SENIOR BUSINESS & SALES EXECUTIVE
Results-driven, people-oriented, Sr. business manager with 20 years experience delivering profitable new business wins, channel & market development, business transformation, building profitable Alliances and Partnerships, and providing exceptional ability to identify new strategic business opportunities. Strong business process and project management skills, with effective combination of leading multiple priorities, mentoring, and generating innovative strategies to meet business objectives in large-scale environments. An articulate communicator at all organizational levels.
CAREER OBJECTIVE
The opportunity to help a Company grow, achieve its business growth objectives; and to develop and/or build either a key Company program, a Company brand, or a Company division, to win profitable results, utilizing my experience in Strategic Development, Building Alliances and Partnerships, Vertical Market Development, and Channel Expansion.
AREAS OF STRENGTH & SPECIALIZED SKILLS
* Solutions Selling
* Channel & Market Development
* Building Alliances & Partnerships
* Business Transformation
* New Product Launches
* e-Business Processes & Solutions
* Business Analysis/ Problem-Solving
* Strategic Opportunity Assessments
* Program Leadership
* Business Intelligence
IKON OFFICE SOLUTIONS, INC., Malvern, Pennsylvania 2001 to Present
$4.5 Billion Dollar Global Imaging Firm (34,000 employees, 600 offices worldwide) providing Imaging and Document Management Solutions to 85 % of FORTUNE 1000 Companies.
Manager, e-Business Alliances, 8/2001 to Present
* Developing & Managing Alliances and Partnerships in the B2B e-procurement space. Proposed and developed IKON's National Business-to-Government (B2G) initiative for Professional Services, Facilities Management, Digital Document Conversion, Needs Assessment, and Network Connectivity.
Key Accomplishments:
* Developed ongoing strategy, and negotiated mission-critical e-Procurement Network Alliance partnerships, including Ariba, CommerceOne, MarketMile (American Express), and PeopleSoft, which are the core of IKON's e-Business processes, and highly successful multi-million dollar online market channel.
* Championed new Federal market vertical, at request of senior management, to engage multiple lines of business for potential multi-million dollar Federal market opportunity.
* Developed Federal market opportunity analysis, sales implementation plan, and new Federal training program for sales professionals throughout the U.S. Defined, and proposed new business processes for multiple lines of business, to properly grow and manage this key strategic business opportunity.
* Proposed new national, state and local government strategy, with an overall $1 Billion dollar plus market potential, as a next step to the new Federal vertical.
COMPUTER ASSOCIATES INTERNATIONAL, INC., Blue Bell, Pennsylvania 1999 to 2001
$6 Billion dollar software application firm (18,000 employees, 143 offices worldwide) providing enterprise and distributed information systems software solutions to 95% of the Global 2000 Companies.
Senior Sales Executive, Distributed Applications & Information Management, 11/99 to 03/01
* A top producer of the Global Professional Services unit, provided business software solutions for major clients, resulting in over $3 million of new business; served as senior member of Pennsylvania's division, successfully leading multiple engagement teams, and complex multi-million dollar RFP bid responses.
* Promoted diverse range of products and value-added services, including e-business software, supply chain management, CRM, Data Warehousing, GPS/GIS, Business Intelligence, and Enterprise Information Portals.
* Applied understanding of business processes in multiple vertical markets (Financial, Life Sciences, Transportation, Utilities, Manufacturing, Services and Technology markets) to leverage client's strengths and core competencies.
Key Accomplishments:
* Partnered in $1.2 million U.S. Judicial System application integrating court system files, which provided secure real-time records access to judges, clerks and court attorneys, streamlining access to key information.
* Successfully provided over $600,000 of software & training to $500 Billion dollar financial Company providing life cycle management, version control, and configuration management, which tracked and managed development changes in mission-critical financial business applications.
* Proposed wireless hand-held solution for physician's real-time access to patient I/O vitals records, meeting all HIPPA security and patient confidentiality requirements.
* Provided $400,000 enterprise software solution for financial information services company, allowing guaranteed network uptime, time-critical information accuracy, and enhanced client service.
MARKET SHARE GROUP, LLC, Wayne, Pennsylvania 1998 to 1999; 1995 to 1997
A consulting service organization, which provides Market Opportunity Assessments, and delivers strategic solutions.
Senior Consultant, 10/98 to 10/99; Senior Business Strategist, 5/95 to 8/98
* Identified Client's organizational strengths and weaknesses; and critical market threats and potential opportunities, which enabled clients to effectively use core competencies, business strategy, technology, and market positioning.
