August **, ****

Dear Hiring Manager

Success in sales management and business development is about people, persistence, performance, and profit. It is also about finding creative ways to find solutions and overcoming customer objections. I am confident that my qualifications will allow me to solve problems and be an asset to your company. I have enjoyed an exceptional business development and sales management career, achieving top-producer status as well as earning numerous awards for exceeding quota and winning breakthrough deals. As a sales manager, I led multiple teams throughout the World to become the highest producers and closed the largest deals in company history.

My sales management and business development experience spans tangible and intangible products. I have revitalized underperforming organizations, transformed sales models, and opened new markets for leading-edge products. Now, I am seeking new challenges and opportunities and would like to bring my energy, enthusiasm, and passion for excellence to your company.

My strength lies in overcoming sales barriers, internal to the company or within the prospect's organization by presenting customers with unique solutions to their problems, I have overthrown incumbent competitors to win new business in target accounts and grown customer share within existing accounts. As a leader, I encourage my team to think beyond "the box" and present unique solutions that eliminate customer objections.

My track record as outlined in the enclosed resume’ demonstrates my ability to:

Build and lead high performance teams that successfully execute to exceed quotas and objectives.

Establish profitable, customer relationships that produce long-term revenue streams.

Devise solutions that meet and exceed profitability as well as sales goals.

I attribute my success to my entrepreneurial attitude, disciplined approach, and creative problem solving skills. Equally important is my ability to quickly assess situations and react swiftly yet effectively. You will find that I am very skilled at developing sound action plans, as well as administering and following through on those plans. I strive to build and maintain a principle-centered environment that will preserve your company’s core values while promoting development and success.

I welcome the opportunity to explore my potential contributions and look forward to speaking with you soon.

Sincerely,

Michael J. Galli

Michael J. Galli

Attached: Resume

Executive Overview

Goal Achieving Sales Management Professional with a track record of successful leadership. I have built successful and dynamic sales teams that have reliably and consistently grown business. Meeting, developing, and motivating people to win key opportunities is one thing that I excel at. Recognized industrial automation leader having exceptional business development skills with a keen focus on the OEM marketplace. Degreed Electrical Engineer. Experienced value-based sales professional to all levels within an organization. Energetic, self-directed, and focused on win-win-win situations.

Marketing and Sales Expertise

Business Development and Management

Strategic Planning and Implementation

Leadership and Team Building

Hunter Role

Consultative Sales Strategies

Performance Improvement

Growth Strategies

Engaging Presentations

Powerful Negotiating Skills

Relationship Building

Account Management

Experienced Leader

Professional History

Panatrol Corporation (Systems Integrator) Burr Ridge, IL 2012 – Present

VP of Business Development

Panatrol Corporation is a leading provider of Industrial Automation Control Systems, Services, and training. Our focus is on OEM’s and Large End Users throughout North America. Through our OEM connections our engineers have traveled North America to ensure complete success of our automation control systems installation and commissioning.

My focus was on being the hunter for new business opportunities at OEM’s throughout Chicagoland. My goal was to smooth out the ripples of massive engineering efforts created from bridge control systems. I ran the region developing OEM partners. I also penetrated large end users to scope out large modernization projects and introduced Panatrol to new clients. I saw my role as more of a consultant and developing long term relationships with individuals throughout an organization.

EMX Controls Inc. (Systems Integrator)

& Flagship Automation (Siemens Distributor), Uxbridge, MA

VP of Business Development 2007 – 2012

I rejoined the company as Vice President of Business Development for both companies. EMX Controls is a system integration and panel builder that covers the New England marketplace. I was an integral part of their sales efforts focusing on the OEM marketplace. We worked with OEM accounts and grew the business (160%) from $10mm to $16mm in system design, build and implementation handling the quotation process thru closing the sale.

Flagship Automation is a Siemens Distributor. I managed a ten person sales team responsible for developing new business and maximizing sales within existing accounts. We grew sales (233%) from $3mm to $7mm over a 3 year period. Accountable for setting/meeting quarterly revenue and profitability targets, quota/territory objectives, and creating go-to-market strategies. We utilized the TAS Methodology (Target Account Selling) approach and acted as a consultant to our new and existing customers.

Convinced a multi-national conglomerate to switch out legacy control systems on their highest profit product lines to ensure double the original throughput target were achieved thus closing a $42 million dollar 6 year deal. We offered a superior control system architecture thus removing a long standing legacy control system. All this while demonstrating to the customer an 8 month ROI.

Insight Seminars, (Personal Growth Seminars), Santa Monica, CA 2004 – 2007

International, nonprofit 501(c)(3) worldwide organization specializing in transformational education seminars delivered in 34 countries with over 1.5 million graduates.

National Enrollment Director, USA

I led Insight's national enrollment program. Collaborated with the National Marketing Director and CEO to develop and implement marketing strategies focused on filling Insight’s 4 different seminars to capacity. Created and produced enrollment materials and templates. Recruited and trained regional representatives and volunteers. Tracked and reported on seminar activity and enrollment.

Credited with the largest increases in new attendee revenue generated by Insight I, II, and III seminars since record keeping began in 1993. 300% enrollment increase within 11 months. Achieved the highest participant conversion rates, 88% (previously 33%) of participants in Insight I went on to Insight II and 74% (previously 25%) went from Insight II to Insight III.

