Change is an inevitable part of life, and when it comes to the sales industry, there is no exception. As industries evolve, market dynamics shift, and sales professionals often find themselves at a crossroads. Many individuals who have spent years honing their skills in sales may feel a yearning for something new, an urge to explore different industries while still leveraging their sales acumen and past work experience.
For this article we sat down with those who chose to embark on a new journey to Mazzella Companies, forging new relationships, learning a new customers’ needs, and navigating varied sales processes. We will explore the challenges that came up during that transition process and how they used their skills and courage to pivot and adapt to a new industry.
What industry were you working in before Mazzella Companies?
Sean Maurath, Account Manager for Sheffield Metals International, had two main stops prior to joining Mazzella Companies. “I was in medical device sales for a while, specifically sports medicine. Right before I came to Sheffield, I was working for a small consulting firm in a project management role. We worked with a lot of different industries, but oftentimes we were brought on to improve their fiscal performance and if their company was growing, we would be brought in to help with that transition.”
An Account Manager for Sheffield Metals International, Mike Marmaduke started in the building industry and industrial distribution before joining Mazzella Companies. “I started out of high school in college as a framer building and remodeling houses. Throughout college I worked in building supply organization, working with contractors with siding and roofing and getting them what they needed to complete their jobs on a day-to-day basis. From there, I spent most of my professional career in industrial distribution and supplies.”
Liam O’Rielly, Account Manager for Mazzella, was in international chemical logistics for about ten years in a sales role, building relationships with customers and facilitating their logistics requirements. Todd Dahlquist, Account Manager for Mazzella , was working as an Account Manager for a waste management service provider, guiding customers through the process of setting up garbage services for their businesses in his territory.
What made you ready for the change?
Mike shared that in distribution, he was responsible for hundreds and sometimes thousands of different SKUs, with daily changes and updates, which he felt never allowed him to be a true partner to his customers or a product specialist, leaving him feeling he was underserving his customers and slowing down their success.
Todd felt he had hit the proverbial glass ceiling in his career in waste management services, which energized him to make a change. “When you are selling garbage services, there’s only one route you can go. You do sales and then could become a sales manager, maybe you moved up beyond the business unit, but it was such a large company that unless I moved outside of the state there weren’t any next steps.”
Sean said that the decision to get out of project management and back into sales was all about the love for a challenge. “I like that you get a goal and have to figure out a way to go get it.”
Liam’s story is one for the history books, as COVID-19 impacted his career in chemical transportation logistics, with many of his customers being based out of Wuhan, China. After connecting with a Talent Acquisition Partner at Mazzella Companies, he recognized he would be a good fit for their Account Manager role, feeling uplifted by the fresh start and reenergized by the new set of challenges.
Related: What Are the Steps in the Mazzella Companies’ Interview Process?
What led you to Mazzella Companies?
Todd had his first interactions with Mazzella Companies as their account representative in the waste management industry. “We were working with them, trying to push them into getting a compactor. I walked into one of their warehouses, and I couldn’t help but geek out about the cranes and all the wire rope I saw because I am an ultra-nerd always wanting to learn new things.”
Mike shared that his previous organization had done business with Mazzella Companies, too, and that he really liked working with them and how they operated their business. “Two of my previous coworkers in different roles at that organization came to Mazzella and one day out of the blue I got a call from a recruiter, asking me if I would be interested in a role with Mazzella Companies and it just worked out from there.”
Sean’s path to Mazzella Companies began with a friend’s past experience working with Mazzella Companies, “they told me that the company was healthy and that every interaction they had with them was an enjoyable experience. They said if I was looking to pivot industries, it might be worth it. Really, it’s all about pairing yourself with a good organization that can provide you all the tools that you need to be successful.”
How did the change in industries change how you feel about your job?
Mike and Sean all said that while changing industries did not adjust their day-to-day beyond recognition, a new excitement stemmed from their moves to Mazzella Companies with Mike adding, “When you’re working for a company and you align with their value and vision, it drives you harder to be successful.”
Todd’s change in industries had unexpected effects not only on his day-to-day, but also presented a unique chance to develop and refine crucial teamwork abilities. “I used to go to work, and I was kind of a lone wolf, managing my territory, because that’s how things were set up. I’m very much a team player and so I found myself having problems with being so alone. After COVID, I lost my job and I really had to do some soul searching and figure out what I wanted to do next. Now I’m here and working with my team every single day. We have our huddle every day, and it’s great to be able to catch up with each other, help each other, and joke around. I’ve never had that.”
