Michael Raspanti
Lancaster,PA
Summary
Achieved awards such as top sale rep in the country out of over 200 sales reps Awarded Presidents Club award Named top sales manager of the year in the country Work with sales team to open and develop accounts to achieve sales goals. Successfully mentor and develop multiple sales teams to scale and grow revenue year after year. Managed sales team in person and remotely by implementing KPIs and strategic business plans for accountability and success nationwide. Served on executive leadership board
Overview
30
30
years of professional experience
Work History
SVP of Sales
Kershner Office Furniture
01.2022 - Current
- Manage sales and marketing for the organization.
- Strategize weekly with sales team and marketing on trends and current pipeline.
- In a highly competitive industry, it’s crucial to stay on top of what’s hot in market and key factors clients are focusing on.
- This is done weekly in both EOS meetings and individual sales meetings.
- In first year, successfully implemented new CRM (Hubspot) and increased sales activity from past year to current over 3 fold.
- Meet weekly with manufacturers to ensure product knowledge is current and track leads in marketplace.
- Generate new opportunities through networking with Sr. Management at influencer organizations.
- Work side by side with marketing to generate campaigns to reach and engage accounts nationwide.
- Results are tracked from campaigns and strategies are implemented based off of these results.
- Manage and control fiscal budget for sales and marketing departments.
- Implementation of overall budget for sales and marketing.
- Recruit all new sales and marketing hires.
- Created strategic partnerships with distributors and resellers to expand market reach.
- Established processes for recruiting, training, motivating, evaluating, and retaining top talent in the sales force.
- Increased booked sales by over 15% in 2024
- Identified potential business opportunities through research and analysis of industry trends.
- Conducted regular meetings with sales staff to review goals and strategize new approaches.
- Set quotas for individual team members based on historical performance data and forecasts of future demand.
Director of Construction Sales
DIRTT/AOE
01.2016 - 01.2022
- Responsible for selling DIRTTs manufactured construction solution to clients.
- This is done by demonstrating DIRTTs software technology and manufacturing capabilities to end users, design firms and GCs.
- First year achievement included growing Distribution partners business over 100%.
- Part of my responsibilities were traveling to different markets across the country to analyze where they were having success and were failing then implement adjustments to each market accordingly.
- While generating opportunities, I was responsible for managing the dealer sales team as well as designers to make sure we landed the business.
- One key focus was to break into larger accounts and early to help create the standard for construction.
- Most of the time we would be about 5% higher than traditional construction.
- We would win by showing the overall value of using prefab walls.
- This took coordination and attention to detail to ensure all went smoothly.
- Implemented strategies to increase market share in the construction industry.
- Identified and developed new sales opportunities within the construction industry.
- Developed promotional materials highlighting features and benefits of our products in the construction sector.
Northeast Market Manager
Dauphin North America
01.2011 - 01.2016
- Call on Fortune 500 companies to educate them and sell them the Dauphin line.
- Work with everyone from CEO level to Facilities department as well as design firms.
- Conduct factory tours to help solidify potential opportunities.
- Increased sales over goal consistently.
- This was done in the North East market with strong focus on NY, NJ CT.
- Reviewed progress of ongoing projects and provided feedback where necessary.
Vice President
AFD Contact Furniture
01.2007 - 01.2011
- Managed and developed client base through use of end user relationships and networking with various parties in industry such as real estate brokers, design firms and furniture management firms.
- Built strong relationships with facility managers.
- Ran own team of sales, project managers and designers.
- Conducted weekly meetings and expectations to complete projects on time.
- Was also able to expand client base down the east coast and landed other national accounts.
Vice President of Sales
Benhar Office Interiors
01.2005 - 01.2007
- Was responsible for obtaining new business with both furniture and architectural walls.
- Worked closely with GCs and design firms throughout process.
- Managed team of project managers and admins to assure success of project.
- Conducted weekly coordination meetings to make sure projects were on track.
- Grew boom of business over 25% year after year.
Director of Dealer Distribution
Humanscale
01.1996 - 01.2005
- Responsible for cold calling into accounts and once in front of client educate them on ergonomics in the workplace and sell them solutions such as the Freedom Chair.
- Some factors to my success were building relationships with facility managers and design firms as well as the real estate community.
- While at Humanscale I achieved top sales rep in country out of over 200 salespeople as well as Sales manager of the year.
- At this time, I was head of the dealer distribution program in NY.
- I covered NY through CT to make sure the dealerships were being serviced and joint calling on accounts and opportunities to win the projects.
- This was done while managing a sales team in our NY HQ while developing my own accounts.
Education
B.A. - Economics
Ramapo College
Skills
- Strategic planning
- Sales forecasting
- Customer relationship management
- Market analysis
- Pricing strategy
- Team leadership
- Business development
- Sales operations
- CRM management
- Recruitment and hiring
- Performance metrics
- Networking strategies
- Sales presentations
- Project management
- Mentoring and coaching
- Territory management
- Competitive intelligence
- Influencer engagement
- CRM proficiency
- Data-driven decision making
- Industry networking
- Revenue generation
- Sales training
- Sales process optimization
- Negotiation expertise
- Pipeline management
- Employee retention
- Solution selling
- Detail-oriented
- Trade show participation
Training
- Salesforce
- Hubspot
- EOS
- Zoominfo
Summary Of Achievements
- Achieved awards such as top sale rep in the country out of over 200 sales reps
- Awarded Presidents Club award
- Named top sales manager of the year in the country
- Work with sales team to open and develop accounts to achieve sales goals.
- Successfully mentor and develop multiple sales teams to scale and grow revenue year after year.
- Managed sales team in person and remotely by implementing KPIs and strategic business plans for accountability and success nationwide.
- Served on executive leadership board
Timeline
SVP of Sales
Kershner Office Furniture
01.2022 - Current
Director of Construction Sales
DIRTT/AOE
01.2016 - 01.2022
Northeast Market Manager
Dauphin North America
01.2011 - 01.2016
Vice President
AFD Contact Furniture
01.2007 - 01.2011
Vice President of Sales
Benhar Office Interiors
01.2005 - 01.2007
Director of Dealer Distribution
Humanscale
01.1996 - 01.2005
B.A. - Economics
Ramapo College