Michael Cirillo
Sydney,NSW
Summary
Results driven leader with strong business acumen, known for exceeding sales forecasts and mentoring newly hired employee's and experienced leaders. Experience in managing large, highly performing field based and internal teams. Strong abstract reasoning, resulting in adaptable thinking and generating solutions based on behavioural and data driven analysis.
Overview
11
11
years of professional experience
Work History
State Sales Manager
Supagas
05.2023 - Current
- Currently managing a team of 42 direct and indirect reports across NSW/ACT, including a internal sales team with national responsibility.
- Direct reports include a team of highly motivated Sales Managers to drive performance through leadership coaching, guidance and training.
- Introduced a re-structure of the NSW/ACT Sales team to improve efficiency, support and coaching.
- Utilized data-driven insights from CRM systems to guide decision-making processes around pricing, target markets, and sales strategies.
- Introduced key projects to the business to improve communication for both internal and external stakeholders through automation.
- Key stakeholder in the revamp of the company website that enables complete onboarding of new customers, from account generation to product delivery.
Field Sales Manager Sydney and Newcastle
Supagas
11.2021 - 05.2023
- Managed a team of 16 direct reports consisting of Sales and Account Representatives.
- Organized regional trade shows and events, showcasing company offerings to potential clients.
- Performed root cause analysis and created corrective plans of action based on competitor analysis and insights.
- Collaborated cross-functionally with marketing and product teams to optimize sales materials and automate communication direct to customers.
- Accompanied sales representatives on site visits to resolve issues and convert large prospects.
Field Sales Manager Sydney
Supagas
10.2020 - 11.2021
- Managed a team of 11 highly performing Sales and Account representatives across the Sydney region.
- Established strong client relationships via consistent communication and value adding recommendations.
- Increased branch sales by developing and implementing effective sales strategies based on competitor and market trends.
- Improved data capture and customer follow ups by introducing "jot forms" via Google Sheets, improving efficiency, conversion rates and productivity for all field based staff nationally.
- Accompanied sales representatives on site visits to resolve issues and convert large prospects.
Sales and Marketing Manager
Daily Fresh Food Service
11.2019 - 10.2020
- Managed, developed and educated a team of eight sales representatives, a Customer Service Manager with five direct reporting lines and a Marketing Executive
- Total revenue target of 500 million dollars, with specific margin and gross profit targets to consider
- Devised integrated plans to build brand awareness, sales pipelines and customer acquisition plans
- Helped sales and marketing team members continuously improve product knowledge, skill set and career-building potential by motivating strong revenue numbers and continued promotional success
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
- Directed canvassing plans to facilitate consistent, high-quality appointments for sales representatives
- Organized events and product presentations related to conferences and conventions
- Managed sales promotions and marketing strategies on major social media sites
- Developed positive, performance-based internal sales and marketing culture to include mentoring staff
- Established Click & Collect direct to consumers
- Coordinated Click & Collect creation on existing online platform
- Increased social media engagement by over 1000% by capitalizing on market trends
- Increased social media followers by over 2000% by ensuring relevant product information was reaching specific target market
- Increased page views by over 100% by promoting during specific social media timeframes where engagement is at its highest.
Regional Sales Manager
Nisbets Catering Equipment
01.2019 - 11.2019
- Lead team of nine sales leaders, who manage a team of 27 staff across the state of NSW and ACT
- Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results
- Achieved regional sales goals by completing audits, resolving problems, training staff members and completing action plans
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
- Gave benefit-oriented, polished presentations to provide insight into regional performances.
Key Account Manager
Nisbets Catering Equipment
09.2016 - 08.2018
- Hired as the first Key Account Manager for the Corporate team at Nisbets Australia
- Trained all new Key Account Managers, with many of these still with the company
- Maintained responsibility of sales, contracts, negotiations and reporting for accounts worth over 1 million and 2 million dollars in first and second year respectively
- Achieved both annual targets seen above by 110% and 100%
- Developed deep knowledge of customer businesses and relationship to company objectives
- Collaborated with National Sales Manager to determine company goals and translate goals to individual clients' needs
- Developed accurate sales forecasts by analyzing sales feedback and wrote reports for senior leadership.
National Sales Manager New Zealand (secondment)
Nisbets Catering Equipment NZ
01.2018 - 07.2018
- Six month secondment with primary objective of implementing corporate sales team procedures relating to Nisbets global structure
- Successfully transitioned and integrated existing employees to replicate Nisbet's global structure
- Established and maintained budgets, quotas and regional territories for team members to drive consistent growth
- Drafted comprehensive sales plans and approved budget expenditures to meet project goals
- Reporting business wide sales performance to the General Manager, including corporate, wholesale, web and retail channels
- Directed effective hiring, orientation, training, development, and retention of sales staff to maximize team performance
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics
- Successful completion of six month secondment plan, achieving objectives such as integration of sales meeting structure and lines of communication, sales reporting tools and the creation of an internal support team.
Business Development Executive
Nisbets Catering Equipment
07.2013 - 09.2016
- Researched and identified opportunities for account growth, account penetration and market expansion
- Consistently exceeded quotas through penetration of new and existing accounts
- Developed established and prospective business
- Exceeded monthly and annual sales target by over 110%
- Worked to develop network by identifying and pursuing new leads, attending industry events and building rapport with clients
- Used consultative sales approach to understand customer needs and recommend relevant offerings
- Produced remarkable sales and enhanced numbers by managing complete life cycle from networking through ongoing account servicing.
Real Estate Agent
Forge Real Estate
06.2016 - 08.2013
- Communicated with clients to understand property needs and preferences
- Continually stayed up-to-date on mortgage rates and related real estate news
- Guided clients from beginning to end of home buying process in choosing right property
- Coordinated appointments to show marketed properties
- Acted as liaison between buyers and sellers to ensure positive experiences for both parties
- Marketed and sold property for clients by hosting open houses and advertising online and in print
- Negotiated, facilitated and managed real estate transactions.
Education
Real Estate Licence -
RETS
12.2016
Bachelor of Health Science -
Australian Catholic University
06.2016
High School Certicate -
Freeman Catholic College
12.2011
Skills
- Sales Management
- Staff leadership and direction
- Rapport and relationship building
- Training and presentations
- Strategy implementation
- Character development
- Performance analysis
- Account management
- Contract Negotiations
- Performance tracking and evaluations
- Business growth and retention
Details
Spring Farm NSW 2560
References
References available upon request
Timeline
State Sales Manager
Supagas
05.2023 - Current
Field Sales Manager Sydney and Newcastle
Supagas
11.2021 - 05.2023
Field Sales Manager Sydney
Supagas
10.2020 - 11.2021
Sales and Marketing Manager
Daily Fresh Food Service
11.2019 - 10.2020
Regional Sales Manager
Nisbets Catering Equipment
01.2019 - 11.2019
National Sales Manager New Zealand (secondment)
Nisbets Catering Equipment NZ
01.2018 - 07.2018
Key Account Manager
Nisbets Catering Equipment
09.2016 - 08.2018
Real Estate Agent
Forge Real Estate
06.2016 - 08.2013
Business Development Executive
Nisbets Catering Equipment
07.2013 - 09.2016
Real Estate Licence -
RETS
Bachelor of Health Science -
Australian Catholic University
High School Certicate -
Freeman Catholic College
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