Created fifteen 10-person volunteer leadership teams in key regions throughout the World which were trained to remove sales barriers and objections, facilitate easy enrollment procedures and provide seminar support. I facilitated monthly group training sessions and weekly individual coaching calls to enhance team performance.

EMX Controls Inc. (Automation Systems Integrator)

& Flagship Automation (Siemens Distributor), Uxbridge, MA

Director of Business Development 2001 – 2004

EMX Controls is a Turn-Key Automation System Integrator and panel builder that covers the New England marketplace. I was an integral part of their sales efforts focusing on the OEM marketplace. I worked with OEM accounts from system design, build and implementation handling the quotation process thru closing the sale.

Flagship Automation is a distributor of Siemens Energy & Automation Products

I managed a twelve-person sales team located throughout New England. My team was responsible for developing new business and maximizing sales within existing accounts. Accountable for setting/meeting quarterly revenue and profitability targets, quota/territory objectives, and creating go-to-market strategies. We utilized the TAS Methodology (Target Account Selling) approach to act as a consultant to our new and existing customers.

Acquired the largest account ($12 million annual contract) in company history (Semiconductor Silicone Ingot Growers) by becoming a trusted advisor and earning the clients' respect. After carefully studying customer requirements, advised clients of disparity between expected throughput of machinery and the projects funded budget. Clients selected competitors who told them what they wanted to hear and when the competitive solutions failed to meet expectations clients sought advice and revised solution to our original plan, we immediately formed a team and successfully solved the problem thus forming a long-term and mutually beneficial relationship.

EMX Controls Inc. (Automation Systems Integrator)

& Flagship Automation (Siemens Distributor), Uxbridge, MA

Sales Engineer 1999 – 2001

I was assigned to the lowest selling territory and grew it to the largest territory in 9 months. I was awarded salesman of the month so many times they did away with the award so as not to discourage the other salesmen. I was asked to take the Meyers-Briggs so the company could model all future hires after me. This opened the door to larger regions and I quickly became the Director of Business Development for EMX Controls and Flagship Automation.

Maintained an 87% retention rate throughout my sales career.

Won numerous million dollar+ contracts at OEM’s and large end users.

EMX Controls Inc. (Automation Systems Integrator) Uxbridge, MA

Engineering Manager 1997 – 1999

I was responsible for the engineering arm of the company consisting of 9 Electrical Engineers and 3 AutoCAD Designers. We supported the sales team and designed control systems. I interfaced with the production floor to ensure we provided them with accurate build packages. I was responsible for the 3 QA Engineers ensuring that we delivered 100% accurate turn-key solutions to the end customer. I sent engineers Worldwide in support of our systems.

Led a team that sold and developed the $1.7 million automation control system for the 1st 300mm Silicon Ingot Grower in the World.

EMX Controls Inc. (Automation Systems Integrator), Uxbridge, MA

Automation Control System Design Engineer 1995 – 1997

I began at EMX Controls as a Control System Design Engineer responsible for Design, Programming, AutoCAD drawing packages, Component selection, Build books, Production Assistance & Test. I loved following the systems into the field to do startups throughout New England.

Worked on the company’s highest profile and profitable projects and at one point moved my desk to the production floor to reduce the panel build costs saving the company $500,000 annually. This was accomplished by enhancing the design thus reducing the production hours and the component requirements.

ThyssenKrupp Elevator, (Elevator Manufacturer and Systems Integrator), Cambridge, MA

Automation Control System Design Engineer 1986 – 1995

I began my career 2 weeks after graduation designing elevator automation control systems. I loved the challenge and being able to go into the field to do startups. I was responsible for the Design, Programming, and Startup of Hydraulic Elevators.

I moved the company to PLC’s, VFD’s, and numerous other control components that saved time and money thus increasing the profit margin.

Strengths

Experienced leader of award winning sales teams by providing coaching and positive feedback

Provide mentoring of new and current employees to maximize their contribution

Setting expectations and motivating people

Creating strong mutually beneficial relationships that help eliminate the competition

Award winning business to business technology sales professional with a track record of exceeding quota

Identifying, qualifying and securing business opportunities by cultivating and maintaining mutually beneficial business relationships with potential clients working with corporate executives and senior managers

Professional sales experience utilizing consultative sales, communication, negotiation and interpersonal skills

Team player with the ability to make the hard decisions as needed

Actively research potential clients and pursue new business relationships

Continued million dollar contracts that transition customers away from entrenched legacy systems

Selling top down throughout an organization

Dynamic leader and team player with a sharp focus on achieving results

Strong application of marketing strategies that increased client acquisition and retention by 320%

Setting and achieving individual goals, as well as team goals and objectives

Strengthening client relationships and inspiring customer loyalty

Significant experience closing multi-million dollar deals

Education / Professional & Personal Development

BSEE Central New England College, Worcester, MA 1981-1986

M. A. Psychology student University of Santa Monica, Santa Monica, CA 2003-2005

Landmark Forum & Landmark Advanced Course seminars

TAS Target Account Selling Methodology Seminars

Insight I, Insight II & Insight III seminars

Multiple Wilderness Leadership Programs in Patagonia (Argentina and Chile’)

Enlightened Leadership Training

Professional Business Coaching

Volunteer for Loaves and Fishes as well as Habitat for Humanity

Strategies for Selling Technical/Industrial Products, American Management Association

How to Develop and Maintain Positive Sales Relationships, American Management Association

Contact this candidate