MIKE D.

BLACK
17395 Southeast Denise Court Damascus, Oregon 97089
(503) 860-4245
MD_Black@msn.com

SALES MANAGEMENT EXECUTIVE

(District / Regional / National)
… Top-producing sales expert with proven track record of breaking quotas within nati
onal market, consistently exceeding corporate goals and increasing key account b
ase…

SKILL SET:
- Sales & National Management
- Integrated Sales & Marketing Plans
- Operations Management
- New Account Management
- Sales Presentations
- Consultative Selling
- Channel Development
- New Business Development
- Regulatory Compliance
- Data Management

KEY QUALIFICATIONS
Dynamic sales career in major corporate environments with successful experience
in both sales and operations. Highly adept in training, directing, and leading s
ales team to consistently achieve company goals and objectives in the wholesale
and industrial market segments. Demonstrated strong presentation, negotiations,
and communication skills; adept at establishing top-producing relationships with
internal resources, vendors, and service providers nationwide. An entrepreneur
with proven management expertise in national sales, strategic marketing, and tea
m building; successful in executing a wide range of sales strategies to establis
h market presence and generate outstanding revenue growth.

RELATED EXPERIENCE
MB FOODSERVICES–TROUTDALE, OR
Owned and operated two Quiznos quick service restaurants in a fast paced high-en
ergy environment. Performed all functions associated with owning and operating a
business.
OWNER / GENERAL MANAGER-QUIZNOS (quick service restaurants) 2004-2010
Directed and coordinated daily Human Resources functions including: interviewing
, hiring, orientation, training, scheduling, and performance evaluations. Spearh
eaded 20 employees in the day-to-day activities of successfully running two rest
aurants. Maintained Quiznos standards of cleanliness, sanitation, quality, and s
ervice. Adhered strict compliance with all government regulations, Health Depart
ment requirements, and company procedures and processes. Solidified relationship
s with local businesses, city government, and other Quiznos franchisees as well
as with vendors to ensure a high quality of service.
Notable Achievements:
- Initiated the development and implementation of local store marketing pr
ograms targeting specific customer needs
- Commended by Quiznos for outstanding operations and customer service wit
hin the first six months of opening
- Personally requested by Quiznos local management to become a Regional Tr
aining Store within the first seven months of operation; maintained training sto
re status for four years and ranked as #1 training store in 2006
- Consistently ranked in the top 10% of all training stores in the company
and trained more than 35 new franchise owners throughout the Northwest
- Passed all Quiznos Operational Performance Excellence reviews and inspec
tions
GRAINGER–PORTLAND AND CLACKAMAS, OR
A wholesale equipment and supplies distributor with $8 billion in annual sales.
Grainger helps customers save time and money by providing them the right product
s to keep their facilities up and running.
DISTRICT SALES MANAGER 1990-1999
Gained promotion to direct sales and marketing initiatives of 27-member sales fo
rce across 4-state district, representing over 60,000 accounts and $50M in reven
ue. Performed sales forecasting and strategic planning to ensure the sale and pr
ofitability of products and services while analyzing business developments and m
onitoring market trends. Optimized top line sales and profitability strategies w
ithin corporate guidelines, while developing employees for leadership roles. Pr
esented quarterly reports to senior management to project sales and determine pr
ofitability. Solidified profitable relationships with customers to increase sale
s and generate new business opportunities.
Notable Achievements:
- Achieved #1 regional sales district six times, #1 national sales distric
t twice, and achieved highest district gross profit sales nation-wide three time
s.
- Earned internal training certification and conducted courses on Performa
nce Excellence, Professional Selling Skills, Account Planning, and Time and Terr
itory Management
- Forged distributor/service provider network to support shelving and rack
ing projects, lighting retrofits, motor alterations, and air compressor installa
tion and repair
- Conceptualized five Market Specialist positions to identify and develop
high potential markets.
- Significantly improved sales and market penetration by designing product
promotional plan template and implementing corporate quarterly promotions
- Augmented sales revenue to more than 20% for five years, with national a
verage at 11%
- Greatly surpassed district sales policy compliance goals for two consecu
tive years

OTHER EXPERIENCE
GRAINGER–PORTLAND AND CLACKAMAS, OR
GOVERNMENT SALES MANAGER 2001-2002
- Authored Contract Comparison Guide that provided field sales representat
ives with guidelines on appropriate contracts, identification of target markets,
price and benefits comparison information, and customer commitment and requirem
ents policies
- Played a key role in developing marketing materials, including direct ma
il, cut sheets, and value propositions; assisted field employees in customer con
tact and sales presentations
- Successfully achieved +8% growth region-wide over negativity of all othe
r market segments
- Advantageously contracted four of six regional states on catalog-wide ag
reement
- Developed statewide contract statement on State Procurement Office homep
age connecting to government
- Participated and prioritized coordination of governmental trade shows an
d events
BRANCH MANAGER 1999-2001
- Successfully designed productivity tracking spreadsheet, and implemented
district wide productivity plan across 5 branches and encompassing 65 employees
, resulting in reduction of over 2200 hours of payroll over four months, achievi
ng company productivity goal; increased Customer Service Index by 25%
- Successfully reversed sales trend from –6% to positive sales growth of 7% wi
thin one year
- Participated in establishment and opening of new Medford, Oregon sales b
ranch
- Directed only regional branch to achieve 100% inventory accuracy for two
years
- Performed forecasting and expenditure projection to reduce operating exp
enses by 18%
- Celebrated by corporate Business Excellence auditors for maintaining the
most accurate, thorough, and organized filing system within all audited branche
s
NATIONAL ACCOUNTS MANAGER 1989-1990
- Initiated “Customer On-Site Open House,†used as template for national and key a
ccounts
- Member of first generation of field-based National Account Managers; suc
cess led to expansion to 75 positions
- Recognized at annual Managers staff meetings for success and key Disney
Co. account
- Elevated sales by over 28%, meeting and exceeding annual sales goals
- Orchestrated and signed five new National Account agreements within firs
t year, including relationships with Fortune 500 firms
MARKET SPECIALIST 1988-1989
SENIOR SALES REPRESENTATIVE 1987-1988
SALES REPRESENTATIVE 1986-1987
- Achieved annual President Club Award, received by top 1% of company perf
ormers, and six consecutive President Club quarterly awards
- Extended markets by over 35% by administering focused penetration on hig
h potential markets within territory for significant sales growth
- Rose from rank then promoted through demonstration of exemplary sales pe
rformance

EDUCATION
Relevant Coursework in Business Management
Cerritos Community College–Norwalk, CA
Negotiations Training
AFFILIATION
Member, Chamber of Commerce