Summary
Overview
Work History
Education
Skills
Accomplishments
Additional Information
Timeline
Generic

MICHAEL D. MEDLEY

WELLINGTON,USA

Summary

Sales Management Professional with over 18 years of experience in technical sales and account management, specializing in a consultative selling approach that fosters client relationships and enhances customer service. Proven track record of exceeding corporate objectives through strategic planning, exceptional interpersonal skills, and adept negotiation capabilities. Recognized for orchestrating complex projects while leading high-performing teams to achieve profit targets. Committed to leveraging a performance-oriented mindset to drive results and elevate organizational success.

Overview

19
19
years of professional experience

Work History

Regional Manager

Okada America
Denver, CO
09.2023 - Current
  • Managed a portfolio of over 200 clients across the West Coast, including key accounts within the dealer network.
  • Developed and implemented strategic sales plans to extend market share, and increase revenue.
  • Built and maintained strong relationships with clients, resulting in a 22% increase in growth within my territory.
  • Conducted product demonstrations and training sessions, enhancing customer knowledge and satisfaction.
  • Identified and pursued new business opportunities, adding 50+ new accounts in a competitive market.
  • Negotiated contracts and pricing agreements, ensuring profitability while meeting customers' needs.
  • Provided exceptional post-sale support, resolving issues, and ensuring high customer satisfaction.
  • Successfully managed a $3 million dollar territory that included AZ, CO, CA, NV, NM, and HI.
  • Analyzed regional market trends to discover new opportunities for growth.
  • Worked with direct reports to develop and implement action plans, improving operating results.
  • Cultivated positive rapport with associates and team leadership.

Regional Business Manager

Hiab USA/Cargtec
Denver, CO
07.2021 - 09.2023
  • Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
  • Operationally responsible for three branch locations, and increased revenue growth from $3.2 million to $4.6 million year over year.
  • Designed a modern employee recognition program, which boosted productivity and improved morale.
  • Chaired weekly meetings with executive leadership to identify opportunities for improvement, establish milestones, and tailor products to individual markets.
  • Improved productivity while reducing staffing and operational costs by 18%.
  • Led the company to a successful product launch and growth by developing the initial product roadmap and go-to-market strategy for the 'E4 Product'.
  • Enhanced and redefined the organizational structure to maintain the company's competitive edge across territories.
  • Effectively supervised a staff of 47 personnel by implementing company policies, protocols, work rules, and disciplinary actions.
  • Analyzed business performance data and forecasted business results for upper management.
  • Implemented cost-saving measures wherever possible without compromising quality standards.
  • Prepared reports on key performance indicators for senior management review.
  • Analyzed financial data to measure profitability of current operations in the region.
  • Reviewed employee performance and provided ongoing feedback and coaching to drive performance improvement.

Field Sales Consultant Territory Manager

National Trench Safety NTS
Tukwila, WA
10.2019 - 07.2021
  • Washington State Safety Compliant Consultant, OSHA 10, OSHA 30, Confined Space, Competent Person training.
  • Increased market share from 3.8% to 18.6%, and overall growth of 1.4 million.
  • This increase was due to the development of not only market segment identification, but also customer identification, that I was responsible for implementing.
  • Designed and implemented a sales and service approach that relates to target, focus, and core customer revenue goal concepts.
  • Managed multiple customer accounts simultaneously by prioritizing tasks based on urgency and importance.
  • Established relationships with key decision makers in target accounts to drive sales growth.
  • Implemented effective strategies for cross-selling additional products or services to existing customers.
  • Analyzed market trends to identify areas of opportunity for increasing sales volume.
  • Conducted product demonstrations and provided technical support for customers throughout the sales process.
  • Increased profitability and revenue by identifying customer needs and determining appropriate offerings.

Business Development Manager

Toyota Lift Northwest
Kent, WA
10.2016 - 10.2019
  • Established relationships with key decision-makers within the customer's organization to promote growth and retention.
  • Researched and identified opportunities for account growth, account penetration, and market expansion.
  • Reached out to potential customers via telephone, email, and in-person inquiries.
  • Negotiated and closed long-term agreements with new clients in the assigned territory.
  • Generated new business with marketing initiatives and strategic plans.
  • Identified and pursued valuable business opportunities to generate new company revenue, and improve bottom-line profit.
  • Devised effective marketing, sales, and other promotional initiatives.
  • Multilevel/Cap-Ex sales process: 6-24 months.
  • Increased sales market share through management of KPIs and market segment identification from 6.8% to 21.1%.

