Mike Callegari
Plymouth
Summary
Sales Management Professional with substantial experience in driving revenue growth and optimizing sales strategies. Proven ability to lead teams, foster collaboration, and adapt to evolving market demands. Skilled in client relationship management, negotiation, and strategic planning. Dependable and goal-oriented, consistently delivering impactful results.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Sr. Sales Manager
Clarios LLC
Plymouth, MI
05.2024 - Current
- Managed P&L and key performance indicators for OE accounts in North America, achieving ~$10M profit improvement over 2 years.
- Developed and led strategy for transitioning Toyota to advanced batteries, generating additional $25M in annual revenue.
- Led internal customer account team across engineering, technical account management, quality, finance, and supply chain, ensuring alignment with customer requirements.
Sales Manager
DENSO International America, Inc.
Southfield, MI
05.2016 - 05.2024
- Manage sales teams, ranging in size from two to five people, responsible for client accounts with Nissan and General Motors generating between $50M and $220M in sales.
- Mentor direct reports and drive performance through team engagement and employee retention; regularly score high (as a manager) on employee engagement surveys.
- Responsible for the execution and tracking of annual department KPIs focused on YOY sales growth, open accounts receivable and open (legacy) tooling, and profit improvement.
- Empower team to proactively provide cost reduction proposals and process improvement ideas; responsible for support with constructive feedback and proposal approvals.
- Responsible for daily communication with North America zone and global leadership headquartered in Japan; deliver performance reports, communicate team wins, and provide recommendations to resolve issues.
- Ensure accounts receivable (A/R) information is accurate and inclusive. Work with A/R department to resolve purchase order (PO) discrepancies and assist with resolving accounts receivable issues; have successfully achieved a 15% reduction of past due accounts.
- Led team to secure new and incremental HVAC business with client, resulting in an additional $20M in sales.
Account Manager
DENSO International America, Inc.
Southfield, MI
06.2013 - 05.2016
- Drove business expansion and sales growth for DENSO’s powertrain business on the Nissan account.
- liaised between customer, plants and internal leadership team to develop competitive, mutually beneficial product packages.
- Leveraged RFQs (request for quotation) and worked cross-functionally with engineering and marketing departments to develop competitive quotes that resulted in an average of $50M in annual sales growth.
- Interacted and liaised between the local DENSO office and its headquarters in Japan to communicate customer requirements in negotiations related to products.
- During partner supplier review by client, successfully defended and maintained DENSO’s business with Nissan.
- Utilized analysis of competitor pricing and collaborated with local DENSO plants and engineering colleagues to find efficiencies and profit improvements valued at $5M.
- Served as lead sales support for customer warranty claims and negotiations; reviewed the claims details and successfully mitigated responsibility of refunds resulting in a $1M savings for the company.
- People management responsibilities included serving as the lead trainer and mentor for new hires and co-op employees (interns); aided in the hiring process for nine new sales associates.
Sr. Sales Specialist
DENSO International America, Inc
Southfield, MI
06.2011 - 06.2013
- Forecasted sales and tracked towards targets through daily communication with clients; directly contributed to sales growth of 300% year-over-year.
- Leveraged opportunity for product localization of powertrain manufacturing to generate $20M in sales for DENSO’s North America business.
- Identified and implemented process improvements to continuously improve processes and the performance of daily tasks.
- Negotiated cost targets and annual price reductions with customers to align pricing strategies.
- Trained new sales team members, facilitating their integration and accelerating their onboarding.
Sales Specialist
DENSO International America, Inc.
Southfield, MI
07.2008 - 06.2011
- Secured first U.S.negotiated contract for DENSO, resulting in $1M of new business.
- Secured first U.S. negotiated contract for DENSO, resulting in $1M of new business.
- Proposed product localization and domestic production plan that resulted in $25M in sales for North America to help achieve yearly
- Supported calculations and helped customer achieve yearly price reduction targets.
- Aligned with DENSO plant production and communicated design changes and updates with the customer.
- Liaised between customer and internal plant for all Production Part Approval Process (PPAP) requirements.
- Responsible for coordinating and creating one-year and five-year sales plans for DENSO’s production control team,Worked as sales support and program contact, from RFQ to phase-out, for all DENSO business in North America;responsible for providing supply chain updates and ensuring DENSO products were produced and delivered on time and according to the contract.
Education
Bachelor of Arts - Business Management
Western Michigan University
Kalamazoo, MI12-2007
Skills
- Sales Coaching
- Negotiation Expertise
- Strategic Planning
- Product Launches
- Performance Tracking and Evaluations
- Sales Forecasting
- Competitor Analysis
- Supply Chain Management
Certification
- Schranner Negotiation Training; Issued June 2025
- Challenger Training; Issued September 2024
Timeline
Sr. Sales Manager
Clarios LLC
05.2024 - Current
Sales Manager
DENSO International America, Inc.
05.2016 - 05.2024
Account Manager
DENSO International America, Inc.
06.2013 - 05.2016
Sr. Sales Specialist
DENSO International America, Inc
06.2011 - 06.2013
Sales Specialist
DENSO International America, Inc.
07.2008 - 06.2011
Bachelor of Arts - Business Management
Western Michigan University