Brian Dunne

Enthusiast
DISC Type : i

Sr. Director Equipment Services at Coca-Cola Consolidated

Annapolis, Maryland, United States

Overview

Brian Dunne is the Senior Director of Equipment Services at Coca-Cola Consolidated, leveraging extensive experience from various leadership roles within the Coca-Cola system. He has a strong background in sales capability and account management, and holds a Bachelors degree in Accounting from Virginia Techs Pamplin College of Business.

His long-standing career with Coca-Cola and his affiliation with his alma mater suggest a deep appreciation for brand loyalty and institutional connection. He has deep roots in the Mid-Atlantic region, having managed large teams and accounts across the Baltimore and Washington D. C. metropolitan area.

He has a proven track record of leading large teams, previously managing a unit of 110 employees responsible for all Coca-Cola equipment in the region.

Personality Overview

Non-Confrontational

Story Driven

Amiable & Agreeable

Unlike D or C types, they are convinced more by stories and testimonials.  They prefer to build relationships rather than staying totally transactional. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Equipment Services
His entire career focus has been on managing and leading equipment services, from a market unit director to his current senior director role.
Team Leadership
He has consistently held leadership roles with significant responsibility, including managing a team of 110 employees covering a major metropolitan market.
Sales Capability
Previously worked as a Sales Capability Manager, focusing on training, identifying skill gaps, and building sales initiatives for Coca-Cola's sales teams.

Media Appearances

Brian has no verified media appearances

Work History

5-2018
Sr. Director Equipment Services at Coca-Cola Consolidated
5-2016 - 4-2018
Market Unit Director - Equipment Services at Coca-Cola Consolidated
9-2012 - 4-2016
Market Unit Director – Equipment Services at The Coca-Cola Company
12-2010 - 8-2012
Sales Capability Manager at The Coca-Cola Company
5-2009 - 11-2010
Foodservice Account Executive at The Coca-Cola Company

Education

1988 - 1993
BS from Virginia Tech - Pamplin College of Business
1988 - 1993
Bachelor's Degree - Accounting from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 16 Location : Annapolis, Maryland, United States Job Level : Senior Designation : Sr. Director Equipment Services at Coca-Cola Consolidated
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Ask them how their day is going or exchange some other pleasantries
  • Invite them for a lunch or a drink/coffee
  • Maintain high, positive energy and convey confidence

DONT's

  • Avoid overloading them with too much information
  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Brian

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Brian take some risk or not?

  • They can take some low-probability risks if needed.

You And Brian

Personality Compatibility


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