Todd shared that not only did the change in industry help him become the team player he always wanted to be, but it also gave him renewed confidence knowing that he could work his way up, which his old profession was lacking. “There are many ways to move up here. Maybe fall protection or warehouse solutions will become my next love – there’s always a way to go. Mazzella Companies is also very adamant about education and continuing education – that’s already put me back in college again and I have Mazzella Companies to thank for that. I’m currently finishing up a Bachelor of Science and Mass Communication degree.”
Related: What Education Benefits Does Mazzella Companies Offer?
What challenges/stereotypes did you have to overcome in changing industries?
Mike shared that the larger geographical territory assigned to him took time to get comfortable with and that he’s still improving his time management skills to better drive success. Mike went on to share that while he himself did not feel he had to combat any stereotypes projected onto him, there were a few he had to let go of himself. “When I first thought of roofers, having come from the building industry, I always thought of that person doing dirty work out in the sun on the roof. What I found out joining the metal roofing industry was that these people are true craftspeople. I quickly learned that I could, and still do, learn more from them most of the time on how to be successful.”
Sean said that while everyone was very welcoming when he started, there was definitely a “feeling out” period, and maybe even some trepidation from some of the customers because he wasn’t established in the industry. “I found out pretty quickly that if you’re carrying your weight, doing the things that need to be done to help make your team be effective, where you were previously doesn’t play a part.”
Liam’s biggest challenge he faced when he started at Mazzella Companies was finding his voice and speaking out. “I didn’t want to speak out of turn. Knowing I wasn’t the expert yet, but that I was on my way. I still definitely felt measured for a while about what I was trying to say, but more and more comfortable every time. I think it’s important to slow down. You never want to just spout out information.”
Todd shared that when he first started at Mazzella Companies, he found himself nervous to ask for help because he felt like a burden. After his manager, John Michalski, Regional Sales Manager, sat him down and reassured him that his whole team was available to him, he abandoned that fear and embraced his new role. “I walked into this place knowing nothing other than a 90’ long, 7/8” cable, goes in the back of a roll off truck for trash. Everyone’s help took all those nerves away. I remember going home and telling my family that there was no way I could fail because Mazzella Companies wouldn’t let me fail.”
How did your teammates help you with the transition?
Todd said that he found a lot of help from his boss John, and by extension Nate Fisher and Matt Young, Account Managers, who he was assigned to train with out in the field. An eye-opening experience, Todd said that he quickly learned that anyone could say they have a great product, but it’s relationships that keep the business going. “I would go out with Nate and Matt, and I felt like I was sitting down and drinking coffee all day long and talking to our customer, and then the next thing I knew $50,000 in orders would come out of it. I’d be wondering, ‘how did that happen?’, but really it’s because so much of what we do is relationship based.”
Mike said that in the beginning of his career at the Sheffield Metals office, he spent a lot of time with his direct manager, Jon Libava, Regional Sales Manager-East, and soon after was matched up with a veteran in the industry, John Pierce, Account Manager. “I spoke to him on a weekly basis. We went over what I did that week, what I learned, how I’m moving forward. There were also others on my team that I spoke to on a daily basis with questions and I got to participate in ride-alongs out in the field.”
Mike also said he found a lot of help through the Lifelong Learning team as well as the Marketing team. “Our Marketing and Lifelong Learning department are two big resources to me. They work tirelessly to make sure there’s plenty of content and resources available to you. If you want to learn about something, there’s a pretty good chance that you can find something here in order to do just that.”
Both Sean and Liam shared that the one-on-one time they got during ride-alongs that they took part in at the start of their careers at Mazzella Companies was crucial for them to learn the sales cycle and the terminology. Liam shared, “There’s a pretty big built-in support structure here. I was a little daunted at first, but then so impressed with how much was available and how easy it was to access.”
Sean went on to share that when the pandemic hit, he was only a year into his role, and working with a skeleton crew. “The team that came into work really galvanized to get the job done. I’ll never forget Dan Zbydniewski, Plant Lead in our Sheffield location telling me, ‘I’m planning to come here every day. I know I can’t help you very much on the sales side, but whatever you need I’ll be here to help you out.’ I really feel like that set the tone and got the sense that everybody has got everybody’s back and that we were all in it together.”
What skills do you think transferred in your career?
Liam said that one of the first projects he worked on left him feeling like he was ahead of the game, boosting his confidence at the right time. “I felt like the expert immediately because it was a chemical company, and they were having issues with corrosion at the top of their machine and all of the electric components were starting to wear down. Knowing the chemicals they were dealing with, I knew what was going on there so I could actually step in with solutions.”
