MIKE WILLIAMS
Calgary,Canada
Summary
Driving growth, optimizing performance, improving processes and systems, and delivering exceptional results - Articulate, engaging, and enterprising sales leader with an outstanding track record of success in driving revenue, inspiring optimal performance, improving operational processes, and building and leading talented teams to ensure attainment of key goals and objectives. Highly adept at building profitable sales organizations underpinned by effective strategy, cutting-edge technology, and robust analytics to increase sales and profitability. Forward-thinking, innovative, and strategic leader with the drive, determination, and talent needed to drive change in strategy, process, and profitability needed to deliver decisive results. Recognized as a talented communicator, negotiator, and business enabler with an ability to cultivate and maintain lucrative and enduring business relationships.
Overview
20
20
years of professional experience
Work History
Contract Director of Sales
Aveiro Sleep
Calgary, AB
10.2024 - Current
- Developed and implemented sales strategies to maximize revenue growth.
- Managed a team of sales personnel to ensure performance goals were met or exceeded.
- Created detailed reports on sales performance metrics and trends.
- Developed budget plans for marketing campaigns and promotional activities.
- Utilized CRM systems to track leads, manage accounts and monitor competitor activity.
- Provided regular training sessions for staff on sales techniques, product knowledge and customer service standards.
- Assisted in developing long-term strategic objectives for the organization's overall success.
- Developed and promoted weekly, monthly and quarterly sales objectives.
- Implemented sales programs by developing field sales action plans.
- Established sales objectives by forecasting and developing annual sales quotas for regions and territories.
- Led a team of sales managers and representatives, providing training and development to enhance performance.
- Analyzed sales statistics to identify areas of improvement and implement corrective actions.
- Implemented sales training programs that are aligned with the company's goals and strategies.
- Implemented CRM systems to streamline sales processes and improve customer relationships.
- Oversaw the recruitment, selection, and onboarding of new sales staff.
- Provided detailed sales reports and forecasts to executive management for strategic decision-making.
- Directed sales forecasting activities and set performance goals accordingly.
- Coached, developed and motivated team to achieve revenue goals.
- Directed and coordinated products, services and sales activities.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Supported sales team members to drive growth and development.
Account Manager
Halliburton
Calgary, Alberta
11.2023 - 10.2024
- Developed and maintained relationships with key accounts to ensure customer satisfaction.
- Negotiated contracts with clients to maximize profitability.
- Conducted market research to identify potential customers.
- Analyzed client data and identified opportunities for growth.
- Managed multiple accounts simultaneously while meeting deadlines.
- Developed strategies to increase revenue from existing accounts.
- Provided technical support to customers when needed.
- Acted as main point of contact in matters relating to client concerns and needs.
- Developed successful customer relationships to boost sales opportunities.
- Established strong relationships with decision-makers and influencers within client organizations.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
- Listened to customer needs to identify and recommend best products and services.
