Justin Ratcliff

I have wide-ranging experience but specialize in outbound marketing, go-to-market strategy, and the craft of cold outreach. 

I have hands-on involvement in scaling a startup, working my way through the SDR, Team Leader, Team Manager, and Director roles in a remotely working team that grew from 10 to 150 over the course of 2 years. I have authored extensive scalable standard operating procedures, ran ample sales development training, conducted 100+ SDR/TL/TM interviews, and am a constant student of the craft. I am confident in leadership roles and strive to be an example for others in everything that I do. My goal is to make the day better for those around me. I enjoy the act of public speaking and consider myself an excellent communicator. I have deep experience collaborating in a workspace at global scale and welcome learning from others in all forms. 

While earning my degree, I became adept in behavioral learning and have an understanding of the processes that play a part in individual decision making. Comprehending the patterns that make up human behavior is ever-growing in importance, and when paired with the technologies at our disposal today, can be the difference in a successful vs. failed experience for a client or employee. I use the lessons that I learned through my time working in the mental health field on a daily basis, and it has made me a better business professional as a result.

Member

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I tried the new Apollo x Claude connection, so you didn't have to...but now, you should. 

It's not about replacing people; it's about collapsing 30 mins into 1 min so you can test multiple campaign angles instead of one. 

A half hour of research happened in one conversation. I gave Claude a broad ICP/problem/solution and asked it to find & add contacts to an Apollo sequence. 

Instead of blindly searching, it:

- Identified that the search was too wide-ranging. 
- Searched the web for recent industry data, news, blog posts, & announcements to build context. 
- Matched my insights with vague input. 
- Identified angles I hadn't considered during brainstorming.
- Presented 10 perfect-fit companies with reasoning for each.
- Found decision-makers in Apollo & placed them in a sequence there. 
- Offered email copy addressing pain points. 
- Gave me a manual workflow for what it couldn't automate.

I can also also update//enrich contact data in Apollo directly from Claude chat. 

The bottleneck isn't building lists anymore. Launching three, four, or more campaign ideas in the time it used to take to build one is the reality. 

This is real pipeline alchemy.   

It's going to make the people who adopt it significantly more effective in their roles.

Here's a list of what Claude can currently do within Apollo. 👇

Founding GTM Leader | Built SDR Team 20→150 | Startup Revenue Builder | Enterprise Outbound Specialist

I’ve obtained a new certification: Certificate of Completion: Al Fluency Framework & Foundations from Anthropic 🤖 

This only takes a couple of hours to complete & is well worth it. 

As a daily user, I still learned quite a few things.

Also, you'll notice some of the "best practices" & "must-have workflows" from the gurus are a bit off base. Thoughtful use of AI follows "The 4 D's". 

Knock some of these free certs out this week.

Something you can do today to improve your GTM flow with Claude:

Ask it to build you a "Reddit Mentions Bot" that sends competitor conversations directly into Slack.

Here's what Claude can build for you:

A fully functional Python or Node.js bot that polls Reddit's free API on a schedule, searches specific subreddits for competitor or keyword mentions, scores each result for GTM relevance, deduplicates across polling cycles so you're never seeing the same post twice, & delivers a clean Slack digest via Incoming Webhook using Block Kit formatting.

Make sense? 

Here's the thing: you don't need to understand the code. 

You just need to deploy it. (hint: Claude can help w/ that, too)

Here's what it can't do:
--> LinkedIn - no public API exists, live tracking isn't possible w/o a paid tool
--> X/Twitter - requires a $100/mo API plan to search mentions
--> Run itself - Claude writes the code, you (or a developer) press go

Why Reddit?

Reddit is underrated as a signal source. Buyers openly discuss tools they're switching from, frustrations, & what they're evaluating in real time, in public, for free. (emphasis on free)

It's pipeline intelligence that most teams aren't capturing.

Claude can have the code ready in a single conversation. All you need is a Slack webhook URL & the time to deploy it.

The bottleneck isn't the tech anymore...it's knowing to ask.

AI will always give you an answer. 

Doesn't mean it's the right one.

This is where your AI fluency deteriorates.

Two competencies live in the center of every interaction.

Can you describe what you want & discern if it’s correct?

How well can you articulate what you actually need?

Goals//Constraints//Context//Format//Audience//Tone

Vague Input = Vague Output. 

GTM version: You're using Cowork to automate your post-demo f/u workflow. If you configure the task as "write a f/u email after demos", you'll get the generic output we’re all seeing in our inboxes.

But, if you build the workflow with context (deal stage, prospect's stated objection, next step agreed on the call, etc.), Cowork can produce a f/u that realistically reflects the conversation.

Description is what makes automation feel human.

Now, how confident are you in your knowledge base of industry skills & data?

This is the part that will separate you from others. 

AI outputs sound confident even when they're wrong. 

GTM version: Cowork is configured to pull dormant accounts from your CRM & surface them for re-engagement. The logic is sound, but if you don't have the discernment to catch that half of those accounts were marked dead after a lost deal with a specific competitor (one you still don't have an answer for), you're re-engaging prospects that won’t convert.