Todd believes that not being afraid to walk into a room, reach his hand out, introduce himself, and start a conversation is a skill that has helped him throughout his entire sales career and has helped him dig out the pain points that customers are struggling with. Todd shared that his new role has made doing just that even easier. “The beauty is when you show up with a shirt on that says ‘Mazzella’, it puts people more at ease because you’re not coming in to sell them – you’re coming in to talk with them, make sure their day is going ok. I’ve always been good at that”
While Mike felt that his adeptness in mechanics proved advantageous in his new career choice, Sean shared being someone who can hold himself accountable helped him in the transition. “I like going out and attacking the day knowing that I can be creative and figure out ways of how to do it. I can set goals and targets for myself and then develop a plan to reach those. I think that’s when I’m doing my best.”
Sean shared that he feels his communication skills have helped carry him to this point in his career – more importantly listening. “Learning to communicate well with others, developing a good bedside manner, treating people with respect on a daily basis, it all goes a long way. Along with that is listening. I think oftentimes when you come into a new situation and you’re so used to how you were doing things or what might have worked for you in the past, I think when you’re transitioning industries, it’s probably even more important to learn how to listen. There’s a lot of knowledge amongst the people I was working with. The more I listened to them, the more successful I was.”
What was onboarding like?
Todd shared that in the beginning there was a lot of computer work, watching videos, doing online classes, and things of that nature. After that he was set up with not only sales professionals in the field, but also with Mazzella Companies’ Inside Sales team. “I couldn’t do my job without Inside Sales. Matt Burk and his team are some of the most knowledgeable people and we couldn’t do our job without them. They set us up for success every day, all day long.”
Sean said that his experience with onboarding was filled with a lot of one-on-one interactions, and that he felt very fortunate for the team he started with. “I learned very quickly that if you were willing to show up and put in the effort that is needed, make the team a success, that there is no shortage of people that are willing to spend time with you and show you the ropes. There’s a blue-collar work ethic that permeates through all of Mazzella Companies and Sheffield is no exception.”
Mike shared that his onboarding process started with training provided by Mazzella Companies’ Lifelong Learning team. “In the first few days of training it’s explained to you how the plant works, how they cut the metal, why they cut the metal, and the different sizes – be sure to pay attention. Secondly, if you don’t understand something, don’t fake it till you make it – raise your hand. There are always people willing to help out because you’re thinking what they thought at one point.”
Mike went on to share that, “the first couple of weeks was online training presented in a way that made it pain-free. I watched videos, took tests, and participated in trainings. It was all laid out day by day for the first six months, so I understood what was expected.
In addition to being provided with training, everyone that went through the onboarding process was asked to provide feedback – something Mike was nervous to do at first. “I was actually given a form asking, ‘what did you think of this?’ and I had to think about how bold I wanted to be. When I talked to Jon Libava about it he said to be honest. He said that if I didn’t say anything that they’d continue to give this class to others.”
What makes you proud to do your job?
Todd shared a story about a customer that perfectly exemplified why he loves the work he does, saying that helping people get home safe, do their job safer, and come up with solutions makes him proud. “When I first started in June of 2022 we had an incident where an H-beam broke on a customer on a Sunday night. So, I got a call the next morning and I felt very well prepared going in because of my training. I knew I had to be a duck paddling hard under the water but calm on the surface. I knew I needed to make sure everyone was ok, ask all the right questions, and find out exactly what happened. The customers we’re working with in situations like that are scared. This is their place of business, and something happened on their watch. It’s important to stay calm, make them feel comfortable, help them understand we’re going to fix it, what that looks like, and thank them for trusting us to do the work.”
Mike said that one of his interviews at Mazzella Companies involved Tony Mazzella, “he asked me ‘Why should I hire you?’ We can all say that we work hard and do the right thing every day, but I told him ‘I want you to hire me to retire me’. My direct relationship with Adam Mazzella, President of Sheffield Metals and New Tech Machinery, my direct relationship with John Libava and my manager – I want to be successful for them and my family.”
Sean said that what makes him most proud is the people he works with. “I’ve worked at a couple of other places. The people here and the teams we’re building make it worthwhile. We’ve experienced quite a bit of growth in the past few years, and I think that our reputation continues to improve and that has a lot to do with the people. I’m on the road a lot, interacting with customers and potential customers, and I rarely get negative feedback from someone who’s had an interaction with us. That reassures me that I’m working for a good team and I’m moving in the right direction.”
Forging New Relationships
The sales industry thrives on its ever-changing nature, demanding professionals who possess adaptability and embrace change. As sectors evolve and market dynamics shift, sales experts frequently find themselves at critical intersections, where the allure of unexplored opportunities beckons them beyond their comfort zones. In this exclusive interview, we delved into the journeys of these remarkable individuals who navigated diverse challenges, skillfully adapting to new environments. Through forging meaningful connections and immersing themselves in unfamiliar sales processes, they unlocked the true potential of versatility and realized the immense value they could contribute to their newfound positions at Mazzella Companies
