PAUL ADRIANO
Fishers,Indiana
Summary
Dynamic and results-oriented professional with over twenty years of experience supporting a diverse portfolio of clients. Proven expertise in multi-location leadership and a strong ability to network with decision-makers, driving impactful relationships that foster collaboration. Skilled in developing comprehensive sales plans and conducting detailed profit and loss analyses, consistently optimizing service processes to enhance team performance. Committed to a servant leadership approach emphasizing adaptability and reliability in fast-paced environments, ensuring exceptional customer relationship management and team success.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Midwest Division Service Manager
MEYER LABORATORY LLC.
11.2024 - Current
- Customer Base Expansion – Coach team to drive increased share of wallet with cross-selling and upselling sales plays while maintaining high levels of customer satisfaction
- Recruitment & Onboarding – Attracts, evaluates, hires, develops, and retains top talent through consistent recruiting, hiring, ongoing coaching, and enablement practices developed in collaboration with revenue operations and enablement teams.
- Implement Quality Safety Standards for fumigation and pest control.
- Churn risk mitigation – Proactively identifies and manages underperforming territories, upskilling struggling service managers as necessary, and reducing the likelihood of customer churn
- Cross-functional alignment – Collaborates with sales, service, operations, and enablement leaders to ensure alignment on strategies and tactics for teams to execute against. Maintains close sales alignment to facilitate smooth customer handoffs.
- Oversaw daily operations, ensuring efficient service delivery and customer satisfaction.
- Developed and implemented training programs for new staff, enhancing service quality.
Indiana Region Manager
FSS INC., Fumigation Service and Supply Agricultural
11.2022 - 11.2024
- Manage all daily sales and operations of the Indiana Region.
- Recruit quality candidates.
- Implement Quality Safety Standards for fumigation and pest control.
- Develop binding relationships with Agricultural facilities, Plant Managers, and Owners.
- Develop binding relationships with a network of large purchase decision makers >100K.
- Follow current company direction while emphasizing growth opportunities.
- Present to the President of FSS every quarter.
- Achieve revenue and profit goals.
- Grow revenues by 30% annually and filter it to a 30%+ EBITDA increase YOY.
- Led regional operations, ensuring compliance with safety and regulatory standards in fumigation services.
- Developed strategic initiatives to enhance service efficiency and customer satisfaction across multiple sites.
Commercial Division Manager
NATURAL STONE & TILE, Indianapolis, Indiana
05.2020 - 11.2022
- Manage all sales activity and operations.
- Manage Architectural and Designer Specifications.
- Manage international freight costs.
- Develop binding relationships with Architectural & Design Firms.
- Developed binding relationships with Property Management. Companies, General Contractors and Subcontractors.
- Led strategic initiatives to enhance operational efficiency and profitability within commercial division.
- Developed and implemented sales strategies to increase market share and customer retention.
Kansas/Missouri Region Sales Manager
ORKIN, Saint Louis, Missouri
07.2018 - 05.2020
- Effectively support all sales activities for 10 branches within Kansas, Missouri and Illinois.
- Conduct kick off meetings and present to company officers’ aggressive sales plans.
- Implement sales campaigns into my region.
- Assisted in brokering many of the larger commercial and residential contracts.
- Created and executed an annual budget for my region.
- Travel to each location and complete ride-a-longs to assure standards and results are met.
Commercial Account Manager AIB CERTIFIED
ORKIN, Indianapolis, Indiana
04.2016 - 06.2018
- Develop an effective Integrated Pest Management Program for commercial clients with being committed to excellence.
- Inspect all areas where service would be performed to provide a thorough assessment of potential pest pressure.
- Abided by all safety and site-specific regulations of clients.
- Attended client audits by request to include third party audits.
- Chosen to help develop a companywide training DACUM.
- First Year finished runner up to “Rookie of The Year”.
- Developed and maintained strong client relationships to ensure satisfaction and retention.
- Analyzed account performance metrics to identify growth opportunities and improve service delivery.
Marketing Manager
LAWN PRIDE Indianapolis, Indiana
05.2014 - 04.2016
- Recruited and trained sales professionals needed to efficiently staff sales function.
- Determines work procedures, prepares work schedules, and expedites workflow.
- Develops and executes a marketing plan for a 6-million-dollar branch.
- Implemented an Outside Sales Force to increase customer count.
- Compiles list of prospective customers for use as sales leads, based on information from direct mailing/advertisement, community activities, trade shows/business seminars, and other resources.
- Develops and executes marketing plans and programs (door-to-door, direct mail, inside, outside) to ensure the profit growth and expansion of Lawn Pride Lawn services.
- Plans and conducts ongoing training for service personnel in customer service skills, technical skills, and safety policies and procedures.
