Pat Pallentino
Pat Pallentino, Program Director
Pat Pallentino is the director of the Sales Institute in the Marketing Department at the FSU College of Business. Utilizing his more than thirty years of industry experience in international and domestic sales he developed the curriculum and along with several other full time professors, teaches courses in Professional Selling, Advanced Sales, Competitive Selling and Sales Management.
PROFESSIONAL EXPERIENCE
FLORIDA STATE UNIVERSITY, COLLEGE OF BUSINESS 1993- Present
June 2003 – Present – Associate in Marketing and Sales Institute Director, responsible for defining the course content in Professional Selling, Sales Management, the Sales Practicum and Advanced Sales Techniques. Research in the use of computer simulations in sales management training and sales skills development. Additional responsibility include faculty advisor to the Seminole Sales Club.
1993- June 2003 – Adjunct Professor of Marketing teaching courses in Professional Selling, Sales Management, Purchasing Management and Product Management.
INFINITY SOFTWARE DEVELOPMENT January 2000 – June 2003 – Senior Business Consultant developing new clients, in both government and business sectors. New accounts include; Florida Joint Underwriters Association, Florida Department of Law Enforcement, Florida Department of Transportation, Florida Department of Children and Families and Florida Department of Management Services.
MAINLINE INFORMATION SYSTEMS 1995-1999 – An IBM Business Partner selling the full range of IBM Products from PCs to S/390 (mainframes).
1998-2000 - Business Intelligence Software Product Manager
Introducing new technology to existing and new customers
Establishing and executing lead generation programs
Developing initial customer base
1997-1998 - Manager of Thin Client Special Project
Developed initial customer base.
Established the engineering group to deliver project services.
Developed and delivered marketing materials and sales training to a nationwide sales network.
1995-1997 - Manager of PC Division
Established and maintained relationships with Florida county school boards
Managed 15 sales and technical support staff generating $500K to $1M per month in PC sales.
Responsible for source side of business including purchasing, inventory control and order fulfillment.
Re-negotiated alliances to reduce fulfillment costs from an average 4.25% to an average 3.15%.
Developed controls to reduce end-of-month “in-transit” inventory from $700K to under $75K.
SCIENCE & EDUCATION ASSOCIATES 1992-1994 – Provides consultation services on technical solutions to marketing and sales issues. Client projects included:
CSI Long Distance – developed and implemented billing and customer service system.
CSI Long Distance – personally established significant customer base.
Janus Clinic – implementation of accounting and billing systems with on-line links to payer services.
Janus Clinic – development of a marketing program for an Attention Deficit Disorder (ADD) Clinic.
Consultec – development and implementation of a training program for a new statewide sales force.
EDP SYSTEMS, INC. 1987-1992 – A system software and consulting firm specializing in 4th generation application development products for Unisys mainframes and PCs.
Specialized in sales to federal and county government agencies.
Established alliances with distributors in Canada, Mexico, and Columbia.
Managed marketing efforts including semi-annual trade show.
Negotiated contracts with several Federal Reserve Banks, United Healthcare and Banco Mexico.
INDEPENDENT MARKETING CONSULTANT 1985-1987 – Two major accounts were:
1985-1986 – BAKST International, an Australian based computer-consulting organization.
Set up US operations including support staff and local offices.
Negotiated staffing contracts with Chemical Bank, Bowery Savings and Manufacturers Hanover.
1986-1987 – DATAMAXX USA, an international computer terminal and PC distributor.
Developed and implemented product development standards from feasibility study to go-to-market planning.
Developed and implemented marketing strategy for new terminal emulation products.
EDP SYSTEMS, INC. 1980-1985 – A system software and consulting firm specializing in 4th generation application development products for Unisys mainframes and PCs.
Million Dollar Club in 1983 and 1984.
Developed the product strategy for early 4th Generation Application Development product.
Established relationships with major new clients, General Dynamics, Rhone-Poulenc, and BASF.
DEPARTMENT OF THE NAVY 1962-1980 – Various engineering positions in weapons systems research.
EDUCATION
Bachelor of Electrical Engineering, Pratt Institute, New York
Graduate Studies, Pratt Institute, New York
ACTIVITIES
Member, Rotary International, Tallahassee Club.
President for the 2006/07 year
Editor, Rotary Newsletter
Chairperson, North Florida District Foundation Committee
Board of Directors
Past President, American Marketing Association.
Habitat for Humanity Build
FSU/American Cancer Society Relay For Life Organizer
U.S. Licensed Ship’s Captain, (100 Ton)