Michael Caponigri
Addison
Summary
Results-driven Account Executive experienced in driving sales initiatives and developing strategic partnerships. Achieved revenue growth and high client retention through effective pipeline management and new business planning. Delivered client satisfaction by exceeding sales quotas and training sales team members on best practices.
Overview
16
16
years of professional experience
Work History
Account Executive
Farmer Bros Coffee Co
Northlake, IL
06.2024 - Current
- Exceeded sales targets consistently by identifying new business opportunities and creating customized solutions for clients.
- Managed account portfolios, ensuring timely follow-up on proposals and contract renewals.
- Developed and maintained strong client relationships to enhance customer satisfaction and retention.
- Delivered informative presentations to potential clients, showcasing the unique value of products or services offered.
- Led negotiations, securing deals that aligned with both client expectations and company goals.
- Collaborated with cross-functional teams to execute marketing strategies and drive sales initiatives.
- Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.
- Conducted market research to identify trends, competitor strategies, and customer needs for informed decision-making.
- Assisted in the onboarding process for new clients, ensuring a smooth transition into the company''s roster of accounts.
Business Development Manager
Farmer Bros Coffee Co
Northlake, IL
03.2018 - 06.2024
- Developed strategic partnerships to enhance market penetration and revenue growth.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Led cross-functional teams in executing innovative sales strategies to drive product adoption.
- Analyzed market trends and customer feedback to identify new business opportunities.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Delivered compelling sales presentations to prospective clients, highlighting the unique value proposition of our products and services.
- Implemented CRM systems to streamline client management and improve communication efficiency.
- Represented company and promoted products at conferences and industry events.
District Sales Associate
Farmer Bros Coffee Co
Northlake, IL
01.2013 - 02.2018
- Delivered exceptional customer service, fostering positive relationships with clients and enhancing brand loyalty through regular in-person visits with top customers to proactively address retention issues.
- Acquired in-depth product knowledge to effectively communicate features and benefits to customers, leading to increased sales opportunities.
- Provided route optimization to the team by working closely with the RSRs on customer retention, sales growth and operating a route at an efficient level.
- Resolved customer inquiries and complaints swiftly, ensuring satisfaction and encouraging repeat business.
- Assisted in inventory management by tracking stock levels at the branch and truck level ensuring maximum profitability for the company.
- Managed the inventory process for all incoming and outgoing equipment at the branch level.
Route Sales Representative
Farmer Bros Coffee Co
Northlake, IL
03.2010 - 02.2013
- Implemented efficient routing plans to maximize delivery schedules and minimize delays.
- Delivered products and shared up-to-date market trends while performing quality checks on customer equipment to maintain optimal program performance.
- Developed customer relationships to enhance satisfaction and drive repeat business, maximizing growth potential at each account.
- Increased revenues through upselling and cross-selling products to both new and existing customers.
- Maintained positive relationships with customers using good communication and follow-through abilities.
- Resolved customer inquiries and issues promptly, ensuring positive client experiences and loyalty.
- Conducted regular inventory checks to optimize stock levels and help the customers manage inventory control
Education
High School Diploma -
Addison Trail
Addison05-2000
Business Management
College of DuPage
Glen Ellyn, ILSkills
- Strategic selling
- New business opportunities
- Sales forecasting
- Sales quota achievement
- Account retention
- Business development
- Pipeline management
- Customer relationship building
- Client engagement
- Customer presentations
- Cold calling
Accomplishments
Top selling RSR in the Chicago market by penetrating existing business as well as selling new accounts
Led several sales driven trainings at the national, regional and local company level.
Top regional sales performer over several years in multiple positions within the company.
Hold a very high retention rate with existing customers, most recently saving a group with $750,000 NSV but utilizing market knowledge and having outstanding customer relationships.
Timeline
Account Executive
Farmer Bros Coffee Co
06.2024 - Current
Business Development Manager
Farmer Bros Coffee Co
03.2018 - 06.2024
District Sales Associate
Farmer Bros Coffee Co
01.2013 - 02.2018
Route Sales Representative
Farmer Bros Coffee Co
03.2010 - 02.2013
Business Management
College of DuPage
High School Diploma -
Addison Trail