Mike Schraml's Email Addresses & Phone Numbers

📖 Summary

DISTRICT SALES MANAGER @ Grainger Oversee district sales initiatives across 11 account managers, driving profitable growth of $37.6M annual revenue, and financial strategies to exceed goals. Implement performance improvement initiative to drive sales, client retention, and sales growth. Identify new business opportunities, and negotiate contracts and residual business deals. Achieved district revenue performance to goal of 102.4% in 2016, 105.3% in 2017, and 103.6% in 2018 YTD.• Leverage value-based and consultative selling techniques to drive customer conversations and boost growth; Facilitate staff training on value-based selling techniques.• Manage financials and analyze trends in support of exceeding YOY financial goals while increasing profit. • Develop district and territory revenue forecasts and financial goals.• Manage diverse customer segment strategies in healthcare, manufacturing, distribution, hospitality, property management, and retail.• Define business and sales goals, and hire appropriate staff to support business initiatives.• Train, mentor and develop staff and prospective leaders to exceeding goals, and provide one-on-one on-going evaluations and feedback to foster continuous employee development.• Lead regional people development curriculum, and contribute to succession planning initiatives to meet business demands.• Develop and mentor high performing account managers through the Regional Acceleration Program.• Liaise as a subject matter expert for regional local customer growth strategy and Salesforce CRM platform. • Advise key stakeholders on strategies to improve training and performance of regional leaders.• Serve as a Member of Veterans Business Resource Group, partnering with external organizations to increase military veteran recruitment.• Oversee manufacturing representative partners to develop value based strategies, team member training, and market expansion plans. Phoenix, Arizona AreaMANAGER, TERRITORY SALES @ Grainger Accountable for developing new go-to-market strategy, and led a pilot program to develop pricing offers while understanding associated impact to customer revenue trends. Achieved 115.2% to revenue goal with a 24.8% V over prior year in 2015, and 119.1% to revenue goal with a 29.5% V over prior year in 2016; this resulted in Annual Achievers recognition. Recognized as Top National performing District in 2016 H2 for achieving 127.58% to revenue goal.• Responsible for the financial performance of a multi-state territory comprised of 1533 customer accounts.• Evaluated and trained team members and customers on eCommerce integration to ensure positive impact to productivity and customer experience.• Analyzed financial reporting to weigh impacts to revenue and profitability based on program strategy.• Built an effective sales team utilizing change management methods and best practices. • Enhanced sales program by implementing go-to-market strategies for team members.• Developed and promoted seven team members to Account Manager positions within 18 months. From 2014 to 2016 (2 years) Kansas City, Missouri AreaACCOUNT MANAGER @ Grainger Oversaw a diverse customer group in attaining YOY territory growth. Achieved 109% to revenue goal with a 13.4% V over prior year in 2012, 115% to revenue goal with a 19.2% V over prior year, in 2013, and 129% to revenue goal with a 31.4% V over prior year – Annual Achievers recognition in 2014.• Defined and executed strategies to increase revenue and exceed territory growth goals.• Played leadership roles district-wide to support employee development to expand leadership skills. • Mentored account managers in the national GXS Mentor Program.• Received the W4 Customer Service District Award for cross-functional partnership and standard work creation. From 2011 to 2014 (3 years) Kansas City, Missouri AreaSENIOR ACCOUNT MANAGER @ Ryerson, Inc Accountable for executing operational planning for internal plant and raw material suppliers. Achieved top sales growth results for the Kansas City branch in transactional and contractual sales with 525% growth 2009 – 2011. Successes included sales of $3.2M and 1160 tons of metal in 2009, $12.2M and 5480 tons of metal in 2010, and $16.8M and 8732 tons of metal in 2011.• Managed diverse manufacturing customers in multiple states, focusing on growth and sustainability.• Audited and supported operations team to identify issues and streamline efficient processes.• Managed inventory, aligned operations to reduce cost, and negotiated contracts with metal mill producers. • Identified potential customers using various methods including cold calls to acquire and convert account. • Assessed customer product lines, markets and strategies, and offered advice to improve quality metrics.• Assess raw material commodities market and advised customers on procurement strategies. From 2005 to 2011 (6 years) Kansas City, Missouri AreaSergeant @ US Army - Sergeant, Military Police Officer, and West Point Honor Guard Unit- Served tours at Ft. Riley, KS, Panama, Egypt, Germany, and West Point, NY From March 1989 to May 1995 (6 years 3 months) West Point, New York, United States