Objective: Seeking an executive level, challenging business development, marketing and sales position in a progressive corporation that will enable me to significantly increase the company’s market share, revenue and profitability.
AREAS OF EXPERTISE RESULTS
Leadership Skills and Sales Training § Presented to colleagues at national sales meeting on successful new account acquisition.§ Chosen to mentor three new sales representatives.§ Assessed issues, set agenda and facilitated monthly sales team meetings.§ Trained and supported sales team in the marketing of complicated high-end solutions.
Industry, Market and Competitive Research and Analysis, Strategic Planning, Marketing and Business Development, Market Share Expansion, Sales, and New Account Acquisition § Adept at identifying specific target customers.§ Skilled at positioning company’s unique value proposition.§ Influenced bid with the Norwalk Public Schools to win a contract, replacing a competitor, worth $1.2 million to Xerox.§ Placed additional mainframe printers at four different State of CT agencies. Total solutions valued at $1.5 million plus annual service & supply revenue streams in excess of $10,000.§ Increased the number of Xerox machines in the Bridgeport Public Schools by more than 25%.§ Opened over 200 new accounts with Jostens Sportswear.§ Developed detailed marketing presentations for major apparel retailers such as Macy’s & Sears.
Proposal Writing & Bid Response § Responsible for successful creative bid responses to differentiate Xerox’s products and services from the competition.
Customer Relationship Management and Retention, Issue Resolution, and Increased Revenue and Profitability § Developed customer targeted marketing presentations with business solutions.§ Norwalk Public Schools billings increased from $20,000 to $62,000 per month.§ New Canaan Public Schools billings increased from $12,000 to $31,000 per month.§ Doubled the number of production machines in Stamford’s two print shops (City & Public Schools) increasing monthly revenues by $5,000.§ Increased annual territory volume at Jostens Sportswear from $800,000 to $1.7 million.
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AREAS OF EXPERTISE RESULTS
Communications Skills § Presented to public school boards to close major contracts.§ Presented to State of CT Dept of Information Technology & their consulting firm on advantages of Xerox’s new printer technology.
EMPLOYMENT HISTORY
XEROX CORPORATION - Stamford, Connecticut 1996 – Present
Senior Sales Executive
Responsibilities include:
1) Customer Relationship and Retention Management, Issue Resolution, Business Development, and Sales and Revenue Growth:
· Norwalk Public Schools Influenced a bid to win a district wide copier contract. Replaced a competitive vendor. Total solution worth $1.2 million. Increased monthly billings more than 300%.
· State of Connecticut Comptrollers Office Developed a solution to transition the customer from mainframe to network printing. Protected market share of Xerox equipment statewide. Total solution including hardware & software worth $600,000.
· State of Connecticut Dept of Labor Sold additional printers to provide backup capability. Turned negative situation where customer wanted to terminate Xerox contract into a $350,000 solution.
2) Sales Staff and Territory Management, Training, Mentoring and Team Building:
· Manage sales territory in excess of $2 million annually selling hardware, software & staffing services.
· Perform frequent competitive analysis and appropriately train sales staff on marketing, sales promotion and successful sales strategy.
*Special Accomplishments - Earned President's Club recognition three times - a distinction achieved by only 15% of the sales force.
JOSTENS SPORTSWEAR - Overland Park, Kansas 1988 –1995
Sales Representative
Accomplishments Included:
· Covered sales territory in New York City and New Jersey, opened 200 new accounts and increased sales volume by more than 100%.
· Addressed colleagues at national sales meeting on business development, marketing, strategy, and success with new account acquisitions.
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OMEGA WATCH CORPORATION - New York, New York 1986 –1987
Sales Representative
Accomplishments Included:
Sold prestigious watch line to prominent jewelers and major retailers in New York and New Jersey.
TOTES INCORPORATED - Loveland, Ohio 1985 –1986
Sales Representative
Accomplishments Included:
Successful marketing and business development, management of a $ 1,000,000 territory and increasing company sales and revenue through the acquisition of more than 100 new accounts. Also focused on existing account retention and the resolution of service issues.
JOHN HENRY UNDERWEAR COMPANY - New York, New York 1983 –1984
Sales/Marketing Assistant
Accomplishments Included:
Management of the metropolitan New York sales territory, conducting competitive analysis to develop and implement successful market and sales strategies and working with executives on sales presentations to targeted, major department stores.
AFFILIATIONS & ORGANIZATIONS
· American Cancer Society Relay for Life-Committee Chairperson
· Wilton High School Wrestling Booster Club-President and Treasurer
· Execunet International -Professional and business development networking organization
· Wilton Sports Council-Wrestling Team Representative
EDUCATION
Iona College - New Rochelle, New York 1986 - 1989
Post Graduate Work in MBA Program
Union College - Schenectady, New York 1983
BA, English/History |
