Sales Manager

MICHAEL PUHALLA

***** ****** **. ******, ** *****

Mobile: 248-***-**** E-mail: *********@*******.*** *********@*****.*** www.linkedin.com/in/puhallam

Summary

An experienced consultative professional who can manage change. Articulate, self-motivated problem solver with outstanding interpersonal, communication skills, high level of resourcefulness and creativity, accustom to working in a team environment. Ability to learn quickly and whose attention to detail, sound business judgment and commitment to excellence are verified by consistent over achievements. Extensive knowledge in electrical and industrial distribution with the market-leading brand preferred and specified manufacturers in the industry. Seeking a sales leadership role. Areas of expertise include but not limited to:

Account Management Process

Sales Cycle Management

Strategic Selling

Project Management

Presentation Skills

Negotiation Skills

Development of Marketing Plans

Opportunity Assessment

Change Management

Team Selling/Team Building

Communication

Relationship Management

Execution of Marketing Strategies

Customer Focused

Financial and Market Analysis

Resource Management

Facilitation

Leadership

A natural leader known for taking actions to overcome obstacles that arise. I have a high level of emotional stamina and resourcefulness with superior critical reasoning and problem-solving skills. I deal with setbacks and disappointments without letting it affect my outlook or performance. I am comfortable interacting with others no matter what level. I strive to build and maintain a positive, effective relationship with all personnel. I take command without being overbearing. I am comfortable presenting in front of others with conviction and authority. I am a very determined, not giving up easily when faced with obstacles or disappointments. I am dependable, consistent and conscientious. I discipline myself to stay on the tasks, focusing on critical areas that lead to success. I am careful and methodical in my approach when dealing with issues and new ideas.

strengths

Passionate

Leadership

Persuasive

Critical Reasoning

Adaptable

Resourceful

Assertive

Presentations

Conscientious

Financial Analysis

Relationship Management

Dependable

Accountable

Collaboration

Focused

High Level of Emotional Intelligence

professional experience

1999 – 2018 Graybar Electric Company, Inc. Macomb, MI

($7 B distributor of electrical, communication, security, products primarily to the electrical contractors, commercial and industrial, power utilities, and voice and data communication markets).

Strategic Account Manager (1999- 2018)

Directed and led the development of sales and implementation strategies to penetrate Fortune 500 corporations. Responsible to increase profitability with the strategies implemented.

Drove profitable business in the commercial construction and industrial markets with the most strategic accounts in the organization.

Sales revenues increased from $20.0M to $34.5M a 73% increase.

Historically exceeded sales and gross margin over previous year by 21% and 18% respectively.

Account responsibilities included but not limited to General Motors, Ford, Siemens Buildings, EMCOR, Comfort Systems USA Kraft, Nestle, and Kiewit.

Monitor, lead, and directed customer service teams, internal personnel, and all individual that had direct responsibilities for the national accounts in their respective market areas across North America.

Train appropriate internal personnel on the specific needs and performance measurements of the customers.

Develop key purchasing and engineering relationships to ensure performance measurements and standards are being achieved.

Analysis, implement, and monitor initiatives to ensure program objectives are within the guidelines established by the customer resulting in a strategic partnership.

Implemented a strategy to penetrate the Original Equipment Manufacturers (OEM) tool builders resulting in increased revenues of $10 million, including development of a spare parts program for tooling being installed to ensure a smooth start of production, as well as, insuring future routine maintenance will be maintained efficiently.

Maintained and increased gross margin by developing targeted presentations that persuaded and insured exceeding expectations. Increased gross margin by 21% by negotiating and implementing strategic programs with key manufactures that resulted in increased revenues.

Motivated and trained sales representatives in the strategic positioning of the company by helping them develop focused market plans to penetrate the respective national accounts, resulting in increased revenues to their respective territories, as well as the company’s.

Influenced internal senior management on personnel decisions to proper sales coverage for the national accounts in their respective districts resulting in a focused sales force.

Managed customer, vendor, and internal relationships resulting in exceeding customer expectations as well as the organization.

education

Bachelors of Science – Business Administration – Youngstown State University, Youngstown, OH

Major: Marketing Management

Minor: Management

additional education

Professional Selling Skills 1,2,3

Breakthrough Thinking

Time and Territorial Management 1,2

Effective Communication

Presentation Selling Skills

Microsoft Office Suite

Customer Relationship Management

Negotiating for Success

Financial Analysis for Strategic Selling (Rutgers)

awards

1994 President’s Club Award – Grainger

1997 Annual Achievers Award – Grainger

2014 Highest Gross Margin Percentage Award – Graybar

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