Michael Riley
Seaford,VIC
Summary
Seasoned Business Development Manager who understand firsthand the importance of empathy, being curious, active listening, and selling the outcome, rather than the product, when sourcing new business and ultimately closing the deal. Seeking an opportunity to advance career, build on existing skills, and acquire new ones.
Overview
10
10
years of professional experience
Work History
BDM/Account Manager
Brands Australia
01.2023 - Current
- Sell Biometrics software and ID photo capture hardware into pharmacy retail channel via prospecting, customer recommendations and trade show leads
- Increase revenue by upgrading existing accounts
- Resurrected 33% of accounts so far that had previously stated would never work with us again
- Prior to commencing, Brands Australia hadn’t been using any CRM. I took the initiative and resourced a free CRM platform (Zoho) to help me close deals, manage accounts and provide accurate sales reporting
- Designed a sales territory management plan that has led to increased market coverage, improved customer service, and overall better customer satisfaction. This has been a critical component in Brands Australia’s rebuilding strategy
- Work closely with the marketing team to design and implement sales support materials. This includes flyers, brochures, and infographics
- Follow up with potential customers via telephone, email, and in-person inquiries.
- Install and train new and existing retailers on the ID Station Biometric passport photo system and software and provide on-going support as part of my regular site visits
- Work closely with the support team to correct technical issues that arise from time to time
- Foster relationships with existing accounts to ensure they remain satisfied customers
- Report to management weekly on consumer activity, market insights and sales opportunities .
Business Development Manager
NCR Corporation
12.2019 - 11.2022
- Won a large hospitality group contract from an ATM competitor
- Won the contract for a chain of convenience stores worth an estimated $336,000 annually
- Identified cashing issues with some of my merchants, so I had this changed from a monthly cashing cycle to bi-monthly. In the end, this not only saved the company money, but also created a better customer experience
- Prepare customer proposals, negotiate commercial terms, and manage contracts
- Generate my own leads through a range of channels, including face to face prospecting, network marketing, and referrals from satisfied customers
- Collaborate with the retention team to negotiate contract renewals
- Work closely with other departments to make sure operations are running smoothly and efficiently, and iron out any issues that arise in a timely manner
- Assist the legal department with contract breaches, or when making amendments to the contract terms & conditions
- Plan and manage a designated customer base
- Prepare and present sales reports to management
- Record and update all sales activities in CRM (Salesforce)
- Promote suite of products and services at trade shows and events.
Territory Manager
Sim-Connect National, Telstra Distributor
04.2018 - 11.2019
- Doubled sales of mobile phones and accessorises across all major appliance and grocery outlets in my portfolio, including Ritchie's, Food Works, Australia Post, Betta Electrical, BP, and Caltex service stations
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Established successful account relationships by building rapport and maintaining consistent communication
- Uncovered and qualified prospects and sales opportunities in targeted markets using external resources
- Negotiated prime position for POS and display stands in these stores which lead to increased visibility and increased sales of key lines
- Reported on competitor activity and updated management on a regular basis.
BDM/Account Manager
Best Direct
09.2015 - 03.2018
- Signed up a chain of discount variety stores with an initial order value of $100,000 and repeat orders of $10-15,000 across all 12 stores
- Generated new business with marketing initiatives and strategic plans.
- Helped improve customer satisfaction and improvement by using surveys to collect feedback, and using the feedback to improve systems and processes
- Account managed key accounts, including Mitre 10, Home Hardware, Auto-barn, Big W, Good Guys, Harvey Norman, Betta Electrical, IGA
- Negotiated prime store position for POS and display stands
- Built strong relationships with my customers by getting to understand them and their business, and always going above and beyond to provide a solution to a problem or solving any issues that arose in a timely manner
- Provided on-going support and training to customers
- Maintained an effective call cycle
- Created reports and presentations detailing business development activities
- Represented company and promoted products at conferences and industry events.
Sales Representative
Mont Marte International
06.2013 - 09.2015
- Increased overall sales by estimated 24% in first 12 months and nearly double that in following 12 months
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions
- Opened new accounts in various retail outlets throughout Melbourne, regional Victoria, Tasmania, and parts of South Australia
- Serviced existing accounts, including discount variety stores, gift shops, schools, youth camps, and news agencies
- Enhanced territory operations through successful cold-calling and establishing favourable contracts
- Set up calendar with customer birthdays and other special events for personal touch
- Attended advanced training sessions and conferences to increase product knowledge and productivity
- Maintained an effective call cycle
- Recorded and updated sales activities in CRM
- Reported to management on competitor activity and current trends regularly.
Education
Bachelor of Arts -
James Cook University
Skills
- Team Collaboration
- Sales Channel Building
- Problem Resolution
- Product and Service Sales
- Revenue Generation
- Cold Calling
- Salesforce Software
- Plan Sales
- Verbal and Written Communication
- Account Management
- Prospect Targeting
Timeline
BDM/Account Manager
Brands Australia
01.2023 - Current
Business Development Manager
NCR Corporation
12.2019 - 11.2022
Territory Manager
Sim-Connect National, Telstra Distributor
04.2018 - 11.2019
BDM/Account Manager
Best Direct
09.2015 - 03.2018
Sales Representative
Mont Marte International
06.2013 - 09.2015
Bachelor of Arts -
James Cook University
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