Michael Perno Email & Phone Number

Doylestown, Pa, Us

Buffalo, New York, Us

Ames, Iowa, Us

• Obtained quota to assist in achieving $1M for Q2 2022 (first time in SLEd team history).• Moved quickly to close multiple deals which were stalled in the Northeast pipeline during 2021.• Obtained new business from Executive level buyers and influencers. Built relationships with target prospects and identified Workiva products that met customer needs to drive acquisition.• Developed strong partnerships with the State of Maryland and other State level entities. Created state-wide contracts to allow for ease of buy-in by local agencies and institutions. Directly integrated their reporting systems for increased productivity and data sharing.• Effectively determined unique State and Local procurement preferences to streamline the contract process in specific regions within the territory.• Strategized with the development team to target State level entities who need automated data gathering requirements across all agencies and component units.• Strategically established an overall territory plan and articulated actions required to win new business from existing clients and prospective buyers.• Increased revenue by managing successful sales campaigns with our partners, prospects, and customers. • Participated in RFx processes to ensure timely and accurate responses as necessary. Created RFx matrix which considers multiple factors for determining participation.• Worked closely with partners to scope robust statements of work (SOW) to be presented to prospective buyers.

Philadelphia, Pa, Us

In this role, I was responsible for managing the East Coast territory in order to improve pipeline and business volumes for the Public Sector (Higher Education, K-12, State, and Local) markets in the Eastern United States. I successfully managed and led the sales efforts and worked closely with the appropriate support personnel to oversee the sales process for specific opportunities. With strategic leadership, I prepared an overall territory plan and articulated discrete actions required to win new business. As a result, I increased the company’s revenue by managing successful sales campaigns with our partners’, prospects, and customers.Key achievements and responsibilities included:• Achieved 100%+ quota attainment from 2017 through 2021.• Possessed broad experience in Regional Sales Management while directing sales and developing various business operations to improve revenue growth. • Managed various regions across the U.S. territory in order to improve pipeline and business volumes for the Public Sector (State, Local, and Higher Education SLED) markets.• Closed and contracted with multiple University Systems, including the University System of Maryland and the University of Alabama System. These were the first systems to directly contract with ESM Solutions.• Experience working with and selling through ERP software such as Oracle, Ellucian, SAP Business One, and Microsoft Dynamics.• Provided exceptional customer service and ensured a high customer satisfaction rate while training and developing staff to improve productivity. • Delivered practical recommendations on enhancements and specific changes as well as consulted on the management of the office. • Managed strong relationships with all existing business and acted as a liaison for new business diligence, follow-up, and service support requests. Actively pursued prospective leads through phone calls and emails.

Philadelphia, Pa, Us

As a Software Implementation Consultant, I simultaneously coordinated four projects within 6 months and oversaw activities between the customer and ESM Solutions, including facilitation of kickoff meetings, conference calls, training sessions and other implementation meetings. I managed multiple project processes and actively engaged the customer in change management practices. With strong communication skills, I educated the customer on application capabilities, functionality, and overall integration of solutions within the customer environment. While developing an applicable project, technical, and training documentation, I created project-level reporting to internal departments and external customers. With technical expertise, I utilized software tools to ensure that the organization is delivering a scalable process to meet company demand.

Lake Success, Ny, Us

With strong communication and negotiation skills, I successfully built strong business relationships with all existing business and acted as a liaison for new business diligence, follow-up, and service support requests. Furthermore, I developed P&L cost analyses for potential start-up opportunities in Southeast Asia and abroad. Also, I traveled alongside the CEO to scheduled meetings with potential clients throughout the country and demonstrated excellent time management and organization skills. Being a proven leader, I successfully partnered with large distributors in the PA area, significantly increasing 2014 forecasted revenues. With strategic planning and guidance, I executed on various operational projects as well as developed boarding documentation, structured the customer service database, and rolled out new process implementation.

Us

I successfully achieved $2M in projected sales revenue for the second year since inception. Also, I executed sales training techniques and sales incentives programs across all regional teams to ensure smooth collaboration and excellent productivity. Another biggest achievement is the program implementation from the ground up by gathering industry data, vendor information, and customer feedback to determine the overall strategy and implementation of the Embroidery Advantage Program. With my expertise, I prepared the 8-page catalog of supplies and directed numerous marketing campaigns.Collaborated with AlphaBroder’s largest customers and successfully transitioned them to the program. Furthermore, I granted approval to expand the program nationwide through a strong business proposal presentation to the Executive Management team.

Us

With strong analytical skills, I successfully performed inventory management of $225M in an effort to maximize profitability while maintaining superior customer service levels. I defined inventory targets, forecasted customer demand, and determined the product-location assortment for 350K SKU-Locations across 17 distribution centers in the nationwide network. While providing analysis and participating in supplier incentive negotiations which secured over $65M in annual rebates, I significantly contributed to the organization's growth. Also, I developed and maintained transfer models that both optimally allocated scarce inventory and assisted in the reduction of excess inventory.I demonstrated technical expertise and actively utilized SQL Server, Excel modeling, and Visual Basic to automate various reports and repetitive tasks.

Performed quality audits on all vendors to ensure compliance with FDA regulations. These vendors included CorCell's processing laboratories, logistics providers, and cord blood kit manufacturers.Implemented corrective actions relating to vendor audits, monthly deviations, adverse reactions, and error reporting. Communicated these results to the board of directors on a monthly basis.Created and maintained SOP documentation according to FDA standards.Managed part-time personnel hours relating to data entry and customer service.Conducted training seminars to educate associates on newly established SOPs and kept up-to-date on FDA regulated training logs.Worked with Medical Lab Director to further knowledge on medical equipment and devices used in the cord blood collection industry.

In this role, I successfully led 30 associates within the Quality Assurance and Returns department while collaborating with the senior management on a daily basis to achieve key performance metrics and the organization’s goals and objectives. I improved effectiveness by establishing new process flows and incorporate teams to address multiple trailers. With keen attention to detail and strategic planning, I complied with all business standards and requirements, including safety, service, quality, and cost. I managed the set-up of QA packaging lab and increased productivity by enforcing associate accountability.With strong communication skills, I maintained vendor relations with 3PLs to assist in the completion of large inspections and re-work projects. I implemented new processes in the Returns department to ensure the receipt of returns merchandise in the ECDC. I demonstrated excellent time management, organization, and critical thinking abilities while completing all tasks in a timely manner.

San Francisco, Ca, Us

Examined current practices and recommended methods/system/structures to support cost effective practices. Implemented desired process changes and recognized superior results. Re-wrote and compiled up-to-date SOP's for the returns department to assist in associate training and development.Revamped the QA partials process and executed daily tasks in order to reduce the amount of product which was pulled from stock and cannibalized for customer requests. The implementation of these processes ultimately led to significant cost savings throughout the year.Worked with shop technicians to create a furniture repair training video. This video training module was used to cultivate repair technicians within the facility and further develop the skills of younger furniture technicians.Flew to Memphis at the completion of summer internship and presented results to upper level management.

New York, New York, Us

Monitored the key drivers in attaining management’s financial goals.Performed the Bi-Monthly Reporting Close Process accurately.Provided ad hoc analysis and reporting to support supply chain reporting needs.Increased technical knowledge of Crystal, Excel, SAP, and freight data tables.