MICHAEL HIGGINSWilmington, NC 28405 910.262.8457www.linkedin.com/in/higginsmh/ higginsmkh@yahoo.com

SUCCESS-DRIVEN SALES PROFESSIONAL

Leading organizations in sustainable acceleration of profits and growth.

A highly qualified and experienced sales executive, strategist and entrepreneur, with recent accomplishment developing new business and strategic partners, alliances and relationships in the upstream market to expand companies core services and offerings. I am an extremely confident individual with strong negotiation skills, capable of influencing strategies, decisions, and developing mutually beneficial relationships. I possess excellent verbal and written communication skills; providing the ability to work effectively with fellow colleagues, customers, prospects, and specifically within the C-Suite executive level. I am known to be resourceful, hardworking and dedicated, with an outstanding sales background. I have significant experience in the federal, public, K12, Higher Ed. and non-profit sectors. I work well both independently and as part of a team, demonstrating the motivation and organization required to meet demanding targets. Combining an analytical and professional approach with excellent interpersonal skills, I have the skills necessary to effectively build economic successes and executive level relationships, in turn, driving profit for an organization.

PROFESSIONAL EXPERIENCE

Brame Specialty, Wilmington, NC 2014 - Present

Vertical Market ManagerDeveloped the go to market strategy for Brame Specialty entry into the national GPO marketplace. Accountable for strategic sales planning & execution, new business development, go-to-market strategies, account retention, sales initiatives / processes, marketing tradeshows, advertising, and key relationship management.

Increased revenue and margins by 29% by developing and implementing go-to-market strategies to target and penetrate K-12, Higher Education, Military / Federal, Healthcare, and Public Sector business in NC, SC and VA

Authored multiple proposals and business cases for public sector business, and prepared solution strategies and roadmaps for potential opportunities. 

Conducted competitive cost savings analysis and financial modeling for customer business cases Partnered with the leadership team to prepare complex multi-million dollar and multi-year RFP/RFQ/RFI

proposals for large government agencies, group purchasing organizations, and private business Strategic lead in defining new business opportunities and operational marketing improvements  Expanded business relationship with GPOs Provided leadership and direction to the Executive, Sales Operations and Proposal Specialist Teams to bid and

win a TCPN School Supply Contract in 2014 2014 year end sales: 129% objective met for total book of business, 134% objective met for new business 2015 year to date: On track to increase sales by 30% and margins by 10%

OFFICE DEPOT CORPORATE, Business Solutions Division, Wilmington, NC 2010 – 2014

Vertical Market Manager 2013 – 2014Created C-level relationships / strategic partnerships that allowed for more rapid growth with new and existing customers. Managed K-12, Higher Education, Military / Federal, acute and non-acute medical verticles and Public Sector business of $7.1M in NC. Increased revenue and margin by creating high-impact presentations and developing brand strategy implementations. Developed new markets for selling Office Depots suite of programs, adding $236,000 in new business in the first

quarter of 2014. Established trust and rapport with customers quickly and possessed passion to be the best, creating long-lasting

relationships vital to sales success, resulting in: Acquired $625K in new business in 2012 by establishing new markets in acute and non-acute medical fields.

o 2010 year end sales: 106% objective met for total book of business; 112% objective met for new business.o 2011 year end sales; 98.57% objective met for total book of business; 143% objective met for new business.

o 2012 year end sales: 109% objective met for total book of business; 430% objective met for new business.o 2013 year end sales: 118% objective met for total book of business; 119% objective met for new businesso 2014 year to date sales: On track to increase sales by 25% and increase margin by 6%.

Territory Development Manager of the year, Carolinas Region, 2012.

CHEMSEARCH, Wilmington, NC 2008 – 2010

District Sales Manager - Eastern NC and Coastal SCResponsible for overseeing sales of maintenance, repair, and overhaul (MRO) programs for large corporate, federal and municipal groups. Utilized effective sales technique, creating solutions while maintaining sensitivity to customers’ needs, resulting in:

o 2008 year end sales: 143% objective met for total book of business.o 2009 year end sales: 123% objective met for total book of business.

PHOENIX AMD 2004 – 2008

National Sales Manager – Springfield, MO 2005 – 2008

National Sales Manager – Reno, NV 2004Hired, trained and effectively coached 12 – 15 independent furniture representatives for acquisition / implementation of warranty programs for local, regional and national furniture retailers.

Analyzed National / Regional / District Sales Reports so that I can identify opportunities to implement strategies that will improve sales, develop better trainings, cultivate important relationships and create sales promotions / programs...

o 2005 year end sales: 107% objective met for total book of business.o 2006 year end sales: 112% objective met for total book of business.o 2007 year end sales: 105% objective met for total book of business.o 2008 year end sales: 103% objective met for total book of business.

ADDITIONAL PROFESSIONAL EXPERIENCE

FEDEX GROUND, Reno, NV

Inbound Operations Manager

STAINSAFE INC., Reno, NV

Distribution Center Manager

International Product Trainer

JCPENNEY CATALOG, Stead, NV

Shipping Supervisor

Second Shift Inventory Operations Supervisor

Schedule Supervisor

UNITED PARCEL SERVICE, Sparks, NV

Outbound Operations Supervisor

Inbound Operations Supervisor

EDUCATION

Bachelor of Arts, Speech Communications, Minor in Computer Information Systems, University of Nevada, Reno, NV

Advanced Management Program, University of Nevada, Reno, NV

CSB Project Management Certificate Program, University of North Carolina, Wilmington, NC, 2013

PROFESSIONAL DEVELOPMENT

Sales Performance International – Solution Selling

Professional Selling Skills

SOFTWARE PROFICIENCIES

MS Office, saleforce.com