Michele R. Marcianó
Highly accomplished and successful business development career, lending top-producing partnerships aligned with corporate and associations sourcing services. Expert skills in market demand analysis, RFP development, contract negotiation and project management in direct coordination with C level staff to deliver innovative, profit generating services to market. Driver of ideas generation, concept development, strategic sales and business planning, competitive analysis, key account management, and vendor relations with proven success in identifying growth opportunities. Inventive with a personal record of exceeding expectations in revenues and market share ratings in competitive sales. Creative and decisive with strong organizational and staff management talents. Exceptional industry-wide reputation and integrity. Master of Business Administration with core competencies in:
Program Management Client Relationship Building Communication Expert
Account Management Negotiation & Mediation New Business Pipelines
Strategic Mindset Executive Level Engagement Contract Development
Stakeholder Management Vendor Management Profit Maximization
Client Presentation Budgeting and Procurement Consultative Selling
Opportunity Analysis and Qualification CRM Skills Business Value Proposition
Market Analysis and Campaigns Strategic Alliances Business Drivers
DIRECTOR GLOBAL ACCOUNTS, HelmsBriscoe, Columbus, IN 01/2016 – Present
Distinguished for developing a qualified pipeline of $1M+ while, streamlining the procurement process by managing sourcing strategies, negotiations and contacting for corporate and associations clients.
Develop and maintain strong strategic relationships with considerable impact on margins and revenue, leading internal stakeholders with their sourcing process, RFP deployment, and selections through project management, contract negotiations and program market analysis.
Proven ability to coach, manage, consult and grow sales with specific and measurable objectives. Self-Motivated to develop relationship, sell, grow market share and exceed goals.
Proven ability to analyze account trends, competitive and market intelligence, while capitalizing on opportunities to improve ROI and maximize sales potential through outstanding communication, negotiation, and follow-through skills.
Skilled at developing sales strategies, based on client requirements, market environment and expert delivering engaging and high energy presentation.
Implementation of accounts service levels, reporting, cost savings and reputation for establishing long-lasting business relationships, supporting key clients with a contractual value of $1M+.
Strategic account management including solicitation of fortune 100 companies requiring a company wide group and meeting solution.
PROGRAM LEADER FOR CORPORATE FACILITIES, Cummins, Inc., Columbus, IN 11/2011 – 11/2015
Managerial role focused on project management, staff management, vendor acquisition, and strategic sourcing. Orchestration of multiple multi-million-dollar projects completed on-time and under budget
Secured $2.2M in savings by conducting detailed needs analysis using 6 Sigma and other business analysis methodologies
Reorganized and overhauled ten key projects through the collaboration of global teams including Finance, Legal, and Engineering.
Strategically selected and partnered with a nationally renowned architectural firm, to establish the Cummins standard for repeatable builds for all future business structures.
Principal lead on pioneering initiative to select the first-ever national facilities service vendor using cutting edge technology and survey techniques
Acquired 30+ vendors with $83M+ contractual value through selection and negotiation.
Effectively led the construction design for seven renovation projects with total budget of $41M+.
Proactively contribute to controlling costs; saved $100K+ by overseeing Office Management building expansion and renovation.
Transitioned residents through a $17M facility extension and reconstruction, increasing satisfaction levels by 73%.
Played a pivotal role in the $2M renovation of Cerealine Building; saved $300K and completed project on time.
Recognized with 6 Sigma green belt certification after concluding 3 Six Sigma DMAIC projects with $15M value.
Provided keen oversight to a $10M reconstruction project of Irwin Office Building and Conference Center by collaborating with Kevin Roche’s architecture team.
PROJECT MANAGER DIRECTOR, Indiana Department of Revenue, Indianapolis, IN 10/2008 – 10/2011
Managerial position with emphasis on implementing electronic tax imaging system, ensuring tax compliance, optimizing processes and managing staff.
Decreased research time by 40% and improved taxpayer compliance after implementing electronic tax imaging system.
Ensured the accurate research and analysis of all state, and local business tax returns through coordinated efforts with internal DOR departments and stakeholders.
Increased customer satisfaction by 25% after improving 4-Step Customer Service Process training program.
Improved HR soft skills proficiency from 30% to 60% for 600 employees by conducting training and evaluation.
Identified project risk, elevate potential issues to senior leadership and propose logical solutions to eliminate these risks.
BEARING MANUFACTURING MANAGER, Rockwell Automation, Columbus, IN 08/2003 – 09/2008
Managerial position with emphasis on staff managing, process optimizing, cost reducing and increased production.
Saved $300K by simplifying inventory management for Gear Shaft department.
Reduced labor costs by 40% and increased production volume by 35% through the management of 4 production projects.
EDUCATION and CERTIFICATION
Master of Business Administration, Indiana University, 2008
Bachelor of Science in Management, Minor in Information Technology, Purdue University, 2002
Six Sigma Green Belt Certified