Summary
Overview
Work History
Education
Skills
Training
References-
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Michael Paglia

Michael Paglia

Sales Professional
Troy,NY

Summary

Experienced Enterprise Sales Professional....Accomplished professional actively pursuing opportunities to drive sales where strategic vision, decisive style, expertise in client relations, B2B media sales, and industrial sales. Expert Command of All Sales Aspects with deep insight, knowledge, and experience in mentoring, forecasting, contract building and administration. Results-Focused team leader with extensive experience and high performing professional engaged in sales of solutions across multiple states. Well-versed in mentoring new hires in effective salesmanship. Effective Communicator with the ability to translate client business requirements into customized solutions narrowly tailored to meet the unique needs of each customer.

Overview

33
33
years of professional experience

Work History

Lighting Sales & EV Charging Stations

Integra Energy
11.2021 - Current
  • Inside & Field sales LED lighting & EV chargers
  • I partner with business owners to reduce expenses, deliver an ROI, increase property value.
  • Grew pipeline to $900k in 9 months in first year.
  • Increase sales by 70%, and 100% increase in number of closed deals. This helped the company to achieve goal for the first time since 2020.
  • Built long-lasting client relationships through excellent customer service, needs analysis, and building trust.

Senior Account Executive, B2B Digital Media

IHS / IEEE / GlobalSpec
01.2002 - 11.2021
  • An outstanding record of success in sales, marked by consistent gains in YOY sales of up to 200%, Grew my book of business from Zero to One million dollars annual within 4-year period, Achievement of corporate record for the highest number of new clients in a single quarter, Highest number of renewal clients, Largest annual sales revenue for division, Highest sales of new business for one year.
  • Fulfill a critical role driving revenue from advertising sales featured on vertical search engine portal
  • Leveraged a full spectrum of lead generation strategies, including email blasts, online trade shows, custom webinars to assist my clients marketing goals.
  • Established a robust book of business, strengthening existing account relationships growing it to $1.4MM annual. Grew some clients to six figures annual
  • Collaborated extensively with Fortune 1000 industry leaders that included Vaisala, Kohler, Makino, The Lee Company, Advantech, and Hamamatsu to define, focus, and clarify business needs, arriving at customized advertising solutions narrowly tailored to reach the unique demographics sought by each customer
  • Exercised superior subject matter expertise to mentor new sales representatives, establishing sales skills in and building a team of revenue producers.
  • Recognized by executive leadership with the Top Sales Rep and other awards for multiple years.

Account Executive, Trade Magazine

National Trade Publications
01.1999 - 12.2001
  • Digital & Print Advertising sales- Managed an $800,000 book of business, securing agreements for advertising with over 50 new clients over two years and winning the 2001 New Business Contest
  • Delivered a $200,000 increase in revenue over the course of one year, accompanied by a 133% rise in sales
  • Led the development of consistent streams of revenue from the sale of trade publication and magazine advertising, securing agreements with a broad array of commercial clients seeking exposure to contractors, consumers, and key decision-makers in the carpet cleaning, maintenance, and water industries
  • Represented the company at national trade shows, industry conferences, and other professional venues to build relationships with clients and prospective customers
  • Engaged in traditional lead generation techniques, including telephone outreach campaigns, to promote the power and reach of the company’s trade publications to potential advertisers

Account Executive, Outside Field Sales

Hearst Corporation, Times Union Newspaper
01.1992 - 12.1997
  • Advertising sales- Achieved unprecedented sales growth, doubling revenue over four years and signing the single-largest advertising contractfor $100,000.
  • Assumed a lead role selling newspaper advertising to a network of retail stores, ranging from grocery stores like SuperValu to smaller family-owned businesses, driving profit for the largest newspaper in New York’s Capital Region
  • Eroded the market share of competitors, securing new clients with competitive rates & strong brand exposure.
  • Engaged in aggressive business development efforts, performing telephone outreach, conducting sales presentations, and providing support to new sales staff throughout an assigned territory
  • Pioneered the launch of a new weekly product venture in the specialized market publishing division
  • Initiated, nurtured, and closed deals for advertising with companies offering niche products targeted towards specific demographic groups

Education

Bachelor of Science - Marketing Management

Siena College
Loudonville, NY

Skills

  • In-Depth Knowledge of Sales Strategies
  • Client Needs Analysis
  • Strategic Client Engagement
  • Effective Task Management
  • Expertise in Market Territory Strategy
  • Collaborative Team Coordination
  • Active Participation in National Trade Shows
  • Exercising Effective Decision-Making
  • Recognized Sales Achievements
  • Sales Training Facilitation
  • Consistent Quota Achievement
  • Client Partnership Building

Training

  • Salesforce, HubSpot, Zoom Info
  • Outlook, Word
  • Sales training- Sandler, Xerox, Sale Carnegie, and more

References-

REFERENCES-
''Mike understands the industrial buyer and how to interact with manufacturing companies. He was a great asset to me and the US Marketing Team in helping us leverage the GlobalSpec database to drive leads and ultimately drive revenue. . Mike always had good ideas, kept us apprised about new services and showed the utmost integrity in all interactions.”Bruce McDuffee,  Vassals, Industrial VP Marketing.


“Mike was a consistent top media executive and sales performer at GlobalSpec / IHS year in and year out. Incredibly consistent due to his focus, practice and execution. Mike was able to stay on top of his game and he was a wonderful employee and co-worker.” Brian Carter, GlobalSpec, Digital Media Executive & Sales Leader

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