Rick Middleton Email & Phone Number

South Bend, Indiana Area

Onboarded to provide governance and leadership to the business development, sales, client retention, and project management functions. Responsible for driving sales volume, gross profit, customer service, and client relationship development. Providing business process consulting, and custom software application development services for Web, Mobile, and Desktop applications for fortune 100, major universities, small to medium companies, and NFP organizations.★ Lead relationship manager for high-profile clients and strategic partners. Build business relationships and drive the end-to-end sales process.• Author strategic roadmaps and business plans, partnering with a cross-functional executive team to identify opportunities, streamline and reengineer processes and product offerings, driving profitability and market leadership.• Full financial accountability, including P&L, sales forecasting, revenue projections, and financial planning. • Lead a team of sales managers, account executives, and cross-functional staff. Recruit, hire, train and develop sales reps and managers while instilling accountability for sales processes, KPIs, forecasting, and quotas. • Dotted line responsibilities with weekly cadence aligned to growth, finances, strategic account plans, and goals. Develop and implement sales strategies, plans, KPI’s, goals, and initiatives. Meet with sales team to develop individual monthly and annual goals and objectives, and to review projections versus actual performance.• Analyze customer intelligence, competitor knowledge, and industry trends to provide data-driven "Voice of Customer" feedback to develop effective cross-functional roadmaps and generate sales plans to drive sales, customer satisfaction metrics, and operational excellence. • Drive implementation of multiple complex project/program initiatives, working closely with cross-functional teams and resources to achieve multiple program and project milestones within established timeframes.

Warren, Michigan, United States

Architected and executed the strategic vision, driving profitability, operational excellence, business development, utilizing leadership skills, client relationship building skills, market knowledge, and cost analysis.★ Authored business plans, roadmaps and strategies, created measurable and trackable metrics, instituted new processes, and re-engineered existing processes to establish and continuously improve operational efficiencies.• Directed daily operations as well as providing leadership and oversight to a team of direct report managers and staff. Developed and tracked KPI’s, supervised, trained, mentored, coached, and developed team members. Evaluated individual performance, skills, and created personal success plans.• Full financial accountability including P&L, budget creation and cost controls, capital investments, financial forecasting, and monitoring financial KPI’s, project budgets, vendor expenses, cash flow, and other expenses.• Evaluated and analyzed opportunities for company growth and improvement. Implemented growth solutions in key areas, including business processes, finances, technology upgrades, staffing structure, and administrative policies.• Led continuous process improvement initiatives, employing lessons-learned and improvement methodologies. Support quality improvement and cost reduction targets.• Conceptualized and implemented a company culture that embraced diversity, empowered employees, and encouraged input and innovative suggestions from all employees.• Designed high-end CCTV security systems at 41 national “outdoor retailer" locations. Utilized facial recognition and behavior tracking, reducing loss by 21% on average per client location, and saved 22% on equipment cost.• Onboarded 7-11 as a major client. Facilitated the installation of a CCTV system in the majority of 7-11 franchises in Southeastern Michigan. Reduced shoplifting by 31% in those locations.

Southfield, Michigan, United States

Hired to turn around a lagging operation, led sales and all operational functions, including installers, tech support, accounting, office staff, and telemarketers. Conceptualized and implemented scalable sales processes and strategic account plans. Identified new sales opportunities, and established and cultivated relationships with customers, business client decision-makers, and stakeholders. ★ Created innovative and strategic campaigns around prospecting to drive new client acquisition growth and cross-selling to current clients.• Developed and promoted sales training as well as sales career development to reduce turnover and enhance overall performance. Coached sales techniques, objection handling, and upselling/add-on techniques to drive sales performance as well as individual and team success.• Created and monitored KPI’s, identified teams’ strengths and weaknesses, and modeled skills needed to facilitate corrective action in various areas including product knowledge, prospecting, professionalism, and closing techniques.• Championed superior customer service and techniques for converting potential issues into customer success victories and brand loyalty.• Increased installations from 22 a week on average, to 143 per week, resulting in an overall 500% increase.