Michael Davis

Objective

A Vice President/Director of Sales and Sales Support with extensive and successful experience in sales, customer service and sales operations management, as well as, sales team and organizational development, project management, and solution development looking to engage with and help a venture capital or high growth organization reach the next growth plateau.

Profile

Michael L. Davis

7916 Kandy Lane            817.988.1302

North Richland Hills, Texas 76180mld10192713@sbcglobal.net

VP / Director of Sales / Sales Support / Sales Operations

Sales Management / Budgeting / Call Center Operations / Customer Service / Inside Sales

Forecasting / Incentive Programs / Market Research & Analysis / Channel Sales

Growth Strategies / Product Management / Sales Training / Change Management

Trend Analysis / P&L / Negotiations / Continuous Process Improvement

New Product Development / Restructuring / Strategic Planning

Promoted through the ranks of industry leader UPS, with accomplishments and leadership in sales, sales operations and support, customer service, business development and operations. Led District consolidation efforts, cutting costs, eliminating redundancies and increasing sales and service efficiencies. Created and facilitated customized retention program that resulted in millions of dollars in retained annual revenue. Developed and implemented sales resource replacement process that was adapted corporate-wide. Implemented process management addressing support center redundancy, saving hundreds of thousands of dollars.

Influential leader, visualizing processes and projects that drive improvements and efficiencies. Highly focused decision maker, keeping the corporations’ best interest at the heart of the thought process. Recognized people developer, offering counsel, leadership and direction. Action oriented and decisive, getting things done quickly.

Professional Career History

United Parcel Service, world's largest package delivery company and global supply chain/freight services leader.

District Sales Support Manager, 2004 to 2009. Held chief executive leadership/management of six direct reports and 86 District Sales Support Center staff and operation, overseeing strategic planning of recruiting, hiring, staffing and training of outside and inside sales resources while managing up to $25M budget. Implemented and facilitated corporate marketing programs and initiatives, analyzing potential market opportunities. Implemented risk management, process management and project management concepts for process improvement. Facilitated employee training sessions and sales meetings outlining new products and services. Collaborated and cultivated relationships with Sales Managers and Operations Management counterparts to reach district sales growth goals.

·Created and facilitated a customized retention program for 29 top revenue customers, resulting in over $40M in retained annual revenue.

·Implemented process management to address redundancy in Support Center operations processes that resulted in $200K cost savings.

·Lead a District Consolidation team, successfully consolidating two District Sales Departments and Sales Support Centers, resulting in a 25% measurable service improvement to customers.

Sales Operations Manager, 2002 to 2004. Directed sales operations and implemented, facilitated and managed territory plans for 50+ outside sales resources and four direct reports. Strategically recruited and hired new sales resources. Managed/facilitated training and sales meetings outlining new products/services. Oversaw management and operation of district customer center locations.

·Developed and implemented a sales resource replacement process that was adapted at corporate level.

·Created and directed a mentorship training program to address new sales resource training and development gaps, resulting in 120% turnover reduction.

Sales Training Manager, 2000 to 2002. Managed, implemented and coordinated all training programs/agendas for external and internal Business Development sales resources. Managed ongoing responsibility for sales force automation training and process management implementation.Recruitment and hiring of new sales resources, via internal and external search processes. Managed and facilitated training of new and existing sales resources. Facilitated employee training sessions and sales meetings outlining new products and services.

·Championed the launch of a training program to convert all district sales resources to sales force automation, leading to 15% increased customer face time.

·Created, implemented, and facilitated a weekly sales training program to address gaps in existing sales resource development.

Corporate Sales Trainer, Sales Force Automation, 1999. Senior member of six person training team responsible for Corporate roll out of Sales Force Automation to entire domestic Business Development function. Facilitated, coordinated “Train the Trainer” training sessions for program roll out. Provided training support to the district trainers/coordinators, in numerous districts, during implementation of district conversions to the program. Ongoing support of district and region trainers/coordinators during program implementation. 

·Instrumental in addition and application of new training material information, thereby incorporating current business development selling strategies and concepts to program training materials.

·Completed initial training rollout 2 months ahead of plan.

Area Sales Manager. 1997 to 1999.Directed/Managed six direct reports, overseeing strategic sales planning and sales production of the sales district. Implemented and facilitated sales programs and initiatives, analyzing potential market opportunities. Utilized sales pipeline management for sales production improvement.

·Implemented a sales targeting strategy that increased net sales by 18% beyond goal.

Southwest Region Product Coordinator. 1996.Implemented and facilitated New Product Training for the Southwest Region which included multiple district external sales forces. Responsible for Product volume and revenue development. Directed administration and management of day-to-day product analysis and trends.

·Implemented a new marketing strategy that increased net revenue by 10.4% beyond scheduled projections.

Senior Account Manager. Provided logistics and supply chain solutions to customers, utilizing a consultative sales methodology. Determined optimum transportation options for clients.Volume/Revenue development and retention growth responsibility of multimillion dollar accounts.

·Negotiated contracts resulting in additional annual revenue of $1.1M dollars.

·Promoted to Region Product Coordinator.

District Operations Manager. Southland Corporation, Dallas Texas. One of the nation's largest operators and franchisers of convenience stores. Multi store retail operations management responsibility.Training and development of new store manager candidates. Implementation of retail marketing strategies/advertisements.

