Leading and Inspiring Teams, Start-up and Restructuring, Profit & Loss Management, Process Improvement, Mergers & Acquisitions, Persistence and Personal Accountability, Business Acumen, Market Analysis and High Attention to Detail. Achieving, Exceeding Goals, Exceptional Communication/Presentation/Negotiation Skills, able to persuade and Influence.Progressively responsible career directing regional and national sales teams, strategic planning and business operations management.
Strong leadership and business acumen demonstrated with regional and Fortune 100/150 companies. Flexible and adaptable with proven commitment and skill in finding innovative and practical solutions to business problems. Exceptional communication, negotiation, and follow through with multi-million dollar accounts. Ability to establish rapport and influence / persuade key decision-makers, achieving results through collaboration with others.
Charged with the responsibility of creating strategic and tactical plans to help the field sales force expand the customer base, oversee the management of key accounts and develop new markets and channels for the company MFP''s portfolio of services.
Sold original equipment and after market products to resellers, dealers, faith based organizations , and in the K-16 market nationally.. Generated in excess of $8 million in annual sales.
Increased regional sales 397% over a 4-year period. Exceeded quota three of four years.
Opened several key accounts, resulting in double-digit gains in regional market share.
Developed and managed sales and marketing operation, product management, SEO, PPC, lead generation, customer service and retention, as well as media and industry relations, advertising, interactive programs, communications, market and customer research.
Engineered crucial business tools(transaction life cycle ) and processes to dramatically accelerate sales cycle from 1month to 2 weeks for a $10M revenue surge in first ten months of launch.
Awarded the prestigious "Media Development Manager" of the year in 2008 and for first three quarters(2009).
Opened a completely unworked territory, surpassing all goals in spite of challenges associated with the sale of a v.1 release product with no references site.
Selected, recruited, and trained for K.B. HOME fast start Sales Management Trainee Program. After initial training program(4weeks), sold 30 new construction homes per month during first ninety days. Transformed two new communities in South Dallas, that Senior Management categorized prior to my arrival as "incorrigible ". In a twelve month period sold 150 new homes and closed 44 with a backlog of over 100.
Trained, recruited and managed a team of six sales counselors . Refocused and targeted sales efforts from originating low credit scores(580) home buyers to capturing high credit ones(700) by inspiring sales counselors to follow the sales process.
Founded and developed a strategic business plan that launched the company into the managed print services, lithographic printing , digital printing , direct mail and transactional print services. Oversaw and managed through 4 direct reports a staff(180) dedicated professionals of marketing, manufacturing, distribution, sales and administration. The contrivance and implementation of this plan produced annual sales of $24 million in a crowded mature market place.
Built a startup from ground zero to $24 million per annum in just 5 years.
Secured $10 million for capital expenditures from Comerica Bank for expansion .
Negotiated and obtained $2 million in working capital from Bank One with the strength of business plan making the cogent justification.
Captured Fortune 500 and Major Accounts with D.R. Horton, Lennar Corp. Hovnanian Enterprises, Beazer Homes USA, Taylor Morrison, David Weekley Homes , General Motors, Dress , American Airlines, J.C. Penneys and HCA.
Directed 300 -person sales team and 50 dealers operating throughout a 6-state region (Texas, Oklahoma, Louisiana, Arkansas, Missouri and
New Mexico ) selling operating and program leasing agreements, document solutions, office imaging equipment, software, support, and related services and supplies in the Southwestern United States).Championed and evangelized all leasing(transaction life cycles) programs from soup-to-nuts for the region.
Achieved a 250-percent growth in leasing sales volume in a one year period from $10 million to $25 million
Realigned and strengthened the integrity of transaction life cycle that led to improved customer relationships, decreased billing delinquencies by 50-percent and increased warehouse lines by 100-percent.
Instituted weekly, monthly, and quarterly briefing on legislative actions, competitive intelligence, market conditions ,pricing strategies, USP(unique selling points) aimed at minimizing effects on P&L and optimizing sales ..
Coordinated account strategies , planning cycles, and sales activities by establishing professional relationships with key government purchasing agents to win and drive profitable sales volumes and quotas.
Led a new product (OCE' 2500) to 100% of annual sales projections within 5 months of launch, and closed the company largest K-16 contracts with UNT($2.5 M) and DISD ($1.3 million).
Managed all administrative aspects of the field distribution, service and sales operations, including specific sales/service logistics goals, commission plans, territory assignments, profit & loss, demand planning, budgeting, sales, marketing, staffing, and customer service for the entire operation of the Southern Region.
Designed and implemented regional restructuring which included realignment of roles, created and staffed new positions, introduced and implemented a plan that proactively manages the business cycle in a segment that has traditionally been very reactive due to competition, product life cycle and distribution channel expectations.
Held responsibility for revenue growth and customer retention across 14 -state, 12 -office region. Provided overall leadership for 12 managers and 165 representatives. Implemented regional strategies while developing and implementing go to market strategies to drive overall leasing volume . Traveled to meet with branch leaders and customers. Contributed to strategic sales, renewals, and customer issue resolution. Worked internally with multiple organizations to develop and deliver solutions. Set standards and expectations for region and inspected progress regularly
Innovative & Growth Contributions:
Successfully merged IBM and Kodak leasing programs into one Conditional Sales Contract by negotiating new terms with the Funders Regional Vice -President. The negotiation terms that were adopted company wide led to $17Milliom in savings.
Inherited a negative contribution loss in excess of $6,500,000 from Kodak acquisition of IBM Copier and leasing business.. During very difficult transition times, was able to process , upgrade, cross /upsell more than 1,500 lease applications with an equipment cost of $84,000,000 and to generate accumulated net profits in excess of $5,556,000. This turnaround was accomplished by increasing operating efficiencies, consolidated vendor relationships from 11 to 3 , personally interaction in the sales closings and deal structuring.
Provided strategies, coaching, engagement, structure, feedback, and leadership to the District Sales and support team. Guided and Managed the District sales efforts including service revenue business, sales processing, sales forecasting, penetration tracking and reporting and overall sales execution .
Key Contributions: .
Function was to achieve revenue and profit growth targets in a territory consisting of a small number of large commercial accounts, GPOs or public sector entities by communicating Kodak value proposition at all levels (including VP and C level”) including, but not limited to engaging and collaborating with pricing and contracting resources to propose, negotiate and close large and complex contracts.
Game Changing Contributions:
Marketed and sold Centralized Print Services solutions to large enterprise (Fortune 500) accounts in Houston, TX.
Companies Worked For:
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