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Sales Account Executive

Medford, NJ
March 26, 2019

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Stephen C. Scarpulla

Marlton, New Jersey ***** 856-***-****

National Sales Account & Development Executive

20+ years’ success building organizations and driving revenue growth for large, highly-reputable organizations

Highly-accomplished and top-achieving Major Account Executive specializing in the environmental industry with expertise in establishing strategic direction, building and growing organizations, incorporating best practices and procedures, and restructuring to attain business objectives. Reputation for successfully analyzing an organization's critical business requirements from all perspectives, identifying deficiencies and potential opportunities, developing innovative business plans, and formulating solutions to reduce costs, enhance competitiveness, and deliver revenue growth.

Broad experience within environmental industry disciplines serving to establish and further cultivate strong business relationships at local and national levels with organizations in the Pharmaceutical, Healthcare, Engineering/Consulting, Transportation, Power and Utility, Manufacturing, Aerospace, Transportation, Mining, Retail and Chemical. Emphasis in development of strategic sales plans, building top-performing teams, business development, marketing, and client management.

Core Competencies

Strategic Business Planning/Forecasting

Solutions Focused Sales Strategies

Business Development & Account Growth

Team Building and Leadership

Contract Development/Negotiations

Environmental Testing

Hazardous/Chemical Waste

Regulated Waste/Recycling/Reclamation

Truck/Rail/Barge Transportation

Water Waste/Sludge

Career Experience

ACV Enviro, New York, New Jersey, Connecticut

ACCOUNT MANAGER (February 2018 to Present)

Provide executive-level oversight of sales territory with direct responsibility for performance and growth. Identify and cultivate potential business development opportunities ensuring sales pipeline is fully developed with all forecasted opportunities. Develop internal sales teams to better provide customer service and support to clientele.

Focused account development and market share growth on large downstream petroleum refineries large energy utility

Exceeded targeted 2018 sales goal by 134%

Waste Management, New York


Managerial oversight of the entire New York territory tasked with high profile client sales of both long and short-term environmental projects. Focused sales of Waste Management infrastructure, transfer locations and sub-title D landfills to provide the safe transportation and disposal of C&D Material, nonhazardous/hazardous soils, and other landfill material. Provided exceptional client management service assisting in every aspect of waste disposal procedure to include proposal pricing, contracting, and regulatory updates. Superior understanding and knowledge of industrial waste regulations including RCRA, TSCA, and CERCLA.

Spearheaded business development initiatives leading to a $1.7M revenue increase for the New York sales territory

Attained 101% of expected sales goal in 2017 Q4 by leveraging professional network recommending firm services to their respective organizations

Obtained a Business Integrity Commission (BIC) License for all accounts to be issued as trade waste entities

Recognized with a Circle of Excellence Award for achieving the highest levels of employee engagement and customer satisfaction in the organization

Test America, New Jersey

ACCOUNT EXECUTIVE (July 2013 to June 2016)

Directly oversaw and was responsible for maintaining an existing clientele base of approximately $2.5M in environmental remediation and testing services. Cultivated strong business partnerships to continue market share expansion of the New Jersey territory. Demonstrated understanding and working knowledge of New Jersey soil and groundwater policy regulations with proficiency in Chromatography and Mass Spectrophotometry

Led all business development efforts resulting in several new, national accounts directly contributing to revenue growth

Introduced sales growth plans for fiscal years 2014 and 2015 with success in achieving more than 100% expected growth over both years

Provided end-to-end project and account management having served several large, highly-reputable accounts coming in on time and budget

Clean Harbors, New York, New Jersey, Connecticut

VERTICAL ACCOUNT MANAGER (March 2010 to April 2013)

Tasked with maintaining existing revenues while driving market share growth for all three state sales territories. Client focus on pharmaceutical and chemical waste services with additional revenue service lines in emergency response capabilities and hospital managed services.

Presented products and services to key-decision makers within the Materials Management, Infection Control, and Health and Safety service components of healthcare organizations leading to several large new client accounts

Surpassed expected sales pipeline goal of $7.5M by 28%

Additional Experience

Major Account Executive (2006 to 2008) Stericycle Inc., New Jersey

Account Executive (2004 to 2006) One Communications, Cherry Hill, New Jersey

Education & Credentials

Bachelor of Arts in Environmental Business (2004)

Pennsylvania State University, State College, Pennsylvania

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