Account Manager - Electrical & Lighting Equipment Specialist
Greater Atlanta Area
Wholesale Electrical | Manufacturing | Manufacturers Rep
Tom Zaccaro's Overview
Southern Division Account Manager – Electrical Division at The Home Depot - Corporate
Outside Sales Engineer at City Electric Supply
Outside Sales Engineer at World Electric Supply - a Sonepar Company
Business Development Director at Rahway Electric Supply
Tom Zaccaro's Summary
Sales Account Manager with continual advancement, a depth of valuable and diversified leadership experience with commercial, industrial and residential electrical equipment and supplies, and consistent achievements in driving innovative, cost effective sales and marketing strategies, programs and initiatives that produce dynamic business results. Directs all aspects of the sales process, establishing channel and business partner relationships and negotiations. Organized planner with exceptional capability in managing multiple concurrently running tasks. Tenacity to do what it takes to get the job done and cool under pressure. Effective communicator, negotiator and decision maker. Trustworthy, highly respected and interfaces positively and professionally at all levels.
•Switchgear •Generators •Uninterruptable Power
•Lighting •Controls •Wire & Cable
•Electrical •Energy •Building Products
•EPAct •Visual Pro •COMPAS
•Eclipse •SPEEDI •Bid Man
Tom Zaccaro's Experience
Southern Division Account Manager – Electrical Division
The Home Depot - Corporate
Public Company; 10,001+ employees; HD; Retail industry
March 2011 – May 2013 (2 years 3 months) Greater Atlanta Area - Regional/Divisional
Provided leadership of PRO business within designated regional sales territory, consisting of 6 regions and 16 states. Drove commercial, industrial and residential electrical/lighting/MRO sales growth and profitability through major enterprise account relationships. Coordinated and attended local, state and national electrical trade shows and events.
•Prepared project level lighting and switchgear quotations from construction drawings using Siemens COMPAS and GE’s SPEEDI. Value engineered over budget packages.
•Monitored key performance indicators for assigned professional electrical customers, meeting or exceeding financial performance by working with the Regional Pro Sales Director and other divisional / regional / district and store leadership.
•Drove incremental electrical sales growth by cultivating business relationships with assigned customer portfolio of key accounts for southern division using PEERS World Class Selling training.
•Utilized Salesforce.com to plan future sales call activity and manage ongoing customer communications.
•Increased sales growth $2.3M in one half; 28.8% vPlan / Comp 30.7% vLy%. Increased sales from $22M to $28M in 18 months by targeting, penetrating, and growing major account business from 30 to 52 accounts.
•Recognized for building and managing the largest electrical portfolio in the HD PRO organization.
•Developed, utilized and led team of 40 Pro Desk Associates through efficient training.
•Acknowledged as #1 Sales Rep in organization with single ticket sales records between $800K and $1.3M and profits, exceeding $2M annually.
Outside Sales Engineer
City Electric Supply
Privately Held; 5001-10,000 employees; Electrical/Electronic Manufacturing industry
September 2010 – May 2011 (9 months) Greater Atlanta Area
Called on existing and potential clients identifying current or prospective needs and providing information about company’s commercial and industrial electrical and lighting products / services including, demonstrations and quotations.
•Worked closely with customers to manage medium and large electrical/lighting projects, coordinating and gathering paperwork, waivers / approvals, job starts and marked up submittals, ensuring project ran smoothly from start to finish without problems.
•Prepared project level lighting and switchgear quotations from construction drawings using Siemens COMPAS and Eaton’s BIDMAN. Value engineered over budget packages.
•Entered job bids in IMS and converted to purchase orders and customer acknowledgements, guaranteeing material was ordered error free and delivered on time.
•Prepared submittal and re-submittal packages for architectural / engineering approval, ensuring material was ordered correctly and approved by architects and engineers
Outside Sales Engineer
World Electric Supply - a Sonepar Company
Privately Held; 10,001+ employees; Electrical/Electronic Manufacturing industry
March 2007 – May 2011 (4 years 3 months) Greater Atlanta Area
Managed assigned territory by maintaining, building, and creating relationships with existing electrical account partners and end users. Provided daily and strategic direction for sales activities. Worked closely with customers / channel partners to manage medium / large electrical and lighting projects. Entered Master Job Bids in Eclipse and converted to purchase orders and customer acknowledgements. Expedited change orders, material returns and POD’s. Prepared O&M packages. Established customer pricing matrix and commodity wire contracts. Influenced purchasing and operational decisions.
•Ensured new and repeat business through sourcing and building upon existing accounts.
•Created energy audits and prepared proposals and made presentations to meet all needs relative to the lighting provisions of EPAct 2005 Commercial Building Tax Deductions.
•Prepared project level lighting and switchgear quotations from construction drawings using Siemens SPACE and COMPAS. Value engineered over budget packages.
Business Development Director
Rahway Electric Supply
September 1998 – March 2007 (8 years 7 months) New Jersey
Business Development Director 2004 – 2007
Researched and analyzed business opportunities consistent with long range and strategic plans. Evaluated projects through financial feasibility studies, market research, and planning.
•Promoted sales approach, contributing to increased profitable revenues.
