Paul Duran

Critic
DISC Type : C

VP president of system sales at Shelving + Rack systems A BMH company

Sand Lake, Michigan, United States

Overview

With over 24 years in sales leadership, Paul Duran excels at scaling sales organizations in the industrial and material handling sectors. As VP of Sales at Shelving + Rack Systems, he led its transformation from a regional distributor to a national provider. He is described as a leader who knows how to get things done.

His background includes a unique education in Cabinetmaking from Michigan Technological University, a distinctive skill for a sales executive.

Personality Overview

Information Seeker

ROI Driven

Objective Thinker

They choose to analyze logically and value facts to emotions.  Unless the value is proven by data, they are unlikely to value fancy features. They like to do things independently and don’t look for support from others.

Topics They Care About

Sales Leadership
With 24+ years of experience, he focuses on developing high-performing teams and leading organizations through periods of rapid expansion and change.
Market Expansion
He has direct experience transforming regional distributors into nationally scaled organizations through strategic market growth and organizational restructuring.
Post-Acquisition Integration
His background includes leading post-acquisition integration, demonstrating expertise in managing organizational change and consolidation.

Media Appearances

Paul has no verified media appearances

Work History

4-2024
VP president of system sales at Shelving + Rack systems A BMH company
2-2006
Vice President at Shelving + Rack Systems Inc.
2003 - 2006
VP Sales at Scott Tire
VP Sales at Scott Tire

Education

2004 - 2024
Sales & Sales Management from Gerry Weinberg and Associates
1986 - 1989
Cabinetmaking from Michigan Technological University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Sand Lake, Michigan, United States Job Level : Senior Designation : VP president of system sales at Shelving + Rack systems A BMH company
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more
  • Tell them what ROI they can expect

DONT's

  • Do not use very emotional or colorful language
  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Paul

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paul take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paul

Personality Compatibility


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