OBJECTIVE:
A key leadership position utilizing my expertise in Regional Sales Management, Channel Management, Marketing Management, and Strategic Market Planning in order to drive sales growth through effective management of direct sales and third party distribution channels; coach, train, and manage employees to instill teamwork and maximize productivity; create and implement value-added customer service programs to ensure customer satisfaction; conceive and implement marketing and sales strategies to competitively position products and services.
QUALIFICATIONS:
Channel Sales & Distribution - Direct Sales and Solutions - Team Leadership/Development
Value-Added Customer Service - Regional Sales Management - Sales Recruitment & Training
Product Management - Target Marketing - Marketing Management
Account Management - Strategic Planning - Contract Negotiations
EMPLOYMENT EXPERIENCE:
XEROX CORPORATION 1989 to Present
Earned a series of performance-based promotions with this $17 billion Fortune 50 organization specializing in document management, document imaging, software and consulting services.
Senior Marketing & Recruiting Manager, Xerox Corporation, Atlanta, GA (1/02 - Present)
Provide leadership to Channels Division sales operation and accelerate market development throughout the Eastern seaboard. Diversified activities include market analysis, target market research, new product launch, and sales force recruitment, development and retention. Honored with Team Hero Award. Manage 11 direct reports.
Sales Operations Support Manager, Xerox Corporation, Atlanta, GA (Jan 2001 - 2002)
Directly accountable for budgeting, strategic planning, development, implementation and leadership of sales training programs for the Southeast Region comprised of 24 managers and sales specialists, 60 business partners, and 340 dealer/agent representatives.
Sales Operations General Manager, Xerox Corporation, Savannah, GA (Jan 1998 - 2000)
Built and led a sales organization of 30 indirect and direct sales personnel responsible for education and government markets. Concurrently managed channel partners, dealers, agents, resellers, VARs, business services and technical services organizations.
Sales Product Manager, Xerox Corporation, Richmond, VA (Jan 1996-1997)
Major Account Manager, Xerox Corporation, Richmond, VA (Jan 1994-1995)
Major Account Representative, Xerox Corporation, Jacksonville, FL (Jan 1991-1993)
Marketing Representative, Xerox Corporation, Jacksonville, FL (Nov 1989-1990)
EDUCATION AND PROFESSIONAL DEVELOPMENT:
MBA Candidate - Expected April 2003; Mercer University, Atlanta, GA
BA, Business Administration & Marketing; Lincoln University of Pennsylvania, Oxford, PA
Scholastic All-American; Dean's List
Executive Leadership Series-Managing Tasks Through Indirect Channels-New Manager School
Leading Cross-Functionally - Managing People & Process - Management Development Program
Measures of Quality - Quality Improvement Process - Problem-Solving Process
Leadership Through Quality
AWARDS:
President's Club - achieved140% to 165% of quota, 1997, 1994, 1991
Par Club - 100% to 140% of quota, 1999, 1998, 1996, 1995, 1993, 1992
#1 Sales Product Manager (ranked 10 out of 350 nationwide),Virginia District
#1 Major Account Representative (out of 15), Jacksonville Market
#1 Marketing Representative (out of 18), Atlanta District
DocuStar Bermuda Trip Winner - highest sales revenue generated for Eastern Region
ACHIEVEMENTS:
Regional Sales Management / Channel Management
Built and led sales organization as Sales General Operations Manager for a Fortune 50 multinational corporation. Managed and implemented sales plans for three distinct business models, including direct sales, sales agents, and technical analysts; implemented systems and processes to define roles and responsibilities across sales and technical service organizations; identified top talent; recruited and trained staff; coached, mentored, and developed sales team; established expectations and measured results; successfully penetrated C-level contacts at targeted customer accounts; delivered strategic presentations promoting company products and services and integrating customers' key priorities. Results: Exceeded $15 million quota for 3 consecutive years while attaining greater than 20% revenue growth with a 95% customer satisfaction rating; delivered $20 million in sales over 3 year period.
