Michael Yacullo

Examiner
DISC Type : sc

Senior Vice President Of Sales at Perrigo Company plc

Portage, Michigan, United States

Overview

Michael Yacullo is a commercial executive with over three decades of experience in the healthcare and consumer self-care industries. At Perrigo Company plc, he focuses on scaling revenue, expanding market share, and improving margin performance. He is an alumnus of Loyola Academy in Wilmette, IL.


He leads the commercial operations for Perrigo’s $3 billion Consumer Self-Care Americas business.

Personality Overview

Late Adopter

Overcautious

Process Oriented

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Commercial Leadership
Directs a team of 150 professionals across sales, operations, analytics, and pricing to drive growth and shape execution throughout North America.
Revenue & Margin Growth
Specializes in accelerating revenue and improving margin performance within organizations navigating transformation, consolidation, and performance pressure.
Consumer Self-Care
His career is centered on the consumer self-care sector, leading the commercial engine for one of the largest players in the Americas.

Media Appearances

Michael has no verified media appearances

Work History

3-2019
Senior Vice President Of Sales at Perrigo Company plc
11-1999 - 3-2019
Vice President - Consumer Healthcare Sales at Perrigo Company plc
8-1991 - 10-1999
National Account Executive at Perrigo Company plc
11-1989 - 7-1991
National Account Manager at Perrigo Company plc
8-1987 - 10-1989
Account Manager at Beecham Products

Education

1983 - 1987
Education details unavailable from University of Illinois Urbana-Champaign
1979 - 1983
High School from Loyola academy - Wilmette, IL

More Information

Social Presence :

Prographics :

Exp : 38 Location : Portage, Michigan, United States Job Level : Leadership Designation : Senior Vice President Of Sales at Perrigo Company plc
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Michael

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Michael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Michael

Personality Compatibility


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