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Highly effective sales executive with over 24 years of experience and a documented history of success selling complex products and services utilizing a consultative approach. With 15+ years of experience exclusively in the utilities industry, I have a deep understanding of IOU asset management strategies, funding environments, and best practices, as well as a strong network of relationships with key decision-makers and influencers.I have a proven track record of delivering consistent and profitable revenue growth, exceeding company targets and customer expectations. In my previous role as the Executive Director of Strategic Accounts at Osmose, I increased year-over-year revenue by 21% and gross profit by 58% in 2021, accounting for over 70% of the national profit center revenue. I also led a national team of Directors of Business Development in achieving organic revenue growth from 2015 to 2020, surpassing the industry average. My core competencies include new business development, key account management, and program implementation.
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Director Of Business DevelopmentQuesColumbus, Oh, Us -
Sales DirectorAclara Mar 2024 - PresentSaint Louis, Missouri, UsRegional Sales Director for 13 state North Central Region. G-T-M Strategy owner for Aclara, a Hubbell Company, electric meter division. -
Executive Director Strategic Accounts (Utilities)Safety Management Group Jul 2022 - Feb 2024Indianapolis, In, UsExecutive Director of Strategic Accounts (Utilities) with purview over the IOU G-T-M strategy for SMG's portfolio of products and services. -
Executive Director Strategic AccountsOsmose Apr 2021 - May 2022Peachtree City, Ga, UsNorthern US role owning G-T-M strategy for steel transmission profit center revenue, supporting Directors as lead customer facing sales industry SME. Results achieved utilizing deep understanding of IOU asset management strategies, funding environments, and best practices. • Developed national G-T-M strategy for BD and Engineering team in reference to Full Potential Plan while simultaneously accounting for over 70% of national profit center revenue and gross profit.• Increased year-over-year (YoY) Strategic Account revenue from $27.1M in 2020 to $33M in 2021, realizing 21% YoY growth. Simultaneously realizing 58% combined account Gross Profit, exceeding company target of 40%. -
Director - Business DevelopmentOsmose Apr 2015 - Apr 2021Peachtree City, Ga, UsAssumes full responsibility for the go to market strategy for targeted electric utilities in the Midwest region utilizing a collaborative consultative sales approach.• Led national team of Directors of Business Development in organic revenue growth from 2015 to 2020. Increased year-over-year revenue from $27.1M in 2018 to $32.3M in 2019 reflecting a 19% YoY increase while simultaneously increasing YoY profit from 32.5% GP to 36.9% GP. Achieved 46% YoY revenue growth in 2018, 18% YoY revenue growth in 2017, 25%YoY revenue growth of 2016.
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Regional Sales Manager - MidwestUtilx Corporation 2010 - 2015Responsible for all Sales and Marketing activities for the 8 state Midwest region providing electrical reliability solutions. Primary activities include developing new accounts, lead generation, account management, product presentation, technical support and client consultation. Complete ownership of all aspects of the business cycle including UtilX introduction, identifying candidate project opportunities, preparing estimates, contract negotiation and job site implementation. Primary focus is on the utility and industrial markets.• #1 RSM in new business development for four consecutive years cultivating key IOU partnerships.
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Industrial Sales ManagerFerguson Enterprises May 2005 - Aug 2010Newport News, Virginia, UsCreated, implemented and marketed a wholesale industrial pipe, valve and fitting branch for the Columbus market focusing on MRO segment. -
Regional Account ManagerSafety-Kleen 2003 - May 2005Richardson, Tx, UsResponsible for new business development for all commercial accounts in a five county territory. Enhanced awareness of our hazardous waste management products, services and solutions through field representation. Developed oil recovery program that increased company's annual gallon recovery by 200% in one year while increasing same site services and revenue by offering payment for oil recovery. Increased the number of additional automotive accounts in our market by 20% in the first six months by soliciting new contacts and cultivating relationships. -
Outside Sales RepresentativeUsflow 1999 - 2003Reported to Branch Manager of a $300 million wholesale distributor of industrial pipe, valves and fittings. Generated and managed sales for accounts in an assigned region through on site sales calls and coordination with the inside sales staff. Increased annual gross profit dollars from 2001 to 2002 by 21% while decreasing overall servicing costs by lowering the number of transactions and leveraging better payment terms.
Mike Yates Skills
Mike Yates Education Details
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University Of CincinnatiCommunication -
Dale Carnegie TrainingSales Skills
Frequently Asked Questions about Mike Yates
What company does Mike Yates work for?
Mike Yates works for Ques
What is Mike Yates's role at the current company?
Mike Yates's current role is Director of Business Development.
What is Mike Yates's email address?
Mike Yates's email address is my****@****ose.com
What is Mike Yates's direct phone number?
Mike Yates's direct phone number is (636)-933*****
What schools did Mike Yates attend?
Mike Yates attended University Of Cincinnati, Dale Carnegie Training.
What skills is Mike Yates known for?
Mike Yates has skills like Contract Negotiation, Account Management, New Business Development, Sales Management, Sales, Management, Business Development, Sales Process, Team Building, Budgets, Strategic Planning, Sales Operations.
Who are Mike Yates's colleagues?
Mike Yates's colleagues are Marina Partida, Patrick Kienberger, Jennifer Borden, Jacqueline Schneiderman, Lauren Logan, Tyler Thorson, Alyssa Rodriguez.
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