account development manager ...€¦ · mike millar senior sales and marketing professional...
TRANSCRIPT
MIKE MILLAR SENIOR SALES AND MARKETING PROFESSIONAL
780-232-5195
Edmonton, AB
www.mikemillar.ca Account Development Manager – Architectural Coatings
PPG | 2019 to Present “We protect and beautify the world” PPG.com
Growth, Farm, and hunt for business. Maintain regular contact with customers to understand needs
and to identify business opportunities In conjunction with Regional Sales Manager and in response to
customer needs, facilitate product recommendations, application and performance and color
Develop account planning strategy to cultivate sales of customers with most growth potential
Utilize SAGE sales tool to manage accounts, maintain call logs and contact info, run reports, etc.
Partner with Store Managers and other store employees to ensure customers needs are met or exceeded
Work with the PPG credit department to manage customer debt Develop good understanding of customer base and the segments
they service In conjunction with Regional Sales Manager, facilitate timely and
accurate customer quotations to achieve margin targets in alignment with PPG pricing strategies
Reframes and challenges the way customers view their
businesses. Aligns insights to key customer priorities and ties those insights
back to PPG's unique differentiators. Drives Two-Way Communication Clearly articulates PPG's value proposition and engages the
customer in jointly addressing business priorities. Can coordinate and secure buy-in from internal stakeholders. Knows Customer Value Drivers Has a deep knowledge of customer business and can discuss issues from multiple angles. Is comfortable talking to a wide range of decision influencers. Successfully links PPG capabilities to individual goals to overcome
barriers to purchase. Can Identify Economic Drivers Keenly tracks economic and industry activity and understands its
implications on customer business, including potential new business opportunities.
KEY SKILLS Personable and trustworthy
Relationship oriented with
proven experience
Impeccable communication,
written and verbal
Skilled cold caller
CRM trained with SalesForce
experience
Confident in negotiations
Leadership experience
Driven and results oriented
Exceptional customer service
Account farming and hunting
Client focused
Team player
EDUCATION Salesperson Licensing Course
Nova Scotia Association of
REALTORS | 2009
Radio Arts Diploma
Canadian School of Modern
Broadcasting
2003
MIKE MILLAR SENIOR SALES AND MARKETING PROFESSIONAL
780-232-5195
Edmonton, AB
www.mikemillar.ca
Account Executive – National Accounts
Moneris | 2016 to 2018 “Be Payment Ready” Moneris.com
Responsible for mid-market national accounts
Managed a portfolio of 40 national accounts with $1.5
billion in processing, including big box retailers, provincial
governments, post-secondary, and associations with 1000
plus members.
Processing combined credit volumes of $15-300 million in
Canada
Provided coaching and education to customers on their Merchant products, fraud reduction measures and how to mitigate chargeback’s
Performed comprehensive business reviews with clients at an efficiency ratio of 75% of retained earnings
Built and managed merchant relationship with CEO,CFO
and all department heads
Renew national accounts for 3 to 7 year terms through
pricing strategies and negotiations
87% national merchant approval rating
Work closely with all departments including client services
and MAPS team to drive exemplary execution for
customer acquisition, ease of integration, and speed-to-
market
Provide all information for account transition of newly
signed clients
Maintain a database of continually updated leads and
client account information, ensuring data integrity
EXPERIENCE
MIKE MILLAR SENIOR SALES AND MARKETING PROFESSIONAL
780-232-5195
Edmonton, AB
www.mikemillar.ca EXPERIENCE CONTINUED
Business Development Executive
Western Union Business Solutions | 2013 to 2016
“Moving Money for Better” Westernunion.com
In the first year, added 29 accounts (up to 10 times industry average), with
the largest account having $46 million in foreign exchange dollars annually.
Target businesses with $500,000 to $50 million annual sales,
any business importing or exporting products and services
Educate clients on Forex products and solutions according to
client needs
Build and maintain meaningful relationships with clients in the
oilfield, Industrial warehouses, construction, exporters, and
distributors to gain trust and account intel to provide solutions
Create valued partnerships using solutions available for risk
mitigation with foreign exchange
Develop partnerships with key industry professionals to
increase sales
Evaluate and assess clients to ensure they are compliant with
Canadian regulations
Utilize CRM database to manage a pipeline of thousands of
leads and prospects, ensuring activity and account information
is up to date
Execute cold calling campaigns to target end-user prospects
Key Account Manager
Instabox | 2011 to 2013 Instabox.com
Over $500,000 sales in year one, over $750,000 sales in year two
Responsible for all new business in Edmonton
Build relationships with prospects from a variety of industries
including retail, oilfield, technology, import and exporters,
manufacturers, construction, and Industrial warehouses.
Added 48 client accounts during tenure, as well as managed
200 existing clients
Assess client needs and design and sell custom packaging
solutions for SME companies within Alberta
Develop and build consultative and meaningful relationships
with current and prospective clients to provide the best
solutions for their businesses
Build and maintain large database of leads to provide a
continuous pipeline, ensuring account and data integrity
MIKE MILLAR SENIOR SALES AND MARKETING PROFESSIONAL
780-232-5195
Edmonton, AB
www.mikemillar.ca EXPERIENCE CONTINUED
Realtor
Exit Realty | 2009 to 2011
Build and develop meaningful relationships to assist clients in
one of the biggest transactions of their lives
Sell residential properties within Halifax and surrounding area
Deliver effective sales presentations and custom marketing
plans
Create prospect lists through a series of lead generation
tactics including cold door knocking, targeting revenue-
producing properties
Provide outside-the-box marketing techniques unique to each
property
Negotiate sales contracts on clients’ behalf, keeping their best
interest in mind
International Sales Manager
J. Agency (Thailand) | 2003 – 2009
Responsible for staff leadership and development
Build and maintain distribution networks with wholesale
companies in North America and Europe
Provide sales and marketing services to internal clients
Export commodity products including lights and fixtures
internationally
Build meaningful relationships with clients and community to
establish trust and long-term business growth
Develop strategies pertaining to sales, marketing, and pricing
for markets in Canada, USA, and Europe
R E F E R E N C E S
Professional references will be provided on request.