1. Richard DeFilippis
1738 Victorian Way Eugene, Or (541) 870-6675
www.linkedin.com/in/richarddefilippis / goducks20002001@yahoo.com
I have 15 year’s inside/outside business to business sales and Management experience with fortune 50-
500 companies such as Wells Fargo, UPS, and Symantec, Inc. Proficient with Oracle, SalesForce and
other CRM platforms. Expert level in complex, short, mid and long term sales cycles. Sold to small
businesses up to C level leaders. I have worked out of both my home office and local sales offices. My
outside sales territory consisted of the Oregon/Washington. My inside territory has consisted of Europe,
Asia and the U.S. I have been a consistent top Sales and Service award winner in each of my positions of
employment.
Millennium, Inc. Aug 2015-May 2016
Regional Account Manager
• Sold conduit, pedestals, Aerial hardware, testing and splicing equipment, Wire and cable to
Contractors, Cable Companies, Telco’s, Distributors, Sate, PUD, city and government agencies.
• 99% of my time was focused on bringing in new clients through cold calling, targeted planning
and utilizing specific resources, such as the “The Blue Book”, the web, networking through other
contractors, meeting with local associations in each city and state
• Set up 10 in person meetings, completed a minimum of 5 proposals, 75-100 phone calls and
close 2 new accounts per week.
• Logged each sales and service call, including appointments, proposals, and product searches
into NetSuite and Outlook.
• Met Bi-Monthly/Monthly with Electrical Manufacturers, Electrical Manufacture Representatives
and clients for new or existing product demonstrations and training.
• Was on pace to increase revenue from 399k in 2015 to 1.5M in 2016 without the assistance
of a local or regional warehouse.
Called on customers with up to 50M in sales.
Jani-King
Account Manager April 2015-July 2015
• Called on new commercial accounts in Western Oregon, resourcing local chambers, business
groups, business publications, trade magazines, the web, existing accounts, phone calls and in
person visit’s.
• Set and scheduled appointments, uncovered existing and future business needs using SPIN
and BASHO techniques, drew up and presented proposals, negotiated
contracts/agreements/terms, ongoing product training and in person demonstration’s
• Averaged 200 phone calls, 100 in person cold calls, 5 in person demo’s, 2 contract closes per
week.
• Increased business/sales by 300% in 4 months.
Symantec, Inc.
ITAR (Territory Manager) May 2012-Oct 2014
• FY 15Q2 Sales Rep of the Quarter • FY15 Q1 Sales Rep of the Quarter.
• FY14 Q4 Sales Rep of the Quarter.
• 20-30 daily outbound sales calls to top 1000 customers and partners (both cold and warm
calls).
• Daily management of Salesforce, Heat map, Oracle, Outlook and other sales tracking (CRM)
platforms.
• Performed weekly/daily Webinar sales demonstrations with Symantec engineers and
customers.
• Proposal creation, presentation, negotiation and sales close.
• Daily sales upsell/cross-sell and funnel creation via SPIN and BASHO solution selling.
• Sold Backup Exec, Storage, Enterprise Vault, Bundled Solutions, DLP, Encryption and Cloud
2. solutions to customers with up to 500M in annual Sales.
ADT Inc. Sept 2011-May 2012
Commercial Account Manager
• Managed client base (400+ customers)
• Uncovered, developed and closed new business via B2b cold calling, Phone sales, SPIN sales
process, business review, scalability, and ROI analysis.
• Worked closely with Technicians and other internal partners to ensure sales, customer service
and follow up of existing and new business happened on a regular basis.
• Called 100+non customers weekly by phone. Met daily with 6-8 existing customers.
• Presented proposals to key decision makers, such as C-level executives, Comptrollers, IT
personnel and Managers.
• Negotiated contracts up to 100k.
Key Bank
Assistant Branch Manager Jan2009-July 2010
• Completed and recorded daily/weekly/monthly sales calls and cold calls to high value book of
business/clients via daily, targeted calls.
• Sold, cross sold and up sold high dollar lending and investment products, including Checking and
Savings products, Credit Cards, Personal and Home Equity Loans/lines, Business/Commercial banking
products,
• Sold home and commercial Mortgages and personal and business online banking
solutions.
• Closed loans/lines up to 1Million dollars.
• Top 5% Assistant Managers in sales of total banking products and solutions.
• Finished #1 in customer service for Veneta Branch out of 65 branches.
Diebold, Inc.
Account Manager Jan 2007- June 2008
• Managed portfolio (550 Accounts) of financial institutions with assets of 100M-8B through up-selling,
cold calling and superior customer service.
• Sales and service of electronics/security, cash management /handling, ATM’s, cash dispensers, vaults,
VAT’s and software solutions to align with financial institutions sales and service strategy.
• Solution selling and presentations to C level, AVP, VP, IT personnel and key decision makers within
each Financial Institution.
• Forecasted goals/sales within assigned territory. Trained Department heads, Managers, Supervisors,
internal and external business partners on implementation of new products and service offerings.
• Assisted customers streamlining their forecasting, sales, expenses, cash management, and cash flow
via Diebold software solutions.
• Increased revenue of assigned sales area from 300k in annual sales to 1Million in annual sales in one
year.
United Parcel Service Jan 2000-June 2006
Account Executive
• Managed book of business for 300 plus clients.
• 60/40 mix of growing new business and up-selling existing base.
• President circle award winner for top 1% of Sales Reps in the US.
• Finished 7 of 7 years at 100% to plan.
• Called on new commercial clients throughout the Willamette Valley and Southern Oregon (including
the coastal region).
• 100 phone calls, 30 in person visits and 3 closes a week (required)
