Bloomingdale, IL firstname.lastname@example.org
Dynamic sales executive with a unique blend of General Management leadership expertise and experience
inSales, Marketing, Customer Service, Services, Sales Operations, Strategic Account Management and P&L
Accomplished at turnaround of under-performing sales operations with multiple channels.
Consistent achievement of sales and profitability objectives.
Adeptly appliesconsultative skills to complex solution sales inmultiple vertical markets.
Builds accountability as an advocate of sales and customer service enabling technologies.
Exceeding Performance Targets
Sales Process &Solution Selling
Measurable Sales Processes Six Sigma Green Belt &Champion Certified
Sales Technology 2.0 ExpertiseNew Account Acquisition & Retention
FELLOWES, Inc.Itasca, IL
Director of Business Development and New Channels
July2012 – June-2013
Reported to Executive Vice President of Global Sales. Responsible for National Field Sales organization,
including direct and indirect sales team(Rep Groups). Responsible for development of new and existing
Successfully rolled-out initial phase of Fellowes Professional Channel to corporate end-users and
dealers. Extensive collaboration with Marketing and Supply Chain associates.
Created corporate business plan and model to expand products and solutions into the industrial and
high-end corporate markets.
Collaborated with Sales Finance and National Sales Manager to develop and implement improved
business processes for daily salesreporting activities, fieldbusiness reviews, and pipeline
ACCO BRANDS-PRINT FINISHING SOLUTIONS GROUP Lincolnshire, IL2004-2012
VicePresident Direct Field Sales-(2008 – 2012)
Reported to the SVP and General Manager while having national responsibility for direct field, inside sales
and dealer revenue and gross profit results. Partnered extensively with SVP to initiate P&L improvements
and to develop marketing and target market plans. Key solutions sold: Brand Image Solutions, Specialty
Print, Print Communications,and GBC branded Equipment and Supplies. Annual Sales Objective: $72 million.
Responsible for P&L and revenue generated by NationalField and Inside Sales,Dealers, Field Services,
National Business Development, and Web.
Leveraged existing partnerships between ACCO’s sales managementteam and peers of strategic
Managed Print Services and Facilities Management partner firms including (Xerox, Ikon, Pitney
Bowes and Konica Minolta). Increased Strategic Account sales by 11% in first two years.
Launched and executed new Pricing Model to National Sales Teamincorporating a Total Account
Pricing Value Proposition. Realized over $500,000 gross profit improvement within 12 months.
Executed and institutionalized Consultative Selling Sales Process and Customer Messaging
Program.Realized 25% growth in total account supplies program agreements.
Utilized Lean techniques to reengineerSales Coverage Model which reduced cost of sales and
improved the efficiency and effectiveness of the direct sales organization. Significantly improved
Market Coverage by stratifying customer base and redeploying sales assets by account size and
Increased national account sales agreements 20% by establishing program for selling multi-location
accounts across Region boundaries and increased equipment supplies and service contracts by 12%.
Implemented StandardizedSalesProcesses across eightRegions and Inside Sales delivering improved
operational efficiencies: target account management, performance management, sales forecasting,
account planning, region planning, recruiting and hiring, and sales activity measurement dashboard.
Successfully implementedSalesforce.com for direct sales organization to improve customer
satisfaction, internal communication, pipeline management and forecasting accuracy.
Partnered with Director of Dealer Sales to introduce new products and solutions, design dealer
promotions, and provide leadership and guidance to dealer network.
ACCO BRANDS--PRINT FINISHING SOLUTIONS GROUP(cont’d)
Regional VicePresident Direct Field Sales-Central(2004-2008)
Reported to Senior Vice President /General Manager of America’s Document Finishing Group.Accountable for all
sales personnel and achievement ofrevenue and gross profit objectives. Led transition from tactical to consultative
selling approach, inside outside sales partnership, field and strategic account sales partnership and margin
improvement management programs for the Midwest Region.
Recognized for achievement of sales and gross profit objectives in first two full years as Regional Vice
President; increased sales over previous year by 21% in 2005 and 19% in 2006.
Developed complete sales performance management program including relevant annual performance
appraisal and performance improvement programs for the Document Finishing Division.
RANDSTAD USA IN- HOUSE SERVICESChicago, IL
Commercial Manager Midwest
2003 - 2004
Reported to the Managing Director of In-house Services. Responsible for business development, account
retention and expansion of major staffing clients in the Midwest Area.
Directed business development, account retention and expansion efforts of multi-million dollar onsite staffing clients in manufacturing and logistics markets.
Actively engaged in selling, negotiating, and managing outsourced flexible staffing contracts such as
Jewel Food Stores and Ryder Logistics.
Implemented Process Management Program which incorporated lean staffing solutions to improve
customer satisfaction and improve staffing revenue for large accounts.
THE STANDARD REGISTER COMPANYChicago, IL
Area VicePresident-Midwest(June 2000 - January 2003)
RVP Chicago Market(2/2003-6/2003)
Reported to the V.P. of Sales and Marketing. Directed Sales and P&L for $150 millionArea consisting of 200
employees in nineRegions, 120 sales reps and 80 customer support personnel.
Achieved 100% of quota and profit objective for both full years as AVP Midwest.
Directed Sales Management Teamin acquisition, expansion and retention of numerous enterprise
print management programs in Health Care, Commercial, and Financial markets. Major
clientsincludedADP Dealer Services, Northwest Community Healthcare, Henry Ford Health Systems,
ABN Amro, United Airlines, KeyBank, (Boise) OfficeMax, and BP America.
Led Midwest Area through company transformation, reorganization and profit improvement
initiatives. Recognized for achievement of 100%+ sales revenue and profit objectives 2 of 3 years.
Delivered and implemented company-wide recommendations for Recruitment, Performance
Management, Calibration and Succession Management by leading cross-functional team.
Successfully executed Enterprise Print Management Target Account Selling initiative in Midwest Area
resulting in acquisition of $8 million new account revenue in 2 year period.
Partnered with Six Sigma Black Belts to integrate Six Sigma methodologies resulting in reduced client
costs for product quality and administrative support.
Achieved Health Care vertical market sales growth by consistently applyingbest practices for process
improvement: i.e. increasing revenue through accurate patient admission, improved billing
processes, EDI and simplification of paper-based processes.
*Prior to this position I held progressively more responsible management positions for Standard
Register in Minnesota, North Carolina, Florida, Indiana, and Illinois from 1979-2000.
*7 time winner of the Standard Register 100-Plus Club for top performers.
*Recognized for achievement of 10 out of 12 years at 100% or above quota as Chicago N.W. Regional
*Developed Health Care Vertical Market in Chicago to Standard Register’s top 3 Health Care Region
during tenure as Regional Manager-Chicago from 1989-2000.
Bachelor of Arts, MarketingUniversity of St. Thomas School of Business
University of Dayton School of Business
RHR International-Miami University
St. Paul, MN
TRAINING AND DEVELOPMENT HIGHLIGHTS
Consultative Selling and Managing Consultative Selling: Rackham and Forum
Six Sigma Green Belt Certification-Chicago Deming Association
Salesforce.com training and implementation (Model Metrics), Dreamforce participant four years
I have extensive training and development in numerous management, sales, and product areas