BUSINESS / SALES CHANNEL DEVELOPMENT
ACCOUNT MANAGEMENT - STRATEGIC RELATIONSHIPS
- Impactful leader. 20 years experience uniting diverse teams behind new products, solutions and services.
- Expect results. Enabled over $30 million in new revenue and savings for Fortune 500 companies. Consistent top performer.
- Lean Sigma / IT Solution Architect. Demonstrated record of leveraging technology to create award-winning applications. Responsible for two U.S. patents pending. Earned seven nationally-published success stories.
EXPERTISE
New Business Development
Strategic Planning / Implementation
Executive-Level Partnerships
Sales Channel Development
Product Marketing / Management
Consultative Selling
Business / ROI Analysis
Process Improvement
Customer Presentations / Relations
CAREER HISTORY / TRANSFERABLE ACCOMPLISHMENTS
NISSAN NORTH AMERICA, INFINITI DIVISION - El Segundo, California, Present
MANAGEMENT TECHNOLOGY CONSULTANT
Develop and deliver enterprise-wide process improvements. Increase customer satisfaction by enhancing the impact and delivery of business transaction information.
- Directed an on-time, on-budget technology upgrade for 188 Infiniti Service Centers.
- Designed and manage 1,536 business-critical Adobe CAD files.
- Eliminated significant inventory obsolescence costs.
- Led a cross-functional team of executives, IBM Global Services, dealer principals, hardware and software vendors.
- Authored impactful marketing collateral and ROI studies to dealer principals. Attained a 94% sale closure rate.
- Eliminated over $1 million in annual direct costs.
TOSHIBA AMERICA BUSINESS SOLUTIONS - Irvine, California, 2001 - 2006
Sixth largest manufacturer of electronic office equipment. Named one of the world’s most admired companies by Fortune magazine.
SOFTWARE SOLUTIONS CHANNEL MANAGER
Launched a software sales channel for Toshiba hardware dealers. Created new revenue streams. Drove a "mindset migration". Guided 312 commodity-minded reps towards a consultative sales approach. Led a cross-functional team of Toshiba management, dealer principals, sales, clients, vendors and deployment.
- Grew annual sales from zero to $20 million. Awarded Channel Manager of the Year four times.
- Created and implemented strategic plans for 18 dealerships.
- Co-authored marketing, and delivered training, for 22 product launches.
- Translated customer requirements to 14 software vendors. Software involved imaging, enterprise document management (both server and ASP-based), Adobe variable data output, IBM information systems and Quest application management.
- Composed 121 replicable solutions across 19 verticals, including:
- Enabled a $775,229 targeted savings at MSI Property Management. Applied Six Sigma methodology to eliminate a storage and retrieval bottleneck for client contacts and correspondence.
- Reduced costs 23.2% via streamlined statement processing at government IT contractor ACS. Honored with a nationally published case study.
- Created a digital imaging solution for patient records at Delta Dental of New Mexico. Improved HIPAA compliance, reduced costs and streamlined operations.
- Consulted on the jackpot reward process for Mardi Gras Casino. Awarded a U.S. patent pending. Honored with a case study used in the Toshiba training department’s Advanced Solutions Selling course.
MOOREWALLACE, a Division of RR Donnelley - Los Angeles, California, 1996 - 2001
World’s premier full-service provider of print-related services, including document-based business process outsourcing.
BUSINESS ANALYST / PROJECT MANAGER, eBusiness Solutions Group
Consulted, sold and project managed custom variable data output (workflow) solutions.
- Implemented over $5,000,000 in savings. Examples include:
- Developed 32.3% in warehouse process improvements for American Honda Motor Company.
- Consulted with the U.S. Air Force, eliminating 30.1% in direct costs and improving cycle time by 80%.
- Saved 23.6% in operating costs for Schwab Institutional Investing by reducing administrative errors.
- Saved 20.2% by eliminating waste, redundant processes and obsolescence for Amica Insurance.
- Averted 36.6% in check processing costs for Toyota, with an ROI realized in 1.5 months.
- Reduced new hire processing costs by 37.8% at Harrah’s Entertainment, Inc. Awarded a U.S. patent pending. This solution was modeled as a best practice during the development of a new software product.
STANDARD REGISTER - Los Angeles, California, 1983 - 1995
The premier document services provider in the US, trusted by leading companies to manage business-critical documents.
ACCOUNT EXECUTVE
Specialized in workflow analysis and solution selling. Partnered with manufacturing to create award-winning solutions involving business-critical documents and pressure-sensitive materials.
- Attained consistent first rank among 800 peers in profitability, over 12 years.
- Achieved sales in the top 8% each year, including:
- Designed a more efficient order picking/packing/shipping document for Capitol Records. Collaborated with manufacturing to engineer new production capabilities. Honored with a nationally-published case study.
- Improved the efficiency of collecting membership pledge data and payments for KCET Public Television.
- Enhanced the impact of blood drive direct mail campaigns for American Red Cross.
- Simplified the customer fulfillment and data collection process for Credit Card Sentinel. Reduced administrative costs. Honored with a national case study.
- Streamlined the payroll and new hire processes for AppleOne Employment Services and ITT Employer Services. Reduced administrative labor, errors and supply costs. Awarded with a national case study for each solution.
- Industry pioneer in the use of CAD software to communicate vital design information.
- Won the Standard Register Systems Design Competition three times.
EDUCATION AND TRAINING
- B.S. Marketing, Indiana University of Pennsylvania. Graduated Cum Laude, 4.0/4.0 Marketing G.P.A.
- Certified Six Sigma Project Leader
- Lean Enterprise Project Leader
- Certified Document Imaging Architect (CDIA)
- Certified Print Management Project Leader, Toshiba America Business Solutions
- Course Co-Developer and Co-Teacher, Advanced Solutions Selling, Toshiba America Business Solutions.
AWARDS AND RECOGNITION
- Responsible for two U.S. patents pending.
- Earned the Channel Manager of the Year award four times at Toshiba.
- Won the Standard Register Systems Design Competition three times.
- Honored with seven nationally-published case studies.
- Ranked first in sales performance at Toshiba, MooreWallace and Standard Register. |