Key Accomplishments:
* Developed and implemented new demand-side process for non-profit institution, which reduced costs by over 20% in the first year of implementation.
* Partnered with embassies from 12 Latin American and Eastern & Western European countries to support business development for international companies starting new business operations in the United States.
* Sourced venture capital markets for $10 million venture capital funding for company proposing an e-commerce B2B solution for 16 African countries. Completed strategic analyses for pre-IPO companies, recommending strategies and methodologies to help companies grow and compete profitably.
* Developed management plan for regional community, which created standards for improved processes and practices resulting in annual cost savings of 30%.
BROADREACH CONSULTING, INC. - Wayne, Pennsylvania 1997 to 1998
Senior Manager - Business Development, 8/97 to 11/98
* Managed key Fortune 1000 accounts; developed new opportunities in e-commerce, data warehousing, supply chain management, business process planning and knowledge management; business portfolio consisted of ongoing and proposed projects, valued at $12 million.
* Developed Master Service Level Agreements (SLAs) with major client organizations outlining work scope, resources requirements, delivery process, time, and cost.
Key Accomplishments:
* Built major pharmaceutical account to $1.2 million in new business, including "Award Winning" Web-based supply chain management solution for inventory management and supplier scheduling.
* Managed complex $800,000 custom Sales Force Automation software development initiative.
* Lead solution team for developing custom regulatory reporting application for Fortune 200 chemical manufacturer's reporting requirements to United States OSHA department.
JET AVIATION BUSINESS JETS, INC. - Chicago, Illinois 1993 - 1995
Vice-President - Sales & Marketing, 4/93 to 5/95
* Successfully managed the growth, and the P&L of the Midwest division, for this $500 million global company, closing sales that represented 50% of industry's new Asset Management business in the region (1994, 1995).
* Re-organized Jet Aviation's Corporate Midwest Region's Sales and Marketing operation, and created successful multi-million dollar proposals and boardroom presentations for client management.
ATLANTIC AVIATION CORPORATION - Teterboro, New Jersey 1989 to 1993
Manager - Business Development, 3/89 to 4/93
* Received "Outstanding Achievement Award" for top performance among all national divisions. (1991)
* Executed the first successful turn-around of Atlantic's Flight Services division in its 17-year history.
* Achieved annual sales growth of 40% for two consecutive years during the U.S. economic recession.
* Increased major aircraft asset management business by 250%+ during 3-year period.
* Generated 42% of industry's new aircraft asset management business in NYC's metropolitan market. (1991, 1992)
* Managed division's asset management programs, directed national marketing campaigns, media planning, database management, telemarketing activities and contract negotiations with key clients.
AGUSTA AEROSPACE CORPORATION - Philadelphia, Pennsylvania 1986 to 1989
Corporate Lease Manager, 2/86 to 3/89
* Recognized as National Sales Leader in 1987 & 1988 for this $2 billion European Global Aerospace Company.
* Successfully negotiated the sale/ lease of 25 aircraft to Fortune 500 companies and high-profile business executives throughout the United States during industry-wide business recession.
* Opened new sales territory in Midwest U.S., and successfully sold 66% of industry's new business in the region for new twin-engine helicopter sales during 18-month period.
PROFESSIONAL ACTIVITIES
CHESTERBROOK CIVIC ASSOCIATION - President, Board of Directors 1998 to 2001
Provided leadership for 28 Chesterbrook communities, representing $550 million dollars in property assets. Partnered with state, local, and county officials in managing the diverse needs of residents in this high-growth region.
BRADFORD HILLS ASSOCIATION - President, Board of Directors 1998 to 2000
Provided leadership with P&L responsibility in the management of $28 million in real estate assets for Bradford Hills Association. Directed the annual budgetary process, weekly expenditures, and oversaw the management company's performance in the daily delivery of many contracted services to this executive community.
EDUCATION / TRAINING
* Pennsylvania State University, Agronomy - 1975 - 1978
* West Chester University, Business Management (night school) - 1984 -1986
* MicrosoftTechnology Sales Specialist Certification - 1998
* IBM Solutions Selling Certification - 1998
* Computer Associates - Weekly Technology Seminars - 1999 - 2001
* Target Account Selling - (TAS) Solutions Selling Certification - 1999 - 2001
* ISO 9002 - Global Certification Participant - 2000
* IKON Customer Service Training - 2003
* Advanced Tactics and Strategy for Federal IT Enterprise Solutions Selling - 2004 |
