Michael Desiderato
Montreal,Quebec
Summary
Motivating National Sales Manager with over 14 years of experience coaching and building sales teams to reach performance goals. Focused, organized and committed to fostering high-productivity and morale.
Overview
17
17
years of professional experience
1
1
Certification
Work History
National Sales Manager, Established Accounts, IAEN Canada
ABB Inc.
09.2022 - Current
- Currently leading ABB PAEN Canada's Account Management team for Established accounts, managing an estimated sales territory worth $70 million CAD.
- Facilitated the negotiation and closure of agreements with major customers, while also monitoring and analyzing performance metrics.
- Provide guidance and oversight for annual account planning activities, while also monitoring the Account Management team's performance to promptly identify and address any missed targets
- Participate actively in strategic contract discussions and negotiations with customers and their teams to ensure ABB maintains a highly profitable and low-risk position.
Central and Eastern Sales Manager, PAEN Canada
ABB Inc.
01.2020 - 09.2022
- Rebuild and maintain Central and Eastern Canada's ABB IAEN Account Management team.
- Grew the assigned territory to an average $35-$40 MCAD territory
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Develop territory sales strategies and oversee their deployment across the industries in the region to assure profitable growth
- Support the negotiation and closure of all high visibility “must win” pursuits
- Maintain Best Sales Practices to meet and exceed the HUB and Divisional objectives.
National Sales Manager, IAPG Service Canada
ABB Inc.
07.2015 - 12.2019
- Head up the Canadian IAPG Sales of ABB’s automation and electrification services for Power Generation and Wastewater treatment facilities
- Coach and lead a team of highly skilled account managers located across Canada
- Lead, negotiate and close high profile “must win” sales pursuits to closure
- Development and execution of country wide sales strategies
- Conduct proposal and risk reviews to insure successful and profitable projects
- Maintain Best Sales Practices to meet and exceed the Divisional objectives.
- Attended events, training seminars, and manufacturer product showcases.
Business Development Manager, Mining Industries, Eastern Canada
ABB Inc.
05.2012 - 07.2015
- Responsible for the growth of ABB’s Eastern Canada mines and minerals industry
- Formulate and offer tailored solutions to overcome the Canadian mining industry challenges
- Grow Eastern Canada’s installed base for mining.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers. Territory growth from $2.2M to $6.4M
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
Director, Asset Management
UTILICASE Inc.
12.2010 - 05.2012
- Managed the profit and loss (P&L) for UTILICASE’s asset management business unit.
- Cultivated high-performing teams through mentorship, guidance, and opportunities for professional growth.
- Fostered team collaboration via consistent communication, goal setting, and performance evaluations.
- Formulated business development and sales strategies for UTILICASE's Asset Management services.
- Expanded and maintained an international customer base.
- Oversaw the review and management of all contracts relevant to the Business Unit.
- Presented and negotiated technical and commercial proposals.
- Supervised a team comprising sales engineers and software integrators.
- Manage a team of sales engineers and software integrators.
Global Business Development, Polysilicon Power Supplies
ABB Inc.
06.2008 - 12.2010
- Conduct market studies (Demand Order Estimates) across Asian, European, and North American markets.
- Establish a new customer base and cultivate relationships with OEMs and EPCs.
- Actively pursue both new and existing customer inquiries.
- Develop tailored solutions that align with customer requirements and specifications.
- Lead the bid preparation process, from technical solution to commercial offer.
- Deliver presentations and negotiate all technical and commercial proposals.
Project Manager, Power Electronics
ABB
11.2007 - 06.2008
- Responsible for preparing, planning, and executing projects in accordance with negotiated contracts.
- Ensure timely and satisfactory delivery while managing customer expectations.
- Collaborate with Management, Sales, Engineering, and other departments to achieve objectives.
- Successfully managed multiple projects simultaneously by prioritizing tasks according to urgency, resource availability, and alignment with organizational goals.
Education
Négocier I: art et technique -
École de technologie supérieure (ETS)
Négocier II: la négociation raisonnée -
École de technologie supérieure (ETS)
Comprehensive Project Management Certificate -
McGill University
11.2007
Bachelor of Science - Telecommunications (RF Design, Antenna Theory design, Mobile communication systems and TCP/IP Architecture.)
Concordia University
Montreal, QC06.2006
GED -
Dawson College
06.1999
Skills
- Strategic Planning and Sales Strategies Skills
- Sales Leadership and Coaching
- Business Development and Market Analysis
- Proficient in Negotiations at all levels
Accomplishments
- Achieved or exceeded all sales targets consistently every year since 2019.
- Recruited, trained, and sustained ABB's PAEN Account Management team in Eastern and Western Canada.
- Created and applied the Canadian PAEN Account Plan
Training
- Dale Carnegie Sales Manager Training (2022)
- Dale Carnegie Effective Communication Training (2021)
- ABB Effective Sales Manager Training (2020)
- ABB’s Sales Management Development Program (2017)
- Value Based Selling Certification (2013)
- ABB Risk Management (2010)
- ABB Leadership Training (2010)
- Work Place Electrical Safety (2009)
Languages
English
Native or Bilingual
French
Professional Working
Italian
Professional Working
Certification
École de technologie supérieure (ETS)
October 2008
· Négocier I: art et technique
· Négocier II: la négociation raisonnée
ABB Certification Programs
· Dale Carnegie Sales Manager Training (2022)
· Dale Carnegie Effective Communication Training (2021)
· ABB Effective Sales Manager Training (2020)
· ABB Sales Management Development Program (2017)
· Value Based Selling Certification (2013)
· ABB Risk Management (2010)
· ABB Leadership Training (2010)
· Work Place Electrical Safety (2009)
Timeline
National Sales Manager, Established Accounts, IAEN Canada
ABB Inc.
09.2022 - Current
Central and Eastern Sales Manager, PAEN Canada
ABB Inc.
01.2020 - 09.2022
National Sales Manager, IAPG Service Canada
ABB Inc.
07.2015 - 12.2019
Business Development Manager, Mining Industries, Eastern Canada
ABB Inc.
05.2012 - 07.2015
Director, Asset Management
UTILICASE Inc.
12.2010 - 05.2012
Global Business Development, Polysilicon Power Supplies
ABB Inc.
06.2008 - 12.2010
Project Manager, Power Electronics
ABB
11.2007 - 06.2008
Négocier I: art et technique -
École de technologie supérieure (ETS)
Négocier II: la négociation raisonnée -
École de technologie supérieure (ETS)
Comprehensive Project Management Certificate -
McGill University
Bachelor of Science - Telecommunications (RF Design, Antenna Theory design, Mobile communication systems and TCP/IP Architecture.)
Concordia University
GED -
Dawson College
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