- Tracks hourly, daily, and weekly sales efficiencies of each salesperson.
- Ensures effective control of marketing results to be certain that the achievement of marketing objectives are within designated budgets.
- Establishes sales goals and monitors progress toward goals.
- Prepare marketing activity reports.
- Assists the manager of the lawn care branch in developing the annual budget and reforecast.
- Evaluates procedures and makes recommendations to increase department efficiency.
- Evaluates performance, makes salary recommendations, and administers disciplinary actions consistent with company policy.
- Developed and executed integrated marketing strategies to enhance brand visibility and customer engagement.
- Analyzed market trends and consumer insights to inform product positioning and promotional campaigns.
Sales Manager
TRUGREEN Indianapolis, Indiana
02.2012 - 05.2014
- Recruited and trained 45+ sales professionals needed to efficiently staff sales function.
- Determines work procedures, prepares work schedules, and expedites workflow.
- Develops and executes marketing plan for a 6.0-million-dollar branch.
- Analyzes and distributes new sales cancellation requests to retain customers.
- Compiles list of prospective customers for use as sales leads, based on information from direct mailing/advertisement, community activities, trade shows/business seminars, and other resources.
- Develops and executes marketing plans and programs (door-to-door, direct mail, inside, outside) to ensure the profit growth and expansion of TruGreen services.
- Plans and conducts ongoing training for service personnel in customer service skills, technical skills, and safety policies and procedures.
- Tracks hourly, daily, and weekly sales efficiencies of each salesperson.
- Ensures effective control of marketing results to ensure that the achievement of marketing objectives is within designated budgets.
- Establishes sales goals and monitors progress toward goals.
- Prepare marketing activity reports.
- Assists the manager of the lawn care branch in developing the annual budget and reforecast.
- Evaluates procedures and makes recommendations to increase department efficiency.
- Evaluates performance, makes salary recommendations, and administers disciplinary actions consistent with company policy.
- Developed and executed sales strategies to optimize revenue growth across multiple service lines.
- Managed and trained high-performing sales teams to enhance customer engagement and satisfaction.
General Manager
TRUGREEN Saint Louis, Missouri
07.2008 - 02.2012
- Increased Commercial Revenue by 200% and developed a BDR that went to the President’s Club in 2011.
- Coordinates warehousing, production, and sales in accordance with policies and procedures.
- Directs the development and implementation of all sales/marketing strategies utilized by the branch.
- Oversees branch office functions, including phone service standards, clerical services, PCI compliance, and collections.
- Develops plans for the efficient use of materials, equipment, and employees.
- Reviews production costs and product quality, and modifies production and inventory control programs to maintain and enhance profitable operations.
- Prepares annual budget, reprojections, and monthly projections.
- Evaluates performance, makes salary recommendations, and administers disciplinary actions consistent with company policy.
- Ensures services are provided to customers and develops procedures to minimize customer complaints.
- Prepares regional and corporate reports.
- Ensures recruiting, interviewing, and staffing of personnel are conducted to efficiently staff the service, sales, and administrative functions.
- Led operational efficiency initiatives, enhancing service delivery and customer satisfaction.
- Developed strategic growth plans, increasing market share and revenue streams.
Education
Bachelor of Arts - Marketing
Northern Illinois University
Dekalb, ILSkills
- Oral and written communications
- Work in a fast-paced environment
- Personnel recruitment and development
- Delegation
- Spreadsheet and Database
- Leadership
- Analytical skills
- Expert (P&L)
- Staff Development & Training
- Team building
- Organizational skills
- Motivational skills
- Customer relations skills
- Flexibility
- Adaptability
Certification
- 7A Fumigators License
- Class C CDL with Hazmat
- AIB Certified
Timeline
Midwest Division Service Manager
MEYER LABORATORY LLC.
11.2024 - Current
Indiana Region Manager
FSS INC., Fumigation Service and Supply Agricultural
11.2022 - 11.2024
Commercial Division Manager
NATURAL STONE & TILE, Indianapolis, Indiana
05.2020 - 11.2022
Kansas/Missouri Region Sales Manager
ORKIN, Saint Louis, Missouri
07.2018 - 05.2020
Commercial Account Manager AIB CERTIFIED
ORKIN, Indianapolis, Indiana
04.2016 - 06.2018
Marketing Manager
LAWN PRIDE Indianapolis, Indiana
05.2014 - 04.2016
Sales Manager
TRUGREEN Indianapolis, Indiana
02.2012 - 05.2014
General Manager
TRUGREEN Saint Louis, Missouri
07.2008 - 02.2012
Bachelor of Arts - Marketing
Northern Illinois University