Sales and Marketing Leader

MARK PAGGIOLI

Greer South Carolina (C) 860-***-**** (E) ******@*****.***

STRATEGIC SALES & MARKETING EXECUTIVE

Strategic Business Objectives New Market Development

Identifying alternative perspectives for success.

Innovative, inclusive, profit-driven executive with proven success increasing market share and earnings, reducing costs, and improving client satisfaction. Expert at identifying the business gaps and analyzing competitive landscapes. Conduct market research and align product offers with customer needs. Change agent with strong ability to analyze problems, identify continuous sales process improvements, and integrate business solutions for long-term growth. Collaborative communicator and one who strengthens relationships across functions to drive cohesive, strategic productivity. CORE COMPETENCIES IN:

Strategic Planning Revenue Growth Initiatives Sales Operations Business Analysis Forecasting Profit Margins Cross-Team Collaboration Motivation Critical Thinking KPI Metrics Lead Generation Sales Leadership Vendor Management Gap Analysis Product Development Customer Relationship Management (CRM) Process Improvement Project Management Account Management Methodologies

QUALIFICATIONS SUMMARY

LEADERSHIP – Bring focus, drive, and energy to critical business initiatives for clients and in-house development. Provide professional coaching and guidance that fosters employee growth in increasing sales. Conduct monthly performance reviews that are aligned with activity, company goals, core values, and customer satisfaction.

PRODUCT DEVELOPMENT / R & D – Define and develop products, create go-to-market strategies, and launch into new markets for the manufacturing, healthcare, food processing, food service industries.

PERFORMANCE METRICS – Identify key performance indicators needed for improvement in-house and for clients. Develop ongoing processes and procedures and track metrics. Adjust as needed for accuracy and effectiveness.

LEADERSHIP EXPERIENCE

PRINCIPAL, INDEPENDENT GROWTH & BUSINESS CONSULTANT September 2019 - Present

Strategies 4 Success and Goal Achievement, Greer, SC

Partnering with Business owners and leaders to identify underlying issues that are restraining top-line revenue and growth. Formulate recommendations and effective solutions that are specific to the organization’s resources, capabilities and capacity. Develop strategic initiatives with key performance indicators that support achieving target conditions and top line results. Bring focus, drive, and energy to sales and marketing strategy, management and process that include the CRM System and procedures that enable tracking of metrics with reporting.

DIRECTOR OF SALES & MARKETING – Internal 2012 - 2019

BUSINESS GROWTH CONSULTANT, GROWTH AND INNOVATION CLIENT SERVICES – External

CONNSTEP – CT Manufacturing Extension Partnership (MEP) Center, a CBIA Affiliate, Hartford, CT

Governed all sales and marketing operations with 8 direct reports that supported more than 4,000 manufacturers. Provided assistance to manufacturers for top-line growth, revenue stream diagnosis, and streamlined product development. Also offer strategic planning, and sales and marketing processes that include CRM System training.

Accomplishments

Increased revenues 24% in 1 year. Restructured the internal sales and marketing departments. Developed new strategic sales and marketing plans that also included a new quarterly comp plan.

Strengthened Sales Staffs’ performance, through stellar leadership, training, and coaching.

Gained credibility as a hands-on, highly attentive leader, through active listening and participation serving as the intermediary between the sales rep., clients, operations, and senior management.

Grew sales activity 50% with targeted prospects up to 7 figure accounts by adjusting performance metrics, territories, sales representatives, and implementing Key Performance Indicators (KPIs).

Improved Continuity Plan. Developed processes and procedures that ensured the continuity and effectiveness of both internal and external sales operations.

Installed Salesforce CRM for competitive advantage. Worked with implementation manager on schedule and activity creation, staff training, and rollout.

DIRECTOR OF SALES AND MARKETING 1999–2011

Dur-A-Flex, Inc., East Hartford, CT

Leading CT manufacturing firm for commercial and industrial floor coatings with about $33M in revenues.

Led revenue growth from $11M–$33M through effective marketing communications. Oversaw team of 15 direct reports in conjunction with 16 sales reps and 600 contractors. Developed and revised business plans and sales strategies that increased brand strength. Created promotional materials and proposals that coincided with the company mission.

Accomplishments

Expanded sales team and contractors to better cover territories. Recruited, screened, and hired the best.

Aligned marketing and sales departments that created a collaborative work environment and improved results and accountability.

Provided market segmentation, demographic and psychographic research.

Introduced territory analysis and methodologies that enhanced lead generation and increased sales.

Managed website design & content development, technical catalog, customer contact forms & surveys.

Implemented Salesforce.com CRM system that improved sales activity, tracking, billing, and marketing.

Established an annual marketing budget for advertising in print, online, sponsorships, events & charities.

Ensured adequate staffing, professional training & development, and hiring & firing.

EARLIER EXPERIENCE

TERRITORY SALES MANAGER, Brown & Williamson, Bristol, CT 1997–1998

Developed Account Rating System, Territory Coverage and Rotation, Call Frequencies, Account Management Methodologies, and Territory Planning.

MANAGER OF SALES AND MARKETING, Cox Communications, Primestar – Manchester, CT 1993–1997

National Sales Award Recipient – Top sales producer through channel partners and distributors.

EDUCATION

BACHELOR OF SCIENCE – MARKETING

Central Connecticut State University, New Britain, CT

CERTIFICATIONS

Value Builder System, Value Proposition Development, MECLABS, Salesforce CRM, Email Marketing, Landing Page Optimization

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