•Differentiated the organization from competitors and increased incremental sales.
Director, Purchasing 2000 – 2004
Established and maintained measurable performance metrics for all levels of purchasing and materials activities including, supplier performance, supplier quality, internal order placement performance, buyer activity levels, and material shortage elimination.
Director, Quotations and Project Management 1998 – 2000
Led pricing quotation and project management needs of sales agents.
•Handled day-to-day quote and project management activities, ensuring consistent, competitive, and profitable pricing positioning of organization’s products in support of ongoing sales efforts.
•Prepared project level lighting and switchgear quotations from construction drawings using Siemens SPACE. Value engineered over budget packages.
Tom Zaccaro's Skills & Expertise
Tom Zaccaro's Education
Certified Relocation Professional (CRP), Human Resources Management and Services
2000 – 2003
Extensive variety of expertise in corporate human relations, corporate relocation policy, appraising, residential real estate, and tax and legal issues.
Tom Zaccaro's Additional Information
Continuing Education, Profesional Networking, Travel, Golfing, Camping, Boating, Martial Arts
Groups and Associations:
National Association of Electrical Distributors (NAED). Independent Electrical Contractors (IEC). National Assoctiation of Realtors (NAR). Georgia Association of Realtors (GAR). Atlanta Board of Realtors (ABOR). Children’s Miracle Network (CMN). Georgia Real Estate Investors Association (GAREIA). Employee Relocation Council (ERC). Residential Sales Council (RSC). University Of Alabama (UAB). Georgia State University (GSU). Habitat for Humanity
Egret Consulting Group
Electric Utility Professionals
Electrical Wholesaling magazine
Energy Service Contracting
Energy Service Performance Contracts (ESPC) Executive Suite
Independent Electrical Contractors (IEC)
Linked:Energy (Energy industry expertise)
National Electrical Manufacturers Representatives Association
National Fire Protection Association
On Startups - The Community For Entrepreneurs
Solar Energy Professionals - PV & Thermal
Solid State Lighting
Honors and Awards:
Earned coveted Hall of Fame & Platinum sales awards and CRS & CRP designations.
Contact Tom for: Downloadable Resume
getting back in touch
World Electric Supply - Tom Zaccaro, Account Manager
Partnering with this generations Electrical Contractors
Your Solutions Manager
Now - YOU have a friend in the Electrical Business!!
Finding More Ways To Help You Make More Money!
Solar Seminars Forming Soon!
Lighting Retrofit Rebate & Incentive Consultation
Tom Zaccaro - Account Manager
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It's true - I'm infatuated with the Grid!
Regional Sales Management
Regional Sales Development
Profit & Loss
Electrical Plans & Specs
Wire & Cable
Key Account Management
Variable Frequency Drives
ability customer region products distribution engineer experience sales supports salesforce
account develop business effective precise excellent industry knowledge manager position relationships required responsible role skills team technical work electrical market reliable lighting competative
Pleased To Announce
My appointment as Account Manager with Global Industrial, a subsidiary of Systemax Inc., a Fortune 1000 company, is recognized by customers and vendors alike as the leading direct marketer of industrial equipment. Please browse our 850,000 + products.
Primary Products I specialize In
Wire and cable
Poles and hardware
MRO products and consumables
Value-Added Solutions and Services
Wire and cable cut to length
Smart grid solutions
Storeroom and job trailer management
Customer warehouse management
Job site delivery
Integrated supply and outsourcing
Advanced material handling and logistics
Generation outage management
Packaging for substation and transmission
Tool application and repair
Product safety training seminars
Some of my recent projects
Tom good job! I think we'll be in good shape!! I’ll keep you informed!!
I really appreciate your help yesterday! Of the 3 dealers I spoke to yesterday you were the "only" one that put all the pieces together and it made sense!! All I got from the other dealers is " this is not a correct part number"…when actually it was!
Tom is on Fire!!
Great week sir.
Regional Pro Sales Manager
The Home Depot
243K in the bank!
Divisional Pro Director
I don't know how you did this in such a short amout of time, but no other salesman that I have ever delt with has been able to get both gear and lighting in such a short amount of time! I owe you lunch and thank you so much.
I’m goanna hug his neck.
World Electric Supply
From: M, Wayne
Sent: Monday, March 23, 2009 6:50 PM
To: C., Dick; O., Bill (World Electric)
Subject: Tom Zaccaro
Believe it or not, our boy Tom is going to break 20k gp this month. He is going to be a really good salesman. What a nice surprise.
Georgia Area Manager
Our thanks to Tom Zaccaro - Quotations in Kennesaw for finding this solution to a big problem.
World Electric Supply
Thanks Tom, please let me know when they will be shipped.
Finally we got to the right person to make this happen.
R4 Resources for Facilities, Inc.
Thanks to Tom getting some feedback on a quote he did recently, I’ve been able to beat up on Unistrut a little bit and they have lowered
our into stock pricing for strut. Tom got a hard copy of his competitor’s quote which always provides good ammunition.
For example P4100T-10PG was $109.93, it’s now $85.50 (-23%). Fittings & straps stay the same.
New pricing should be loaded into Eclipse in a couple of days.
World Electric Supply-Atlanta a Sonepar USA company