - 08.2014
Account Director
Miga Solutions
08.2010 - 09.2011
Regional Director, Sales
OR-Live
05.2009 - 01.2010
Business Manager-Geriatric Services
North Clinic
01.2008 - 08.2008
Senior Sales Representative
Solvay Pharmaceuticals, Inc.
05.2000 - 01.2008
Professional Sales Representative
Schering-Plough Corporation
04.1998 - 05.2000
Professional Sales Representative
Lucent Technologies
04.1997 - 04.1998
National Account Executive
Weisman Enterprises, d/b/a Intera Communications Corporation
10.1991 - 04.1997
Account Coordinator
Weisman Enterprises, d/b/a Intera Communications Corporation
01.1991 - 12.1991
Bachelor of Arts Degree - Communications in Business
Metropolitan State University
Associate of Arts Degree - Communications
University of Minnesota