MICHAEL MILLER
3223 North Bartlett Avenue
Los Angeles, CA 90010
714-239-4000
m.miller@aol.com
SALES & SALES MANAGEMENT EXECUTIVE
Technical Sales — Application Engineering — Program Management — Relationship Management
Successful Driving Growth, Increasing Revenue, Boosting Market Share & Improving Margins
Field & Area Sales Management
Consultative & Relationship Sales
New Business Identification & Development
Branding, Pricing & Positioning
Manufacturer, Distributor & OEM Relationships
Territory & Account Penetration
Value-Added Sales & Service
New Product & Service Rollout
Application Design & Reengineering
Sales Presentation, Negotiation & Closing
Sales Force Training, Coaching & Management
Market Research & Competitive Intelligence
Senior-Level Sales and Sales Management Professional with a
consistent, top-ranking record of achievement for both personal and
team-based sales performance.
Eighteen Years of Experience in Sales Management with a talent
for recruiting, hiring, training, motivating, mentoring and providing
strong leadership to corporate sales teams and distributor sales forces.
Exceptional Technical Aptitude and Product Knowledge with the
ability to advise on product selection and application engineering
involving sophisticated electronic and electromechanical systems,
components and devices.
Expert Relationship Manager with unusually strong skills in
building trust, delivering value and creating long-term relationships
with customers, manufacturers and distributor networks.
PROFESSIONAL EXPERIENCE
Elkon Electronics Corporation, Los Angeles, CA
1999 to Present
MANAGER - SALES & PROGRAMS
Manage field sales operations across the California and southwestern territories for this global distributor of electronic and
electromechanical systems, components and devices (power supplies, thermal management products, capacitors,
connectors). Promote the sale of thousands of products representing 500+ manufacturers, and call on and manage
relationships with 200+ customers. Provide technical and managerial oversight to the entire sales cycle — customer needs
identification, sales presentations, price and contract negotiations, application engineering consulting, service delivery,
account profiling — and build, strengthen and manage relationships with manufacturers, OEMs and end-user customers.
Lead a team of five field sales professionals, and personally provide on-going training and mentoring — product
knowledge, application engineering, and presentation, closing and account management techniques — to both inside and
outside sales personnel. Manage cross-selling activities, training and team building activities with other corporate divisions.
Management Successes & Sales Results
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Grew territory revenues from $2.5 million to $8.5 million over five years, representing 15% year-over-year growth rate
compared to average regional growth of <6% company-wide. Increased customer base from 150 to 200+.
Exceeded sales targets for new business development and revenue production — by as much as 120% — for six
consecutive quarters. Earned Elkon Pacesetter Award for delivering the highest percentage over plan.
Led territory to rank among the top five nationwide for gross profit dollars (previously ranked in the bottom ten).
Currently performing at 18% GPM (one of the few regions hitting 17.2% GPM target) despite economic constraints in
the territory and overall downturn in the industry.
Boosted market share — to 25% from 6% (highest in the company) — with a key manufacturer (Tyco Electronics) and
achieved #1 market share ranking within several key product lines.
Improved revenue performance of several key customers — Siemens to $2 million from $500,000 and Crestron
Electronics to $600,000 from $100,000 — by providing new / higher value-added service offerings.
Recognized — by managers, peers, team members, manufacturer reps and customers — for having exceptional
technical qualifications and extensive knowledge of products and applications.
MICHAEL MILLER
Page 2 of 2
PROFESSIONAL EXPERIENCE — Continued
Delta Electronics Group, Inc. Pacifica, CA
1992 to 1999
OUTSIDE SALES REP & DISTRIBUTION SALES MANAGER
Represented 12 manufacturers of electronic and electromechanical products to OEM and end-user customers within the
southwestern territory. Identified target accounts, developed and implemented marketing strategies, led sales presentations,
negotiated and closed contracts, and coordinated and ensured the quality of customer service. Trained, coached and
managed a three-person sales team, and delivered training and orientation programs to newly hired territory sales
representatives. Advised, supported and tracked/evaluated the performance of distributors and VARs.
Management Successes & Sales Results
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Boosted direct sales from $2 million to $3.5 million (on target) and grew revenue generation through distributor
network from $6 million to $10 million (over goal).
Built, strengthened and managed critical relationships between manufacturers and distributors.
Chosen as the Distribution Sales Manager to provide support and training — lead generation and prequalification; sales
conversion; effective presentation and closing skills; customer service; account management — to local and regional
distributor sales forces.
Recruited regularly to represent the company and / or distributors at major trade shows and industry events worldwide.
Pacific Image Electronics, Moreno Valley, CA
1985 to 1992
OUTSIDE SALES REP & PRODUCT MANAGER
Member of the outside sales team, promoting the sale of a full line of electronics products (multiple manufacturers
including Molex, AVX and 3M) to OEM customers in the western regional territory. Identified and captured new business
and increased revenue performance among the existing customer base.
Personal Achievements & Sales Results
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Grew territory revenue to $1+ million, representing as high as 110% of monthly sales goals.
Strengthened, managed and protected key account relationships with the top ten customers.
Earned performance-based promotion from Product Manager — sourcing and purchasing products — to Outside Sales
Representative.
EDUCATION
BS — Business Administration & Marketing
Magna cum laude
UNIVERSITY OF CALIFORNIA, Irvine, CA
RELEVANT KEYWORD SUMMARY
account development, account management, account retention, business development, campaign management, competitive
analysis, competitive contract award, competitive product positioning, consultative sales, customer needs assessment,
customer satisfaction, customer service, direct response marketing, direct sales, distributor management, emerging markets,
field sales management, fulfillment, headquarters account management, high-impact presentations, incentive planning,
indirect sales, key account management, line extension, margin improvement, market launch, market positioning, market
research, market share ratings, market surveys, multi-channel distribution, multi-channel sales, multimedia marketing,
negotiations, new market development, new product introduction, product development, product launch, product lifecycle
management, product line rationalization, promotions, profit growth, public speaking, revenue growth, sales closing, sales
forecasting, sales training, solutions selling, tactical market planning, team building, trend analysis.