Michael Marziale Email & Phone Number

Woodstock, Ga, Us

Galt, Ca, Us

Atlanta, Georgia, Us

• Assumed primary leadership and coordination role in the development of the annual sales budget and financial plan for the Foodservice Division. Worked with a cross-functional team to integrate and cross-reference inputs from Sales, Finance, Operations, Demand Planning, Pricing, and IT to produce a unified annual plan. Created analytics and KPI’s based around annual plan to use as performance metrics throughout the year.• Partnered with Sales, Pricing, and Financial Leadership to manage and mitigate the impact of raw materials and labor inflation on divisional profitability. Helped to drive divisional improvements, process change, and pricing and market strategy improvements that resulted in a year over year Operating EBITDA % improvement of 586 basis points and year-over-year EBITDA increase of $70MM.• Managed Month-End and Year-End divisional financial reporting responsibilities, including Month-over-Month, Year-over-Year, and Actual vs Plan waterfall development. Coordinated inputs from Controllers at seven manufacturing sites to develop and present month-end financial results to senior divisional leadership.• Received 2022 President's Award for Continuous Improvement for driving YoY price achievement and EBITDA improvement.

Atlanta, Georgia, Us

• Worked as part of a multi-departmental team to develop and implement a new company wide CPQ system, with a focus on improved pricing controls and reduced margin leakage.• Tasked with becoming the SME and primary profitability resource for Foodservice, a $1B division. Developed new financial analysis and reporting tools that improved margin visibility across the division and facilitated integration of Foodservice into the core Americas Converting business. • Created profitability and PVM analysis tools that were used to track and assess profitability changes across major customers and product lines. Employed these tools to perform analytics on existing and new product lines, illuminating multiple instances of margin depletion in excess of $2MM.

Charlotte, Nc, Us

• Partnered with Pricing and Contract Analysts to improve profitability modelling tools. Gathered requirements, identified bottle necks and opportunities for improvement, and reduced turn around time by adding Excel macros to automate repetitive processes.• Developed a process for and participated in a review of existing pricing contracts. Evaluated ongoing billing practices and pricing actions against contractual commitments to define and correct errors and compliance issues. Oversaw implementation of remediation actions, including building customer communication documentation and meeting with sales team members to explain and aid with the project• Partnered with the Proposal Management team to develop a SharePoint solution to track internal flow of RFP responses, remove lag time, and track approvals and edits to comply with audit findings. Gathered specifications from internal customers and SMEs, developed the site, oversaw testing, and conducted training on the new process. This project led to similar deployments with two other teams.

Conyers, Ga, Us

Pricing Manager responsible for the Specialty Products division of HillPhoenix. Set pricing policies for the division and oversaw a team of 15 employees.• Performed product line and customer profitability reviews to identify opportunities for profitability improvement. Made recommendations for internal efficiency improvement and external price gain targets.• Oversaw a team of 15 employees, coached employees through weak points and areas of improvement, and set margin and price targets for the team. Held final review of large scale or low margin strategic opportunities.• Developed Quick Quote tool for the Small Format market segment to allow for quoting of narrowed product selection in the field by outside sales reps. Initiative allowed us to be more responsive to our customers, and led to increased sales and decreased quote time.• Responsible for weekly and monthly financial review and reporting. Provided reports to upper management for monthly and quarterly strategic planning. • Helped develop 2018 AOP. Responsible for defining key positions for price and profitability improvement to hit price improvement goals for 2018.

Norcross, Georgia, Us

Senior Pricing analyst responsible for national and market based pricing strategy for the Building Materials & Fasteners and Commodities categories.• Performed market and profitability analysis to determine pricing strategy within my categories to drive sales growth and margin improvement• Worked closely with Category Management, Sales Leadership, and Data Management to improve pricing processes, system pricing, and price execution.• Heavily involved in matrix pricing initiative. Created matrix templates, customized matrix strategy for individual accounts, and worked with sales leadership to implement matrix pricing in their markets.• Designed and implemented a new report and meeting process to increase sales leadership involvement in commodity pricing and review process, in order to improve market pricing strategy and increase market share and gross margin.• Worked with Category Management to evaluate the value of our strategic partnerships with one of our largest suppliers relative to other competing products. Performed market and profitability analysis that was used to aid in decision making and supplier contract negotiations to ensure optimal cost positioning and mix in this segment.• Performed market, price, and cost analysis for a major product line launch and deployment. Decision was made to change suppliers and product lines based on this analysis. New product was launched and resulted in increased profitability of product line and segment, with no loss of sales or customer base.

