Andrew Paolicelli

• Collaborated with design teams (architects, engineers, lighting designers) to create innovative lighting solutions tailored to client specifications while attempting to satisfy sales goals established by our various manufacturers.
• Managed manufacturer relationships (150+). Tasks included coordinating manufacturer visits with specifiers, updating sales pipelines for each manufacturer, establishing representation of new manufacturers to fill our line card.
• Business Development: Engaged General Contractors, Developers, and Owners to leverage specifications. Hold country club membership and use it to entertain and build relationships.
• Maintained several Electrical Contractor accounts. Closed millions of dollars worth of lighting packages at high margins in addition to leading the Specifications Team.
• Trained new employees in our internal rotation program (Customer Service/PM, Quotes, eventually outside sales if their path leads to it). Attempted to mentor these employees by assisting in crossing fixture schedules, identifying competitors spec lockers and how to break them, and conducting monthly product training on new samples received from all manufacturers.

As an acquired company attempting to establish new business in the Western PA, WV market, my role consisted of calling on Electrical Distributors, Electrical Contractors, Electrical Engineers, Architects, and Lighting Designers.

• Learned lighting controls and became proficient in "Lutron Designer". Designed lighting control systems for Electrical Engineers so that they could use our design on their construction drawings.
• Established relationships with the specification community in western PA and WV.
• Established Electrical contractor relationships in western PA and WV.
• Grew sales for the One Source (Paolicelli) location to 21% in 2019 (4th year of acquisition) as the leading salesperson.
• Broke down barriers. Won business from established competitors through honesty, hard work, and innovation.

Joining my fathers company (established 1981), I was assigned Electrical Distributor and Electrical Contractor accounts.

• Represented NEMRA manufacturers, for the most part.
• Sold proprietary products from commodity manufacturers; rather than begging for orders, we targeted contractors to drive demand for labor saving, innovative products.
• Gravitated to the few lighting manufacturers we represented. Being a "package town", all of my sales came from design-build opportunities. Grew sales across lighting brands by 20% year over year.
• Conducted yearly analysis of P/L with my father, eventually identifying a correlation between time spent vs money earned as we looked at manufacturer commissions based on product specificity/market opportunity. This lead to an increase in both gross sales as well as margin.
• Acquired in 2016 by One Source Associates.