Sales Manager

MICHAEL J. DELISI

**** ******* *****, ********, ** 46322 304-***-**** *********@*****.***

REGIONAL SALES MANAGER

Resourceful and accomplished Regional Sales Manager offering expertise in client services, negotiation tactics, product sales, market penetration, prospecting, territory growth and product issue resolution.

Expertly develop accounts for revenue growth, prospect new opportunities, maintain existing accounts, ensure customer satisfaction and mentor junior sales staff.

Educate customers on new programs, products and promotions, and made logical decisions within defined parameters while providing expertise in manufacturing and distribution industries.

Consistently mentor teams, present training programs, and exceed organizational sales goals.

AREAS OF EXPERTISE

Relationship Building Strategic Planning Client Services

Brand/Product Promotion Territory Development Product Launches

Prospecting / Cold Calling Customer Needs Identification Contract Negotiation

Communication Purchasing/Procurement Revenue Growth

PROFESSIONAL CAREER HISTORY

2018 to Present: Control Analytics, Inc., Export, PA

REGIONAL SALES MANAGER

Delivered expertise in managing 10 major accounts for the Continuous Emissions Monitoring and Industrial Analytical Markets within West Virginia, Pennsylvania, Virginia, and Ohio.

Provided outstanding customer service and product knowledge for clients in varied industries such as oil and gas, power, chemical/petrochemical, metals/mining, water/wastewater, and OEMs and engineering firms providing equipment and services to those industries.

Oversaw development of the West Virginia sales region for selling Continuous Emissions Monitoring Systems, and related process analytical instrumentation for each market segment. American Electric Power, Dow Chemical, DuPont, Solvay and Marathon Petroleum major accounts.

Increased major account revenue from $250K to $1.2MM within the West Virginia territory in 2018.

Secured new revenues totaling $775,000 for American Electric Power, Dow Chemical, DuPont, and Marathon Petroleum major accounts.

Won the acceptance of Dow Corporation for one of three Global corporate System Integrator Contractors to provide Dow proprietary engineered standards for process analytical systems incorporated into Dow Chemical plants worldwide.

Provided a strong focus on Marathon Petroleum, growing from zero revenue to $155K.

Identified new opportunities, upsold and groomed assigned accounts, and ensured customer satisfaction.

Presented lunch-and-learns to educate staff and sales teams, and mentored the same employees in optimal sales strategies, business development and performance.

MICHAEL J. DELISI

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PRIOR CAREER SUMMARY

1994 to 2018: Andrews Industrial Controls, Carnegie, PA

VICE PRESIDENT OF MAJOR ACCOUNTS (2014 to 2018)

Delivered expertise in managing 20 major accounts for the premier process control solution provider within Ohio, Pennsylvania, Maryland, and West Virginia.

Provided outstanding customer service and product knowledge for clients in varied industries such as oil and gas, power, chemical/petrochemical, metals/mining, water/wastewater, food/beverage and pulp/paper, and OEMs and engineering firms providing equipment and services to those industries.

Oversaw the American Electric Power, Dow Chemical, DuPont, Solvay and Marathon Petroleum major accounts.

Increased major account revenue from $380K to $1.4MM within the territory in 2016.

Worked closely with American Electric Power, a fossil fuel electricity generator and power plant located in Winfield, WV, selling plant process monitoring controls and expanding their use of Yokogawa products, a $300K investment for a better client solution due to abilities and longevity of the product, increasing the account to $700K in sales.

Provided a strong focus on Marathon Petroleum, growing from zero revenue to $155K.

Identified new opportunities, upsold and groomed assigned accounts, and ensured customer satisfaction.

Presented lunch-and-learns to educate staff and sales teams, and mentored the same employees in optimal sales strategies, business development and performance.

MANUFACTURING REPRESENTATIVE – INSTRUMENTATION AND CONTROLS / SENIOR ACCOUNT MGR. (1994 to 2014)

Engaged in the sale of instrumentation and control products to clients, identifying opportunities and proactively nurturing current accounts. Solved complex issues for customers post-sale. Developed outstanding relationships with AIC principals at the factory level and ASMs. Delivered strong attention to detail and outstanding organizational skills.

Maintained expertise in product offerings, including analytical instrumentation and controls, control valve and actuation products, data acquisition and control devices, and transmitter and field devices to educate clients on use and benefits.

Represented 20+ manufacturers, including General Electric, Dresser-Masoneilan Industries, Yokogawa Corporation of America, VEGA Americas, KOSO and Environment One.

Utilized creative sales strategies.

EDUCATION AND PROFESSIONAL DEVELOPMENT

BACHLOR OF BUSINESS ADMINISTRATION – MARKETING, Kent State University, Kent, OH

Collegiate Marketing Association

Varsity Cross country and Track Teams

TRAINING:

Westinghouse Graduate Student Training Program: Product Knowledge, Application and Sales

Presentations by John McCarthy and other leading national lecturers on Sales and Motivation

TECHNOLOGY:

Oracle, RAMS, MS Office, SAP

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