Summary
Overview
Work History
Education
Skills
Timeline
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MICHAEL COWAN

MICHAEL COWAN

Toronto,ON

Summary

Ambitious Account Manager with a tenacity for increasing profits and maintaining client relationships through persuasion and fantastic communication. Dedicated to innovation, forward-thinking, and modern sales techniques used to cultivate a productive workspace and long-lasting client and customer relations.

Overview

11
11
years of professional experience

Work History

Senior Account Manager

Live Assets
02.2023 - Current
  • Responsible for managing client accounts and relationships within IT staffing industry
  • Develops and maintains strong network of client contacts, understanding their staffing needs and providing suitable IT professionals
  • Identifies new business opportunities, negotiates contracts, and ensures client satisfaction
  • Works closely with recruitment team to source and match qualified candidates to client requirements
  • Selected Accomplishments:
  • Consistently achieved sales targets as Senior Account Manager, contributing to positive outcomes
  • Played key role in expanding business portfolios, resulting in notable revenue growth
  • Developed and nurtured relationships with key clients, contributing to high client retention rate
  • Provided exceptional client service, receiving positive feedback and maintaining high satisfaction levels
  • Conducted thorough market research and analysis, identifying growth opportunities
  • Demonstrated effective negotiation skills, positively impacting profit margins
  • Listened attentively to client needs and provided tailored solutions, increasing upselling and cross-selling opportunities
  • Implemented time management strategies to meet project deadlines and exceed client expectations
  • Key Responsibilities:
  • Manage client accounts and relationships within IT staffing industry
  • Understand client staffing needs and provide suitable IT professionals
  • Identify new business opportunities and negotiate contracts
  • Collaborate with recruitment team to source and match qualified candidates
  • Ensure client satisfaction and address any concerns or issues
  • Stay updated with industry trends and developments
  • Attend industry events and networking opportunities to expand client base.
  • Partnered with departmental managers to ascertain hiring needs and subsequently provide candidate recommendations.
  • Built and maintained strong client relationships to drive business growth.
  • Closed business deals with partner businesses to increase company profits 15%

Senior Pre-Sales Digital Account Strategist

Teleperformance Canada
02.2021 - 02.2023
  • Strategic and results-driven B2B sales professional with expertise in leading pre-sales efforts, exceeding KPIs, and managing Google Ads campaigns
  • Skilled in developing customized solutions based on client needs assessment, collaborating with C-level executives, and leveraging Google Ads, Salesforce, and LinkedIn for effective account management
  • Mentor and onboarding expert, ensuring high sales performance throughout organization
  • Proven success in creating and managing Google Ads campaigns, conducting thorough needs assessments, and building strong relationships with marketing agencies
  • Excel in leading meetings, establishing connections with digital marketing professionals, and delivering successful marketing strategies through storytelling
  • Highly motivated, autonomous, and adept at multitasking in fast-paced environments
  • Selected Accomplishments:
  • Consistently exceeds weekly and quarterly KPI targets regarding client needs assessments and opportunities available, for accounts with assets greater than $1M
  • Regularly hits 120%+ of sales targets through effective client relationship building and sales abilities
  • Mentors 10+ new staff, providing general feedback and supervision, as well as conducting call reviews and overall performance reviews to ensure universal knowledge of internal processes and general sales procedures
  • Maintained number 1 spot out of all employees for sales numbers in Toronto office during post-COVID-19 in-office start-up
  • Key Responsibilities:
  • Project Management: Conducts meetings with executive clients to develop effective advertising and marketing strategies, as well as determine opportunities for improvement based on thorough market research
  • Develops business plans based on customer goals and suggested recommendations from research analysis
  • Branding & Digital Marketing: Utilize campaigns, identifying needs within customer marketing, branding measurement, and market consumption patterns to appeal to new business and qualify new leads
  • Mentorship & Supervision: Trains and mentors newer staff to ensure weekly and quarterly targets are being hit
  • Conducts weekly performance appraisals, ensuring that all talking points are being hit and calls are being conducted effectively, ensuring client needs, goals, and market research has been done prior to call commencement
  • Cross-Functional Collaboration: Coordinates with internal partners, including upper management and fellow account strategists to develop effective sales strategies and plans, utilizing current data and market research to identify opportunities for growth, as well as any potential competitors and external threats
  • Client Relationships: Works with diverse client-base with varying nationalities, languages, and cultures, adjusting communication style on individualized basis to grow client partnerships and loyalty, and negotiate sales more effectively.

