Scott Sullivan

Questioner
DISC Type : c

CIO CFO at Pitt Ohio

Wexford, Pennsylvania, United States

Overview

Scott Sullivan is the EVP and CIO at PITT OHIO, where he is recognized as an IT leader within the transportation sector. A graduate of Western Michigan Universitys MBA program, he has guided his team to multiple CIO 100 awards by leveraging technology to enhance operational efficiency.

He celebrated his companys fifth CIO 100 award win in 2024, an achievement he proudly called "one for the thumb. "

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Logistics Technology
As a multi-time CIO 100 award winner in the transportation industry, he is focused on creating innovative systems for dock management and operational visibility.
In-House Innovation
His team's recent award was for an in-house developed system, indicating a focus on building proprietary technology solutions to meet specific business challenges.
Strategic Partnerships
He publicly acknowledges technology partners, such as Maven Machines, as key contributors to his team's success and award-winning projects.

Media Appearances

Pitt Ohio CIO shares his approach to cloud. Featured in The Enterprisers Project

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Pitt Ohio Express promotes executive team. Featured in CCJ Digital

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Pitt Ohio CIO/CFO Scott Sullivan joins the CSCMPEDGE C‑Level Discussions. Featured in Facebook

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Work History

1-2008
CIO CFO at Pitt Ohio
5-2001 - 1-2008
VP of Information Technology at Pitt Ohio
9-1994 - 5-2001
Director IT at Kellogg Company
1989 - 1994
Consultant at Price Waterhouse

Education

MBA from Western Michigan University - Haworth College of Business
BSBA from Robert Morris University

More Information

Social Presence :

Prographics :

Exp : 37 Location : Wexford, Pennsylvania, United States Job Level : Leadership Designation : CIO CFO at Pitt Ohio
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott 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 Scott

  • 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 Scott move?

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

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


You And Scott

Personality Compatibility


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