Adrian Parlato
Antioch,CA
Summary
Client service-focused Account Executive with 5 years of experience in Direct to Consumer (2.5 years) and Business to Business (2.5 years) sales roles. Within those 5 years, I have maintained my growth mindset and sharpened my hunting ability, consultative sales style, and client-facing skills.
While at Better Mortgage (Direct to Consumer Sales), I was promoted twice and earned my NMLS license in CA and over 20 other states. Placed 87th in the country on the Scotsman Guide rankings in Total Loan Dollar Volume, with 461 loans funded and $336,267,883 total loan volume in 2022. Managed a pipeline of 50-70+ active files on average and led a team of 2-3 associates. Consistently placed in the top 5 for the Ally partnership at Better. I focused on the happiness of my clients and supporting my team, in addition to always crushing sales goals (never missed a monthly goal/incentive in my 2.5 years at Better). Excellent at objective handling and mediation. Expertise in refinancing and dynamic market conditions, and maintaining a 20-30% conversion rate.
At ADP (Business to Business Sales), I managed my own sales process and excelled in the pure hunter role. Owned and ran my own sales process (Finding new accounts, profiling, discovery call, demo, analysis, proposal, and implementation) from start to finish. Only 2 deals away from my next promotion, and I am confident I will hit that this fiscal '25. Helped my team exceed our quarterly and annual quotas (over 100%) in my 2.5 years at ADP. Sold all products that ADP has (PEO, ASO, Technology/HRIS, 401k, and workers' compensation insurance). Also maintained a 20-30% conversion rate at ADP. I have been able to succeed in this role by being resilient, maintaining a growth mindset, and being coachable.
Overview
5
5
years of professional experience
Work History
District Manager Major Accounts
Automatic Data Processing, ADP
Pleasanton, CA
06.2022 - Current
- Used tools like Zoom Info, Sales Navigator, Groove, and SignalHire to profile and build a book of business with almost 300 net new accounts.
- Ran multi-touch (drops, calls, emails, LinkedIn touches) campaigns to gain access to net new targeted companies; booking meetings with the C-Suite using triggers, persona verticals, industry verticals, and a consultative sales approach. Pure hunter role for acquiring new business.
- Had so much success booking meetings with my custom approach to drop touches and follow-up calls/emails, that my VP took notice of the increased performance. He then tasked me with leading a new drops campaign and rolling it out to our region.
- Lead discovery calls with the C-suite, and took a consultative approach to learn more about their specific needs and goals; then uncovered enough pain with their current processes to pique interest in seeing a technology demo.
- Ran demos of ADP's technology and modules based on what the company's specific needs are. Utilized our technology and data to show how much administrative burden we can relieve, versus their current manual process.
- Conducted analysis calls to confirm that ADP can solve for all of the company's needs and meet their expectations.
- Presented proposals with pricing and broke down the entire sales order to show what was included in their purchase/solution.
- Attended implementation calls to make sure the technology and solutions exceeded the client's expectations.
- Exceeded sales goals and quotas every year, and earned company-paid trips for exceeding metrics, like iElevate and 'Fast-Starts'. Also helped my team get over 100% of our quotas quarterly and annually.
Loan Consultant/Account Executive
Better.com
Oakland, CA
01.2020 - 04.2022
- Used consultative sales strategies to effectively overcome client objections and maximize sales activity.
- Top 100 on the Scotsman Guide (87th) for Total Loan Volume, with 461 loans funded and $336,267,883 total volume.
- Met and consistently exceeded revenue targets with proactive, customer-specific suggestions of accessories and related items.
- Managed a pipeline of 50-70+ files on average while leading a team of 2-3 associates reporting to me.
- Contacted customers about account or information issues, promptly alerting clients of changes.
- Drove new business development and client acquisition through cold calling, lead generation, and exceptional service.
- Utilized job-related software to input customer order details into the system, accept payments, and update accounts.
- Informed customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
- Identified lucrative leads, built relationships with new clients, and upsold services, increasing business development.
- Tracked sales and customer information, and produced reports for upper management.
- Maintained updated knowledge of changing industry standards and trends related to accounts.
- Prepared sales presentations or proposals to explain product specifications or applications.
- Cultivated and developed customer relationships to enable sustained revenue growth.
Education
Bachelor of Arts - Communication Studies
San Francisco State University
San Francisco, CA08.2019
Skills
- Sales Expertise in B2B and D2C (Never missed a monthly goal/incentive while in D2C)
- Running/Owning Sales Cycles from Start to Finish
- Experience with Long (3-6 months or more) and Short Sales Cycles (one call close)
- Consultative Sales Style
- Data Driven Sales
- Revenue Generation
- Exceeding Sales Goals/Quotas
- Pure Hunter Experience
- Building a Book of Business (300 accounts currently)
- Pipeline Growth and Management
- Product Education
- Growth Mindset / Coachable
- Strong Work Ethic
- Excellent Communicator
- Resilience
- Objection Handling
- Problem-Solving
- Customer Service-Focused
- Experience Leading a Team
- Experience as an Individual Contributor (Solo)
Timeline
District Manager Major Accounts
Automatic Data Processing, ADP
06.2022 - Current
Loan Consultant/Account Executive
Better.com
01.2020 - 04.2022
Bachelor of Arts - Communication Studies
San Francisco State University