Principal Art Auctioneer

Park West Gallery
01.2013 - 03.2020
  • Principal Art Auctioneer at Park West Gallery, overseeing team of 7 personnel, managing art auctions on international cruise ships, and achieving sales targets
  • Leads sales cycle, generates leads, builds client relationships, and delivers compelling sales proposals
  • Utilizes one-on-one gallery appointments and facilitates successful auctions
  • Selected Accomplishments:
  • Maintained top-15 position among 200 active auctioneers for two consecutive years in 2019 and 2020
  • Secured MVP award in 2019 due to sales metrics, leadership, operations management, and holistic performance
  • Shattered expectations by achieving $3.2M in sales in 2019, substantially surpassing $2M annual target
  • Key Responsibilities:
  • Training & Performance Management: Manages employee training, evaluating strengths, weaknesses, and devising specialized sales content while conducting regular group training to promote consistent high performance
  • Administers monthly appraisals and establishes SMART targets for struggling employees to promote improvement
  • Key Performance Indicator (KPI) Management: Assumes accountability for delegating weekly sales targets established by corporate among all employees in accordance with strengths to ensure achievement
  • Lead Generation: Leverages range of tactics to generate leads including cold calling, direct mailing, and innovative interactive games with cruise-goers including “Guess the Price of the Painting” to gauge interest and secure contact information, sending personalized invitations to auctions, book gallery appointments, while building relationships at auctions and cocktail parties
  • Sales Strategy Development: Develops and directs team to execute comprehensive sales strategies
  • Controls product inventory, securing artwork more suited to client-base through historical data on high-selling pieces to maximize returns
  • Event Management & Relationship Building: Manages organization and facilitation of art auctions on board cruise ships, curating art displays and determining presentations to maximize client interest
  • Organizes cocktail parties on board cruise ships to build additional relationships and conversions to maximize sales performance
  • Strategic Account Management: Builds longstanding, trusted relationships with clients through regular communication
  • Identifies opportunities to drive additional sales through past clients, pitching sale of particular art pieces based on their interests
  • Sales Proposal Development: Develops sales proposals during auction events and appointments, leveraging one-on-one communication to build relationships with clients
  • Shares compelling stories about artwork in line with their interests to encourage engagement by leveraging specific product information
  • Sales Negotiation: Effectively negotiates with clients to close deals, adjusting starting price based on particular clients and ensuring sale price is higher than bottom line price requirement established by corporate
  • Leadership & Operations Management: Manages large sales team in addition to cross-functional staffing onboard cruise ship, developing and overseeing operational schedules, ensuring administration of accurate payroll, and managing 30M inventory of artwork
  • Holds meetings to discuss sales targets, motivating employees to exceed expectations.
  • Skilled at working independently and collaboratively in a team environment.

Cruiseship Retail Sales Manager

Starboard Cruise Services
01.2012 - 01.2013
  • Successfully motivated and coached sales team of 10+ individuals, resulting in consistent achievement and exceeding of sales and promotional targets
  • Developed and executed comprehensive sales plans that drove significant revenue growth and contributed to exceeding sales goals
  • Provided strong leadership and management to diverse team, fostering a positive work environment and ensuring high levels of employee engagement and performance
  • Ensured exceptional guest experience by delivering personalized service and maintaining attention to detail, resulting in high customer satisfaction and repeat business
  • Maintained and promoted high-quality retailing standards throughout onboard retail shops, consistently delivering superior shopping experience for guests
  • Created visually appealing displays that optimized sales space and maximized revenue generation, resulting in increased sales and improved conversion rates
  • Conducted regular training and coaching sessions for sales team, focusing on product knowledge, effective selling techniques, asset protection, and exceptional guest service
  • Managed inventory effectively, implementing asset protection strategies and minimizing losses due to theft or damage
  • Analyzed sales and talent data to generate comprehensive reports and insights, providing valuable information to corporate office for strategic decision-making
  • Selected Accomplishments:
  • Led sales team to consistently exceed sales targets, resulting in 15% increase in revenue over 12-month period
  • Implemented new visual merchandising strategy that resulted in 20% increase in average transaction value
  • Recognized for outstanding guest feedback and achieved customer satisfaction rating of 95%
  • Developed and implemented comprehensive training program that significantly improved sales team performance, leading to 25% increase in sales conversion rates
  • Implemented inventory management strategies that reduced losses by 15% and improved overall asset protection.

Education

BBA - Business Management

Ryerson University
Toronto, ON
06.2011

Skills

  • Purchase Negotiation
  • Relationship Building
  • Marketing Materials
  • Cross-Functional Leadership
  • Sales Strategy Development
  • Sales Proposal Management
  • Strategic Account Management
  • Training & Performance Management
  • Sales Quota Achievement
  • Product Knowledge
  • Event Management
  • Technical Acumen: Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Salesforce)
  • CRM Software
  • Leadership Management

Timeline

Senior Account Manager

Live Assets
02.2023 - Current

Senior Pre-Sales Digital Account Strategist

Teleperformance Canada
02.2021 - 02.2023

Principal Art Auctioneer

Park West Gallery
01.2013 - 03.2020

Cruiseship Retail Sales Manager

Starboard Cruise Services
01.2012 - 01.2013

BBA - Business Management

Ryerson University

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MICHAEL COWAN