Michael Browning Email & Phone Number

Indianapolis, IN, US

Miami Beach, FL, US

• Implemented individual performance reviews and formal sales training preventing growth of the existing $2.1m budget shortfall and introduced formal QBR’s and activity metrics goals achieving 14% margin growth in 90 days
• Monitored account activity, churn rate, and total change in revenue continuing to adapt training sessions filling identified knowledge gaps in real-time achieving a 25% reduction in sales cycle length, 20% growth in.
• Reinforced new initiatives by personally leading group skill sessions on relationship building, using open ended questions and active listening to focus learning around the client cutting churn rate 12% in 120 days

Zurich, Zurich, CH

• Grew enterprise accounts 14% by ensuring operations and hiring managers service issues were acknowledged and addressed, staffing market data was delivered with corresponding budget spend within all assigned SLAs
• Successfully organized and mapped clients to build relationships with key decision makers for Fortune 500 brands, growing revenue opportunities and SOWs 15%, and reduced number of outreach attempts per contact by 23%
• Exceeded goal of $25 million as the primary point of contact for C-level leaders of multi-million dollar divisions within an existing client base, personally growing client bill rate 100% to $106.59/hr., and profit.
• Appointed Lead Client Account Manager upon generating $1.54 million in new revenue from untapped markets, motivated to display teams can run successful campaigns on both existing and new markets maintaining KPI levels

Westfield, IN, US

• Achieved an impact of increasing profit 5% and sales 17% in 9mo. through the creation of a product roadmap centered on higher margin safety consultations, and in-stock vs custom order equipment to meet the client needs.
• Applied SMART Goals identifying causes 15% decrease in construction based accounts on-plan revenue projections as underpricing, bypassing contract minimum margin limits, and inventory sell-through reporting
• Operated as lead for facilities to 1.2 mil. sq. ft., managing each project stage from real estate site selection, design, construction, and installation, while exceeding account growth and new business quota by 15%
• Implemented individual accountability per account, increasing personal attention and focus on every client, building upon strengthened relationships and account growth achieved by uncovering new upsell and cross sell.

• Generated $1.3M from lost accounts by targeting clients internal stakeholders and employing Sandler Sales methodology by using upfront contracts, managing expectations, and open-ended questions with active listening
• Achieved a 20% referral close rate which held a 90% annual retention rate for the Case Pacer SaaS platform
• Demonstrated the effectiveness of dedicated SOPs, remaining centered on the client relationship using excellent communication, integrity, and over-delivering on each action item by increasing close rates 22%
• Successfully collaborated with leadership to determine SOPs for the marketing of SaaS products within the legal service industry while maintaining and growing each book of business, renewals grew 22% in 120 days

Denver, CO, US

• Attained Top 10 in renewal profit and revenue for 2013, 2014, 2015 from e-commerce and marketing contracts, exceeding goal by 25%, and using the ability to prioritize data integrity, shortening overall revenue cycle
• Developed prospecting and client engagement messaging and authoring outreach cadences adopted department wide, promptly delivering increased renewal margin of 8%, and new account growth of up to 18%
• Co-Led efforts for the development of upskilling sales and account management on the numerous resources to monitor each client’s industry trends and obtain competitor knowledge to better address all needs

US

• First and only Asst. Licensing Advisor promoted to Sales Advisor in under 2yrs. accomplishing such in 4 months
• Captured Top 4 ranking for '07 in sales & account growth in 9 mo., being named Product Advisor of the Year
• CO-Led a communication skills training program, while multitasking as acting Sr. Account Manager with a proven track record of building long-term partnerships by collaboration, growing sales 25% and cutting churn by.
• Outperformed expectations becoming the #1 Sales Producer for ‘08 & ’09, and making Top 6 in ‘10,’11 & ‘12
• Set performance records which still stand by averaging $2.5M annually in revenue, while remaining #1 in profit margin, underwriting and state compliance