Discernment is the filter between AI output & your reputation.

Without it, speed becomes a liability.

Description and Discernment are a loop.

Better description ➡ Better output.
Sharper discernment ➡ Better prompt building.

They make each other stronger over time.

Bad sellers don’t get better w/ AI, they get bad faster. 

Learn your craft before multiplying your mistakes.

Gen AI will send you buyers (if it sees you). Here's how I run a GEO test:

1) To start, prep ~10 queries that customers may ask that would lead to your product. The 4 categories of questions I keep in mind are "discovery", "comparison", "use case", & "intent". 

->Discovery questions are broad but direct. 
- What are the best dialers for sales teams?
- What tools help SDRs make more calls per day?

->Comparison questions are concise & place you against the competition. 
- Compare the top AI dialers for outbound sales in 2026.
- What's the best alternative to [comp 1] or [comp 2]?

->Use case questions are specific & describe task completion.
- How can AI help my sales team 10x their cold call volume?
- What software handles voicemail detection & parallel dialing automatically?

->Intent questions signal buying motivation. 
- I need a dialer that integrates with Apollo & Salesloft; what should I use?
- I need an AI dialer with CRM integrations for outbound sales teams.

Start small but build out & tweak as you go. Each model has their own tendencies to account for...

2) Consider all major outlets in which your buyers may operate. You'll get different results for each generative program & can adjust your site strategy accordingly. 

->The 5 I test:
-Claude
-ChatGPT
-Perplexity
-Gemini
-Copilot

3) Run the queries through each chat program & notate results. We're tracking general mentions, prominent mentions, & missing mentions. 

->Weighted as follows:
-Prominent = 2
-Mentioned = 1
-Missing = 0

->Run the following formula:
-GEO Score = (mentions×1 + prominent×2) / (2 × total queries) × 100

Example: (4 Mentionedx1 + 2 Prominentx2) / (2 x 8 Queries) = 50

->Aim for 60+

4) Assess results & revisit strategy. Research how to make your site more accessible to Gen AI crawling & implement the changes. 

5) Automate it. Claude will write JSX code for a personal GEO tool that you can (super politely) ask (or beg) your dev team to set up. 

You'll need some lift from them to connect backend APIs & for securely deploying the tool on something like Vercel, Netlify, AWS, etc. 

But...this is a high-ROI request. This is one way to stay data-driven in '26.

Check the comments for the prompt I used to build my first GEO tracker. 👇

Vibe coding a lead scraper won't save your quarter. Picking up the phone will.

You can now build tools, automations, & workflows in hours that used to take teams weeks.

The builder communities are full of talk about tools and automations, & almost none about the channels that actually close deals.

Sellers think building replaces selling.

It doesn't.

AI can help you build tools, automate research, create workflows, & scale personalization.

It cannot replace revenue motion.

Revenue still comes from the same places it always has: 
→ Phone 
→ Email 
→ LinkedIn 
→ Conversations 
→ Follow-ups 
→ Pipeline discipline

You can't vibe code your way out of doing the work.

The real advantage? Modern sellers can now build their own leverage.

Need a lead scraper? Build it. Need research automation? Build it. Need outreach personalization? Build it.

Those tools should feed your pipeline, not replace it.

The best sellers in the AI era will have a builder mindset...but will still maintain activity across every channel.

They'll ship tools in the morning but still pick up the phone after lunch.

AI won't replace great sellers, but it'll expose those who have stopped selling.

Vibe code for efficiency. Prospect for production.

Tools create leverage. Activity creates pipeline. You need both.

(P.S. Can't wait to read "The Pragmatic Progemner" 🤣 )

I once watched a GTM motion completely fall apart because of one underperforming rep.

Series A company. Great product. Early traction.

We built the CRM, set up sequences, started booking meetings.

But the rep was chasing everyone remotely relevant:
-airlines 
-healthcare networks 
-SaaS companies 
-legacy enterprises

No focus. No pattern. No results.

A quarter went by & nearly nothing had landed.

So I did what any leader would do: I sat down with the rep & got brutally honest.

We cut every ICP except one: Healthcare systems.

Hit the phones & meetings doubled within 14 days.

Because the messaging was dialed in, we eventually landed a major enterprise healthcare client, w/o ever targeting enterprise accounts specifically.

Focus doesn't limit your upside. It unlocks it.

Figure out what you do best & go talk to the people you help most. 

I still think about that rep when I see a team chasing a handful of ICPs.

The rep was me. 🤷‍♂️

Most people think AI fluency means knowing which tools to use, or how to prompt to get the voice of your favorite sales guru in your next cold email.

It doesn't.

You can use Claude, GPT, & Gemini every single day & still be uninformed about AI.

Listen,

The problem isn't access to AI…everyone has it.

What’s making an impact now is how we deploy it into the world around us.

