New York City Metropolitan Area
1. Built 68 member Analyst Division to accelerate sales of Canon print software when industry was graduating from hardware-centric. Dealer sales grew 55% to $1.1B from 2002 to 2007. A strong team and inter-division collaboration drove success. Reference: RFA Deck in Featured below. 2. Implemented a Modern “evidence based” Product Management Approach to help 2,000 dealer reps achieve quota. Enhanced last mile marketing support to reps and customers. Reference: https://bit.ly/4nQtTCn 3. Managed Canon - HP Print Alliance for A3 category, adding to the multi-billion relationship. Other assignments. Reference: https://reut.rs/3RLkGPP 4. Learned inter-cultural skills having been raised in the US and 14 years overseas: England, Brazil, Puerto Rico, Mexico. Reference: https://bit.ly/42Vm44L Skills and Peer Endorsements (verify in Top Skills section below): Sales Operations: 55 endorsements Product Marketing: 52Solution Selling: 44 Strategy: 37 Strategic Planning: 32 Business Development: 29 Sales Process: 26 Account Management: 24 Channel Partners: 22 Sales: 21 Direct Sales: 19 Management: 17 Sales Management: 16 Performance Management: 12 Awarded Canon President Award twice for Innovation and Productivity: first as an individual contributor in 1994, and later in 2005 as Director of a 68 member Division. I enjoy fixing gaps in sales support to earn increased close ratio and profit.
Philanthropic project creating a 10 acre community park in Central Florida: a sanctuary from the pace of city life, enhancing the well-being of all. Important during these challenging times. - COMMUNITY PARK & GARDENS (Phase 1 completed 12/2/22)
Supporting investments and communities in central Florida. - COMPETITION QUALITY EQUESTRIAN CENTER AND COMMUNITY: 33 Stall Custom Barn: 12x14 stalls - Classic Equine stall fronts - Nelson automatic waterers with timers - Pro Mat stall flooring - Rubber Paved aisles - Lesson tack wing with revolving tack door - Climate controlled boarder tack lockers - 4 wash stalls with hot and cold water Arena's: 120'x220' covered arena (currently contains Pinnacle footing, a premiere dustless product) with viewing lounge - 125'x250' outdoor arena with Micro Supreme - 150'x300' outdoor arena Other Structures: 60' covered Round Pen - Hay Barn - Manager’s Residence 70 Residences: $500,000 to $5,000,000
Additional responsibility to manage Canon's Government sales division. A great sales team. Highlights: promoted a manager to senior role, and a sales rep to manager. Sales increased +17% YoY, YTD as of 12/1/17 retirement date, national responsibility. Source: see slide 90 at www.industryanalysts.com/one-canon-analyst-event-2018/ or click link below:
Created sales team for Canon - HP Alliance for A3 category (Canon manufactures many of HP’s print engines). Source: see link below. Also created sales teams for Canon Business Process Services subsidiary, Canon healthcare (GPO contracts), and Canon Facilities Management for Canon USA, Inc.. National responsibility.
Submitted modern marketing approach for marketing division to maintain and take to the next level. From GTM to sales impelentation. Based on methods I used as a rep, and later as manager of teams to achieve quota. Created 3 year plan to develop marketing support of sales to next level. National responsibility.
Weekend hobby to learn the internet which was just starting at the time. Developed / executed plan to self-fund, experiment with websites, digital marketing, process-automation, creating code for online subscription vs. onetime payment (significant at the time). Created a modern marketing approach. I saw a major opportunity for brands to use the internet to create new differentiators: Faster consistency, effectiveness, results from their national sales forces. Example: A brand or manufacturer’s strategic advantage could move beyond just product/R&D... TO providing unmatched sales support at the retail, dealer level. To make it easy for customers to sole source a solution. This differentiation could earn more sales from dealers. The internet could enable one person (or marketing department) to increase sales rep efficiency/results on a global scale. Learned how to: code, web traffic analysis, hire consultants to continuously improve what is doable. Example: A shopping cart code that allowed subscription based purchases (this was before PayPal). Most gratifying moments were when I learned a university professor included my modern marketing approach in their curriculum. Also when an Australian columnist wrote, the approach was “the example local business should follow”. Another, was using these skills to accelerate results of the sales teams I managed in my corporate jobs (see above)
RESULT: Not a born sales rep but achieved 21 club out of 950 of the $2 billion copy products division. Quota 10 of 11 years. Progressed to management. HOW: Discipline and created a Frontline Marketing approach using the automation available at the time and best practices learned at Kodak competing with Xerox. EXAMPLE: Learned “Sole Source Justification Standard” preferred by strict procurement shops. Example: Pentagon-DSSW largest procurement shop in the world, required decision makers to adhere to a strict justification analysis when sole-sourcing large capital expenditures. FYI, procurement of other large enterprises had similar requirements ie Catalytic, DuPont, CIA. The Sole Source Justification Standard required decision makers to write detailed analysis of their mission critical workflows, productivity timings, minimum criteria, competitive analysis side by side of current, proposed, 3 other vendors, verification-proof, 5 yr ROI, implementation, etc. Limited to 9 pages. Applied to requests $100,000+. PROBLEM: Decision makers did not like to do that much analysis and tended to put off large purchase decisions. Large orders were rare. I understood this better when a decision maker showed me a successful sole source justification he had written for a major purchase (all the analysis and writing skills it required). He indicated procurement required him to do that level of analysis. Verified. So, I focused on making this (sole source analysis, writing the justification/proposal) easier for all parties. ACTIONS: Developed justification and workflow analysis templates. Used top 5 workflows typical per product environment. Saved myself and decision-makers 75% writing time. Templates dubbed down as needed for less complex products. Did for every product I sold. Plus separate set for vertical markets. Close ratio significantly improved. Clearance: TS/SCI (expired), Tier 5 background check, full scope polygraph
Specialist team leading Kodak’s entry into the HV Electronic Publishing Production marketplace. These were large, fast, complex systems typically printing variable data workflows ie printing your telephone bills personalized with your data. And similar workflows. This market was previously dominated by Xerox. Graduated from 3 month training at Kodak Marketing Education Center, Rochester, NY specializing in this challenging, but high margin niche market.
Progressed from an entry level, geographic territory - to handling large commercial accounts in Philadelphia, PA and Wilmington, DE.
On weekends: passed real estate exam to learn the industry and locate prospective properties. Developed real estate model to take advantage of the federal government moving some offices outside of beltway (increasing rental demand in those areas). Built property portfolio. Self funded plus secured bank funding. Cash flow supported using a property management firm to handle management and sub-contractors for renovations. Sold interest in 1990. Funneled proceeds to index funds to take advantage of compounding while in my early 30’s. For students: consider taking “investing classes” in college to learn how to max 401k matching, dollar cost averaging, etc. Your 20’s, 30’s are key.