Territory Manager

H&E Equipment Services
Kent, WA
06.2015 - 10.2016
  • Rentals and Sales: 2015 - Generated 16% over quota of $1.5 million in revenue.
  • 2016 - Total growth or revenue was set at $2.2 million, with an increase of $1.7 million from year one.
  • Responsible for technical sales and rentals within the Seattle market segment.
  • Follow up with bids to procure sales in a timely manner.
  • Visit owners, contractors, and subcontractors during all phases of the project process to offer ideas and assistance.
  • Developed a sales process using Focus, Target, and Core approaches to maximize time efficiency.
  • Representation of the company at trade association meetings, and related conventions, to promote products.
  • Developed solid connections with customers to promote products.
  • Developed and significantly grew assigned territory using strong engagement and marketing skills.
  • Negotiated contracts with new clients while maintaining existing business relationships.
  • Prepared detailed sales reports to present to senior management.

Territory Manager

Young Corp
Seattle, WA
05.2012 - 06.2015
  • Responsible for sales, business development, management of territory and coordination of product sales and service warranties
  • Applied marketing knowledge to identify target accounts and develop penetration plans to increase sales
  • Managed the sale from manufacturing to customer delivery to insure communication with our client
  • Actively engaged in follow up and feedback from customers to improve service and product related satisfaction
  • Service existing accounts and establish new accounts by planning and organizing daily work schedule to call on existing and prospective customers for service-related work
  • Ensured alignment with management through service submitting activity and results reports to include, warranties reports, daily call reports, weekly work plans and monthly and annual territory analysis along with service-related goals
  • Enhanced profitability by developing pipelines utilizing marketing and sales strategies
  • Managed over 300 accounts within West Cost territory
  • Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to gain experience business operations and boost profits

Territory Manager

Triad Machinery
Tacoma, WA
03.2010 - 05.2012
  • Rentals and Technical Sales: Responsibilities included warranty and service upsell, and understanding and identifying additional revenue for back-end sales.
  • Collaborative efforts in employing territory analysis and targeting sales and marketing research to identify top prospects.
  • Oversaw tasks in promoting service-related products and negotiating rental contracts to achieve assigned rental and sales revenue goals.
  • Enhanced customer satisfaction through developing rapport with key decision-makers and end users at job sites and offices.

Sales Coordinator

Hertz Equipment
Seattle, WA
01.2006 - 02.2010
  • Liaised with customers, management, and the sales team to better understand customer needs and recommend appropriate solutions.
  • Kept detailed records of sales and customer information in CRM software, updating the database regularly to maintain top-notch service.
  • Employed closing sales techniques, upselling, and customer loyalty incentives to boost sales.
  • Directed and coordinated products, services and sales activities.
  • Managed client relationships by responding promptly to inquiries and addressing any issues that arose during the course of a sale.
  • Generated leads through cold calling, networking, referrals and other methods.

Education

Associate - Science: Fire Science

EL Camino JR College
Torrance, CA
10.2002

Skills

  • Management leadership
  • Motivational skills
  • Business strategies
  • Contract Negotiation
  • Salesforce Software
  • Qlikview
  • Google
  • Concur
  • Budget Development
  • Financial Statement Review
  • Multi-Unit Operations
  • 5S Principles
  • SAP Expertise
  • Capital Expenditures Oversight
  • Market Penetration Strategy
  • Strategic Planning
  • Business Development
  • Team Leadership
  • Business development and planning
  • Multi-million dollar P&L management
  • Operations management
  • Strategic development

Accomplishments

  • Leadership of Excellence Award, 2011
  • True Leader Award, 2017

Additional Information

Six Sigma

Timeline

Regional Manager

Okada America
09.2023 - Current

Regional Business Manager

Hiab USA/Cargtec
07.2021 - 09.2023

Field Sales Consultant Territory Manager

National Trench Safety NTS
10.2019 - 07.2021

Business Development Manager

Toyota Lift Northwest
10.2016 - 10.2019

Territory Manager

H&E Equipment Services
06.2015 - 10.2016

Territory Manager

Young Corp
05.2012 - 06.2015

Territory Manager

Triad Machinery
03.2010 - 05.2012

Sales Coordinator

Hertz Equipment
01.2006 - 02.2010

Associate - Science: Fire Science

EL Camino JR College

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MICHAEL D. MEDLEY