AI Illiteracy:
➡No thoughts on whether AI even needs to be involved (we’re still better at human things). 
➡No strategy around how to describe what you need (this should arguably take the most time). 
➡No filter on whether the output is actually good (get better at auditing). 
➡No ownership of what happens next (if you lose access to a platform b/c of your AI practices, it’s ultimately on you).

That's not fluency. It’s just usage.

Automate the things that make sense. Execute the rest. 

Learning “The 4D Framework” for AI helps you understand when to delegate tasks, how to describe what you want to accomplish with it, discern between good//bad outputs, & how to think about the responsibility you carry to others when presenting it publicly. 

You could already be strong in one D, but weak in the others.

Don't just get faster...get better.  

It’s too much to cram into this post, but if you’ve not had a chance to dive in, I’ll f/u on the 4Ds this week.

If for nothing else…learn them so you don’t fall for LinkedIn engagement bait.

Your GTM motion is broken.

It's not (always) your reps' fault.


When I audit my own leadership performance, these are the 5 signs I look for, and the fixes I go back to every time:

1: Your reps are pitching different things to different prospects.

→ You haven’t locked an ICP. Reps fill the gap with instinct; do they really understand the problem you solve as you do? 

Fix: Define one segment well & build everything around it.
--
2: You're getting meetings, but demos aren't converting.

→ Your messaging is attracting the wrong buyers. 

Fix: Audit your last 20 demos. What did you fix for ones that closed? What did they have in common? 

That's your real ICP.
--
3: Pipeline looks full, but nothing is closing.

→ Stage definitions don't exist. An “opportunity” is just that & nothing more to your team.  

Fix: Conduct a gap analysis on your sales journey & map your stages. Define what must be true to enter/leave each. 

Make it binary.
--
4: Reps are burned out, and activity is dropping.

→ No playbook means they're winging it every day. Winging it is for the birds (exhausting). 

Fix: Document the sequence, talk tracks, & objection responses. 

Build them a real playbook. Professional sports teams can’t operate w/o one. 

Why should your professional team be any different?
--
5: You've missed forecast 3 months in a row.

→ You're forecasting on gut, not data. Defining stages help w/ this but also…

Fix: Set a pipeline age limit. 

Anything over 60 days without movement gets reviewed or cut. 

This will clean things up.
--
GTM failures get blamed on reps.

Broken reps are usually a symptom, not the cause.

A healthy system removes symptoms.


What would you add to this list? ♻️ Repost if this would help a founder or sales leader in your network.

Before using an AI tool, two decisions have been made, consciously or not.

Most people make them unconsciously, causing problems. 

Delegation mistakes are everywhere.

Not every task should be handed to AI.

Some require:
→ judgment
→ context
→ relationships
→ actual experience

GTM Example: teams letting AI write cold outreach from scratch
 → no buyer context
 → no triggers
 → no voice

It’s faster.

It also kills reply rates.

Being a credible source of knowledge in your field has never been more important. 

The bigger problem? Diligence.

People treat AI output like it's “done.” 

It’s not. 

It’s a draft you’re responsible for.

Your name is on it. Your reputation is attached to it.

The AI won’t be there when a prospect pushes back.

This shows up fast in GTM:
→Forecasts no one pressure-tested
 →Sequences no one actually proofed
→“Insights” pulled from hallucinated summaries

AI didn’t create the problem. Lack of ownership did. 

The tool got you there quicker…but you also created the mess.

Diligence isn't about slowing down. It's about staying in the driver's seat when AI is doing the work.

Use AI aggressively this year.

But...decide when it’s allowed in…and take responsibility for what comes out.

Delegation w/o diligence = leverage without control.

That’s where things break.

AI was supposed to fix my CRM.

Auto-logging…Auto-enrichment…Zero manual entry.

My pipeline was still a mess as I sipped upon my Monday morning coffee (I’m an instant guy, Medaglia D’oro, it’s the business).

Here's what the tools won't fix (the coffee may help):

1) What "Discovery" actually means. 

That's still on you.

Mine used to mean "we talked once." 

I changed it to: problem confirmed, outcomes articulated, & next step on the calendar. 

Things started to split, but made sense for the first time.

Additional Stages ≠ Additional Complexity. 

It’ll slow things down for you. 

And speed up your pipeline. 

2) Whether the person you're talking to can actually sign? 

Also…still on you.

Decision maker confirmed…Yes or No. 

One field. 

Saves you surprises at EOQ.

3) Scrapping stale deals? 

Yeah, that one, too. 

I had 40 open opps. Maybe 10 were real. The other 30 were hiding where my motion was breaking. I hadn’t defined it & the system didn’t know to respond. 

30-day rule: nothing moves, deal drops off the wagon.

Throw em in the strongbox for reengagement campaigns. 

Better tools won't fix bad judgment calls:

Stage definitions, relevant required fields & a ruthless cut rule. 

That's still the job, even when it's you & AI.

Anthropic fed the fear-mongering community today with its theoretical capability data drop.

It’s actually great news for salespeople.

