Sales Manager
Resume:
Mur rysville, PA *****
****.******@*******.***
Mark S. Pisani
Highly accomplished professional with consultative sales and leadership experience. Proven expertise in developing
and building long term trusted business relationships with clients and internal partners. Exceptional communicator with
strong customer focus, client needs assessment aptitude, problem resolution, and strong negotiation skill set. Has
earned a reputation with customers and internal partners as a leader due to knowledge, integrity and strong customer
focus. Expertise in talent management and proven leadership skills in the areas of coaching, performance
management, and driving accountability with substantial skills to assess, diagnose and develop talent. Additional core
strengths include:
> Developing/Retaining Top Clients > Account Management > Budget Management
> Strategic & Tactical Sales Planning > P&L Financial Reporting > Program Development
> Business Acumen > Contract Management > Consultative Selling
Professional Sales & Leadership Experience:
Development Dimensions International, Bridgeville, PA
(1993 present)
Senior Account Manager (2004 present)
Account Manager (2002 2004)
Responsible for selling integrated talent management solutions to clients within DDI’s southeast district. Industries
include construction, banking, service, retail, pharmaceutical, manufacturing, medical, healthcare, educational,
government agencies, and high tech.
• Developed DDI’s account manager segment from a concept to over a million dollar producer within twelve
months (2002).
• Current company record holder for one year sales growth $223,000 base – $1.9 million dollar finish in 2002.
• 10 time VIP award winner (One of ONLY four in DDI 40 year history)
o Earned VIP recognition from DDI’s Operating Committee for exceeding sales and customer loyalty
objectives in 1997, 1999, 2000 (inside sales) and 2002, 2003, 2004, 2005, 2006, 2008 and 2010 as an
Account Manager and Sr. A.M. (field sales)
Account Manager of the year 2003, 2004, 2005, 2006, 2008 and 2010.
o
Leader in client retention.
o
Company record holder for highest overall client satisfaction in 2002.
o
Consistent and proven revenue producer.
o
• Sales leadership responsibilities for eight account managers within the U.S. which produce over ten million
annually.
o Responsibilities include training, Performance Management, and coaching to develop new and
existing account managers across the U.S.
Provide sales opportunity and analysis coaching to AM’s.
o
Drive market segmentation strategy plans.
o
Develop and research prospecting plans with AM’s.
o
Trained account managers in India, Poland, UK and Germany.
o
Inside Sales Team Leader (2000–2002)
Responsible for sales coaching, performance management, and selecting sales personnel.
• Provided sales leadership and support to the Northeast and Southeast district inside sales team while
managing a sales assignment.
• Doubled sales team revenue from 3 million to 6.3 million in three years.
• Grew northeast and southeast team from three to six representatives in three years.
• Developed on boarding and sales training plans for the department.
Senior Sales Representative (1998 1999)
Sales Representative (1996 1998)
• Grew southeast sales assignment to the number one revenue producer in two years.
• Set inside sales record for highest revenue in one month $278,198. (1999)
• First inside sales representative to achieve over one million in annual sales. (1999)
• Earned VIP recognition from DDI’s Operating Committee for exceeding sales and customer loyalty objectives in
1997, 1999 and 2000.
• Sales Representative of the year in 1997 and 1999.
• Received sales and service award from DDI’s operating committee in 1998.
Professional Sales Skills Overview:
Polished sales professional who adapts and relates to various organizational cultures and personalities of contacts up,
down and across the organization. Developed and secured relations at all levels within client organizations. Confident
and articulate in the “C” Suite, Vice Presidential, and Director levels.
Deep knowledge in multiple sales disciplines. Expertise in developing strategic/tactical sales assignment plans, as well
as prospecting techniques which lead to penetration opportunities within clients as well as prospect acquisition.
Consultative sales professional focused on acquiring business through selling sustainable
business and workforce development solutions that drive bottom line client ROI, which lead
to high client retention rates.
Significant experience in developing and delivering sales and capability presentations that
best position competitive differentiators to clients & prospects.
Experienced in responding to RFP’s, providing proposals, generating and managing
contracting processes, establishing statements of work, as well as negotiating pricing in
various situations – including procurement.
Marketing & Leadership Experience Overview:
Development Dimensions International, Bridgeville, PA
(Continued
)
Marketing Information Center Supervisor (1995 1996)
Senior Marketing Representative (1994 1995)
Marketing Representative (1993 1994)
Management responsibilities for a team of eight which include day to day coaching, performance feedback,
monitoring of call quality standards, setting marketing
representative performance expectations that align with DDI’s overall business
strategy/department strategy, and recruiting of new personnel.
• Communicate DDI capabilities and qualify sales opportunities with clients and prospects.
• Track and communicate competitive data to DDI’s operating committee.
• Designed/Developed communication strategies and follow up protocol to drive lead generation.
• Developed regional marketing representative alignment strategy to support field sales force.
• Achieved the highest customer satisfaction scores in DDI’s history.
• Handle sales responsibilities for open sales assignments.
Professional Training:
SPIN Selling certification, Huthwaite, Inc.
Strategic Selling certification, Miller Heiman
IMPAX certification, formerly RCP
Competitive Selling Strategies (DDI Program)
Certified DDI facilitator (Targeted Selection & Interaction Management)
Client 360. DDI CRM system
Notable Clients:
> AIG Auto > AirTran > Allegheny Technologies > Cooper Tire > Cort > Dell > DIRECTV
> DioSynth > Entergy Corporation > Exxon Mobil > Federal Reserve Bank > First Citizens Bank > Granite Construction
> Graphic Packaging > Hoosier Energy > Kiewit Construction > Kimberly Clark
> Lane Construction > Lennox > Pepsi > Pfizer > Progress Energy > Salix Pharmaceuticals > Sealed Air > Sony > Slim
Fast > Stiefel Pharma > Smith & Nephew > Toyota >Trane > UCB Pharma > URS
Education:
B.S. Business Administration & Management, QPA: 3.3/4.00. La Roche College, Pittsburgh, PA.
2010 DDI VIP Award
MARK PISANI
VIP Award
Account Manager of the Year
Congratulations to Mark on another successful year! Bringing
in more than $1.6 million in FY ’10 was no small feat. It took
hard work, a sharp focus on the right things, and tenacity all
of which Mark demonstrates every day!
Mark’s personality and drive are what make him so comfortable with his clients and the account manager team. He
continually focuses on what’s best for all and makes sure that their expectations are not only met but exceeded. He
works well with his internal partners too and is always willing to strategize with colleagues and help where he can. To
the Account Manager segment, he provides valuable leadership which has enabled DDI to realize the success of the
segment as well.
Mark’s clients enjoy a strong working relationship with him. His top clients in FY ’10
included DIRECTV, which launched a leadership initiative, and Schaeffler Group,
which spent more than $400,000 with DDI. He also closed business at Kiewit Construction which will bring in over
$1,000,000 over the next three years.
Mark has a strong funnel moving into FY ’11, and we are sure that more successes are right around the corner.
Mark, great job on another outstanding year and on your 10th VIP Award!
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