Responsible for solutions consulting sales team covering Fortune 1000 global accounts for the Southeast and Middle Atlantic States. I manage 10 National Solutions Consultants that sell software (including SAAS solutions), consulting and implementation services throughout the territory. • Improved sales by refocusing the group’s focus of selling a solution set of multiple third party solutions (Appian, Basware and others), into a narrower solution set in which Ricoh could add significant value while enabling customers extract more value out of current systems. • Implemented a go to market model of bundling into as many hardware deals as possible secure and mobile printing solutions that enabled customers to reduce costs while enabling users to print anywhere. • Increased sales by over 100% during the last 12 months, brought over 10 million in new business, grew pipeline 500% during the time period. • Closed significant workflow automation, content management and BPM solutions with customers such as Verizon, Sumitomo Bank, Nationstar Mortgage (part of Fortress Investments) and Siemens.

Responsible for Sales and Delivery of Professional Services for the South Florida Marketplace. Our offerings focus on Digital Document management solutions and production printing. Responsible for 8 delivery people plus 5 sales people throughout Southern Florida. • Integrated team for Ricoh and Ikon Solutions consultants and engineers • Quickly identified key portfolio segments to focus on for growth (Accounts Payable automation, business process automation, secure print, distributed scanning) • Identified local partners for IT services that allowed us to sell and implement over 1 million dollars in IT services solutions. • Pushed an aggressive training program that allowed team to be able to deliver on key complex solutions which drove increased gross margins for Ricoh. • Negotiated marketing alliance with Miami Marlins Baseball club that has allowed Ricoh a key demo site for our advanced solutions such as A/P automation, mobile print, Rightfax, and production print. • Increased Sales 300% since joining company 3 years ago • Moved our team from last in the company 28 out 28, to finishing in the top 3 in the country 2 years in a row • Improved forecast accuracy • Area had run 8 quarters of consistent losses when I arrived, have produced consistent profitable quarters since my arrival. • Closed large new opportunities in accounts such as: Tyco/ADT, Burger King, Baptist Health, Miami Marlins and Sunteck transportation with innovative advanced capture and workflow solutions integrating products from EMC, Kofax, Skelta and others.

Oversee 500M+ in annual Latin American sales operations (technical consulting, customer service, and extended warranties), including an international team of 3 managers and 65 sales representatives. Develop and implement strategies to maximize revenues, sales team proficiency, client service levels, and alignment with internal corporate objectives. Optimize new solution launches by coordinating initiatives with other business units. Direct forecasting, training, and development functions. Negotiate favorable agreements and cultivate strong client relationships, including conferring regarding transactions and promptly resolving escalations / client issues. • Increased YOY growth 21% (14% adjusted for exchange volatility) for FY2008. • Achieved #1 market share and a growth rate 2-3 times greater than the market average. • Helped generate Millions in new revenues by spearheading the incorporation of a new acquisition (a data center services design firm) into the company’s offerings in 4 months, including closing the 1st post-acquisition sale

Led client support contract sales across Latin America, including 40 team members dispersed in multiple nations. Devised and deployed strategies to exceed a 250M annual sales goal while providing excellent service and adhering to corporate plans / policies. Bolstered operations and sales force effectiveness through process improvements in areas including client / market research. • Earned award for surpassing 110% of 250M annual sales target (pro-rated). • Grew Technology Services sales despite 12% overall sales decline across other enterprise units. • Enhanced annual sales 15M by compiling data on client equipment and by developing a program to increase client support sales by leveraging the information collected. • Decreased costs 20% by deploying an electronic client contract acceptance process. • Improved annual revenues 10M and client satisfaction (~ 50% to 90%+) from the small business category while increasing sales efficiency by designing and deploying a specialized telesales team (including guidelines and policies) to service the 80% of transactions producing 20% of revenues.

Oversaw indirect sales functions for 700 million dollar sales organization, including 4 resources in 4 Latin American nations. Directed sales forecast function. Created and implemented strategies / process improvements to optimize revenues, efficiency, compensation structures, and post-acquisition integration (Compaq). Provided coaching / mentoring to sales force. • Drove 80% sales growth (exceeding all other global regions) while enabling a 50% headcount decrease by strengthening and automating the sales coverage / analysis function. • Achieved 95%+ sales forecast accuracy; no other regional unit surpassed 50%. • Unified HP and Compaq operations (deals, compensation programs, performance metrics) within assigned functions in 6 months vs. 2 years or more for other areas in the region.

Directed operations for 3 countries with 80M in annual sales, including supervision of 15 team members. Deployed programs to enhance new business development, compensation, inventory management, and sales forecasting. • Increased sales 4M by launching a program to obtain leads from field technicians.

Optimized inventory risk management through new systems. Collaborated across functions to strengthen programs in areas including report accuracy and receivables / aging management. • Cut annual inventory costs 1M+ by decreasing quantity of goods stored in field offices.

Oversaw planning / reporting for Latin America in capacity as regional software segment controller, including 20 team members throughout the region. Delivered finance, P&L, and accounting reports. • Reduced taxes and annual import duty expenses (4M) through electronic software distribution. • Led financial reporting for area with an annual 2B sales objective and 200M expense budget.

Devised and deployed strategic / tactical plans to enhance regional market position. Performed competitive / market analysis and assessed company’s services and growth prospects.

No description available.