Anthropic analyzed 2 million real conversations with Claude and published a radar chart comparing what AI can do vs. what people are actually using it for.

The gap is massive.

The blue area shows the theoretical capability of AI to perform job tasks today. The red area shows real-world usage. Across almost every knowledge job, the blue area is far larger than the red.

Meaning: AI can do a lot more than people are actually using it for right now.

That gap is the opportunity.

Most people see this and think, “AI is coming for jobs.”


But the more interesting takeaway is this:

-There’s a massive distribution problem.

-The world doesn’t just need builders. 

-It needs people who can sell what AI makes possible.


This is where sales roles become more powerful, not less.

The next generation of great sellers won’t just pitch products.

They’ll:

• Build AI tools to solve customer problems.
• Optimize solutions in a live sales cycle.
• Automate workflows specific to the client.
• Turn ideas into a working process within minutes.

Instead of saying “Let me check with engineering,” they’ll say “Give me 5 minutes, I’ll build it.”

That changes everything.

We're entering a market where:

-Builders who can't sell struggle to distribute their work.

-But sellers who can build with AI become unstoppable.

They control:

• Problem discovery
• Solution design
• Distribution
• Revenue

The chart isn't a warning.

It's a launchpad for those willing to adapt.

The sellers who learn to build with AI will be there when the dust settles.

Most "RevOps" at early-stage startups in '26 are prompt jockeys with a sales title.

Before, it was Salesforce admin.

Now, it's "I set up Clay workflows & connected Apollo to Claude."

That’s more tool configuration than revenue architecture. 

Real RevOps in 2026 looks like this:

→ You own the revenue model, not just the tech stack.
→ You define what "pipeline health" means before the CEO asks.
→ You can audit a forecast & tell the team why it's wrong.
→ You know when AI agents are hallucinating…you're not just the person who turned them on.
→ You know whether to add a new tool & you're willing to axe three old ones to do it.
→ You built the model, not the dashboard. 

AI didn't raise the bar for RevOps, but it did expose who was always just an admin.

The strategists get faster. 

The admins get automated.

Which one are you building toward?

Republic Services

• LED 𝗕𝗨𝗦𝗜𝗡𝗘𝗦𝗦 𝗗𝗘𝗩𝗘𝗟𝗢𝗣𝗠𝗘𝗡𝗧 𝗜𝗡𝗜𝗧𝗜𝗔𝗧𝗜𝗩𝗘𝗦, TARGETING ENTERPRISE AND MID-MARKET ACCOUNTS IN MANUFACTURING, LOGISTICS, AND STATE/LOCAL GOVERNMENT SECTORS.

• MANAGED FULL-CYCLE 𝗦𝗢𝗟𝗨𝗧𝗜𝗢𝗡 𝗦𝗘𝗟𝗟𝗜𝗡𝗚, ALIGNING TECHNOLOGY-DRIVEN WASTE MANAGEMENT STRATEGIES WITH CLIENT SUSTAINABILITY GOALS.

• 𝗜𝗠𝗣𝗟𝗘𝗠𝗘𝗡𝗧𝗘𝗗 𝗖𝗥𝗠 𝗔𝗡𝗗 𝗖𝗢𝗟𝗟𝗔𝗕𝗢𝗥𝗔𝗧𝗜𝗢𝗡 𝗧𝗢𝗢𝗟𝗦 TO STREAMLINE ACCOUNT TRACKING AND
CUSTOMER ENGAGEMENT, IMPROVING RETENTION RATES BY 𝟮𝟱%.

• NEGOTIATED AND CLOSED CONTRACTS VALUED AT $𝟱𝗠+ 𝗔𝗡𝗡𝗨𝗔𝗟𝗟𝗬, ENSURING FAVORABLE TERMS AND LONG-TERM PARTNERSHIPS.

• CONDUCTED MARKET ANALYSIS TO IDENTIFY COMPETITIVE TRENDS, DRIVING NEW REVENUE
OPPORTUNITIES AND POSITIONING REPUBLIC SERVICES AS AN INDUSTRY LEADER.

• REGULARLY ENGAGED IN 𝗖𝗥𝗢𝗦𝗦-𝗙𝗨𝗡𝗖𝗧𝗜𝗢𝗡𝗔𝗟 𝗖𝗢𝗟𝗟𝗔𝗕𝗢𝗥𝗔𝗧𝗜𝗢𝗡 WITH OPERATIONS, FINANCE, AND
LEGAL TEAMS TO EXECUTE SEAMLESS CLIENT ONBOARDING AND PROJECT EXECUTION.

• REPRESENTED THE COMPANY AT INDUSTRY CONFERENCES AND NETWORKING EVENTS TO FOSTER
STRATEGIC PARTNERSHIPS AND INCREASE BRAND AWARENESS.

