Paul Malanga
Burbank
Summary
Proven leader in sales and account management, I've significantly expanded market share for LUMILEDS LLC by leveraging strategic analysis and interpersonal skills. Expert in driving team performance and client satisfaction, I've led initiatives that consistently outperformed sales targets. My approach combines innovative business planning with effective communication, fostering robust business growth and client relationships.
Overview
36
36
years of professional experience
Work History
Regional Sales Manager
LUMILEDS LLC (PHILIPS AUTOMOTIVE LIGHTING)
Farmington Hills, MI
06.2019 - Current
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
Strategic Account Executive
CARDONE INDUSTRIES
Philadelphia, PA
03.1998 - 05.2019
- Supported 11 Strategic Account Managers with customer accounts valued at $39 million, using managerial, selling and interpersonal skills.
- Responsible for establishing sales quotas/goals, implementing and running sales promotions, and overseeing the Central Region.
- Worked with my Strategic Account Managers to assist in line penetration at existing customer base as well as open new accounts.
- Responded to customer inquiries swiftly to resolve issues and answer questions.
- Scheduled fact-finding appointments and consultations to determine client needs and overall financial situations.
Territory Sales Manager
DORMAN PRODUCTS
Colmar, PA
01.1990 - 03.1998
- Monitored trends in customer behaviors and buying habits, market conditions and competitor actions to adjust sales goals and operational processes.
- Motivated and mentored sales employees to enhance presentation, negotiation and customer relations abilities.
- Offered new and existing customers profitable products to maintain strong revenue across NY/NJ territory.
- Responsible for developing, implementing, and achieving annual sales goals for the territory.
- Conducted staff training and taught staff members proper sales techniques.
- Carefully analyzed data to determine the most effective sales strategies.
Merchandising Sales Representative
Motor Age
Bogota, NJ
03.1989 - 12.1989
- Called on auto parts jobber on Long Island, Staten Island, and Queens, NY. Sold various aftermarket accessories and chemicals.
- Responsible for the merchandising of displays and promotional material at all assigned accounts.
- Responsible for achieving and surpassing monthly/quarterly/annual sales quotas and forecasts.
- Responsible for keeping customers AR balances current.
- Responsible to grow business via deeper line penetration at existing account base as well as prospecting for new business.
Sales Representative
DUPLEX PRODUCTS
Fairfield, NJ
04.1988 - 03.1989
- Designed and sold various business forms and related products for accounts upon specific needs.
- Used consultative sales approach to understand and meet customer needs.
- Up sold and closed customer sales by driving product benefits around client needs and increased revenue.
Education
Bachelor of Arts - Communications
University of Dayton
Dayton, OH04.1988
Skills
- Account management
- Business planning
- Team leadership
- Project Management
Client needs/strategic analysis
- Public speaking
- Strong verbal communication
- Strong written communication skills
- New business development
- Self-motivated
Musician
On personal time I play in several NE Ohio local bands.
Timeline
Regional Sales Manager
LUMILEDS LLC (PHILIPS AUTOMOTIVE LIGHTING)
06.2019 - Current
Strategic Account Executive
CARDONE INDUSTRIES
03.1998 - 05.2019
Territory Sales Manager
DORMAN PRODUCTS
01.1990 - 03.1998
Merchandising Sales Representative
Motor Age
03.1989 - 12.1989
Sales Representative
DUPLEX PRODUCTS
04.1988 - 03.1989
Bachelor of Arts - Communications
University of Dayton