MICHAEL A. KNERR
Beverly Hills,CA
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over a 11-year career. Tenacious Business development Representative with strategic and analytical approach to solving problems. Consultative sales acumen with clients. Consistently overachieving sales goals. Leverages a broad range of business development strategies to identify new revenue opportunities. Gifted with strategic financial selling techniques. Collaborative and team oriented with colleagues.
Overview
11
11
years of professional experience
Work History
Area Sales Manager
Reveal Lasers
11.2023 - Current
- Developed go-to-market strategy for Reveal Laser's in Southern California.
- Identify Medical Practices and their key decision makers to prospect and develop business relationships. Leverage these relationships for introductions and opportunities to expand into new accounts.
- Prospect: by phone, in person, though social media, email campaign, and coordinated clinical forums.
- Meet with physicians to make technology recommendations based on the practices portfolio, industry trends, patient demographic and clinical indications.
- Demonstrate how technology achieves clinical outcomes through the use of presentation, before and afters, video, clinical studies, peer reference calls and product demonstrations.
- Understand motivation for wide demographic of medical practices from business and clinical model. Consult physicians about ROI. Uncover physician and practice pain points.
- Expanding my knowledge of competitive products by researching using a variety of modicums. Physician consult, realself.com, clinical forums, competitors product webpages, white pages, and clinical studies.
- Drive sales cycle forward by creating urgency, managing client expectations, uncovering objections, qualifying the practice financially through collecting credit applications and other financial stipulations.
Area Sales Manager
Cutera
08.2023 - 10.2023
- Collaborated with Regional Sales Manager and marketing team to develop go-to-market strategy for new products
- Utilized various marketing strategies and software to help identify prospects
- Developed campaigns to drive physician attendance to events
- Developed prospecting lists based on competitive equipment placements, UCC filings, physician finders, and current service providers
- Familiar with Salesforce for tracking prospects through all stages of the sales cycle and Badger for optimizing routes
- Cold called by phone, social media, door to door, text, and email
- Developed sales pitches that demonstrate technological advantages, industry trends, ROI, and market information
- Successfully identified prospects and moved them through the stages of the sales cycle
- Delivered presentations, transacted money using stax software, worked with lenders to get credit approved, submitted orders to process, and developed implementation schedules for delivery and installation.
Major Accounts Executive
Revolution Office
03.2023 - 06.2023
Senior Account Executive
Office1
05.2017 - 03.2023
- Finished FY18 with $439,000 in revenue, goal of 480k - (new business $158K)
- Finished FY19 with $574,709 in revenue, goal of 480k - President's club (new business $117K)
- Finished FY20 with $512,525 in revenue, goal of 480k - President's club (new business $77K)
- Finished FY21 with $780,000 in revenue, goal of 480k - President's club (new business $89K)
- Finished FY22 with $812,000 in revenue, goal of 480k - President's club (new business $98K)
- Led the DTLA sales team in driving new business with $158,365.00 of revenue produced in 2018 coming from net new accounts
- Cultivated business from new and existing clients
- Sales database management, territory management, current customer retentions, new business acquisition, and prospecting
- Worked with various 'C' Level decision makers within SMB market to develop strategies to improve workflow efficiency and demonstrate ROI
- Leveraged MPS assessments and spreadsheet selling to win competitive sales cycles and increase profitability
- Developed a target list of accounts and created a cadence to penetrate new business accounts from D&B Hoovers
- Successfully cold called into these accounts utilizing telemarketing strategies and a variety of follow-up cadence
- Worked with multiple lending partners to provide leases/$-out to newly established businesses and credit-challenged companies
- Worked with lenders to payoff incumbent contracts, establish Co-terminus agreements, upgrade current agreements, exercise buyouts, and satisfy collections to earn client's business
- Redlined contracts.