𝗞𝗘𝗬 𝗔𝗖𝗛𝗜𝗘𝗩𝗘𝗠𝗘𝗡𝗧: 𝗪𝗜𝗡𝗡𝗘𝗥’𝗦 𝗖𝗜𝗥𝗖𝗟𝗘 𝗥𝗘𝗖𝗜𝗣𝗜𝗘𝗡𝗧 (𝟮𝟬𝟭𝟴-𝟮𝟬𝟮𝟰) 𝗙𝗢𝗥 𝗘𝗫𝗖𝗘𝗘𝗗𝗜𝗡𝗚 𝗥𝗘𝗩𝗘𝗡𝗨𝗘 𝗔𝗡𝗗 𝗖𝗟𝗜𝗘𝗡𝗧 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 𝗧𝗔𝗥𝗚𝗘𝗧𝗦.

Senior Account Executive

YouTube

📺 - Subscribe to my YouTube channel - https://www.youtube.com/@marchelloarcelay -

Content Creator, 🍸 Cocktails with 🤷🏽‍♂️ Chello - 📺 YouTube Channel

LinkedIn

LinkedIn Live Video Beta Tester - I create Live Video content on LinkedIn as one of the early Beta Testers for the feature.

My content ranges from tutorials, virtual networking events, expert interviews with other content creators, and behind-the-scenes live streams at conferences and events.

Social Media Marketing Specialist

• SPECIALIZED IN 𝗦𝗔𝗔𝗦-𝗕𝗔𝗦𝗘𝗗 𝗖𝗢𝗟𝗟𝗔𝗕𝗢𝗥𝗔𝗧𝗜𝗢𝗡 𝗔𝗡𝗗 𝗖𝗢𝗠𝗠𝗨𝗡𝗜𝗖𝗔𝗧𝗜𝗢𝗡 𝗦𝗢𝗟𝗨𝗧𝗜𝗢𝗡𝗦, DELIVERING
ENTERPRISE-WIDE ADOPTION STRATEGIES FOR GLOBAL CLIENTS.

• LED CUSTOMER SUCCESS INITIATIVES, DRIVING PLATFORM ENGAGEMENT AND ENSURING LONG-TERM
CUSTOMER RETENTION.

• DEVELOPED TARGETED SALES STRATEGIES TO CAPTURE NEW ACCOUNTS, GROWING MAJOR ACCOUNT
REVENUE BY 𝟯𝟬% 𝗬𝗢𝗬.

• CONDUCTED DAILY PROSPECTING TO GENERATE PIPELINE OPPORTUNITIES AND POSITIONED PGI’S
SOLUTIONS AS A KEY PART OF CLIENT DIGITAL TRANSFORMATION EFFORTS.

Major Account Manager

AT&T

• CONSULTED WITH BUSINESSES TO DESIGN 𝗜𝗡𝗧𝗘𝗚𝗥𝗔𝗧𝗘𝗗 𝗔𝗗𝗩𝗘𝗥𝗧𝗜𝗦𝗜𝗡𝗚 𝗔𝗡𝗗 𝗗𝗜𝗚𝗜𝗧𝗔𝗟 𝗠𝗔𝗥𝗞𝗘𝗧𝗜𝗡𝗚
𝗦𝗢𝗟𝗨𝗧𝗜𝗢𝗡𝗦, MAXIMIZING BRAND VISIBILITY AND LEAD GENERATION.

• DELIVERED 𝗦𝗧𝗥𝗔𝗧𝗘𝗚𝗜𝗖 𝗠𝗘𝗗𝗜𝗔 𝗖𝗢𝗡𝗦𝗨𝗟𝗧𝗜𝗡𝗚 TO CLIENTS, INCREASING CUSTOMER 𝗥𝗢𝗜 BY OPTIMIZING
MULTI-CHANNEL MARKETING SPEND.

• SPEARHEADED 𝗡𝗘𝗪 𝗕𝗨𝗦𝗜𝗡𝗘𝗦𝗦 𝗗𝗘𝗩𝗘𝗟𝗢𝗣𝗠𝗘𝗡𝗧 𝗘𝗙𝗙𝗢𝗥𝗧𝗦, ACQUIRING OVER 𝟮𝟬𝟬 𝗡𝗘𝗪 𝗔𝗖𝗖𝗢𝗨𝗡𝗧𝗦 AND
GENERATING $120,000 IN ADDITIONAL REVENUE.

Account Manager

Verizon Media

• Marketed print and online advertising, acquiring and retaining new and existing business accounts, contributing to a 25% increase in client base.

• Trained and coached sales representatives, leading internet sales presentations and enhancing team performance by 30%.

• (𝗣𝗿𝗲𝘀𝗶𝗱𝗲𝗻𝘁 𝗖𝗹𝘂𝗯) 𝗚𝗢𝗟𝗗 𝗟𝗘𝗩𝗘𝗟 𝗪𝗜𝗡𝗡𝗘𝗥 𝗧𝗥𝗔𝗩𝗘𝗟 𝗜𝗡𝗖𝗘𝗡𝗧𝗜𝗩𝗘 𝗣𝗥𝗢𝗚𝗥𝗔𝗠 𝗪𝗜𝗡𝗡𝗘𝗥.

