Aug 18, 2008
MICHAEL P. SCAGLIONE
6504 Mimms Drive
Dallas, Texas 75252
Home (972) 769-8257
Cell (214) 906-1001
mpscag@tx.rr.com
Senior Sales Management and Business Development Executive with a record of career advancement and extensive printing industry knowledge, successful at increasing sales, market share and revenue through results. Proven performance in growing business nationally and internationally through comprehensive strategic planning and execution to expand presence, build sales channels and create joint ventures. A motivational leader and team builder experienced in global business acumen, complex problem resolution and accomplished at partnering with core company business units for profitability improvement.
- B2B, Dealer Channel & OEM Sales
- Long Term Sales Funnel Development
- Sales Management
- Market Development, Domestic and International
- Global Account Management
- Business Plan Development
- Solution Selling
- Negotiation Skills
PROFESSIONAL EXPERIENCE
Kompac Technologies LLC, Somerville, New Jersey - A division of Day International until mid 2006
Manufacturer of capital expenditure equipment, accessories and consumables for commercial and digital printing
2005-7/2008 Director of Sales Worldwide
Formulated sales, marketing and strategic planning initiatives for multi-site operations in the US and Germany (Kompac GmbH), leading a team of territory managers in four countries and marketing while directly managing international sales channels outside of North America and Europe, all key commercial printing accounts and OEM sales worldwide. Collaborated with all internal departments to initiate and implement product improvements, cost savings and increased revenue along with budgets, operating plans and contracts.
- Initiated new product lines in 2005 for bundling, enhancing sales of existing sole product in decline, resulting in captured B2B and channel sales from competition.
- Increased 2007 US sales over 10% during first full year as independent company.
- Contributed market evaluation and key improvement input to new product line that achieved "Best of Show" award at On Demand in 2008.
- Created partnership opportunities with Hewlett Packard, Xeikon and Heidelberg for new product line in North America and Europe.
Accel Graphic Systems Inc., Dallas, Texas - A division of Pamarco Global Graphics
Manufacturer of capital expenditure equipment, accessories and consumables for commercial and package printing
2004-2005 Director of International Sales & Marketing, OEM Sales
Increased sales and distribution growth in Japan and Europe through independent agents and partnering with OEM consumable manufacturers. Generated marketing initiatives and created collateral materials and sales presentations specifically related to country. Created, cultivated and maintained relationships through extensive travel with sheetfed and narrow web press OEM's, at all levels; technical, engineering and management.
- Established new distribution opportunities in twenty international markets within twelve months.
- First sale into the Pac Rim with concurring sales to multiple locations throughout Australia.
- OEM affiliations resulting in increased domestic sales through their US distribution.
2002-2004 Director of Sales
Accountable for the progressive growth efforts of dual sales channels, dealer network and independent agents.
- Developed sales agent and corporate customer programs increasing sales in North America 23% for 2003 and over 20% in 2004 of core product.
- Increased 2003 international sales of core product 22%.
- Formed joint venture with global manufacturer to enhance product functionality and expand applications, producing broader growth opportunities.
2001-2002 Director of International Sales
Conceived and executed aggressive business plan for international growth effort, pursuing direct sales, distributors and OEM's.
- New product introduction to Japan, Netherlands and UK resulting in sales of 49% of total 2001 international sales.
- Collaborated with engineering to create product improvements to software and adaptations for international markets.
1997-2001 National Sales Manager
Responsible for over three hundred North American dealers, direct, corporate account and OEM sales, leading a staff of seven regional representatives, two service technicians and three customer service personnel.
- Increased national sales up to 10% each year for four years.
- Created bundled product dealer programs and promotions to increase sales of multiple product lines.
- Improved cash flow by reduced sale to install times.
- Implemented and trained staff on new CRM database software program.
1993-1997 Senior Technical Sales Representative
1989-1993 Technical Sales Representative
EDUCATION
L.A. Wilson, Dix Hills, NY - Technical Degree; Printing / Lithography
V.I.C.A Member; Top Student Award
COMPUTER SKILLS
Proficient knowledge of Microsoft Office applications: Excel, Word, PowerPoint and Outlook.
Window Operating Systems: XP, Vista.
CRM software: ACT, Goldmine.