Michael W. Wright, Sr.

Questioner
DISC Type : c

Account Manager at TH Hilson Company, Ravago Chemical NA

Olde West Chester, Ohio, United States

Overview

Michael is a top-performing Technical Account Executive specializing in specialty chemical raw materials for the CASE markets. He has a proven history of devising sales strategies that drive sustainable growth and leading cross-functional teams. Michael holds a BSBA in Business from West Virginia University.


He has completed specialized training in Sandler Selling Skills.

Personality Overview

Systematic

Value Seeker

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

CASE Markets
His career is dedicated to providing specialty chemicals to the Coatings, Adhesives, Sealants, and Elastomer (CASE) industries.
Waterborne Resins
His recent activity shows a strong focus on promoting cutting-edge waterborne resin technology as a solution for various development projects.
Green Chemistry
He shows an interest in sustainable solutions, referencing the importance of "GreenLEEDS designation" and promoting a "Think Green" approach to raw materials.

Media Appearances

Michael has no verified media appearances

Work History

4-2018 - 6-2024
Account Manager at TH Hilson Company, Ravago Chemical NA
4-2016 - 11-2017
Technical Sales Representative at L.V. Lomas
5-2013 - 11-2015
Technical Account Representative at GMZ, Inc.
2-2009 - 1-2013
Regional Sales Manager at Brandt Technologies, LLC
4-1996 - 2-2009
Sales Manager at D A Campbell and Company, Inc.

Education

1973 - 1979
BSBA-Business from West Virginia University

More Information

Social Presence :

Prographics :

Exp : 35 Location : Olde West Chester, Ohio, United States Job Level : N/A Designation : Account Manager at TH Hilson Company, Ravago Chemical NA
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Insights For Selling To Michael W.

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael W. is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Michael W.

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael W. move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael W. take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael W.

Personality Compatibility


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