Ed Santorella

Observer
DISC Type : ic

Technical Sales Representative at Chem-Materials Company

Atlanta Metropolitan Area, United States

Overview

Ed is a seasoned business professional with over 30 years of experience in marketing, technical, and business management roles. A graduate of Ramapo College of New Jersey, he has a strong track record in global business environments and excels at delivering results consistent with aggressive objectives.

Ed has a deep entrepreneurial background, having founded Res-Tek Incorporated, a successful resinous flooring manufacturing company. He personally formulated the entire product line and developed the business plan before divesting his ownership interest.

Personality Overview

Curious

Example Seeker

Value Driven

They often ask many questions and rely heavily on information and documentation.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Entrepreneurial Ventures
He founded and co-owned Res-Tek Incorporated, a resinous flooring manufacturing company, where he formulated the entire product line and developed the aggressive business plan.
Chemical Product Development
He established a formal product development process at Eckart America and led a team of PhD formulators at BioLab Inc. , developing innovative products.
Intellectual Property
Received accolades for technical contributions at Eckart America that became proprietary intellectual property, increasing annual revenue by $6MM.

Media Appearances

Ed has no verified media appearances

Work History

7-2019
Technical Sales Representative at Chem-Materials Company
11-2012 - 5-2019
Director, Pool, Spa & Household Product Development at BioLab Inc. / KIK Custom Products
12-2010 - 11-2012
Technical Director at Eckart America Corporation
12-2001 - 11-2010
Founder / Co-Owner at Res-Tek Incorporated
1-1983 - 12-2001
Business Director, Chemical Catalyst at Degussa Corporation (now, Evonik)

Education

Bachelor's degree from Ramapo College of New Jersey
Certificate from Inlingua Language School

More Information

Social Presence :

Prographics :

Exp : 42 Location : Atlanta Metropolitan Area, United States Job Level : Junior Designation : Technical Sales Representative at Chem-Materials Company
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Insights For Selling To Ed

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Be prepared for a lot of questions, answer them objectively
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ed is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Ed

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Ed move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Ed take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Ed

Personality Compatibility


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