Pricing analyst responsible for all program and opportunity based pricing in the Northwest, Southwest, Processor, and National Accounts Regions of the United States across all grade levels and product offerings.• Performed market and competitive analysis to determine pricing strategy within the market in order to ensure maximum profitability and drive margin growth.• Worked closely with the manufacturing division to maximize run and machine efficiency while meeting customers’ needs in a timely fashion.• Conducted training session with internal and external sales staff to familiar them with our products and internal processes. • Interfaced with internal and external sales reps to interpret customer needs, make product and bundling recommendations, and guide negotiation strategies to optimize pricing and profitability. • Worked with Pricing and Manufacturing management to redevelop pricing tools and calculations to capture previously overlooked waste in the manufacturing process, which resulted in increased profitability and more accurate cost analysis at two manufacturing facilities within first sixty days of employment. • Assumed responsibility for managing and redesigning quote communications tools. Implemented improvements which allowed for easier and faster completion by sales reps, and decreased quote errors due to miscommunicated or inaccurate quote requests. • Restructured and standardized internal cost analysis tools and developed an RFP summation tool that significantly reduced man hours required to develop costing and bids for large RFP projects.

Miamisburg, Ohio, Us

·• Oversaw all program and opportunity based pricing in the Southeastern United States across all grade levels and product offerings. Currently overseeing all program and opportunity based pricing in the Central United States across all grade levels and product offerings.• Joint oversight of all program and opportunity based pricing in all export markets across all grade levels and product offerings, shared with one other analyst.• Managed a dynamic database to track and report on controlled access accounts. Tracked and managed changes to account list, reported out to sales and pricing management on order quantities, regularities, and fluctuations, and made recommendations on accounts’ status. Oversaw design and transition of controlled account tracking into Salesforce.com, and trained sales, pricing and customer service teams in the function and use of controlled accounts in Salesforce.com• Performed market and competitive analyses to determine appropriate price point positioning within the market and relative to competitors’ offerings and capabilities in order to ensure maximum profitability.• Managed a weekly scorecard on individual target opportunities, tracked the win/lose rate, and distributed opportunity report to sales staff and senior sales management with relevant recommendations, which provided greater visibility of current marketplace trends and activities.• Managed a monthly report on proposal activity, calculated and reported out on success rate, both overall and separated into various product and regional segments. Reported out to pricing management, which was used to determine price sensitivity in the marketplace and gauge the competitiveness of our pricing strategy against our competition.

· Recruited and selected as one of three initial Sales Representatives to drive expansion into the Southeastern United Sates.· Secured first sale in the Southeastern Division and maintained a closure rate around 5% on cold calls.· Maintained top ranked sales position in the Southeastern Division for 85% of my tenure with the firm.

· Initially started with projects valued at approximately $300M, expanded my responsibilities to include multiple projects in multiple neighborhoods with projects individually valued between $600M - $850M within first year of employment.· Created, communicated, and oversaw the execution of schedules for multiple simultaneous projects to guarantee completion to meet strict deadlines.· Interfaced with existing homeowners to evaluate and remedy any warranty related work on the properties while ensuring positive homeowner relations and client satisfaction.

· Entered cross functional MAST sales training program in Mechanicsburg, PA. Promoted to permanent inside sales position in Huntsville, AL within six months.· Managed individual job orders for ongoing customers from bid composition through order delivery to guarantee compliance with job requirements and deadlines while achieving exceptional customer service. · Developed consumer and business focused promotional pieces to promote new product offerings and increase showroom draw.