Senior Sales Representative, Western Canada, Advanced Materials
3M
Calgary, AB
01.2019 - 01.2023
- Chosen by members of the senior leadership team to manage the largest customer accounts for 'advanced materials' in Western Canada
- Instrumental in driving sales growth, profitability, and market share for a $16M/year portfolio
- Delivered one of the largest revenue years in the history of the territory
- Strategy & Sales Operations: Managed relationships for the world's largest Oilfield Service company's Canadian operations, to include strategy development and execution; new business development; and tracking and reporting on performance
- Aligned each customer with 3M to serve and support their businesses
- Client Relationship Management: Cultivated, fostered, and managed a raft of major accounts and the largest customers for 3M Advanced Materials in Western Canada
- Excelled at strengthening existing relationships and repairing stagnant relationships to transform performance and maximize revenue generating opportunities
- Innovation: Excelled at identifying opportunities to serve the client portfolio while increasing revenue
- Orchestrated a strategic pivot during the pandemic to overcome serious issues impacting material supply chain and distribution channels
- Planned and implemented new strategies, processes, and procedures to ensure material availability
Sole Proprietor & Consultant, Sales & Sales Operations
SELF-EMPLOYED CONSULTANT
Calgary, AB
09.2018 - 02.2020
- Set-up, developed, and managed a start-up consulting company specializing in driving the development and growth of sales operations
- Partnered with owners and senior leaders of small-medium sized business to understand their business, strategic goals, and specific challenges before building and facilitating execution of value-added solutions
- Sales Operations & Strategy: Built & executed overall sales operations for Aveiro Sleep
- Developed sales strategy and execution process model to grow and develop existing and new business/markets
- Helped increase sales by 22%
- Sales Systems & Processes: Developed, implemented and built-out sustainment model for sales: CRM system and process model; management process and cadence cycle; territory model and activity plan; reporting and analytics; and team business planning
Sales and Operations, Equipment Management Solutions Manager
FINNING CANADA
Calgary, AB
07.2014 - 12.2017
- Sales Leadership: Selected to manage the Equipment Management Solutions department for Finning with responsibility for leading, coaching, and performance managing 6 direct reports and a total staff complement of 52 people
- Instrumental in driving increased revenue through effective management of a SaaS solution and brand-new service offering
- Sales Operations Management: Responsible for the overall sales and operations for Finning Canada's: Fluid Analysis operations; Telematics and IoT sales and operations; Condition Monitoring sales and operations; and Contract service, repair pricing and delivery operations
- Growth & Development: Chosen to support the new Global Digital Performance Solutions for Finning Canada
- Delivered 100% growth in connected assets in 2016 (Telematics); developed brand-new revenue generating Condition Monitoring department operations; and significantly reduced fluid lab costs
Product and Service Sales Manager
FINNING CANADA
07.2014 - 06.2015
- Team Leadership: Tasked with hiring, training, coaching, and retaining a team of 6 sales professionals
- Effectively realigned territories and customers to maximize sales force effectiveness and developed market strategy to grow business in non-traditional market segments which helped increase customer base by 59% and sales growth by 44%.
District Sales Manager / National Account Business Manager
ACKLANDS GRAINGER
Calgary, AB
01.2005 - 01.2013
- Excelled in positions of progressive responsibility by leveraging in-depth knowledge of the business to help innovate, solve problems, and develop strategies and solutions that increased revenue and ensured delivery of exceptional customer service
- Driving Sales Growth: Managed, coached, and trained teams and oversaw significant sales growth across large territories and managed 7 national customers across Canada with over 400 locations and net sales of $7M+
Education
Diploma Program - Marketing Management, Professional Sales
BCIT
Burnaby, BCSkills
- Sales Organization Leadership
- Strategy Development & Execution
- Team Building & Management
- Coaching, Training & Development
- Sales Processes & Systems Development
- KPI Development & Sales Reporting
- Strategic Territory Alignment
- Performance Management
Accomplishments
- Sales Leadership: Track record of excellence facilitating revenue growth through the development of a strong sales organization. Proven expert in developing effective strategies and value-added solutions.
- Exceptional Performance: Instrumental in driving multimillion-dollar growth; identifying and capitalizing on opportunities to penetrate new markets; and building and managing high-performance teams.
- Relationship Management: Demonstrated an ability to build trusting, collaborative, lucrative, and sustainable business alliances with major clients and key decision makers and influencers in multiple sectors.
Timeline
Contract Director of Sales
Aveiro Sleep
10.2024 - Current
Account Manager
Halliburton
11.2023 - 10.2024
Senior Sales Representative, Western Canada, Advanced Materials
3M
01.2019 - 01.2023
Sole Proprietor & Consultant, Sales & Sales Operations
SELF-EMPLOYED CONSULTANT
09.2018 - 02.2020
Sales and Operations, Equipment Management Solutions Manager
FINNING CANADA
07.2014 - 12.2017
Product and Service Sales Manager
FINNING CANADA
07.2014 - 06.2015
District Sales Manager / National Account Business Manager
ACKLANDS GRAINGER
01.2005 - 01.2013
Diploma Program - Marketing Management, Professional Sales
BCIT
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