Named Account Executive
Konica Minolta Business Solutions
09.2015 - 05.2017
- Led sales team with the most earned new business in FY16 and sold $330,000 total revenue
- Closing ratio of 92% for 2016 fiscal yearAppointed by leadership to work with PGA tour to organize and coordinate technology for th2016 Powershare Open and Tiger Wood's Open Tournaments
- Fully understood client's business based on insight sales approach and made specific recommendations based upon business assessment, vertical, 10K reports, trends, and implications
- Consultative approach with a primary focus on receiving organization's top-level executive endorsement to conduct workflow assessments
- Once assessment data is gathered, developed a financial representation of current state versus an optimized state with recommendations focusing on employee to device ratios, volumes and annual cost per employee, and workflow chart
- Identified departmentally specific issues that can be addressed with software solutions
- Identified businesses by vertical using various online databases to identify qualified businesses and apply knowledge of trends and initiatives
- Worked on contract negotiations and implementation Schedules.
- Worked with legal departments and lending companies to secure lending and accommodate alterations of T and C's
Sales Associate
Galpin Ford
08.2013 - 09.2015
- Achieved Galpin elite status by breaking the 25 car threshold in May 2015 earning my Gold Ring
- Introduced to Management by Strengths, leveraging characteristics to identify how specific personalities buy.
- Demonstrated auto products across 11 brands, identifying vehicle specifications and manufacturer competitive comparisons
- Conducting needs assessments and matching it with financial products that best met the needs of clients and their financial profile.
- Taking credit applications and strategizing on which car product matched the banking product that fits the expectations, needs, and desires of the client
- Explained contracts, obtained wet signatures, and pursuing lending stipulations
- Drove business from consistent follow-up and diverse marketing methods, but none more important than requesting referrals immediately after the close of business
- Leveraged my diverse networks and 3rd-degree connections
- Developed a consultative approach to solving client's problems and helping them make decisions
- Leveraged my knowledge of multiple auto brands, different bank products, banking rules, and lender habits to find resolutions to challenge credit, negative equity, or thin credit profiles.
Education
Bachelor of Arts - History
University Of California Santa Barbara
Santa Barbara, CA01.2012
Skills
- New Business Development
- Business Needs Assessment
- Account Management
- Complex negotiations
- Contract Review
- Competitor Analysis
- Relationship Building
- Leads Prospecting
- Territory Management
- Closing strategies
- Sales Presentations
- Customer Billing
Accomplishments
- Gold Ring Elite Salesperson - sold over 25 cars in one month May 2015 Galpin
- Led Los Angeles Sales Team in Net New Business acquisition in 2018 Office1
- Sales Rep of the year 2019 Office1
- President's Club 2019 Office1
- President's Club 2020 Office1
- President's Club 2021 Office1, Top Senior Account Exec in company
- President's Club 2022 Office1, Top Rep on sales team
Memberships Interests
Captain of Ajax S.C., Central American Soccer League for 5 Seasons, won 5 championships, MVP and Finals MVP.
Wilderness backpacking, weightlifting, skiing, soccer,
Organized a fundraiser to support the midnight mission DTLA successfully raising $4,200.00 in three weeks and serving food to the homeless community in dtla.
Timeline
Area Sales Manager
Reveal Lasers
11.2023 - Current
Area Sales Manager
Cutera
08.2023 - 10.2023
Major Accounts Executive
Revolution Office
03.2023 - 06.2023
Senior Account Executive
Office1
05.2017 - 03.2023
Named Account Executive
Konica Minolta Business Solutions
09.2015 - 05.2017
Sales Associate
Galpin Ford
08.2013 - 09.2015
Bachelor of Arts - History
University Of California Santa Barbara
Similar Profiles
Josh DeanJosh Dean
Regional Director at Reveal LasersRegional Director at Reveal Lasers
Connor CrawfordConnor Crawford
Senior Consultant at Reveal GroupSenior Consultant at Reveal Group
Michael ManningMichael Manning
Senior CSR at Deer Management System Tactacam/Reveal and Scrape FixSenior CSR at Deer Management System Tactacam/Reveal and Scrape Fix