Sales Manager

Jason A. Massucci

**** ****** ****, ******* ** **040

Email: *****.********@*****.*********:******@**********.*** Phone: 216-***-****

LinkedIn: https://www.linkedin.com/in/jason-massucci-795b9333/

EXECUTIVE SUMMARY

Well-rounded sales, and business leader with 20 years of sales experience (direct / verticals), consulting, operations, marketing, with clients ranging from $100M to the Fortune 500.

•Energetic leader in Managed Services, Staffing, Learning Services, Business Consulting, comprising sales, marketing, channels, and consulting. Sales awards and one of the top 5 highest rating sales executives. Biggest contract in the history of Tradesmen (General Electric)

•Turned around sales teams (20-50 people) in the Southeast Area vastly differing skill levels, cultures, challenges, and routes-to-market channels: partners, field and inside. Created blended selling models, comprising consulting, sales, marketing, and industry vertical insights.

•Ability to cold call and engage in strategic discussions reflected in winning $5-10M+ contracts; and management of accounts, individually delivering $20m+ in annual revenues. Numerous $1-5M deals for a variety of managed services solutions.

•Led dispersed sales and marketing teams from scratch, stretching across multiple geographies, integrating them to drive sales efficiency and effectiveness programs, such as sales plan, territory/quota allocation, training, sales metrics and cadence. Integrated CRM programs regionally. Drove adoption of forecasting compensation for achieving specific goals, such as revenue attainment, pipeline management, negotiations, account growth, complex deals and cross-functional teaming.

SKILLS

Integrated Sales & Marketing Strategy - Strategic Planning & Tactical Day to Day Execution.

Cross-Functional Team Leadership, Collaborative Sales Leadership Style.

P&L Management and Executive Leadership.

Coach, Mentor, Hunter, Farmer, Client Partner.

Information Technology, Business Process Outsourcing, Infrastructure and Cloud services.

Customer Acquisition, Contract Negotiations, Retention & Extension.

Rainmaker, Business Development, National and Regional Sales.

WORK EXPERIENCE

Tradesmen International Inc.

Southeast Area Manager

Jan 2012 – Current

Manage overall sales and marketing for the Southeast Region with annual revenues of $20m. Integrated Sales and Marketing strategies that include focused CRM, mentoring / coaching, vertical and horizontal strategies, regular 1-on-1’s, pipeline management, individual contributions, focused strategies for managed services, overall staffing, new markets, business development, alliances, and partners. Successfully positioned the business to attract multiple investments that helped with the sale of Tradesmen International to Blackstone LLC in January 2017.

Sales Growth: Grew annual profits 73% over 5 years and captured between 5% and 18% market share in varied segments through our Tradesmen Value proposition, and extensive marketing channels. Aggressively pursued new solutions in a CRM (Salesforce) to shore up struggling focus and delivered an accelerated initiative to provide new & visionary services to our clients generating $7M in revenue within 48 months.

Sales Management: Overhauled sales and consulting engagement process, enhancing market coverage, sales productivity tools, deal visibility, enabling talented sellers and consultants to deliver $14M on a targeted $9M for FY2013. Grew gross margins by tighter management. Drove performance improvements, creative messaging, branding, and event activities (clients and staff) to build new relationships, better partnerships, and service existing clients.

Select Large Deals: Individually contributed in driving and closing sales over $10M with various Fortune 500 organizations including Siemens, Mitsubishi and GE. Won a $5M contract after being earlier viewed as a non-contender and led pursuit teams that extended a 5-year (up from 1-year) $15M contract.

Transformation / Strategy: Drove a total transformation of overall B2B sales strategy, business processes, and acquisitions, broadening appeal to achieve an 80% increase in NEW customers. Implemented an empowering sales methodology, sales force automation, forecasting tools, and a business development process to deliver customer-driven innovation.

Grew the Southeast Area from $7m to $20m by maximizing market reach and cutting cost of sales by rolling out a multi-tier, CRM program, ensuring that the right properly trained consultant were used for the appropriate customers/deals. This was enabled training, joint presentations, and communication to both evangelize and build awareness.

