SERGIO K. DELGADILLO
Whittier, CA 90602 562-698-2450
sergio.delgadillo@verizon.net
SOLUTIONS FOCUSSED SALES LEADER
Consultative, solutions focused sales leader with demonstrated record of achievement for both personal and team-based performance through coaching, training, motivating, mentoring and establishing long-term relationships for corporate and distributor sales organizations.
PROFESSIONAL EXPERIENCE
7-2013 Van Can Company, San Diego, CA
to Present DIRECTOR of SALES
Continued the legacy of a 40 year old independent metal can manufacturer servicing the seafood, poultry, pet-food and non-food markets.
§ Re-established business relationship with a national chafing fuel manufacturer. Results: $5MM incremental annual sales projected to begin January 2015.
§ Spearheaded the retention of a complete production line that was slated to be sold for scrap value with the closure of the California manufacturing operation. Results: That line is the key asset to be installed at Lancaster, SC plant to service a new relationship with Chicken of The Sea valued at $30MM.
4-2012 Paradigm Packaging, Saddle Brook, NJ
to 7-2013 WEST COAST REGIONAL SALES MANAGER
Established increased sales presence for Paradigm, a leading plastic bottle manufacturer for the vitamin, nutritional, and over the counter (OTC) drug and pharmaceutical industries.
§ Secured new business relationships at Key End User and Distribution Partners such as Shaklee, Schiff Nutrition, and Compax Packaging. Results: $2MM incremental sales budgeted in new business.
§ Drove the updating and implementation of SOP policies for pricing and manufacturing reporting. Results: Increased efficiencies are positioning the organization to be a viable and alternative service oriented supplier in the national marketplace against much larger competing bottle manufacturers.
2009 Plastican Inc, Leominster, MA and BWAY CORP, Chicago, IL
through 2011 WEST COAST REGIONAL SALES MANAGER
Rebuilt sales presence throughout the Western United States for Plastican, a $90MM injection molded products, rigid containers and plastics solutions provider. Expanded the presence of the $1B BWAY organization in both plastics and metal after the acquisition of Plastican in late 2010.
§ Established new business relationships at Key National and Regional Client Partners such as Leslies Pool Supply, Chem Lab, Dunn Edwards Paints, and ParexUSA that served as the foundation for future stability and profitability for the region. Results: Through 2010 assigned business doubled vs. 2009.
§ Spearheaded the conversion of major pool chemical accounts to a new user friendly design implementing environmentally responsible technology, higher logistics efficiencies and higher quality graphics. Results: Increased profit margins on over $5MM sales at the three leading national pool industry manufacturers
2005 Solutions Consulting, Whittier, CA
to 2009 SALES and BUSINESS DEVELOPMENT CONSULTANT
Diverse consulting assignments in B2B, Medical, Dental, Finance, Mortgage, Industrial
& CPG Manufacturing and Distribution.
§ Projects within distribution and manufacturing sectors involving expansion, capitalization and divestiture. Result: 2009 budgeted new sales of $850M at profit margin exceeding 23%.
§ Developed and coordinated marketing programs, including print and media campaigns for a spin off of a residential and commercial mortgage brokerage focused on the Latin Community. Results: $360M annual Spanish language advertising produced $12MM in new loan closings for two consecutive years.
§ Business Development for office automation start-up. Result: Secured Beta sites for HIPAA compliant system bringing on line, real time electronic benefits verification and claims processing into the medical practitioners office.
SERGIO K. DELGADILLO Page 2 of 2
2004 Letica Corporation, Rochester Hills, MI
REGIONAL BUSINESS MANAGER WEST COAST
Managed field sales operations throughout the Western United States and Canada for a $600MM provider of
automation, logistics, transportation, injection molded products, rigid containers and plastics solutions.
§ Reversed four years of declining regional sales and established a TEAM ENVIRONMENT among five District Managers and two manufacturing locations. Results: $8.7MM increase equaled 29% growth against national growth below 3 % to lead company in % sales volume increase.
§ Secured multi-year supply agreements with national HOME DEPOT partners. Results: Saved a strategic product launch while displacing a long-standing supplier to CUSTOM BUILDING PRODUCTS. Increased overall business share from 40% to 60% at BEHR PROCESS by reducing client inventory requirements, carrying costs and retail damage claims while new technology placement resulted in $1.75MM incremental sales increase.
2002 BWAY Corp., Atlanta, GA
to 2004 WEST COAST SALES MANAGER
Directed commercial and distributor sales for a $500MM manufacturer within, consumer, building products, retail
and industrial markets.
§ Took leadership role for plant improvement teaming with operations and customer service to offer unique solutions, improve service and capitalize on competitors shortcomings. Results: Directed the conversion of national accounts PPI Group, ICI, and Sherwin Williams to BWAY from a long-standing, incumbent supplier. Overall West Coast sales increased from $37 million to $51 million.
2000 Tyco Plastics-Custom Films, Minneapolis, MN
to 2002 TERRITORY MANAGER
Business Development in Southern California for the custom polyethylene films and flexible packaging division of
the diversified $110B manufacturing company.
§ Teamed with customer service and plant managers to establish new account relationships stressing service, production capabilities and breadth of custom product offerings in converter, beverage, produce, consumer products, industrial, agricultural, pharmaceutical and medical markets. Result: Territory grew to 5.75MM LB despite previous manager leaving to represent competing lines following 12 years in the assignment.
1994 ITW Signode, Glenview, IL
to 2000 SENIOR SALES CONSULTANT
Developed new business relationships in multiple territories for a $900MM division of the $11B globally diversified
manufacturer of systems incorporating equipment, automation and consumables to provide custom solutions to
the market.
§ Exceeded overall and all subcategory quotas while managing new territories and serving as PRODUCT CHAMPION for product launch activities. Result: Signode Gold Seal Society Award for sales excellence 1995, 1996, 1999.
§ Led development of alternative packaging material applications. Results: Conversion from Steel to Polyester technology at TYCO PLASTICS reduced cost per packaged unit 30% while improving profit margin 110%.
1987 Hubbell Inc, Wiring Devices Division Bridgeport, CT
to 1994 FIELD SALES REPRESENTATIVE
Directed systems and solutions based sales and marketing plans for a Fortune 500 electrical manufacturer to
generate sales through distribution in Southern California.
§ Developed a comprehensive product training, market and inventory analysis program for the countrys largest electrical wholesaler, GRAYBAR ELECTRIC. Results: Program became the framework for distributor programs.
§ Implemented inventory analysis program at independent distributors in coordination with LA District SHOPTALK, a series of seminars targeting key specifying influences. Result: Greater specification activity produced 10% incremental sales increase through distribution.
EDUCATION
BA Business Administration Whittier College, Whittier, CA Dale Carnegie Training- Graduate Assistant
RELEVANT KEYWORD SUMMARY
SKILLS :
account development, account management, account retention, business development, campaign management, competitive analysis, competitive contract award, competitive product positioning, consultative sales, customer needs assessment, customer satisfaction, customer service, direct response marketing, direct sales, distributor management, emerging markets, field sales management, fulfillment, headquarters account management, high-impact presentations, indirect sales, key account management, line extension, margin improvement, market launch, market positioning, market research, market share ratings, market surveys, multi-channel distribution, multi-channel sales, negotiations, new market development, new product introduction, product development, product launch, product lifecycle management, product line rationalization, promotions, profit growth, public speaking, revenue growth, sales closing, sales forecasting, sales training, solutions selling, tactical market planning, team building, trend analysis, product specifications, pull through sales. |
