William (Bill) Zuccarini 651-***-**** • adtuq6@r.postjobfree.com

Sales Professional – Key Account Leader – Team Coach & Mentor

Respected, productive sales professional known for creating lasting customer relationships and developing world-class sales teams. Focused and organized, but with a good sense of humor. Motivated by work that is fun and challenging, where ethical business practices are prized. Especially well-versed in automotive products.

Key Strengths

Team Development – Highly successful in developing and coaching teams that exceed goals and sustain growth

Customer Engagement – Trusted and well-liked by customers; relied on for providing product solutions

Sales Management – Deeply experienced implementing sales systems and integrating with marketing campaigns

Areas of Expertise

Automobile Aftermarket Collision Centers Purification Systems Sales Training & Coaching

Professional Experience

3M, Maplewood, MN, 1984-2022

Consistently successful sales and account professional with progressive record of earning promotion across multiple product lines and markets. Responsibilities and roles have been primarily focused in three areas:

Sales and Marketing Leadership

• Relied on to develop or turn around sales programs for AAD (Automotive Aftermarket Division) and SPSD (Separation Purification Systems Division); hold deep product and customer expertise, particularly in Automotive Aftermarket.

• For SPSD, improved a struggling acquisition in Connecticut, transitioning from losing $600M in the US market to earning $300M over the course of 3 years.

• For AAD, achieved consistent double-digit sales growth, building from $750M to $1.2B over 7 years.

• At different points, managed up to 300 sales and marketing team professionals.

Training

• Provide extensive training to sales reps and managers. Process and topics include: product features and use, the ‘business’ of the sale, asking for the order, making value propositions, pre- and post-call analysis, etc.

• Train end users, such as body shop teams, by showing samples and demonstrating product use.

• As a Six Sigma Black Belt for AAD, traveled with a team of 10 over 2 years to work with manufacturing teams and plants in 9 countries, providing support and training on Six Sigma processes.

Key Account Leader

• Take the lead on designing sales programs and managing relations with high-value customers.

• Deliver consistently high levels of customer service, including ongoing problem-solving, resulting in continuous sales and referrals.

William (Bill) Zuccarini page 2

Professional Experience - continued

Progression of 3M roles / divisions:

• Key Account Vice President – Industrial Group, 2018-present • AAD Division Sales Trainer, MN, 1997-1999

• US Sales & Marketing Vice President – SPSD, 2015-2018 • AAD Marketing Supervisor, MN, 1994-1997

• Sales & Marketing Vice president – AAD, 2009-2014 • ASD Marketing Supervisor, MN, 1992-1994

• Business Manager – AAD, 2007-2009 • BS&CP Marketing Supervisor, MN, 1990-1992

• 6 Sigma Master Black Belt – AAD, 2005-2007 • Marine Trades Sales Representative, 1989-1990

• National Sales Manager – AAD, 2003-2004 • AAD Sales Representative, 1984-1989

• NY Area Sales Manager – AAD, 1999-2003

Awards – Received

Sales and Marketing Professional Award (2x) – presented by 3M CEO to only 15 globally

Marketing Person of the Year (2x) – awarded by vote of peers, management, and sales teams in the field

AAD Sales Manager of the Year (2x) & Top Branch (3x) – measured by sales growth

Golden Step Award Winner (6x) – corporate award given to teams for new product sales

Sales Incentive Winner (7x) – based on increases in annual sales

AAD Operating Plan Attainment (6 consecutive years) – recognition for meeting / exceeding annual plans

Awards – Given

Creator of The Zucc Award – a gold pen given to sales reps and others who demonstrate excellence

Training – World-class 3M training sessions in sales, 6 Sigma (Black Belt), management, financials, etc.

Affiliations – Long-time member of Collision Centers of America; conference participant and speaker

Early Work Experience

Earned high school and college tuition by working at car dealerships – cleaning cars, helping sales team, etc.

Education

BA in Sociology, Massachusetts School of Art, North Adams, MA

Community Involvement

United Way – coordinated giving campaigns at 3M, multiple years

Big Brother Big Sister – mentored disadvantaged boy from the 5th to 8th grades

Coach – coached boys and girls ages 10-18 in basketball and baseball for local clubs, 6 years

Supplies Donor – purchase supplies, winter clothing and furniture for families in need, ongoing

Philosophy

Guided by a personal philosophy of leadership and coaching that includes these “Zucc-isms”:

–A pat on the back goes a long way in motivating people to reach their goals.

–Team, what do we want to be? Let’s set our plans to achieve it.

–People can always do more than they think they can.

–Anybody can make it complicated – I like to make things simple.

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