Brian O'Donnell

Captain
DISC Type : DS

Director at Sonepar USA

Kansas City Metropolitan Area, United States

Overview

Brian O’Donnell is a results-driven sales executive with 20 years of experience in the manufacturing and industrial sectors, specializing in go-to-market strategy and scaling organizations. His career is marked by achieving up to 45% year-over-year growth. He holds an MS in Engineering Management from the University of Kansas.

Brian actively engages with his professional network, particularly within the Kansas City community, by sharing opportunities and resources. Colleagues and partners describe him as an innovative, creative, and driven leader who thinks outside the box to achieve aggressive growth targets and develop his teams.

He holds a patent for a reclosable cardboard package, a design he conceptualized and built at home using an exacto knife and tape.

Personality Overview

Long-Term Thinker

Decisive But Calm

Consummate Professional

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Go-to-Market Strategy
His professional focus is on fixing and scaling go-to-market models for organizations ranging from $20M to $400M, a theme central to his career.
Industrial Sales
With over two decades of experience in manufacturing and roles at industrial distributors, this sector represents his core area of expertise and career focus.
High-Performance Teams
He has a history of leading teams of up to 70 employees, coaching account managers, and creating a culture of achievement that exceeds performance benchmarks.

Media Appearances

Brian has no verified media appearances

Work History

12-2025
Director at Sonepar USA
10-2024 - 8-2025
Vice President of Sales and Marketing at Scheuch North America
1-2023 - 10-2024
Vice President at linqd.
4-2021 - 12-2022
Account Director at linqd.
11-2018 - 3-2021
Area Sales Manager - Industrial and Datacom; Kansas & Missouri Area at Border States

Education

MS from University of Kansas – Engineering Management
Computer Engineering BS - MU from University of Missouri-Columbia

More Information

Social Presence :

Prographics :

Exp : 8 Location : Kansas City Metropolitan Area, United States Job Level : Mid-senior Designation : Director at Sonepar USA
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Focus on the results that your product produces, expect some strategic questions in return
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Brian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Brian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Brian

Personality Compatibility


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