Mike Perkins Email & Phone Number

Boston, Ma, Us

Irvine, California, Us

Arcules is a Video Surveillance-as-a-Service company driven by the belief that ensuring human safety is key to unlocking human greatness. We realize that vision by offering the highest level of security along with data-driven insights that help our customers transform their businesses. Our solution provides the high degree of control combined with the agility of the cloud. You can monitor multiple sites from an easy-to-use, lightweight web portal, accessing enterprise grade video along with access control and automation, all while extracting critical data points to help employees make better decisions. And our simple subscription model reduces the financial risk and procurement complexity.

Manchester, Nh, Us

Identified and drove strategic growth in new markets, customer categories, and geographies globally. Worked cross-functionally with sales, marketing, and R&D team to identify opportunities to accelerate growth in each market. Quantified market and identified trends that created competitive advantage and value proposition for The Velcro Companies’ solutions. Prepared and presented strategic business plan for target markets and identified investments and key performance indicators needed to grow profitability, including “go-to-market” strategy, business issues, and projected revenues. Developed and led strategic sales programs in support of regional commercial organizations in North America, EMEA, APAC, and LATAM.• Engaged with customers, industry influencers, and academia to understand trends and unmet needs. Analyzed addressable market data to define size, scope, focus, and priorities for the company.• Collected voice of customer to develop new products that met industry needs and created competitive advantage. • Collaborated with R&D to develop product proof of concept and evaluation. Established field trials with industry-leading companies to validate value proposition, improve product performance, and accelerate adoption rate to revenue. • Led margin improvement project for day-to-day business in B2B categories to maximize selling price. Managed a third-party consultant engagement to review product portfolio, pricing history, and customer segments and recommend price increase accretive to business. Worked cross-functionally to create pricing methodology, tool, and governance program for sales operations and sales teams to make informed decisions in categories including medical, transportation, industrial, and U.S. government price tiers.• Built and established a scoring and prioritization process for all R&D projects. Collaborated with Marketing and R&D management to define the criteria, business rules and scores to updated at each stage gate review.

Manchester, Nh, Us

Led regional marketing efforts to support North American B2B business and growth strategies. Launched professional series line of finished good products to distribution channel. Integrated Velcro® Brand into offer that included new packaging, promotional materials, updated website, customer applications, and sales tools to support distributor’s sales and marketing teams. Enhanced product management function for finished goods. Implemented product attribute database. Directed line extension product development team to support medical, transportation, and industrial business categories. Established product development road map process to broaden portfolio and take market share. • Analyzed, defined, and implemented distribution channel development program for industrial business category. Rationalized customer base to 27 distributor and value-add channels to market and establish platinum-, gold-, and silver-tier partner program, MSRP, point of sale reporting, and other business rules required to support channel business. • Conducted market analysis to assess and pursue largest addressable and highest growth markets for industrial category. Bought third-party market data sources and established voice-of-customer studies to establish direction. • Reorganized customer care team to improve customer experience, establishing two specialized customer care teams with team members in U.S., Canada, and Mexico. Launched new business development sales team and reorganized inside sales organization.• Improved customer event and tradeshow management, establishing better presence by leveraging digital marketing, demonstrating broader product portfolio, and creating customer engagement activities during tradeshows. Aligned with sales management team to establish budget and investment priorities to support medical, transportation, personal care, apparel, and distribution tradeshow and customer events.

Pittsburgh, Pa, Us

Managed training and development of all sales and sales leadership personnel, directly supporting three business units worldwide. Updated, enhanced, and delivered leadership course called “Leading the Anixter Team: Managing the Business.” Established consistent and disciplined sales management process, with course attended by 240 sales leadership personnel over 12-month period and integrated as an onboarding class for all new sales managers; each sales manager that completed course left with clear expectations from executive management team on role to drive sales, take market share, lead sales teams, sell value, and manage disciplined sales effort.• Developed learning measurement system for all classroom courses using Metrics that Matter platform.o Decreased scrap learning to 16% in one year, which put Anixter near top 5% of all CEB benchmarked companies globally.• Introduced “Buy vs. Build” learning development program. Leveraged best-in-class suppliers in sales training and customized Anixter value proposition.o Decreased estimated time to delivery for sales organization by three months and improved quality of learning experience for outside sales reps, managers, and regional VPs.• Facilitated selling and leadership classes in U.S., Canada, Mexico, UK, and Middle East.

Pittsburgh, Pa, Us

Led sales and marketing strategy for security solutions to identify addressable market and leverage value proposition, with focus on regional territory development and large global security integrators. Guided global business development team of 50 to support Anixter branch network of sales representatives to help grow business from $600 million to $1.2 billion in North America, EMEA, CALA, and APAC. • Engaged executive level of suppliers to shape sales, marketing, and customer strategy worldwide. • Collaborated with marketing and strategic suppliers to develop, build, and deliver IP Assured branded solution to customer base in North America, CALA, and EMEA.

Pittsburgh, Pa, Us

Guided driving of strategic growth by creating and delivering supply chain services value proposition message to market globally. Created mainstream selling strategy and developed branding strategy to help sales representatives explain service offering and differentiate Anixter from competition. Managed and mentored global team of 25 specialized sales representatives who could qualify, scope, price, position, and close service proposals in market. Identified, created, and vetted new service offerings that would help customer improve productivity, mitigate risk, and lower total cost of ownership or deployment.

Pittsburgh, Pa, Us

Drove emerging supply chain services value proposition in Mid-Atlantic and Northeast U.S. in support of field sales organization. Managed multi-functional team in sales, operations, engineering, IT, and supply chain to secure five-year, $150 million technology refresh of U.S. Embassies globally. Collaborated with U.S. government prime integrator and subcontractor to leverage supply chain core competency. Developed win themes, service offers, and key performance indicators needed to win contract. Taught sales managers and outside sales reps new approach to take market share and help customer identify cost savings, lower total cost of deployment, and improve customer’s experience.

Pittsburgh, Pa, Us

Directed sales and P&L management of region of eight offices and 80 sales personnel. Managed commercial and federal sales locations. Led sales organization responsible for annual revenues of $110 million in commercial, state, and federal government markets. Guided large, complex government programs to support Department of Defense globally and civilian agencies in U.S.

Pittsburgh, Pa, Us

Oversaw three sales offices covering Connecticut, New York, Massachusetts, and Vermont. Won IBM account.

Pittsburgh, Pa, Us

Managed Connecticut sales office. Expanded market share and won four large end-user multi-year national agreements.

Pittsburgh, Pa, Us

Promoted, specified and sold emerging technology solutions to Anixter customers in the Northeast and Midwest territories.

Pittsburgh, Pa, Us

Instructional design and delivery of training for warehouse operations personnel and information systems applications to sales teams.