Director / Project manager

MICHAEL SPARACINO

360-***-**** **********@***.***

PROFESSIONAL QUALIFICATIONS

· EXPERT NEGOTIATING SKILLS

· TOP 3% OF THE SALES PROFESSION

· TRUE TOP PRODUCER SHATTERING QUOTA’S

· AVERAGE A 98% CLOSING RATIO

· OWNERSHIP MINDSET GENERATING PROFITABLE REVENUE

· Increased revenues by 70% within 8 months recently

· Increased revenues by 150% within 2 years as Owner Operator

· Unique ability utilize creative selling techniques to create EXCLUSIVITY

· Ability to produce profitable revenue in a downward economy through salesmanship and relationship building.

· Successful 24 year career in developing relationships and negotiating contracts to such industries as: Computer Hardware, Software, Recruitment, Architectural, Mechanical, Civil, Engineering, Construction, Property Managers, Raw Steel, Fabricators, General Contractors, Electrical, HVAC, Solar, Wind Technologies.

· Ability to persuade company to take calculative risks and expanding companies offerings which leads to more market share and profitability.

· Effective leader able to identify and cultivate other RARE top producers

· Responsible for maintaining revenue stream in multiple locations across the US

· Possess 20 years experience supervising and managing personnel in all aspects of sales, marketing and customer relations

· Constantly exceeded sales objectives

· Education Degrees and Certificates: Business Management/Marketing, Pulp and Paper, Photovoltaics Design, Solar and Wind

· Inventively increased sales and profits through intense directing and specific marketing and communications efforts

· Composed oral and written proposals to upper management of major corporations such as Weyerhaeuser, Intel, Microsoft, Freightliner, Meant, ABC Technologies, JE Dunn, Schuff Steel, etc.

· Organized the West Coast Sales Territory to maximize market penetration and increase sales through a strategic plan of action

· TRAINER of ENTIRE CORPORATE SALES FORCE and conducted meeting seminars covering all aspects of the sales process including fine tuning presentations, overcoming product objections and targeting market strategies

Michael Sparacino (Cont)

PROFESSIONAL EXPERIENCE

Connection Cad

Regional Sales and Marketing Manager

March 06-

Selling Drafting and Design in the fields of:

Structural Steel, wind turbine and towers, photovoltaic, Architectural, Electrical, HVAC, Mechanical, and Civil.

Increased revenues by 70% within the first year.

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, 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 Pets Longview, WA July 2001 to March 2006 Owner – Operator – CEO, CFO Director of Sales & Marketing

Took over a bankrupt full service pet store with no customer base and bad reputation and converted it into a successful working establishment with a large customer base

Increased Revenue and profitability by 150% within first 2 years

Quickly became northwest leader in sales of specific premium dog food.

Developed wholesale club program yearly membership fee with presentations and classes

Within the first 2 years generated record profit and became #1 Pet store by customers.

Implemented marketing talents and salesmanship maintain customers trust and loyalty.

Articulately created a successful company and gained compelling net profits , utilizing customer segmentation and database marketing.

Trained sales staff the art of up-selling increasing dollars per customer targets

BIT BY BIT COMPUTER TECHNOLOGY RENTALS in Portland, OR August 1995 to May 2001 Director Sales/ Marketing & B2B Sales Executive

Trained and Managed a Sales force of 15 over 4 locations

Strategically targeted specific markets

Trained staff on being more effective and how to raise their closing ratios

Met with top executives with decision making powers, Negotiated Hotel meeting spaces and rooms for top level accounts

Negotiated contracts with top level contacts with, Microsoft, Timberline Software, Oracle, Symantec, Sun Microsystems, Cisco, Multiple Government Agency’s and Campaigns.

Made impossible contacts a possibility

Successfully produced from a Home Office Environment

Set a standard of quota and profitability

Uniquely maintained relationships and favorable contacts with current and potential accounts in the high-tech sector

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

Proficient with a variety of the field’s concepts, practices and procedures

Direct and lead the quality work and services of employees

Propose oral and written presentations and meet with top executives on a daily basis

Consistently exceeding quotas and setting standards

EDUCATIONAL HISTORY

Business Management Lower Columbia College

Completed Certificate Degree: Survey of Pulp and Paper II 107 228 Pulp and Paper Solar Energy International Accredited Certificate 250hrs 2009

· Environmental Health and Safety

· Electrical Circuits, Series and Parallel and electric loads

· Solar radiation fundamentals

· Solar site analysis

· Photovoltaic modules

· Battery Sizing Exercises

· PV Controllers

· Inverters specifications grid tied vs. stand alone

· Maintenance of PV components

· Safety and Hazard

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