Account Executive

Sustainability Analyst ╿ Environmental Compliance ╿Air Quality ╽ Waste-To-Energy ╿Waste Water ╽Compliance Management ╿Waste Management ╽Circular Economy ╿Waste Prevention ╿ Mission-Driven

Helping National Clients Drive Growth Through Strategic Value + Sustainable Solutions

👉🏽 Where innovation meets accountability at scale.

With over a decade of experience in national account management, environmental compliance, and sustainability strategy, I specialize in leading high-impact partnerships that align with customer success and long-term value creation.

I’ve built my career working across supply chain, engineering, and commercial teams to deliver customized, process-driven solutions. Whether it’s navigating complex RFPs, optimizing performance, or executing zero-waste initiatives, I focus on one thing: helping clients win and helping teams grow in the process.

🔹 Strategic National Accounts | Value-Based | Forecast Management | Sustainable Growth

My leadership style combines tactical execution with a people-first mindset, rooted in cross-functional collaboration, CRM discipline, and data-driven decision-making. I’m passionate about turning customer challenges into innovation opportunities, and I believe that great partnerships don’t just meet expectations, they redefine them.

💡 Notable Highlight:
Co-led a sustainability transformation with Stanley Black & Decker (CribMaster), resulting in 1st Place for Waste Reduction and a scalable operational model grounded in circular economy principles.

⸻

Core Competencies:

✅ Strategic Account Management
✅ Cross-Functional Team Leadership
✅ Demand Forecasting & Pipeline Planning
✅ ESG & Sustainability Consulting
✅ Contract Negotiation & Margin Expansion
✅ Packaging Optimization | Waste Reduction
✅ CRM + ERP Data Accuracy | Salesforce

⸻

📞 Let’s connect if you’re in Manufacturing, Packaging, Logistics, Energy, or any space where growth and sustainability go hand-in-hand.

Let’s build what’s next together.

📆 Book time: https://marchelloarcelay.setmore.com
📧 Email: harcelay@republicservices.com

H. Marchello Arcelay

That concrete wall looked ridiculous for a kitten that small.

Two older cats were already at the top.
They weren't leaving, just pacing at the edge, actively watching.

The kitten tried the flat face of the wall anyway.
It leaped, slid, and took a hard thud back onto the roof.
A few more desperate attempts ended with the exact same painful result.

Then, it stopped repeating the same jump and shifted its strategy.
It moved down the roofline to a corner where two walls met.
A tiny crevice, just enough claw to work with.

Watching its back legs scramble during that slow climb was pure suspense.
But the relief when it finally pulled itself over the ledge was universal.

When progress stalls, our instinct is often to just push harder.
But in complex situations, you don't always need to add force. You just need to find better traction.

Before you log off for the weekend, take a look at the wall you're hitting.
Stop jumping at the flat concrete, and look for the corner.

What wall are you working on right now? 🐾

♻️ Repost - Sharing = Caring.
🔔 Follow Marchello Arcelay for actionable guidance on 𝗘𝗛𝗦 (𝗘𝗛&𝗦/𝗛𝗦𝗘), 𝗣𝗿𝗼𝗰𝘂𝗿𝗲𝗺𝗲𝗻𝘁, 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀, and 𝗦𝘂𝗽𝗽𝗹𝘆 𝗖𝗵𝗮𝗶𝗻 covering 𝗰𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝘁 𝗱𝗲𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻, 𝗽𝗵𝗮𝗿𝗺𝗮𝗰𝗲𝘂𝘁𝗶𝗰𝗮𝗹 𝗿𝗲𝘁𝘂𝗿𝗻𝘀, 𝗰𝗵𝗮𝗶𝗻-𝗼𝗳-𝗰𝘂𝘀𝘁𝗼𝗱𝘆, and 𝘄𝗮𝘀𝘁𝗲-𝘁𝗼-𝗲𝗻𝗲𝗿𝗴𝘆 strategies.

National Solutions Sales Manager (VLS) | Pharma Returns + Reverse Logistics | Regulated Waste + Chain-of-Custody | Multi-Site Compliance Programs (Control • Predictability • Proof)

𝗪𝗵𝗲𝗻 𝗮 𝗺𝘂𝗹𝘁𝗶-𝘀𝗶𝘁𝗲 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗯𝗼𝘁𝘁𝗹𝗲𝗻𝗲𝗰𝗸 𝘁𝗵𝗿𝗲𝗮𝘁𝗲𝗻𝘀 𝘆𝗼𝘂𝗿 𝘀𝘂𝗽𝗽𝗹𝘆 𝗰𝗵𝗮𝗶𝗻, 𝘁𝗵𝗲 𝗻𝗮𝘁𝘂𝗿𝗮𝗹 𝗶𝗻𝘀𝘁𝗶𝗻𝗰𝘁 𝗶𝘀 𝘁𝗼 𝗴𝗿𝗮𝗯 𝗮 𝘀𝗹𝗲𝗱𝗴𝗲𝗵𝗮𝗺𝗺𝗲𝗿. 𝗕𝘂𝘁 𝘁𝗿𝘂𝗲 𝗲𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗰𝗼𝗻𝘀𝗼𝗹𝗶𝗱𝗮𝘁𝗶𝗼𝗻 𝗿𝗲𝗾𝘂𝗶𝗿𝗲𝘀 𝗮 𝘀𝗰𝗮𝗹𝗽𝗲𝗹.