·Created and deployed training program for new product line presentations to staff.

·Maximized district net profits by 255% utilizing unrealized vendor marketing programs.

Advanced Field Representative, A. C. Neilsen Company, Chicago, IL and Dallas, TX. Nielsen is the leading global provider of marketing research information services, analytical systems and tools, and professional client service that help clients win in the marketplace. Accumulated market research data in major food retail stores. Analysis of sales data and advertising trends. Reset products in retail stores for new marketing promotions.

·Awarded responsibility of top three food chain accounts in the Fort Worth Division.

Education / Professional Development

BBA, Business Management/Marketing, University of Texas at Arlington. Extensive professional development including: Managers Sales Operations Training School. Situational Sales Negotiations. Major Account Strategy Training. Huthwaite Spin Selling Workshop, Certified Trainer. Train the Trainer Workshop, Certified Trainer. Process Mapping, Certified Trainer. Total Quality Management School. Professional Presence Workshop. Professional Relationships Workshop.

Work History

Work History

Advanced Field Representative

A. C. Neilsen Company
Accumulated market research data in major food retail stores. Analysis of sales data and advertising trends. Reset products in retail stores for new marketing promotions.

·Awarded responsibility of top three food chain accounts in the Fort Worth Division.

District Operations Manager

Southland Corporation
Multi store retail operations management responsibility.Training and development of new store manager candidates. Implementation of retail marketing strategies/advertisements.

  • Created and deployed training program for new product line presentations to staff.
  • Maximized district net profits by 255% utilizing unrealized vendor marketing programs.

Senior Account Manager

Provided logistics and supply chain solutions to customers, utilizing a consultative sales methodology. Determined optimum transportation options for clients.Volume/Revenue development and retention growth responsibility of multimillion dollar accounts.

·Negotiated contracts resulting in additional annual revenue of $1.1M dollars.

·Promoted to Region Product Coordinator.

2004 - 2009

District Sales Support Manager

http://www.ups.com

Held chief executive leadership/management of six direct reports and 86 District Sales Support Center staff and operation, overseeing strategic planning of recruiting, hiring, staffing and training of outside and inside sales resources while managing up to $25M budget. Implemented and facilitated corporate marketing programs and initiatives, analyzing potential market opportunities. Implemented risk management, process management and project management concepts for process improvement. Facilitated employee training sessions and sales meetings outlining new products and services. Collaborated and cultivated relationships with Sales Managers and Operations Management counterparts to reach district sales growth goals.

·Created and facilitated a customized retention program for 29 top revenue customers, resulting in over $40M in retained annual revenue.

·Implemented process management to address redundancy in Support Center operations processes that resulted in $200K cost savings.

·Lead a District Consolidation team, successfully consolidating two District Sales Departments and Sales Support Centers, resulting in a 25% measurable service improvement to customers.

2002 - 2004

Sales Operations Manager

Directed sales operations and implemented, facilitated and managed territory plans for 50+ outside sales resources and four direct reports. Strategically recruited and hired new sales resources. Managed/facilitated training and sales meetings outlining new products/services. Oversaw management and operation of district customer center locations.

·Developed and implemented a sales resource replacement process that was adapted at corporate level.

·Created and directed a mentorship training program to address new sales resource training and development gaps, resulting in 120% turnover reduction.

2000 - 2002

Sales Training Manager

Managed, implemented and coordinated all training programs/agendas for external and internal Business Development sales resources. Managed ongoing responsibility for sales force automation training and process management implementation.Recruitment and hiring of new sales resources, via internal and external search processes. Managed and facilitated training of new and existing sales resources. Facilitated employee training sessions and sales meetings outlining new products and services.

·Championed the launch of a training program to convert all district sales resources to sales force automation, leading to 15% increased customer face time.

·Created, implemented, and facilitated a weekly sales training program to address gaps in existing sales resource development.

1999 - 2000

Corporate Sales Trainer, Sales Force Automation

Senior member of six person training team responsible for Corporate roll out of Sales Force Automation to entire domestic Business Development function. Facilitated, coordinated “Train the Trainer” training sessions for program roll out. Provided training support to the district trainers/coordinators, in numerous districts, during implementation of district conversions to the program. Ongoing support of district and region trainers/coordinators during program implementation. 

·Instrumental in addition and application of new training material information, thereby incorporating current business development selling strategies and concepts to program training materials.

·Completed initial training rollout 2 months ahead of plan.

1997 - 1999

Area Sales Manager

1999.Directed/Managed six direct reports, overseeing strategic sales planning and sales production of the sales district. Implemented and facilitated sales programs and initiatives, analyzing potential market opportunities. Utilized sales pipeline management for sales production improvement.

·Implemented a sales targeting strategy that increased net sales by 18% beyond goal.

1996 - 1997

Southwest Region Product Coordinator

Implemented and facilitated New Product Training for the Southwest Region which included multiple district external sales forces. Responsible for Product volume and revenue development. Directed administration and management of day-to-day product analysis and trends.

·Implemented a new marketing strategy that increased net revenue by 10.4% beyond scheduled projections.

Education

Education

BBA

University of Texas - Arlington