Stephen C. Scarpulla
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.
Strategic Business Planning/Forecasting
Solutions Focused Sales Strategies
Business Development & Account Growth
Team Building and Leadership
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
INDUSTRIAL ACCOUNT EXECUTIVE (July 2016 to Jan 2018)
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%
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