Michael Zellner
About
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Sales Director @ Placer.ai | Financial Analysis, P&L Management
Atlanta, Georgia, United States
Résumé
Jobs
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Sales DirectorPlaceraiMar 2026 - Current (6 months)- GTM leader for Southern RegionRestaurantDec 2024 - Mar 2026 (1 year 4 months)• Managed inventory and cost containment for restaurants. • Scheduled staffing based on traffic patterns so staffing matches customer needs. • Provide realtime data for financial analysis and strategic planning. * Helping Restaurants Thrive
- Executive Sales LeaderWorkWhileFeb 2023 - Dec 2024 (1 year 11 months)
- Vice President of SalesFirst AdvantageFeb 2019 - Dec 2022 (3 years 11 months)
- Vice President of Sales, Southern and Western RegionCareerBuilderAug 2015 - Sep 2018 (3 years 2 months)Member of Executive Leadership within the Southern and Western Regions of the United States with a focus on increasing profitability and operational revenue. Directly supervised a group of 50 sales team members, which required coaching and mentoring along with overseeing behavioral and/or performance related issues. Tasked with designing and implementing innovative processes and long-term sales strategies. ► Attained 10% growth YOY within both regions while simultaneously maintaining an 80% EBITDA margin on business lines with $30MM in annual revenue ► Increased market penetration to 15% by using innovative upselling/cross-selling techniques and educating customers on a new CareerBuilder Sourcing platform
- Director of Sales, Middle Markets & Southern RegionsCareerBuilderJan 2014 - Jan 2017 (3 years 1 month)Oversaw sales operations for the Middle Markets Southern Region consisting of clients with anywhere from 1,000 to approximately 8,000 employees. Built and managed a sales team of over 50 people, provided individualized coaching as needed, and diffused escalated client situations. Monitored sales and operational metrics consistently and adjusted strategies to correct areas of weakness. ► Instrumental in growing the region to over $36MM in revenue through cross-selling additional services and utilizing proven CareerBuilder sales methodologies ► Attained EBITDA return of 20% within an existing book of business along with maintaining a renewal rate of 85% of existing client-base
- Director of Sales, Careerbuilder Automotive VerticleCareerBuilderJan 2012 - Jan 2014 (2 years 1 month)Led a large initiative focused on the creation and management of a new sales division focusing on automotive-related clients such as dealerships, OEMs, and parts dealers. Directed the completion of detailed market research, built a successful sales team, and identified potential clients. ► Created a comprehensive market plan for the industry, which highlighted key pain points, identified high-target clients, and outlined both metrics and unit structure ► Gained significant knowledge of the industry, resulting in the ability to develop sales and training materials used across the entire division ► Utilized superior communication and interpersonal abilities to maintain positive rapport with potential clients and internal stakeholders ► In
- Director of Sales, Franchise Sales GroupCareerBuilderJan 2009 - Jan 2011 (2 years 1 month)Oversaw the planning and execution of a new division within the company, which centered on targeting franchised companies such as 1099 organizations and de-centralized companies. Targeted potential clients using both title and product usage historical data to ensure accurate lists and drive higher success rates. ► Designed all training and sales materials for the unit, which required completing complex industry research along with analyzing large sets of data ► Oversaw training and coaching of sales teams; identified both group and individual training needs and devised appropriate teaching methods ► Increased total contract value (TCV) from $12MM to over $28MM over a span of 24 months
- Director of Sales, Staffing and RecruitingCareerBuilderJan 2006 - Jan 2009 (3 years 1 month)Hired to assist in managing the staffing and recruiting division, targeting clients within the recruitment industry and marketing products such as job postings and resume search licenses. Coordinated daily sales operations such as monitoring sales metrics, supporting team member inquiries, and reviewing client accounts for potential up-sell opportunities. ► Played a lead role in re-organizing the division in both prospecting and growth teams, resulting in achieving over 25% revenue growth YOY ► Created detailed territory plans, implemented a prospecting compensation plan, and ensured the division consistently maintained a positive sales culture
Education
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- Bachelor's degree, Business Administration and Management, GeneralRowan University