Michael Little

Springfield, IL 62704
Cell: 217-622-6988

Mlittle2300@gmail.com
www.linkedin.com/in/michaellittle2

EXECUTIVE PROFILE
Driven Vice President with twenty years of experience, who specializes in closing large complex sales, increasing market share, growing
sales revenue, building and developing high performing sales teams. Thrives in fast-paced and ever-changing business environments.

SKILL HIGHLIGHTS

Sales
Agriculture & Commercial Lending
Leadership & Coaching
Credit Analysis & Audits

Negotiating
Analytical & Problem Solving
Business Development
Senior Executive Selling

PROFESSIONAL EXPERIENCE
Marine Bank Springfield, IL

6/2013 10/2014

Vice President and Commercial Lending Officer

Developed an agriculture sales channel with annual sales of $1.5 million.

Responsible for developing and managing relationship with agriculture and commercial partners .
Exceeded annual sales goal by $1.8 million by initiating sales through channel partners and developing client seminars
with CPAs, attorneys, and financial professionals.
Increased monthly sales by 20% by building strong business relationships and cold calling on business owners.
Managed the loan origination and sales process, including executive relationships, credit analysis, contract negations,
audits and review of business financial documentation.
Cold called 25 new clients per week to develop new business and increase the awareness of banking services.
Built relationship with farm co-op resulting in $20 million dollar RLC sale.
Managed sales forecasting, reviews, sales training, territory goals and performance reporting.
Lead community networking to identify and capitalize on new commercial sales.
Sold commercial and farm loans, vault checking and payment processing products and services, built brand identity,
increased market share and grew sales organization.

Little Financial Services Springfield, IL

4/2009 Current

President

Successfully managed, recruited, hired, trained sales organization team of 35 licensed insurance and financial sales
professionals.
Responsible for selling insurance solutions and financial services to exceed goal by 38%.
Built and managed a $7 million sales territory.
Developed long term care sales channel program for Soil & Water Conservation of Illinois, resulting in a 75% increase in
sales revenue.
Managed sales team, territory performance reviews, set sales goals and lead channel marketing sales events.
Executed solution selling program, product training and closing complex sales.
Created new sales through state associations that led to a 35% increase in sales.
Cold called 25 new clients per week to develop new business and sell financial products and services.

Prudential Springfield, IL

8/2007 4/2009

Manager Financial Services

Sold long term care solutions, financial services, provided investment advice, resulting i n a 70% increase in sales.
Managed, recruited, hired and trained sales organization of 35 financial sales professionals.
Lead solution selling training, setting sales goals, revenue forecasting, performance reviews and closing sales.
Built and managed a $4.5 million sales territory.

State Farm Insurance Springfield, IL

9/2004 8/2007

Agent / Business Owner

Managed sales team, recruited, lead solution selling training, sold financial services and lead client presentations.
Established sales channel program with farmers, banks, CPA and business owners to sell financial solutions.
Exceeded sales goals by $375,000.
Managed sales of financial services and insurance solutions with a revenue stream of $950,000 annually.
Built agricultural alliance with farm co-ops, which grew sales by 39%.
Cold called 25 new clients per day to develop new business and increase the awareness of insura nce, long term care
solutions and financial services, resulted in a 23% increase in sales.

AT&T Corporation Bloomington, IL

1/1995 9/2004

Sales Director

Sold 50,000 square feet of hosting and professional services to State Farm valued at $40 million dollars.
Drafted budgets, project plans, financial analysis and led project meetings with State Farm executives.
Achieved 190% of quota within the first year.
Sold data/IP services and ACCU-Ring networks to ADM and State Farm valued at $19.9 million dollars.
Defined project deliverables, budget, financial analysis and monitored status of ADM's build out of data/IP networks that
encompassed 12 countries and 3 time zones.

San Diego State University, BA Public Administration.

NASD 6, 63, 26
American College, Fraternal Investment Consoler (FIC).
American College, Life, Health, Long Term Care, Property & Casualty Insurance.
New York Financial Leadership Institute, John Maxwell 360.
Independent Community Bankers of America, Commercial Lending Institute.

EDUCATION

AWARDS & PROFESSIONAL AFFILIATIONS

Director Leadership Award in 2010.

Presidents Trip Award in 2012, 2010, 2009, 2006, 2004.
Fraternal of Excellence Award in 2011.
Finished 5th overall out of 290 managers in 2008.
Conference Award in 2008.
Managers Award for finishing number 1 in 2008, 2009.
Bank Loan Leaders Award in 2006, 2007.
Sales and Service Award from AT&T and State Farm in 2004.
AT&T awards 1995-2004.
The Greater Springfield Chamber of Commerce, 1999 - Present.
American Business Club, member 1998 - Present, Board of Directors, 2000 - 2004, 2009.
Rotary International, member 2004 - Present.
National Association of Insurance and Financial Advisor's, 2004 - Present, Directors, 2005 - 2008.
GAMA International, member 2005 - Present.
National Association of Fraternal Insurance Counselors, member 2009 - Present.
Young Philanthropists, member 2010 - Present.
CREN, SDAT, Local First, member 2011- Present.