Mike Howard

Technical key point of contact for strategic accounts with a primary focus on Power, OEM’s, and NASA. Accountable for growth of a designated territory, forecasting, and solution proposals. Escalation point for all departments to resolve any ongoing customer or vendor issues.

• Attained territory growth from $7.8 million to $20 million in two years, exceeding 150% of goal for each year.
• Strategic Account Manager for a top 10 sales revenue account.
• Performed a sales analysis and strategic path forward on non-managed house accounts to differentiate high growth potential customers. Performed transfer of knowledge and transitioned successful accounts to Account Managers for additional cross-divisional growth.
• Mentor of new Application Engineers, providing a first path of escalation and assistance with development and growth.

Manage, develop, and oversee leadership of the Inside Sales department. Accountable for the department’s sales performance, profitable growth, staffing, training, and positive customer experience. Served as a liaison across the Final Control Inside Sales teams, Outside Sales teams, and Operations.

• Managed a team of 27 Engineers and Sales Associates.
• Strategically adjusted territory alignment and managed growth from $75 million in 2017 to $125 million in 2022.
• Facilitated in the acquisition and management of the Pentair/Emerson product lines and the incorporation of new team members.
• Managed Parts Team and set up a direct report manager for the Application Engineering Team, OEM/Capital Projects Team, and Isolation Team.
• Created Job Tiers, along with compensation brackets, that clarify skillset requirements and create a growth path within a role.
• Created a training program for onboarding new Application Engineers for their first three months.
• Worked closely with organizational leadership and board of directors to guide operational strategy.
• Established departmental performance goals and provided feedback for underperforming areas.

• Onboarded new employees with training and new hire documentation.
• Managed a team of 17 Engineers.
• Facilitated the acquisition and incorporation of an Emerson Impact Partner.
• Core Team Advisory Board member for transition our quotation tool, from an Excel based tool to Salesforce, and a new ERP, from IBM Nomis to IFS.

Develop innovative Fisher-Emerson Brand Final-Control Solutions (Control Valve Assemblies, Isolation and Actuation Technologies, Pressure Regulators, etc.) tailored to facilitate automation of industrial-scale production plants for customers in Pulp & Paper, Power Generation, Severe Service, Food & Beverage, Chemical, Natural Gas Transmission Applications as part of the Emerson Impact Partner Network.

• Subject Matter Expert for Emerson Regulator Technologies for Industrial and Natural Gas applications.
• Received the Control Southern “Pitbull” award, a formal award given only every few years for exceptional actions, for quadrupling the sales growth of a customer and turning them into a top 10 bookings customer that has been sustained for 18 years.
• Received the “Pacesetter Leadership” award for the most exceptional and influential person in the company. This is awarded one time per year and voted on by every member of the company.
• Subject Matter Expert for Pressure Regulator and Relief Valves.

Regional Sales working with EPC’s and Industrial End-Users for Emerson Final-Control applications.

Regional Sales for water and wastewater products working with local contractors and municipalities.