President of Sales and Marketing Vice President, Operations Managi
Resume:
MICHAEL J. FILANDRO, MBA
***** ****** **** *** *******, Texas 78258
480-***-**** *******.********@*****.*** www.linkedin.com/pub/michael-filandro/6/a78/124/ SENIOR-LEVEL SALES & OPERATIONAL MANAGEMENT PROFESSIONAL QUALIFICATIONS SUMMARY
Innovative and results-driven National Sales, Marketing, and Operations Manager with a consistent track record in identifying and developing new business, establishing and nurturing strong client relationships, meeting and exceeding key organizational objectives, and successfully directing high-performance teams within the waste and recycling industry. Articulate communicator, presenter, and negotiator adept in creating unique approaches, programs, and systems that drive business growth, secure competitive wins, deliver strong, measurable, and sustainable revenue/margin/market share gains, and streamline operations to achieve dramatic results in productivity and profit. Growth catalyst with a proven ability to develop constructive relationships with a broad and diverse group of cross-functional/cross-cultural business partners and establish a cooperative climate across multiple departments/divisions. CORE COMPETENCIES
Strategic Planning & Goal-Setting Sales & Business Development Operational/Personnel Management
Business Process Reengineering Product Category Management Performance Management/Appraisal
Systems Innovation/Optimization Service Excellence & Delivery Process & Production Improvement
Program Planning/Implementation
Safety/Environmental Compliance
Quality Assurance/Best Practices
Customer Loyalty & Retention
Alliance/Partnership-Building
Cross-Functional Collaboration
Sales Growth/Projection/Forecasting
Feedback Analysis/Metrics Reporting
Budget/Resource/P&L Administration
EDUCATION
Master of Business Administration (MBA)/Bachelor of Business Administration (BBA), Almeda University, Houston, TX SALES/LEADERSHIP TRAINING
Dymenz Performance Training Miller Heiman Strategic Selling Sales Manager Leadership University
Selling Solutions Training Supervisor/Leadership Training Technical/Management Training PROFESSIONAL EXPERIENCE
New Earth, Inc. San Antonio, TX January 2017 - March 2018 President
Worked in tandem with the CEO and other executives to establish long-range goals, strategies, plans, and policies for one of the largest privately held organic recycling and composting companies in the State of Texas. Selected Accomplishments/Primary Projects:
Implemented a systematic sales and sales management process through Sandler Training which resulted in a 7% increase in new business growth; created a common language for the sales team and leadership and improved tracking and goal setting for sales management.
Negotiated and awarded: a new co-packing business of 401K bags totaling $700K gross sales and $315K net profit; and a 40% increase in business with a current co-packing customer for 1M bags totaling $1.8M gross sales and $720K net profit.
Negotiated a 21% increase to City of San Antonio Organics Processing contract totaling approximately $300K.
Oversaw the successful implementation of bag line assets; improved efficiency by 10%+.
Introduced and implemented a Computerized Maintenance Management System (Fixx CMMS); reduced repair and maintenance costs by 3% (year one); enabled tracking of assets worth $18M; and allowed for improved parts management over three locations.
Championed the implementation of Enterprise Resource Planning (ERP) software (DEACOM); allowed for the integration of Computerized Maintenance Management System to capture repair and maintenance costs as well as asset controls; and the implementation of production analysis to determine true costs by product and equipment type; project was completed in less than six months with a 95% accuracy rate.
Implemented timelines and budgets to complete a $4M site construction project on time and within budget. State regulators approved the completed project quickly allowing for immediate revenue generation for ROI.
Redesigned operational handling of City of San Antonio Organics processing from manual to mechanical sorting; negotiated sales of final product to cover 80% of material produced annually, maintained current cost per cubic yard, improved material quality, and increased processing capabilities by 30%.
Redesigned administrative functions at three sites by reassigning A/R and A/P responsibility to corporate Shared Services; improved level of customer service and expanded capabilities to handle increase in new sales orders. MICHAEL J. FILANDRO, MBA RESUME PAGE TWO
PROFESSIONAL EXPERIENCE (CONTINUED)
Friedman Recycling Company Phoenix, AZ February 2014 - December 2016 Director of Sales
Directed all sales and marketing for Arizona, New Mexico, and El Paso, Texas to achieve revenue and profit goals for a leading provider of recycling, solid waste control, and secure data destruction services in the Southwest.
Developed and implemented new sales plans and strategies focused on offering expanded recyclable materials collection for clients with limited space and labor.
Networked with State and City leadership to enhance their recycling offerings by using Friedman Recycling as their processor with our state-of-the-art recycling facilities. Selected Accomplishments/Primary Projects:
Increased new business growth by 17% (year one) and 18% (year two).
Improved current customer gross margins by an average of 4%.
Personally secured multiple City contracts worth $23M+.
Designed and implemented sales strategies resulting in a 32% increase in new customer meeting.
Redesigned marketing materials to create a consistent message and service offerings in each market.
Realigned the sales team goals to include retention and activity bonuses; reduced renewal losses to under 3%.
Sales team met/exceeded 100% of goal for 20 out of 24 months. Generated Materials Recovery (GMR), LLC Phoenix, AZ April 2013 - February 2014 Director of Manufacturing & Industrial Sales
Directed all sales and marketing for Arizona focusing on margin-based full-service recycling within the manufacturing and industrial business sectors.
Segmented customer landscape to refine sales services presentations. Selected Accomplishments/Primary Projects:
Designed and implemented sales strategies resulting in a 60% increase in new customer meeting.
Increased new business by 20% in six months.
