Michael Brown

About Michael Brown

I\'m a Director of Sales Operations, master of business administration (MBA), and sales executive, who champions business development strategies that have generated hundreds of millions of dollars in annual revenue while managing high-performing teams throughout the retail, travel, education & achievement industry. My mission is to continuously improve companies and their sales performance through business process automation (BPA), operational excellence, and organizational design.Through continuous education and the advancement of leadership positions in sales, I have built a career that strengthens companies through strategic planning, data-driven insights, and leadership. As a result of my work and the staff I have worked with, companies develop agile strategies that drive process efficiencies, sustain performance, and create advantage that allows them to successfully adapt to changing business landscapes.Accomplishments:Business Transformation: Lleading strategic planning of BPR, completing discover phaseProcess Adoption: Managed BPA & CPI projects for sales partners, increasing process engagementLeadership: Trained 120+ partners & created performance standard, exceeding revenue goalsSales Strategy: Directed U.S. & Canada sales strategic growth plan, increasing customer growth rateSales Management: Oversaw and continuously improved sales processes, increasing sales growthProcess Improvement: Directed change management initiatives, improving operations KPIsQualifications & Skills:Expertise: K-12, B2B & B2C Sales, Business Process Optimization (BPO), Distribution Channel ModelsTech: Salesforce, PowerBI, Vertical Response, LMS, SAP, Win-Loss App, CRM, CMS, Microsoft OfficeHard: Data Analysis, Process Improvement, Agile Project Management, Business DevelopmentSoft: Verbal & Written Communication, Staff Engagement, Interpersonal, Public Speaking, MentoringTo discuss further, feel free to contact me via direct message or b••••••••@comcast.net. I look forward to connecting!

Experience

1. Director of Sales Operations & Business Process Owner

   Herff Jones

   Jan 2022 — Present · Indianapolis, IN, US

   Lead a team of sales operations support specialists and data analysts, serving as primary source of data analysis, incentives, contracts and legal support for sales. Responsible for 20+ incentives,$75M+ in RFP & contract pipeline as well as legal and financial accountability to the sales organization Serve as business and sales liaison to internal legal team in all matters related to Independent contractors, identifying, improving, and redefining business change needs through trainings, tools, and continuous process improvement (CPI) Led L&D team to focusing on training and sales development for over a hundred independent sales partners, including lifecycle management to improve professional development, process adoption, and operational efficiency, which increased sales partners’ processes engagement Develop, curate and manage Independent Sales Contracts (ISP) across entire commercial and retail space, including special and unique agreements, totaling over 30, annually, with goal of refining internal processes to approve and validate metrics, proactive oversight with internal legal and financial teams Lead RFP (contracts and proposals) team in securing and maintaining 300+ RFP’s annually, resulting in 100+ new wins a year,$15M in new sales and improving close rates by 30% within the first year. Develop processes and change strategies for Sales Rebates & value-add propositions across the enterprise, creating standard operating procedures (SOPs) and policies to adapt to a complex and multi-channel environment, which will improve financial oversight, team alignment, and critical decision-making

Education

• Susquehanna University

  Bachelor of Business Administration - BBA, Marketing

• University of Scranton

  Master of Business Administration - MBA, Finance; International Business