Michael B. Gigliotti

**** ********* *****

Mayfield Heights, Ohio 44124

C: 440-***-**** / H: 440-***-****

ac55hw@r.postjobfree.com

SALES LEADER

Results-oriented Sales Leader and Coach with strong selling skills and proven success with developing new business, ensuring company growth and attaining profitability objectives. Adept at managing sales processes and operations using a series of proven management and well-organized methodologies. Trained and developed associates with emphasis on personal and team goal attainment. Skilled at maintaining relationships and improving communications to increase sales lead generation. Extremely proficient in Salesforce.com, Excel, and PowerPoint.

Consultative/Collaborative Selling

Account Management/Profitability

Sales Process Management

Business Partner Relationships

Program Planning/Implementation

Negotiations

New Business Development

Staff Development/.Training

Portfolio Development/Asset Management

PROFESSIONAL EXPERIENCE

Staples Advantage, Richfield, OH 2006–2018

The world’s largest office solutions provider of paper, toner, furniture, facilities supplies, print/digital copy and promotional products to the commercial business market.

Area Sales Manager for Furniture, Staples Workplace Studio (2017–2018)

Led a core group of professional furniture sellers to meet both margin and total revenue goals.

Provided customer presentations and business reviews, quotations and RFP responses.

Achieved revenue success with profit margin attainment while assisting in project management of larger installations.

Strategic Account Leader (2016–2017)

Managed a $6.0M book of business for Staples Business Advantage.

Coordinated sales of the company’s office supplies and BOSS categories with focus on expanding the sales network to maximize the profitability of the account base.

Served as team leader while establishing relationships with business partners to negotiate and facilitate sales with BOSS category partners within the account base.

Provided consultative selling on various product lines for client base while analyzing business operations and identifying products to resolve key issues.

District Sales Manager/Area Sales Manager (2006–2016)

Managed a professionally trained team of up to 12 associates attributing to successfully attaining corporate goals for regional account management and new customer implementation.

Successfully executed a contract with The Ohio State University.

Achieved 30% growth from for three consecutive years through account penetration and new account acquisition.

Successfully implemented the State of Ohio contract within predetermined time frame and captured additional revenue of $2M in first 12 months.

Exceeded team sales revenue expectations in fiscal year 2012, 2013 and 2015.

Conducted multiple team building events and professional development seminars including sales presentation skills, listening and negotiation skills, creating a strong sales pipeline and profitability analysis.

Dean Supply, Cleveland, OH 1991–2006

Privately owned foodservice supply and equipment dealership and distributor of nationally recognized products, goods and services.

Sales Manager

Led, coached and motivated a sales staff of up to 10 selling professionals to increase individual and company sales and profitability.

Increased annual sales to over $12M from $3.65M.

Developed and implemented multiple sales incentive programs which generated added revenues ranging from $25,000 to over $300,000 over the promotional periods.

Designed compensation programs that increased sales commissions between 30% – 100% while increasing corporate profitability during the same time frame.

Achieved certification as a ServSafe instructor and educated multiple local and regional outlets, manufacturers and national accounts on food safety and sanitation.

Created professional partnerships with regional and national operations resulting over $750,000 in annual revenue.

Honored to serve on the SEFA Marketing and Training Committee for over 2 years. SEFA is the number one national buying and professional development organization for foodservice equipment and supplies.

EDUCATION

Bachelor’s Degree in Management and Organizational Behavior

Ohio University, Athens, OH

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