Expanded Eastern Region distribution network by 15 new dealers in 2002. Utilized e-recruiting and business journals to identify prospective business partners; administered online profiles; conducted behavioral and sales assessments; evaluated prospective dealers' business plans; integrated with region marketing plan; established sales strategies and objectives; provided managerial oversight to business affairs (e.g., budgeting, forecasting, market/competitive analysis); developed operations manual to facilitate new business startup. Results: Established strong working partnerships; contributed $18 million in new business sales; model became benchmark recruitment program for other regions.
Created and launched sales force recruitment and customer retention programs as Marketing and Recruiting Manager covering the Eastern Region from Maine to Puerto Rico. Developed recruiting process to assist channel partners in hiring and retention; utilized electronic recruiting tools and Craft Systems behavioral and sales aptitude assessments; utilized list management and database tools to define targeted customers; established "retain the base" program to increase customer retention. Results: Increased customer retention 20% the first year of the program; increased sales force coverage 20% during 18 month span.
Created and delivered sales training curriculum for new hires throughout the Southeast region as Sales Operations Support Manager. Directed team of three in Georgia, Florida and Puerto Rico; developed and implemented training curriculum and events for over 250 sales representatives; evaluated sales force competencies and skills; developed and implemented sales force accreditation process; developed E-learning program. Results: Delivered 300 hours of training in-person and via Internet in one-year; increased employee morale; aided in reducing sales force turnover by 15%; achieved 85% sales rep participation for training events.
Introduced $15 million innovative technology sales solution for Circuit City Stores national account. Partnered with Circuit City corporate headquarters; identified needs; developed cutting-edge technology solution integrating web-based document submission and storage to assist in employee training and in-store product promotions. Results: Negotiated and closed exclusive five year equipment and services contract worth $15 million.
Marketing Management
Planned and implemented new product launches for sales organization spanning the Eastern seaboard from Maine to Puerto Rico. Coordinated marketing, analysts, and technical service team; directed product definition and specification; identified target markets; delivered presentation defining corporate strategy and implementation; coordinated product demonstrations of technical features and benefits; scheduled and monitored roll-out of products and sales collateral. Results: Successfully launched digital imaging products group which represented 70% of total products sold during 2002; generated revenues of approximately $67.2 million.
Established Customer User Group for high-end equipment customers in Central and Southern Virginia to build brand awareness and customer loyalty as Sales Product Manager. Advised and facilitated group meetings; discussed customer issues; explored innovate equipment applications; coordinated meeting logistics and correspondence in partnership with User Group officers. Results: User Group served as a vehicle to resolve critical customer service issues; instrumental in achieving 95% satisfaction rating.
Planned and directed marketing events to promote Xerox products and services. Coordinated all aspects of promotional events such as product expos and open house demonstrations; negotiated event locations, catering services, and media publicity; defined and delegated tasks; established and directed teams. Results: Increased customer leads by 30%; expanded customer awareness.
Strategic Market Planning
Presented annual strategic marketing plan at Eastern Region Annual Sales Conference. Delivered marketing and sales plans to group of 200 +; conducted Q & A session. Results: Strategic marketing plan was instrumental in $70 million in sales in 2002.
Developed and implemented strategic marketing campaign for select markets along the Eastern seaboard to identify and engage potential new customers. Utilized direct mail campaign; created partnership with outside firm to provide telemarketing follow up for potential new customers. Results: Delivered successful marketing campaign that brought in approximately 1100 new customer prospects, of which 400 signed contracts for new equipment / software valued at $3.2 million in revenue.
Developed strategic marketing plan for international market expansion. Defined plan for established U.S. company to expand product offerings into Southeast Asia market; compiled information for marketing plan including assessment of current market trends and consumer preferences; utilized research tools such as the Internet, business journals, and consumer interviews to compile data. Results: Developed case study that was presented to audience of select university faculty and class peers. |
