Michael Dottino
New Milford,NJ
Summary
Seasoned Senior Territory Manager with strong background in driving sales growth, developing strategic partnerships and leading high-performance. Proven ability to manage large territories efficiently while maintaining strong relationships with key stakeholders. Demonstrated strengths include strategic planning, team leadership and business development. Past roles have contributed significantly to revenue growth and market expansion efforts.
Overview
28
28
years of professional experience
Work History
Senior Territory Manager
Keystone Dental Group
Burlington, Massachusetts
05.2011 - Current
- Acquire and grow new surgical clients by selling dental implants and biomaterials to oral surgeons, periodontists and implantologists.
- Develop continuing education programs to promote awareness and use of products using key opinion leaders.
- Assist during surgery to ensure proper use of surgical instruments and to cross sell other products applicable to surgery.
- Direct, establish, and manage the referral base of restorative dentists for the surgeon.
- Mentor, train and assist other sales representatives to increase their productivity.
- Member of the Sales Advisory Board & Salesforce CRM task force.
Franchise Owner
PuroClean Mitigation & Restoration Services
Teaneck, NJ
01.2008 - 04.2011
- Directed successful and profitable sale of the franchised business unit by negotiating contracts with franchisor & purchaser.
- Managed and directed overall operation of the unit to 58% year over year growth.
- Interviewed, hired, trained, and managed all direct employees and network of sub-contractors.
- Solicited regional insurers to become company of choice for property mitigation.
- Developed sales & marketing program to increase brand awareness and increase sales among insurers and trades.
District Sales Manager
Lifecore Biomedical Inc.
Chaska, Minnesota
08.2003 - 01.2008
- Promoted surgical dental implant system to oral Surgeons and periodontists in assigned territory.
- Assisted during surgery to ensure proper use of surgical instruments and cross sell other products applicable to surgery.
- Trained new sale representatives on technical aspect of products and company.
- Ranked in top 3 for largest sales dollar volume, numerous sales awards.
- Leader in increased customer & revenue base year over year.
Sales Specialist
Philips Oral Healthcare-Sonicare
Snoqualmie, Washington
08.1999 - 08.2003
- Began with company as Field Representative and promoted to Field Sales Trainer in April of 2000. Promoted to Sales Specialist in January 2002.
- Developed the skills and talents of new representatives to maximize efficiency and productivity.
- Assisted in spearheading the design and implementation of Sales Force Automation.
- Interacted with corporate executives on Task Force to analyze, develop, and implement new objectives and marketing tools for field sales force.
- Representative of the Quarter- 4th quarter 1999. Achieved #2 in sales of units in region and ranked # 5 nationally in revenue attainment for 2001. Ranked #2 for revenue growth 2002.
Account Executive
Graymore Chemical Company
Elizabeth, New Jersey
11.1998 - 07.1999
- Responsible for strategic planning and development of integrated sales, marketing, and business development campaigns to manufacturers of Nutraceuticals worldwide.
- Independently managed the entire sales cycle from client identification and account development through presentations, contract, and price negotiations.
Sales Representative
Paychex
Woodcliff Lake, New Jersey
11.1997 - 11.1998
- Responsible for hunting for new payroll business in assigned territory.
- Interacted extensively with business owners, accountants and bankers providing excellent service by responding to requests, inquires, suggestions, and concerns.
- Balance payroll for SMBs prior to transfer onto payroll service.
- Ranked 5th out of the 34 LEADERS in fiscal year 1998.
- Completed SPIN sales training.
Education
Bachelor of Science - Physiology of Exercise
William Paterson University
Wayne, New JerseySkills
- Territory management
- CRM utilization
- Sales strategy
- Upselling and cross selling
- Account growth
- Product training
Accomplishments
- Ranked Top 5 Overall Revenue
- Perennial Presidents Club Member
- Perennial Million Dollar Club Member
- Rep of the Year award winner & Rookie of the Year
- Sales Advisory Board, Salesforce CRM task force
Languages- currently enrolled with Babbel
Spanish
Elementary
English
Full Professional
Timeline
Senior Territory Manager
Keystone Dental Group
05.2011 - Current
Franchise Owner
PuroClean Mitigation & Restoration Services
01.2008 - 04.2011
District Sales Manager
Lifecore Biomedical Inc.
08.2003 - 01.2008
Sales Specialist
Philips Oral Healthcare-Sonicare
08.1999 - 08.2003
Account Executive
Graymore Chemical Company
11.1998 - 07.1999
Sales Representative
Paychex
11.1997 - 11.1998
Bachelor of Science - Physiology of Exercise
William Paterson University