Tradesmen International Inc.

General Manager

Jan 2005 – Jan 2012

Exceeded 100% of aggressive sales goals each year selling to and servicing large strategic corporate customers in the Commercial and Manufacturing industries. Took the Akron, Oh office from $4m to $8m in a two year span securing immediate and sustainable growth. I contributed to an additional 60% growth in active customers during the 2009 lean phase by educating the customer with our Value Proposition. I accepted the challenge in taking on a failing market to lead and successfully develop a strategic solution sales team (hunting and farming) and to manage a strong a cost-effective Sales and Operations team including Staffing, Recruiting, and Market research inspecting what we expect.

Sales Management / Growth / Strategy: Accelerated sales funnel and growth by targeting, negotiating, and executing contracts with businesses in various industries through CRM (salesforce.com), and pipeline management; increased sales productivity by 30% and overall gross profit margins (GPM) by 7% and Gross Profit Dollars (GPD) by 4% within the first 12 months by re-selling Inactive clients to achieve a 34%GP. Highest in the country. Successfully developed and managed a strong and cost effective sales team responsible for building sales, sales strategies, training programs, strategic initiatives, and accountability. Guided team to achieve “GOFO” (GET ORDERS FILL ORDERS) yet achievable goals and boosted morale through positive team-building and one-on-one coaching. Introduced new reporting and communication protocols that emphasized joint sales calls and internal partnerships to drive solution selling strategies.

Turnaround / Tactical / Value Creation: Implemented and mentored sales teams on salesforce.com and created Integrated Sales and Marketing Strategies that helped strategically enhance, and transform the team to sell different types of solutions and services at various organizational levels. 17% Annual profit growth by redefining sales approach, strategy and transforming from purely Staffing to a Solutions focused team with equal emphasis on low level to high end management staffing/consulting.

Rick Case LLC.

Internet Sales Manager

Nov 2001 – Jan 2005

Provided strategic direction and daily management of all floor and internet sales operations for the largest dealership in Cleveland, OH. I was fully responsible for our online inventory. I had to update and strategically market in order to direct traffic online. I developed and maintained vendor relationships, managed significant purchasing volume and had to arrange delivery to all 50 states. Provided exceptional customer service resulting in repeat and referral business. I trained both the floor and internet teams on effective sales presentation and closing techniques. Directed all of the Top-Performing Sales professional at the dealership.

Increased monthly internet sales from $35,000 to $150,000 in just 4 months.

Named Top Salesperson-Manager multiple times throughout my 4 years

Achieved the highest customer satisfaction ratings monthly

Assessed relevant market research, performed competitive analyses, evaluated market trends and translated customer data into action-oriented marketing plans though our internal retention manager.

Owned sales plans, compensation, key staff retention and employee communications programs.

Avery Dennison

Sales Representative

Apr 1997-Oct 2001

Focusing on the US, exceeded aggressive annual quotas, leading the Sales team and providing managed services to various customers including Coca-Cola, Pepsi, The NFL and other various fortune 100 to 500 companies.

Inside Sales Rookie of the year in 1997

Supported & led several marketing, promotions, and advertising campaigns throughout the US.

Negotiated Renewal Pricing

Managed on-going relationships, renewal revenue and contracts for strategic accounts

I reviewed, interpreted and negotiated contracts and supplements

Provided budgetary quotes for future renewals

Forecasting revenue (and losses) by individual markets

Insured there was an invoice for each expiring customer and reviewed for accuracy

EDUCATION

Kent State University

1993-1997

ASSOCIATIONS

Associated Builders and Contractors www.abc.org

The Associated General Contractors of America www.agc.org

NCCER-National Center for Construction, Education and Research www.nccer.org

Independent Electrical Contractors www.ieci.org

American Cancer Society (Cancer) www.cancer.org

References Available Upon Request

Contact this candidate