Michael Esenberg is a results driven, senior sales executive with a proven track record of overachieving goals, deliveri...
MICHAEL R. ESENBERG___________________________________________ Lake Zurich, Illinois 60047
847-370-6251
[email protected]
PROFILE A results driven, senior sales executive with a proven track record of overachieving goals, delivering millions of dollars in annual sales and building and managing strong relationships to ensure client loyalty. SUMMARY Building strong relationships with manufacturing partners to enhance the product portfolio while creating and growing key relationships with school, university and park district executives to drive sales. Sales leadership and account management for two large virtual sales teams within a complex organizational structure for the industry leading provider of information, analytics and decision making services/solutions. Helping Experian’s largest financial services clients to find, acquire, develop and manage their customer relationships in order to help them improve competitive position and ultimately increase profitability. Responsible for building and maintaining senior level relationships and driving revenue growth. Executive sales and account management for the start-up and development of a strategic business research brand for Gartner, Inc. Providing sales leadership for a consulting, research and advisory service designed to help senior level clients identify, formulate, and execute successful growth strategies for their organizations. Over 6 years proven success in account management, strategic planning, negotiating, and implementing multi-million dollar document management outsourcing contracts. in diverse markets throughout the Central Region of the U.S. for Xerox Business Services, a multi-billion dollar international company. AWARDS / SPECIAL RECOGNITION A top producer (consistently over goal) as Strategic National Account Director & Vice President at Experian Experian Elite Award winner in FY09 Selected for leadership program at Center for Creative Leadership (held in Colorado Springs) 2005 #1 ranked Solutions Director in United States for GartnerG2 - 2001 Presidents Club - 13 of 15 eligible years with Xerox (ranked in top 10 nationally 9 times)
EXPERTISE Relationship Building Executive Level Sales Strategic Planning and Implementation Building Strategic Alliances Contract Development / Negotiation
National Account Management Business Development Communication / Presentation Management / Training / Motivation Team Building
RELEVANT EMPLOYMENT HISTORY M&S SPORTS MARKETING, VP, Sales and Marketing, Lake Zurich, IL 2010-Present Representing multiple product lines and providing athletic equipment and related services to schools, universities, park districts, and businesses. EXPERIAN, Director National Accounts | VP, Strategic Accounts-Schaumburg, IL 2003 to 2010 A $4B global information provider of database, Internet, e-mail marketing, consumer research, and software solutions to financial, banking, retail, automotive, and consumer products/services markets. Managing the strategic relationship of one of our largest clients as a Strategic National Accounts Director.
Michael R. Esenberg – 2 Grew revenues by $3MM in fiscal 2004, $6MM in 2005, and $2.5MM more in 2006. Promoted to VP, Strategic Accounts taking on new and more responsibilities. Managing the relationships of two of the largest Strategic Accounts for Experian. Grew these accounts from around $13MM to $39MM annually between fiscal 2006 and 2010. This growth included the largest Interactive Solutions deal ever closed within the Strategic Accounts Group. Overachieved goal every year and won Experian Elite (#1 VP, Strategic Accounts in fiscal 2009) GARTNER INC., G2 Regional Director, Midwest Region-Chicago, Illinois
2001 to 2003
Closed some of the first sales in North America, providing subscription based consulting, research and advisory services to companies in the Midwest Region of U. S. and Toronto, Canada, including: - Canada Life - Clarica - Daimler-Chrysler - Minnesota Mutual - Motorola - State Farm Achieved #1 ranking nationally for GartnerG2 Solutions Directors in 2001. Directed sales to 7 vertical markets, including: - Automotive - Financial Services - Healthcare - Manufacturing - Media - Retail -Travel Trained teams consisting of 30 outside and 30 inside sales representatives in techniques for selling business strategy research and advisory services to senior level business executives. XEROX CORPORATION National Accounts | Business Development Manager Xerox Business Services, Des Plaines, Illinois Marketing Executive, Xerox Business Services, Hillside, Illinois New Business Development Executive/Graphic Arts, Schaumburg, IL New Business Development Executive, Schaumburg, IL Major Accounts Executive, Chicago, IL
1987 to 2001 1997 to 2000 1994 to 1996 1992 to 1993 1990 to 1991 1987 to 1989
Business Development supporting 40 Marketing Executives in a 10 state territory, selling document outsourcing (people, process, and technology), from creation through distribution (1997 to 2000). Top performer consistently exceeding sales goals each year as National Business Development Manager: Year Annuity Sales of Services Product Sales Total Annual Sales 2000 #1 of 10 #2 of 10 $41MM 1999 #2 of 12 #2 of 12 $36MM 1998 #2 of 12 #1 of 12 $28MM Negotiated multi-million dollar, multi-year contracts with major accounts, including: - Eli Lilly $33MM - Black & Veatch $24MM - Diageo (Pillsbury, Burger King, Guinness) $25MM - Ameritech $18MM Increased region sales by $15MM through creation and implementation of National Rebate Program (1999). Selected team leader for National Business Development Management Council Turned around underachieving Illinois suburban territory that generated only 6 new accounts in 2 years, securing 31 new accounts in 3 years and sales of $7.4MM (1994-1996). Doubled client base in the Chicago suburban region in 3 years as Marketing Executive (1994-1996).
EDUCATION BACHELOR OF SCIENCE IN BUSINESS ADMINISTRATION Elmhurst College, Elmhurst, Illinois Minor: Marketing
