Mike Napier
Collegeville,PA
Summary
- 25+ successful years of commercial financing experience with independents and captives
- Expertise in various collateral segments (Healthcare, Tech, Construction)
- Played key role in building start-up captive financing program for Life Sciences vendor
- Developed financing program that broke Ophthalmic vendor's sales records
- Served as business lead for Salesforce implementation and designing end-to-end mobile app
- Received various "club" awards for exceptional performance
- High level of technical knowledge in all aspects of equipment financing
Overview
35
35
years of professional experience
Work History
Sales Manager, Healthcare
Siemens Financial Services
04.2022 - 04.2025
- Led a team of 9 sales professionals to drive financing solutions for healthcare providers in diagnostic imaging and cancer treatment
- Developed and executed sales strategies to expand existing relationships and introduced an end-user direct approach leveraging D&B Hoovers and CoPilot to diversify the portfolio
- Drove NBV growth from $170M (2023) to $220M (2024), increasing sales by 29%
- Implemented and managed Salesforce CRM, standardizing KPIs, sales disciplines, and reporting for improved team performance
- Collaborated daily with Risk, Operations, Asset Mgt, Legal and Marketing to facilitate and advocate for our business
Financial Solutions Program Manager
Agilent Technologies Inc.
05.2019 - 04.2022
- Played key role in building in-house financing program and grew to $25M after first year
- Provided guidance to colleagues in EMEA, China, Korea, India as each country went live
- Managed financing partners against program KPI's and conducted routine business reviews
- Collaborated with sales leaders and Marketing to develop creative financing promotions
- Trained product sales teams on how to qualify, position, and close business through financing
- Managed internal processes to ensure efficient operations and compliance
International Program Manager, Healthcare
DLL Financial Services Inc.
01.2010 - 03.2019
- Managed global Ophthalmic vendor, Carl Zeiss and Diagnostics vendor, Abbott Labs
- Worked with vendors' sales/marketing teams to drive equipment sales through financing
- Created FMV product that increased NBV by 160+% and created future upgrade opptys
- Developed Managed Equipment Service program, allowing vendor to recognize capital revenue on on rental contracts
- Led design of mobile financing app to drive efficiencies for both DLL and Vendors
- Managed and coached team of financing sales reps supporting my programs
Program Manager, Construction
DLL Financial Services Inc.
09.2008 - 10.2009
- Managed two global vendor programs, JLG and Manitowoc (Foodservice), maintaining relationships with vendor stakeholders
- Created, managed and executed business plans to achieve program goals
- Rolled out financing promotions, training and assisted partners with marketing support
Vice President, Sales
DLL Financial Services Inc.
01.2008 - 08.2008
- Managed 7-12 field sales reps in the Construction segment towards a NBV goal of $525M
- Restructured two pre-existing sales teams based on geography and opportunity and merged the two to create a single sales team
- Managed day-to-day business, assisting with structuring transactions, negotiating documents, strategizing on opportunities, and liaising between the sales team and functional departments
Sales Manager, Cisco Program
DLL Financial Services Inc.
10.2005 - 12.2007
- Built a 12-person sales team from the ground up, achieving $100M in the first year against a budget of $90M, and $180M against a budget of $160M the second year
- Stratified vendor network (Tier 1/2/3) to prioritize sales focus for optimizing ROI
- Conducted weekly team calls to review results from prior week, committed business for coming week, and planned activities
- Designed a tool to support a complex pricing structure, generating process efficiencies
- Managed day-to-day business, assisting with structuring transactions, negotiating documents, strategizing on opportunities, working with credit and operations, etc.
Business Development Manager
DLL Financial Services Inc.
03.2004 - 09.2004
- Consulted with principles of technology VARs with revenues >$50M to implement financing programs to complement sales efforts
- Conducted internal analyses of each relationship to ensure acceptable risks/profitability and obtained necessary approvals
Regional Sales Manager
U.S. Bancorp
05.2003 - 03.2004
- Designed financing programs for healthcare vendors via a 3-phase approach…Needs Analysis, Program Design, Implementation
- Negotiated program agreements, pricing structures, loss pools, and vendor incentives
- Conducted internal (Ops/Credit) and external rollouts (vendor), and assumed a program mgt role once implemented
National Sales Manager
CitiCapital
04.2002 - 04.2003
- Managed a financing team supporting large Citigroup global banking account (Cisco)
- Coached team to develop relationships with Cisco direct sales force and reseller network, and present financing solutions to increase Cisco's market share in the SMB space
Director of Business Development
CitiCapital
09.2001 - 04.2002
- Sold leasing services at C-suite level to tech vendors on the VAR500 list
- Closed large software reseller, Aston Group, as well as global tech giant, Dimension Data
Account Manager
CitiCapital
08.2000 - 09.2001
- Responsible for originating lease volume from office equipment dealers in the Southeast
- Grew new territory from $0 to $10M+ in first year, achieving Circle of Champions award
Dealer Sales Representative
Canon Financial Services Inc.
07.1995 - 08.2000
- Responsible for leasing sales for 50+ Canon copier dealers in highly competitive market, generating $8-12M/yr of NBV
- Sold to financing solutions to dealer principals, sales reps, and to SMB and Enterprise customers
Associate Sales Representative
Elf Atochem North America Inc.
10.1990 - 07.1995
- Managed sales volume of $5.5M with a customer base of approximately 540 accounts
- 1994 results yielded a 35% increase of $1.5 million and $500K of new business
Marketing Development Coordinator
Elf Atochem North America Inc.
02.1995 - 07.1995
- Identified areas of customer satisfaction and motivation for repeat business
- Produced a design guide for the group’s most profitable product to assist with sales presentations
Education
Business Administration
University of Phoenix
VirtualChemical Engineering
Drexel University
Philadelphia, PABusiness Administration
Temple University
Philadelphia, PASkills
- Program leadership
- Consultative selling
- Sales management
- Problem solving
- Operations/Risk Management
- Communication
- CRM/Salesforce
- Proficient in Excel, PPt, Word, CoPilot
Professional Development
- The Wharton School: High-Potential Leaders, Accelerating Your Impact
- Center for Creative Leadership: Leading from Good to Great
- Mercuri International: Effective Sales Management
- Miller Heiman: Strategic/Conceptual Selling
- Dan Adams: Trust Triangle
Timeline
Sales Manager, Healthcare
Siemens Financial Services
04.2022 - 04.2025
Financial Solutions Program Manager
Agilent Technologies Inc.
05.2019 - 04.2022
International Program Manager, Healthcare
DLL Financial Services Inc.
01.2010 - 03.2019
Program Manager, Construction
DLL Financial Services Inc.
09.2008 - 10.2009
Vice President, Sales
DLL Financial Services Inc.
01.2008 - 08.2008
Sales Manager, Cisco Program
DLL Financial Services Inc.
10.2005 - 12.2007
Business Development Manager
DLL Financial Services Inc.
03.2004 - 09.2004
Regional Sales Manager
U.S. Bancorp
05.2003 - 03.2004
National Sales Manager
CitiCapital
04.2002 - 04.2003
Director of Business Development
CitiCapital
09.2001 - 04.2002
Account Manager
CitiCapital
08.2000 - 09.2001
Dealer Sales Representative
Canon Financial Services Inc.
07.1995 - 08.2000
Marketing Development Coordinator
Elf Atochem North America Inc.
02.1995 - 07.1995
Associate Sales Representative
Elf Atochem North America Inc.
10.1990 - 07.1995
Business Administration
University of Phoenix
Chemical Engineering
Drexel University
Business Administration
Temple University
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