MICHAEL ZEZZO
Greensburg,PA
Summary
Proven sales professional with successful track record of exceeding sales targets while fostering long term relationships. Known for persistent and consistent approach to achieve repeated success. Have been successful in evolving with market demands and systems. Expertise in territory management and strategic planning ensures reliable performance.
Overview
27
27
years of professional experience
Work History
Senior Field Sales Representative
Restek Corporation
08.1999 - Current
- Increased sales among a diverse pool of clients spanning 5 territories from New York to Florida over the course of 25 years.
- Controlled $3M-$5.5M dollars in annual revenue.
- Collaborated with internal and external teams to ensure sales growth through coordination of people and systems.
- Cultivated long-term relationships with customers from the Chemist level through the Purchasing Manager level.
- Increased sales performance by developing and executing strategic field sales plans and systems while utilizing various CRMs.
- Increased sales revenue each year while exceeding projections in 19 years
- Expanded client base by targeted outreach, lost customer recovery, and cold calling.
- Helped establish company consignment programs for major corporate accounts, generating approximately $2M per year
- Worked through both direct and distribution channels to increase sales growth while establishing trusted relationships with distribution company managers.
- Negotiated contracts with large customer accounts while working within a team.
Group Leader
Restek Corporation
09.2012 - 05.2014
- Managed a team of 9 sales representatives in the Eastern US and one administrative assistant.
- Exceeded projections of approximately $25,000,000, while outpacing the Western United States.
- Implemented new systems of sales management and metrics while monitoring the group performance.
- Developed a training program for new hires, including both technical and sales training.
- Coached new representatives to assist with their integration into the position.
- Led by example, emphasizing the company's core values, and demonstrating successful sales techniques.
- Analyzed region extensively to identify gaps within the portfolio at key accounts and within specific markets.
Sales Representative
VWR Scientific
10.1997 - 08.1999
- Managed $2M Western PA territory
- Exceeded projections for two years
- Grew the territory over 15% in both years
- Exceeded focused product group projections (chemicals, lab furniture, gloves, VWR Brand, and others)
Education
Bachelor of Science - Finance
THE PENNSYLVANIA STATE UNIVERSITY
University Park, PA01.1997
Skills
- Active listening
- Problem identification
- Sales presentations
- Solution providing
- Objection handling
- Sales reporting
- Strategic prospecting
- Territory Analysis and management
Sales Accomplishments
- Grew sales territory all 22 years
- Achieved largest sales of key new product over the course of several years (HPLC)
- Established increased market share within the Environmental and Clinical markets
- Cultivated small markets and states which were minimal when I started at Restek Corporation
- Acquired knowledge of most of the geography of the Eastern US at various times, including key accounts and networks
Timeline
Group Leader
Restek Corporation
09.2012 - 05.2014
Senior Field Sales Representative
Restek Corporation
08.1999 - Current
Sales Representative
VWR Scientific
10.1997 - 08.1999
Bachelor of Science - Finance
THE PENNSYLVANIA STATE UNIVERSITY
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