We are currently locking in a comprehensive national waste management agreement to consolidate services across 20 distinct warehouse sites. The target launch is Q2. The margin for error? Absolutely zero.

When you are dealing with a project of this scale, you can't force a rushed, panicky fix. You have to treat the rollout like a high-stakes, precision extraction. Here is the framework we are using to execute safely and systematically:

🔹 𝗔𝘀𝘀𝗲𝘀𝘀 𝘁𝗵𝗲 𝗣𝗲𝗿𝗶𝗺𝗲𝘁𝗲𝗿: We don't just rip and replace. We audit every single facility’s unique waste streams and local regulatory risks before touching a single vendor contract.

🔹 𝗗𝗲𝗽𝗹𝗼𝘆 𝘁𝗵𝗲 𝗦𝗽𝗲𝗰𝗶𝗮𝗹𝗶𝘀𝘁𝘀: Complex problems require absolute cross-functional teamwork. EHS leaders, procurement directors, and local site managers each play a highly specialized role. Egos are checked at the door; the only focus is zero operational downtime.

🔹 𝗘𝘅𝗲𝗰𝘂𝘁𝗲 𝘄𝗶𝘁𝗵 𝗣𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻: Millimeter by millimeter. We establish strict compliance barriers to safeguard the client's core asset, their supply chain, and systematically eliminate operational inefficiencies.

You don't solve a 20-site puzzle by moving fast and breaking things. You slow down, gather the right tools, and execute with absolute focus.

𝗙𝗼𝗿 𝘁𝗵𝗲 𝗘𝗛𝗦 𝗮𝗻𝗱 𝗣𝗿𝗼𝗰𝘂𝗿𝗲𝗺𝗲𝗻𝘁 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗵𝗲𝗿𝗲: When rolling out a massive multi-site national program, what is the single biggest "hidden" roadblock you've encountered that a spreadsheet couldn't predict? Let's discuss in the comments.

♻️ Share if this resonates.
🔔 Follow Marchello Arcelay for actionable guidance on 𝗘𝗛𝗦 (𝗘𝗛&𝗦/𝗛𝗦𝗘), 𝗣𝗿𝗼𝗰𝘂𝗿𝗲𝗺𝗲𝗻𝘁, 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀, and 𝗦𝘂𝗽𝗽𝗹𝘆 𝗖𝗵𝗮𝗶𝗻 covering 𝗰𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝘁 𝗱𝗲𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻, 𝗽𝗵𝗮𝗿𝗺𝗮𝗰𝗲𝘂𝘁𝗶𝗰𝗮𝗹 𝗿𝗲𝘁𝘂𝗿𝗻𝘀, 𝗰𝗵𝗮𝗶𝗻-𝗼𝗳-𝗰𝘂𝘀𝘁𝗼𝗱𝘆, and 𝘄𝗮𝘀𝘁𝗲-𝘁𝗼-𝗲𝗻𝗲𝗿𝗴𝘆 strategies.

“𝗔𝗜-𝗱𝗿𝗶𝘃𝗲𝗻 𝗿𝗲𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻𝘀” 𝗮𝗿𝗲𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗹𝗮𝘆𝗼𝗳𝗳𝘀. 𝗧𝗵𝗲𝘆’𝗿𝗲 𝗮𝗻 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗻𝗴-𝗺𝗼𝗱𝗲𝗹 𝗿𝗲𝘀𝗲𝘁.
And for 𝗘𝗛𝗦 & 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁𝗮𝗹 𝗰𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝗰𝗲, that’s where silent risk shows up.

When headcount shrinks, but output expectations don’t, teams still running on 𝗘𝘅𝗰𝗲𝗹 + 𝗲𝗺𝗮𝗶𝗹 𝗰𝗵𝗮𝗶𝗻𝘀 + 𝗺𝗮𝗻𝘂𝗮𝗹 𝗹𝗲𝗱𝗴𝗲𝗿𝘀 get exposed fast:

 • Continuity breaks (institutional knowledge walks out the door)
 • Hazard visibility drops (fewer eyes = more near-miss pathways)
 • Corrective actions stall (ownership overload slows closure)

That’s why I shared the 𝗖.𝗢.𝗥.𝗘. 𝗖𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝗰𝗲 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸. A simple way to make EHS run like an operating system in a lean environment:

𝗖entralize data
𝗢ptimize workflows
𝗥egulate change (tighten MOC during role shifts)
𝗘levate intelligence (leading indicators > lagging incidents)

Bottom line: the most “AI-ready” EHS teams aren’t chasing paperwork—they’re building 𝗿𝗲𝗽𝗲𝗮𝘁𝗮𝗯𝗹𝗲 𝗽𝗿𝗲𝘃𝗲𝗻𝘁𝗶𝗼𝗻 with systems that scale.

