Michael Mandarino

Manage a team of 4 Renewals Managers, consisting of over 1500 accounts and 12M+ in ARR

• Coached direct reports via weekly 1on1 training, call recordings and mock renewals, resulting in team meeting or exceeded NRR quotas, achieving 105% & 107% to quota in 2021 & 2022
• Improved renewal workflow and operational processes, from initial onboarding through the 90-day renewal window, resulting in a 20% increase in on time renewals
• Collaborated with sales team to optimize pricing matrix in 2024 which led to 12% increase in renewal rates for 1st year clients
• Identifying upsell & cross opportunities through QBRs & year-end business reviews, achieving over $2M in total upsells as of 2026

Managed the end-to-end renewal cycle of over 500 clients, generating over 3M+ in annual recurring revenue.

• Negotiated contract terms with direct decision makers to maintain or grow current revenue, achieving quarterly NRR objectives from Q2 2019 to Q4 2020
• Analyzed account-level data to identify clients for upsell opportunities, resulting in over 180K in upsells for 2020
• Developed risk-identification models and customer segmentation strategies, increasing multi-year contracts for at-risk clients by 10% and maximizing customer lifetime value (CLTV)
• Partnered with sales managers and AEs to conduct monthly churn analysis, identifying category trends and future sales opportunities

Led a team of 30 merchandisers, responsible for executing the GTM strategy of over 120 large format accounts

• Created revised route list and frequency standards, achieving planned labor cost finishing 8% under forecast
• Improved efficiency standards by setting weekly productivity targets, resulting in a 16% increase in total cases merchandised per day in 2017
• Conducted training sessions for 100+ frontline employees on PepsiCo applications, order writing, and forklift certifications, enhancing team competency and compliance
• Coached direct reports, resulting in 9 team members receiving promotions in 2016, strengthening team leadership