Michael Smith
Nanaimo,BC
Summary
Accomplished Senior Sales Executive with 19 years of consultative sales experience. Refined relationship-building skills with senior executives by focusing on the impact of their key business objectives. Heavy emphasis on Targeted Account Selling and Account Planning sales strategies. With success in exceeding quotas and maximizing revenue with proactive and ambitious strategy. Decisive, passionate and devoted to outperforming expectations. Attentive, resourceful and personable with customers.
Overview
17
17
years of professional experience
Work History
Senior Sales Executive
TELUS Business Solutions
01.2011 - Current
- Achieving and exceeding targets last five years: Average of 115%
- Maintained annual revenue base of $5M
- Sales cycle planning activities: targeted account and opportunity planning
- Developed and executed strategic plans for territory based on Cyber Security, UC and Cloud Based Software.
- Increased sales revenue by developing and implementing strategic sales plans tailored to client needs.
- Collaborated with cross-functional teams to develop innovative solutions that met customer requirements, resulting in higher customer satisfaction.
Business Sales Representative
TELUS Small Business Solutions
01.2007 - 01.2011
- Supported small business sector with over 250,000 clients within TELUS
- Assessed client’s risks and outlined costs and benefits to increase effectiveness and efficiency of their operations
- Solution-based selling, to meet client’s needs
- Put forth full-scale integrated sales proposals tying together several lines of business (wireline, Wireless, MITS, etc.).
Skills
- Established trusted relationships with senior executives utilizing TELUS’ Premiere Sales Organization training
- Funnel forecasting accuracy
- Proven ability to effectively negotiate with all levels of management
- Coaching and Mentoring
- 20M in contract growth value while protecting a book of business worth $30M over last six years
- Three Time Presidents Club winner during sales tenure
- Territory Management
- Sales Development
- Sales Forecasting
- Strategic Planning
Personal Information
Title: Business Transformation Advisor
Training
Premier Sales Organization Program, TELUS Academy
CPSA Foundational Certification
Languages
English
Native or Bilingual
Timeline
Senior Sales Executive
TELUS Business Solutions
01.2011 - Current
Business Sales Representative
TELUS Small Business Solutions
01.2007 - 01.2011