Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Hobbies
Timeline
Generic

Michael ORLANDO

Clinton Township,MI

Summary

High-energy leader successful in building and motivating dynamic teams. Cultivates a company and team culture in which associates embrace change and feel aligned to the strategic vision. High focus on connecting the dots between strategy, organizational capabilities, and organizational culture and values. Concentration on optimizing processes and driver of execution. Communication style that inspires and energizes a diverse audience and creates loyalty and trust.

Overview

40
40
years of professional experience
1
1
Certification

Work History

Senior Regional Metalworking Sales Manager

MSC Industrial Supply
05.2023 - Current
  • Increased sales revenue in FY23 by 8.92% or $11,734,894.00 on an FY22 base of roughly 183 Million
  • #1 in sales MW revenue growth of 11 MW Regions
  • Led the MWS Team effort to document a formal PMP and corrective action process
  • Analyzed Business Objects and Tableau reporting to identify to new business, testing and customer cost savings opportunities
  • Proactively work with Strategic and Preferred Suppliers to best position MSC for market share gains
  • Work cross functionally with BD and Strategic accounts new business opportunities as well as existing customers
  • Support Regional Directors, BTL's and KASC's to aggressively support customers and penetrate as many accounts in the Regions as possible.
  • Officially assigned to a New MWSM as buddy in MyMSC system and supported a few others un-officially to help the team to ramp more quickly


Regional Metalworking Sales Manager Midwest Region

MSC Industrial Supply
12.2016 - 05.2023
  • MW responsibility for 14 MWS located across 5 states including PA, OH, WV, KY and IN
  • Successfully building and maintaining productive relationships with MSC Strategic and Preferred brands
  • Achieved 5.1M in Strategic Supplier Customer cost savings against the Midwest Goal of 3.5m
  • Maintain collaborative and supportive partnership with MSC Regional Director - always aspiring to be his trusted advisor
  • Executed Strategic launch of MSC Metalworking Innovations including MillMax, MachineMax Pro, MSC's TechMate and Accupro ST
  • Exceeded FY22 Application Optimization goal by 1.5M in delivering 7.1M in customer cost savings
  • Achieved over 23.5M in Regional Metalworking Sales Growth - #1 out of 12 Regions for FY22 ending the year with $183,666,117 in Metalworking Sales
  • Successfully Navigated 2 regional Alignments in 6 years most recently March of 2022
  • Effective Facilitator of dozens of MSC's Machining CNA's across the Region averaging a total of 15 Improvement Opportunities with an average customer site cost savings of 150k each
  • Liaison between MSC MWS Team and 2 of our largest MW Suppliers Kennametal Inc and Seco Tools since March 2022
  • Responsible for facilitating Quarterly National Call for MSC's entire Specialist Team of approximately of 175 people
  • Responsible for conducting The MSC Supplier Survey every 6 months and communicate survey results to 2 of our top MW suppliers
  • Instrumental in successfully signing and standing up 2 of Michigan's larger MW agreements Moeller Aerospace 8M and The Gemini Group 3.2M in incremental sales
  • Successfully developed and launched FY23 Metalworking Specialist Smart Goals and Variable Compensation Plan


Senior Outbound Telesales Manager

MSC Industrial Supply
02.2006 - 12.2016
  • Responsible for $70M in revenue; Leading the Wood Dale and Reno Telesales Teams
  • Leadership of 5 Telesales Supervisors and total of 46 FTE's
  • Achieved #1 growth sales team (WDL)at MSC for FY11 & FY12 with 20% and 23% gross margin dollar growth
  • Achieved #1 growth sales team (RNO) for FY13 & FY14
  • Achieved #1 in Web growth/sales for our channel 10 straight years with current performance at 54%
  • Positive contributor on several MSC initiatives and cross-functional teams; Top 20 MSA Team, Discount Automation Team, Team Lead for Telesales Leveraging the Big Book team
  • Executed strategic program implementations; Overlap, Compensation Plans, SFO, SFA/Segmentation, SFDC, SAM, Find Similar, AS400 conversion, Pros, QBR's, Telephony, Acquisition Change Management Plans, Application Optimization, Strategic, Supplier RAL Program
  • Successfully lead entire MSC & J&L telesales channels through the integration and merging to a singular channel with one operating model; executed strong change management practices.

