MICHAEL RICHARD MCINNIS

7292 Garfield Avenue, #3

Huntington Beach, CA 92648
mma30e5a@westpost.net
714.465.0695

REGIONAL MANAGER / TERRITORY SALES MANAGER

~ Over 20 years of success - consistently one of the company's best in sales ~
> Skilled at all levels of the Consultative/Solution Selling process; particular
ly strong in closing the sale and building rapport and long-term relationships w
ith customers.
> Tenacious hunter with the proven ability to build/grow a territory, penetrate
new markets and build market share. Track record of creating award-winning terri
tories.
> Proven ability cultivating and maintaining long-term client relationships to g
row revenue.
> Highly effective time manager with excellent organizational and follow-through
abilities.
> Well-developed persuasive and communication skills; able to interact with indi
viduals at all levels.
> Technically astute, can easily learn new product lines, highly technical data,
and design specifications.

AREAS OF EXPERTISE INCLUDE:

===========================
* Territory & Account Management
* Consultative Solution Selling
* Customer Relationship Management
* Lead Development
* Strategic and Critical Thinking Skills
* Customer Service
* Channel Establishment and Management
* Time & Resource Management
* Presentation & Negotiation Skills
* Team Building & Leadership

PROFESSIONAL EXPERIENCE
=======================
LOCAL SEARCH EXPERT, SALES - 1/2010 - 6/2010
INCREASE LOCAL VISIBILITY - ALISO VIEJO, CA
Local search marketing company specializing in front page Google placement
* Responsible for establishing new accounts through extensive networking and col
d calling campaigns.
* Specialized getting small to medium businesses listed on the front page of Goo
gle when prospective customers search for a variety of related search terms.
SELECTED ACCOMPLISHMENTS:
> Successfully established 45 new business accounts during tenure.
> Ranked as one of the top sales representatives (out of 14) after only six week
s in position.
> Designated as one of four closers due to well-developed negotiating and closin
g skills.

REGIONAL MANAGER - 3/1995 - 10/2007

ICC - LA MIRADA
Manufacturer of telecommunications cable, structured cabling products, LAN produ
cts, and accessories
* Responsible for all aspects of regional management, including the establishmen
t and growth of a distributor network channel.
* Demonstrated considerable technical expertise interfacing with IT professional
s, as well as electrical, voice and data, security, audio/video, and home theate
r/home automation distributors and contractors.
SELECTED ACCOMPLISHMENTS:
> Doubled sales on three separate occasions in three undeveloped or underdevelop
ed territories, requiring them to be divided, and new Regional Managers assigned
.
> Landed account, ADI, and built into the company's largest distributor with 112
locations nationally. Grew sales to $1.5M from $850K in one year.
> Successfully negotiated to have products specified on large projects with Fort
Irwin, Vandenberg AFB, and U.S. Army Barracks in South Korea.
> Consistently named to the President's Club from 1997 until program was discont
inued.
> Cultivated and built territory to $2.4M from $800K, leading to the company's f
irst territory split and subsequent hiring of two Regional Managers to handle th
e increased demand.
> Transitioned to a new six-state territory, and increased sales to $2.3M from $
1.1M over a three-year period. Territory was split in two, as size was unmanagea
ble by one manager.
> Played leadership role establishing a new product line, Small Office/Smart Hom
e enclosures and modules. Standardized 3 of top 10 integrators on product line l
eading to $250K in sales.
> Increased company visibility as a participant and contributor to the Mt. San A
ntonio College Electronics Curriculum Advisory Board.

WHOLESALE ACCOUNT MANAGEMENT - 3/1994 - 3/1995

QUALITY SPORTS - ORANGE, CA
Leading manufacturer of golf equipment and accessories, including golf club comp
onents
* Displayed high degree of initiative conducting aggressive telephone cold calli
ng campaigns to prospect, develop, and close sales to golf pro shops and sportin
g goods retailers nationwide.
* Achieved a significant amount of sales from repeat business with existing cust
omers. Effectively educated customers on the product technical capabilities to d
ifferentiate from the competition.
SELECTED ACCOMPLISHMENTS:
> Doubled existing account base within one year.
> Consistently met or exceeded monthly sales quotas.
> Built customer base from scratch to annual sales more than $400K.

SALES MANAGER, HARDGOODS - 3/1985 - 3/1994

VISION SPORTS, INC. / VISION STREET WEAR - COSTA MESA, CA
A world-renowned skateboard, skateboard accessory, clothing, and shoe manufactur
er
* Supervised six inside sales personnel conducting telemarketing sales to skate,
surf, bike and sporting goods stores nationwide.
* Served as primary corporate liaison with leading industry trade shows includin
g Action Sports Retailer, ISPO in Munich, Germany, and the New York Fashion Expo
.
SELECTED ACCOMPLISHMENTS:
> Promoted after one year in Customer Service to Inside Sales. Grew annual reven
ues to $10M from $1.4M over five-year period.
> Promoted to Sales Manager from a Sales Representative position.
> Instrumental in establishing company in the marketplace as one of the world's
top-selling action sports clothing brands leading to sales revenues over $60M fr
om $16M annually.
> Managed and grew key strategic accounts such as Ron Jon Surf Shop, Jack's Surf
boards, Huntington Surf & Sport, Tillie's, and many more.

EDUCATION
=========
GOLDENWEST COLLEGE, HUNTINGTON BEACH, CA & CERRITOS COLLEGE, CERRITOS, CA
~ Completed one year's coursework towards BA degree in Business ~