👉🏾 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻: What’s the single biggest bottleneck in your EHS reporting today? Is it data scattered, workflow friction, MOC gaps, or slow corrective-action closure?

♻️ Share if this resonates.
🔔 Follow Marchello Arcelay for actionable guidance on 𝗘𝗛𝗦 (𝗘𝗛&𝗦/𝗛𝗦𝗘), 𝗣𝗿𝗼𝗰𝘂𝗿𝗲𝗺𝗲𝗻𝘁, 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀, and 𝗦𝘂𝗽𝗽𝗹𝘆 𝗖𝗵𝗮𝗶𝗻 covering 𝗰𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝘁 𝗱𝗲𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻, 𝗽𝗵𝗮𝗿𝗺𝗮𝗰𝗲𝘂𝘁𝗶𝗰𝗮𝗹 𝗿𝗲𝘁𝘂𝗿𝗻𝘀, 𝗰𝗵𝗮𝗶𝗻-𝗼𝗳-𝗰𝘂𝘀𝘁𝗼𝗱𝘆, and 𝘄𝗮𝘀𝘁𝗲-𝘁𝗼-𝗲𝗻𝗲𝗿𝗴𝘆 strategies.

If you manage environmental compliance and regulated waste, Jack Dorsey’s recent announcement should be your final warning. Block’s decision to cut 4,

Open article: The Silent Risk of "AI-Driven" Reorganizations in EHS (And How to Protect Your Operation) by H. Marchello Arcelay • 3 min read

The Silent Risk of "AI-Driven" Reorganizations in EHS (And How to Protect Your Operation)

In the aerospace industry, demand isn't the bottleneck.

It’s 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝘆.

When production increases, the same issues arise every time.
 • Too many handoffs
 • Unclear ownership
 • “Tribal knowledge” processes
 • Exceptions handled differently from site to site
 • Documentation that doesn’t travel well

The cost isn’t just rework.

It’s also 𝗱𝗲𝗹𝗮𝘆𝘀, 𝗿𝗶𝘀𝗸, 𝗮𝗻𝗱 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝘁𝗶𝗺𝗲.

Here’s an operator shift that I’ve seen work:

𝗧𝗵𝗿𝗲𝗲 𝗽𝗿𝗼𝗼𝗳 𝗰𝗵𝗲𝗰𝗸𝘀 𝗯𝗲𝗳𝗼𝗿𝗲 𝘀𝗰𝗮𝗹𝗶𝗻𝗴:

1. 𝗣𝗿𝗼𝗼𝗳 𝗼𝗳 𝗣𝗿𝗼𝗰𝗲𝘀𝘀: Clear SOPs and clearly defined ownership (no gray areas).
2. 𝗣𝗿𝗼𝗼𝗳 𝗼𝗳 𝘁𝗿𝗮𝗰𝗲𝗮𝗯𝗶𝗹𝗶𝘁𝘆: One clean chain of custody/data trail (so decisions aren't guesses).
3. 𝗣𝗿𝗼𝗼𝗳 𝗼𝗳 𝗲𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴: What happens when things go wrong, and who makes quick decisions?

Most teams don’t need to put in more effort.

They need 𝗳𝗲𝘄𝗲𝗿 𝘀𝘂𝗿𝗽𝗿𝗶𝘀𝗲𝘀.

Where does the ramp-up break first in your world? 𝗦𝘂𝗽𝗽𝗹𝗶𝗲𝗿𝘀? 𝗗𝗼𝗰𝘂𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻? 𝗢𝗿 𝗲𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴?

♻️ Share if this resonates.
🔔 Follow Marchello Arcelay for actionable guidance on 𝗘𝗛𝗦 (𝗘𝗛&𝗦/𝗛𝗦𝗘), 𝗣𝗿𝗼𝗰𝘂𝗿𝗲𝗺𝗲𝗻𝘁, 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀, and 𝗦𝘂𝗽𝗽𝗹𝘆 𝗖𝗵𝗮𝗶𝗻 covering 𝗰𝗼𝗺𝗽𝗹𝗶𝗮𝗻𝘁 𝗱𝗲𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻, 𝗽𝗵𝗮𝗿𝗺𝗮𝗰𝗲𝘂𝘁𝗶𝗰𝗮𝗹 𝗿𝗲𝘁𝘂𝗿𝗻𝘀, 𝗰𝗵𝗮𝗶𝗻-𝗼𝗳-𝗰𝘂𝘀𝘁𝗼𝗱𝘆, and 𝘄𝗮𝘀𝘁𝗲-𝘁𝗼-𝗲𝗻𝗲𝗿𝗴𝘆 strategies.

#Aerospace #SupplyChain #Procurement

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