Michael Denham

Energizer
DISC Type : I

Senior Manager, Purchasing at Pilot Flying J

Knoxville, Tennessee, United States

Overview

A results-driven executive with 25 years of experience in operations, product development, and strategic sourcing. Colleagues describe him as diligent, dedicated, and hardworking. A Lipscomb University graduate, he has a proven history of success in cost-reduction and has been repeatedly promoted for his performance at Pilot Flying J.

He successfully established and managed new manufacturing operations in both Chihuahua and Monterrey, Mexico, in a previous role.

Personality Overview

Big Picture Person

Imaginative

Believer

They are not always early adopters but can be pursuaded by leveraging strong relationships.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are always positive and upbeat, so take their promises with a pinch of salt.

Topics They Care About

Cost Reduction
His career summary highlights a proven history of success in cost-reduction initiatives within production and purchasing environments.
Product Development
He has extensive experience managing product development, once being solely responsible for over 25% of a previous company's revenue.
Strategic Sourcing
As Senior Manager of Purchasing, his focus is on sourcing and procurement, building on years of experience in buyer and supervisor roles.

Media Appearances

Michael has no verified media appearances

Work History

3-2017
Senior Manager, Purchasing at Pilot Flying J
6-2015 - 3-2017
Purchasing Supervisor at Pilot Flying J
6-2012 - 3-2017
Purchasing Buyer at Pilot Flying J
12-2001 - 6-2012
Manufacturing and Product Development at American Accessories International, LLC
5-1997 - 10-2001
Production Manager at Daugherty Manufacturing

Education

1991 - 1995
BS from Lipscomb University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Knoxville, Tennessee, United States Job Level : Middle Designation : Senior Manager, Purchasing at Pilot Flying J
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Talk anecdotally about the customer experience that your product offers
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Speak enthusiastically with energy, maintain a clear and confident tone

DONT's

  • Avoid overloading them with too much detail
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Michael

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Michael take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Michael

Personality Compatibility


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