Sales and Sales Management
Resume:
Mike Castellani
St. Charles, Illinois *****
********@***.***
Sales Director / Sales Management
• New Business Acquisition
• Leadership and Team Building
• Revenue Growth & Retention
• Recruiting
• Budget & Expense Control
• Reliable Forecasting
• Training, Mentoring and Coaching
• Territory Analysis
• Employee Motivation
• Process Management
• Value-based Solution Sales
• Activity Tracking to Results
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Have both turned around and built successful sales teams at ITT and MCI-Wiltel to achieve successive, year
over year revenue growth of 120% or more (at Wiltel, took region from last to 2nd in 2 years)
Grew monthly service billing from $400,000 to over $6,000,000 ($72,000,000 annual revenue)
Developed, expanded and managed teams from 6 to 40 sales and service staff across 10 states
Directed and executed account strategy from single location to multi national customers (Amoco, McDonalds, Principal Financial, Merrill Lynch, Spiegel, John Deere, AC Nielsen, Ameritech, Shearson, Wam!Net, and US Bancorp)
Established a new sales department and grew business in a down market by 25% in overall sales and 51% in international sales (company total growth of 1%) in less than two years
Consistently won national awards for monthly and annual performance as both a sales rep and as a manager by finishing at the top or in the top 5% of my peer group; includes both Salesman and Sales Manager of the Year Awards
Have received professional training in sales (Xerox, Forum), Negotiations (Porter Henry), Exceptional Management Practices (Forum). Developed and conducted national sales and product training courses, both classroom and video
Proven and proactive leader, on the street, with a firm, fair and consistent management approach
Highly self-motivated and organized; Creative, persuasive and concise oral and written communication skills; Interact effectively with all levels of customer and internal management.
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Career Highlights
MCI WorldCom (formerly Wiltel, ITT) Sales Director
17 Years
Sales Manager
Major Account Manager
Sales Management: marketing data and voice services to targeted, mid-size to national accounts. Recruited, managed, trained and developed a sales and service organization including field and staff management. Results: increased annual revenue by $67M.
Minolta Corporation National Sales Training Director
7 Years
Government and National Account Director
Sales Trainer
Staff Director: Business equipment division with annual training budget of $800,000 with a separate production budget of $2M to
produce a library of sales training programs for use by over 200 branches and dealers. Results: over 2,000 sales reps trained
Bird-X Sales Manager
2008 to present
Sales Management: Created and directed a sales and marketing strategy for both national and international sales managers. Commercial, government, consumer and distributor/wholesale business exceeding $4M. Results: increased wholesale sales by 25%
Education University of Illinois - Champaign, Illinois: Bachelor of Science in Marketing
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