Michael Sparacino

360-***-****

acb0g5@r.postjobfree.com 1 professional Overview

Offering a Proven Track Record of professional salesmanship and

profitable revenue.

An established professional who can initiate and close complex sales

processes, facilitate and negotiate projects with profitability while

generating customer loyalty through value based selling techniques and

relationship building management disciplines. Prepared with a successful

book of business with hundreds of qualified contacts in the disciplines of:

Steel, Steel Fabrication, Civil, General Contractors, Chemical, Property

Managers, Pulp and Paper, Heavy infrastructure, Engineering and Industrial

Manufacturing

1 Core Competencies

. Expert negotiator

. TOP CLOSING RATIO PERCENTILE

. DATABASE MANAGEMENT SYSTEMS

. CONTRACT NEGOTIATIONS

. ESTABLISH NEW TERRITORIES

. BUSINESS DEVELOPMENT

CAREER HIGHLIGHTS

. Successful career shattering quotas, setting example of how to be a

top producer company wide.

. Increased revenues by more than 70% within 8 months. Offering new ways

of doing business.

. Closed multi-regional clients as a primary vendor of services,

products, solutions and distribution channels

. Relationship based salesmanship to obtain loyalty and higher

profitability.

. Utilize ACT Software (CRM) as a tool to track and keep in front of

clients on a regular basis.

. Started NEW TERRITORIES from scratch increasing companies footprint

and market share success.

. Trained sales organization increasing calls to sales ratio

significantly.

2 Professional Experience

MKE Steel Detailing Seattle Wa - 2012

1

Business Development Manager Contract Expired

1

Generate profitable revenue to increase companies reach throughout the

nation. Selling Structural Drafting and Design to Fabricators across the

U.S.

.

. Within the first week of starting contract. With my book of business

of STEEL Fabricators I was able to close deals. In the first 4 weeks

I had generated 300k in revenue.

. Cultivating relationships with existing fabricators for maximum profit

margins.

. Establishing NEW fabricators throughout the U.S.

. RE-vamped the policies of how to estimate and price according to the

AISC standards and current market research.

. Created and implemented a sales contract to protect the firm and the

clients.

. Put in place revenue responsibilities and helped focus teams on roles.

. Responsible to maintain or exceed 1.4 mil in revenue.

National/International Sales Director (2011-2012) Contract Position

2 Leading Team to expand European and U.S Territories in Engineering and

Steel services

Using my extensive list of qualified STEEL Fabricators I was able to

generate profit within the first few weeks Selling Steel Detailing/

Drafting, Engineering, Industrial Applications and engineering, CAD

Services, BIM Modeling, LEED Certifications, Green Building Audits, Green

Building Technology.

. Responsible for revenues of 3million in revenue nationally and

internationally and maintaining and growing entire US/European revenue

upwards of 10 mil plus.

. Leading National/INTERNATIONAL team to expand European territories as

well as US.

. Controlling Contract negotiations and consistently maintaining

customer loyalties.

. Expanding Territory and Profitability whilst keeping and maintaining

existing client base sustainable and profitable by training Sales team

in overcoming price objections and the art of selling in a down

economy by

using value based strategies.

2008-2012 Worked Multiple Contract Positions selling to Manufacturers,

General Contractors, Pulp and Paper, Civil, Electrical, Architectural,

Mechanical, Environmental, Property Managers and so on.

Connection Cad

Regional Sales and Marketing Manager

March 06-08

Selling Drafting and Design in the fields of:

Structural Steel, wind turbine and towers, photovoltaic, Architectural,

Electrical, HVAC, Mechanical, and Civil, Pulp and Paper, and other

Manufacturing entities.

Increased revenues by 70% within the first year.

* Generated upwards of 2 Million in REVENUE

Implemented new NET contract terms from 90 days to 30days with success

Placed engineers, drafters, architects as needed to companies who needed

short term support

Negotiated 10%-30% cash down on new contracts

RFP Proposals

Sales Meetings/Presentations

Successfully produced results from a Home Office Environment

RE-Negotiated contracts successfully that were not profitable and made them

profitable

Negotiated and increased rates by 30% to firms such as Weyerhaeuser, Pope

and Talbot, WAH Chang, Wauna Mill, EC Company, JE Dunn, ATS, Thompson's

Metal FAB, and many more.

Created value and price structure consulting services for Engineers,

Structural, HVAC, Steel Detailing, Architectural and Civil Jobs

Constantly increasing revenues by 70% in the first 8 months by growing

business to new work scope disciplines

Lead by example, lead teams by a quota driven high closing ratio procedure

Delivered presentations/Seminars such as "Overcoming Objections", "How to

Motivate Employees".

Acted as a Technical Consultant to disciplines such as HVAC, Plumbing,

Construction, Structural, Detailing, Civil, Architecture, Mechanical and

Electrical Engineers.

Marketing and Leading Sales Teams.

Hiring Talent: Engineers, Designers, Steel Detailers, and Drafters to Sales

people.

Working successfully from a Home Office, with territories including but not

limited to: Tacoma to Eugene Oregon, but has reached as far as Alaska,

Hawaii, Wyoming, Arizona, and Boise.

JAVA'S JUNGLE in Longview, WA

July 2001 to March 2006

Owner - Operator -CEO Director of Sales & Marketing

o Took over a bankrupt full service store with no customer base and bad

reputation and converted it into a successful working establishment with

a large customer base

o Implemented marketing talents and salesmanship to regain and maintain

customers trust and loyalty

o Articulately created a successful company and gained compelling net

profits in less than 3 years

o Utilizing customer segmentation and database marketing

o Water Chemistry for purification, alkalinity, PH, Measurement of Living

Bacteria, Nitrate and Nitrite

BIT BY BIT COMPUTER in Portland, OR

August 1998 to May 2001

Marketing & B2B Sales Manager

o Strategically targeted specific markets

o Met with top executives with decision making powers, Negotiated Hotel

meeting spaces and rooms for top level accounts

o Made impossible contacts a possibility

o Set a standard of quota and profitability

o Account management responsibilities as senior of Technology sales, VOIP,

Networking, Software Sales

o Uniquely maintained relationships and favorable contacts with current and

potential accounts in the high-tech sector

o Expertly trained Sales Staff in all aspects of selling and closing

customers

o Professionally resolved customer issues and problems

o Proficient with a variety of the field's concepts, practices and

procedures

o Direct and lead the quality work and services of employees

o Propose oral and written presentations and meet with top executives on a

daily basis

o Consistently exceeding quotas and setting standards on what corporations

employees should reach in a proven track record

INTERIM PERSONNEL in Longview, WA

1996 to 1998

West Coast Marketing & Sales Director

o Supervised Sales Force

o Responsible for hiring employees for Interim and various other companies

o Implemented terminations

o Provided Market Segmenting

o Instructed Sales Seminars - Overcoming Objections

o Trained staff on the appropriate way to handle client needs

o Trained Sales Force to maximize prospecting abilities and time management

skills

o Conducted on-site training and weekly meetings on how to close sales

effectively

o Provided hands on management dealing with in-house conflicts and

solutions

o Established new territories to increase market share

o Coached team on how to build and maintain working relationships with

existing clientele resulting in referrals

1 Education

Business Management/Marketing Lower Columbia College

pulp and Paper Certificates Lower Columbia College

Photovoltaic Design Solar Energy International

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