Outbound Telesales Manager

J & L Industrial Supply
01.2002 - 01.2005
  • Founder of the J&L Telesales Channel; Grew program and total revenues to $120M
  • Grew revenue from $15,000.00 to 40% of J&L overall revenue
  • Managed Telesales Account Managers at 4 locations; total FTE's 37
  • Responsible for development of TSR "Redbook" management system and training program; still in use currently in 2016
  • Telesales was recognized as the top corporate sales driver for FY05 and was Kennametal's second largest growth customer in North America
  • Achieved double digit (20%) Strategic Supplier growth


Call Center Manager

J & L Industrial Supply
07.2001 - 01.2002
  • Responsible for the successful management of 4 unique teams in a call center environment. Key Accounts Team, CST Follow up Team, Outbound New Business Development Team and telesales Team
  • Responsible for all financial budgets and operational performance KPI's/service metrics and sales goals; Exceeded expectations consistently
  • Successful implementation of Siemens Telephony Platform
  • Strong execution of new Call Center Operating Model in support of Company Strategy and new structure
  • Creation of the New Business Development telesales program; achieved new customer conversions for entire year

Branch Sales Manager

J & L Industrial Supply
06.1996 - 06.2001
  • Responsible for entire Branch Sales Operation (P&L and Sales Revenue); Top performer out of 44 locations consistently
  • Successfully launched new Master Chemical Coolant Analysis Lab
  • Successfully built and launched the Band Saw Blade Production at our Certified Lenox BSB Welding Facility; certified entire team in S.E Michigan
  • Personally responsible for the profitable growth of a portfolio of MW customers; Field
  • Sales responsibility within 10 mile radius of facility
  • Hired, trained and lead Counter Sales Representatives
  • Conducted joint sales calls with branch sales teams in Michigan and Ohio; Supported Midwest facilities on rotation basis

Sales Manager

Mill & Abrasive Supply
11.1984 - 05.1996
  • Held various positions over the course of 12 years being promoted several times with the final position of Sales Manager
  • Other positions Included: Delivery Driver, Shipping & Receiving
  • Clerk, Counter Sales and Phone Sales.

Education

High School Diploma - General Studies

Carl Brablec High School
Roseville, MI
1981

Skills

  • Industry knowledge and Metalworking expertise
  • Established track record of exceptional sales results
  • Skilled negotiator
  • Operations management
  • Coaching for results / talent advocate
  • Team leadership
  • Energetic and excellent communication skills
  • Change management
  • Sound judgment / Calm under pressure
  • Performance Management
  • Cost reduction and containment
  • Problem solving & decision making
  • Business planning and sales forecasting
  • Decisive strategic thinker
  • Acquisitions and Integrations

Accomplishments

  • Executed 2 Company integration plans for both Mill & Abrasive and J&L Industrial Supply and J&L and MSC Industrial Supply
  • Implemented a $1M Telephony Platform; J&L
  • Restructured Branch Locations in S.E Michigan and Ohio
  • Built from ground up the first company Telesales Channel
  • Built and implemented Special Services Operations; Coolant Lab, Certified Weld Center and Metrology Lab
  • Managed J&L Corporate Surplus & Obsolete Inventory Program
  • Recruited, hired, and trained the Great Lakes Markets first 2 On-site Metalworking Specialist
  • Coordinated the development of a Solutions Workstream work-flow in SFDC to allow coordination of Sellers and MWS leading to MW Cost savings guaranteed incremental sales agreements - December 2021
  • Implemented various Technology Tools; Shims, AS400, Bus Objects, Metreo, Pro's, SFDC, Ap Op, Navigator, CST Ticket System, Telephony Hardware and Software

Certification

  • Lenox BSB Sales Training - East Longmeadow, MA 1998
  • Lenox BSB Welding School - East Longmeadow, MA 1999
  • Leadership Seminar - Schoolcraft College - Livonia, Mi 2003
  • Sales Seminar - University of Mich Business School - 2004
  • Seco Step 1 Training - Troy, Mi - 2009
  • Seco Step 2 Training - Troy, Mi - 2011
  • CSP Sales Mastery - Wooddale, IL - 2015
  • Haimer Innovations Training - 2023
  • Kennametal Advanced Aerospace Training - 2024


Hobbies

I love to travel and have participated in 11 marathons and 4 ultramarathons.

Timeline

Senior Regional Metalworking Sales Manager

MSC Industrial Supply
05.2023 - Current

Regional Metalworking Sales Manager Midwest Region

MSC Industrial Supply
12.2016 - 05.2023

Senior Outbound Telesales Manager

MSC Industrial Supply
02.2006 - 12.2016

Outbound Telesales Manager

J & L Industrial Supply
01.2002 - 01.2005

Call Center Manager

J & L Industrial Supply
07.2001 - 01.2002

Branch Sales Manager

J & L Industrial Supply
06.1996 - 06.2001

Sales Manager

Mill & Abrasive Supply
11.1984 - 05.1996

High School Diploma - General Studies

Carl Brablec High School

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Michael ORLANDO