Increased current customer gross margins by an average of 7%. Sims Metal Management/SA Recycling Phoenix, AZ November 2011 - April 2013 Non-Ferrous Operations Manager
Hired as part of a new management team to rebuild the non-profitable Arizona Recycling Division handling over .5M tons of recycling materials annually back to profitability within one year for the world’s largest publicly traded metal and electronics recycler, with more than 270 facilities on five continents, including 120 in North America.
Managed all divisional retail purchasing, processing, and shipping functions.
Partnered with local and regional leadership to quickly improve safety record, processing, quality control, and profitability.
Selected Accomplishments/Primary Projects:
Spearheaded turnaround operations resulting in the non-profitable Arizona Recycling Division to “Break Even” financially within just six months.
Redesigned non-ferrous yard layout; increased processing efficiencies by 23% and decreased average processing costs by 7%.
Reduced inventory variances to 3% in 2012 (down from 12% in 2011) by improving inventory controls.
Launched a new safety culture amongst all employees in the division; drove a division with the worst safety record in North America in FY 2012 to achieve zero safety incidents throughout the first six months of FY 2013.
Partnered with Phoenix Police to capture metal thieves on three different occasions, resulting in four arrests. AbiBow Recycling, LLC Houston, TX November 2007 - November 2011 National Sales & Marketing Manager
Directed all sales and marketing for the United States Recycling Division for one of the largest paper-based recyclers operating in North America today. The Division is focused on the collection of recovered paper products such as old newsprint (ONP), old magazines (OMG), and old corrugated cardboard (OCC), sorted office paper (SOP), and other recyclables and handles over 1.5M tons of recyclable materials per annum.
Spearheaded a team of 43 responsible for the procurement and development of local and national accounts.
Shared and coached best practices with sales force across the Division; developed and trained sales personnel.
Evaluated, analyzed, and tested new sales strategies; performed sales market research division-wide.
Led the design of sales tools, tactical approaches, and training for field sales personnel in 23 markets; managed business development against business plan and P&L objectives jointly with regional managers; increased velocity or product throughput across the Recycling Division assets. MICHAEL J. FILANDRO, MBA RESUME PAGE THREE
PROFESSIONAL EXPERIENCE (CONTINUED)
Partnered with regional managers to develop AF business cases and new business development P&L analysis; developed tools to measure and improve sales performance and analyzed their business impact.
Managed and collaborated closely with Advertising and Marketing to launch new and update existing tools; developed national accounts and contracts for markets. Selected Accomplishments/Primary Projects:
Earned two promotions over the course of tenure: Sales Manager - Houston to Commercial Sales Manager in 2008 and Commercial Sales Manager to National Sales and Marketing Manager in 2009.
Negotiated and secured a five-year recycling contract with the City of Houston; implemented a recycling program at all 300 city-owned locations including City Hall, George Bush Intercontinental and Houston Hobby International Airports, the George R. Brown Convention Center, and all police and fire stations.
Developed a National Sales and Marketing strategy plan, approved and implemented in 2010, to restructure the sales effort and combine Commercial and Retriever Sales Departments; divided sales representatives into two categories: account retention (farmers) and new growth (hunters).
Designed the entire EcoRewards Commercial Sales Program including market analysis, sales strategies, sales training, marketing strategies, sales collateral, web site, pricing tools, and sales tracking tools.
Took on the role of Project Team Leader for the start-up and implementation of Sales Place CRM for entire sales and customer service team.
Created a National Customer Service support center out of the Houston corporate office to manage all customer requests and issues for 23 cities.
Developed sales strategy, methodology, and tools for the Paper Retriever Program; codified best practices, approaches, and tools for division-wide application and deployment. Allied Waste Industries, Inc. Houston, TX April 2003 - November 2007 National Accounts Sales Manager
Established a national sales team focused on market growth and account retention for the second largest non-hazardous solid waste management company in the U.S. with annual revenues of $5.4B and assets of more than $13B.
Supported client negotiations; reviewed contracts and attended client meetings for all Fortune 500 companies and higher.
Worked in tandem with inter-departmental personnel to develop budgets and tracking systems; collaborated with a marketing agency to create brochures and inserts on products and services for national accounts. Selected Accomplishments/Primary Projects:
Defined markets, hired skilled sales representatives, and structured teams to drive growth; increased new business sales by 14% ($38M), 2004.
Developed and executed sales training individually and team-wide for a winning, cohesive, and synergistic team; team yielded $1B in sales by 2010.
Hired operations staff for ownership management rather than sales and established a contact schedule integrated with the bonus structure; drove client contract renewals from 40% to 85%, 2005.
Created and instituted ‘Dialing for Dollars,’ an internal tracking system; compiled data and national averages to determine leads, calls, and percentage of closings required to meet forecasted objectives.
Built a web-based sales pipeline tracking system with ACT 6.0; enabled the monitoring of win/loss ratios, estimated revenues, close dates, and other valuable reporting measures for improved budget accuracy. EARLY WORK HISTORY
Operations Manager, Asset Recovery Group/Hauling & Recycling, Waste Management, Inc., Houston, TX (1996 - 2003)
General Manager, Texas Recycling & Refining, Inc., Houston, TX (1993 - 1996) MILITARY SERVICE
Integrated Avionics Specialist/Staff Sergeant, United States Air Force (Honorably Discharged 1981 - 1992) TECHNICAL SKILLS/SOFTWARE KNOWLEDGE
MS Office (Access, Excel, Outlook, PowerPoint, Word) DEACOM FIXX CMMS SAI
ACT Clover eBill Goldmine GroupWise Salesforce SalesPlace ORGANIZATIONS/MEMBERSHIPS
Houston-Galveston Area Council State of Texas Alliance for Recycling (STAR)
Texas Nursery & Landscape Association US Composting Council US Green Building Council (USGBC)
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