Michael MacDonald

Experience

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  Dixons Retail

  Jan 1999 - Jan 2003

  Sales

  Sales

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  Spicers

  Apr 2003 - May 2005

  Sales Development Executive UK

  Targeted with selling to non-spending and new accounts.Worked on up-selling on cross selling on a contracted national franchise.Aiding developing organizations around the UK to achieve their short and long-term business goals

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  Pitney Bowes

  May 2005 - Dec 2005

  Account Manager - East Scotland

  Prospected for new account business through lead generation and cold contacts.

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  QA Ltd

  Jan 2006 - Oct 2007

  Account Manager - Scottish Public Sector

  Sold IT and personal development training courses like, project management & consulting courses & apprenticeships in Microsoft, Cisco, VMware, ITIL, PRINCE2 and many others.Identifying new business opportunities and developing existing accounts through up/cross selling.Ownership of all key accounts, nurturing and managing relationships to increase profitability .

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  Dell

  Oct 2007 - Jun 2011

  Competed for new projects within the Education sector brought on by a $3.5 billion initiative by the government (Building Schools for the Future). Pushed for new business opportunities within the territory while maintaining revenue in other retention accounts.Delivered solutions that include everything from client and mobility requirements to Virtualization and Server Consolidation, Backup Solutions; V.D.I./ Virtual Desktop; De-Duplication; Disaster Recovery; Deployment Services and Project Management; Consultancy and Network Assessments. Show less

  • Channel Business Development & Healthcare

    Dec 2009 - Jun 2011

  • Government and Education Account Manager

    Oct 2007 - Dec 2009
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  Peak Scientific

  Jun 2011 - Sept 2019

  Led a team of five motivated Sales Professionals. Delivered year-on-year growth and doubled revenue to $5.5m.Grew the business across verticals by guiding the team to drive the value proposition to increase the business and achieved decreasing the discount levels from 21% to 12%.Implemented a strategy for new channel partners, with terms, territories, and training, therefore achieving a reduction in onboarding and an increase in productivity by 2 x of opportunities within year one.Cut down new project lead time by 50%+ by implementing communication through regular meetings among cross-functional teams, enabling improved coordination for bespoke products and services for OEMs and Key Accounts. Show less Transformed an underperforming territory from $110K annually to $2.3 million, achieving 20x revenue growth within 3 years.Optimized pricing strategies, resulting in a reduction of discount levels from 35% to a highly competitive 17%, boosting overall profitability.Captured clients with CAPEX restrictions by establishing partnerships with a 3rd party leasing partner, allowing prospects to lease capital equipment, resulting in an additional $2 million. Led a project to penetrate the Oil & Gas Markets through market research and working with the engineering and service teams on developing new products and services.Researched and capitalized on new markets in Healthcare, Toxicology, Government, Research, Industrial, food and beverage testing and packaging, Electronics, Chemicals, Pharmaceuticals, Biotech, and Academia. Show less

  • Regional Sales Manager - South and Western U.S.A.

    Oct 2013 - Sept 2019

  • Southern U.S.A. Manager

    Jun 2011 - Oct 2013
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  DESKO GmbH

  Sept 2019 - Apr 2020

  Sales Manager - U.S.A. and Canada

  Managed 100% of direct, channel, and O.E.M. sales within the U.S.A., Canada, Puerto Rico, US Virgin Islands, and the Caribbean territories for the Airline and Airport industries.Due to the 100% dependence on one industry, identified new markets for identity authentication and verification, automated scanning, data entry, and data transfer in new potential markets.Optimized account management processes and established key partnerships with hardware, software, and OEM providers, increasing cross-selling opportunities. Show less

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  Bruker Daltonics

  Apr 2020 - Apr 2021

  Field Sales Representative - Applied Markets

  Tasked with growing Bruker Mass Spectrometry solutions in the applied markets: analysis of industrial chemicals and polymers, agricultural, environmental, forensic, and toxicology applications. This involved building a business plan for the territory detailing specific strategies and activities required to develop new sales opportunities.The product portfolio includes Mass Spectrometry technology, LC-MS, GC-MS, and MALDI-MS.

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  South Laboratory Capital Equipment

  Apr 2021 - May 2022

  Sales Manager

  Developed and executed a strategic sales plan, representing top laboratory equipment manufacturers in the following markets: Forensics, Healthcare, Research, Government, Pharma, Environmental, ToxicologyGenerated and developed new sales opportunities as part of continued pipeline development for the region.

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  Waters Corporation

  May 2022 - now

  Implemented sales strategies for LC-MS instruments, chemistry consumables, laboratory automation, and software solutions, resulting in a notable 317% revenue from the previous year.Crafted business plans by analyzing market trends and identifying prospects in endocrinology, clinical & forensic toxicology, pain management, therapeutic drug monitoring, and unknown drug analysis creating an expansion of the customer base.Created strong customer relationships by providing regular on-site visits, offering support, and implementing customized solutions. Creating an additional revenue from cross-selling & upselling. Show less

  • Sr System Account Manager

    Jul 2024 - now

  • Clinical & Forensics Sales Account Manager

    May 2022 - Jul 2024