Lake Forest, Illinois, United States
As a high-achieving sales executive with extensive experience selling enterprise business solutions into commercial and government markets, I have a proven track record of exceeding aggressive sales targets and delivering exceptional results with key accounts, including Jim Beam, State Farm, Allstate, Advocate Hospital System, Northwestern, Caterpillar, Abbott Labs, DeVry University, and numerous SLED and Federal Healthcare accounts including the Veterans Administration (VA). In addition to my success in direct sales, I also have significant experience working with channel partners to drive revenue growth and expand market share. I have built and managed high-performance teams that have consistently delivered results, and I am skilled in organizational effectiveness, enabling technologies, change management, and sales management development. My unique mix of visionary, strategic, and technical expertise, combined with my ability to build strong relationships with clients, has enabled me to capture large sales transactions in highly competitive environments. Whether engaging new clients or nurturing existing relationships, I am dedicated to driving growth and exceeding expectations. As an influential leader with a track record of producing results and fueling profits, I am confident that I could make an immediate impact on your organization. Let's connect on LinkedIn to explore how I can help you achieve your sales objectives and take your business to the next level.
National account leader responsible for driving sales activities at the highest levels within the territories for Ricoh’s Federal vertical, with a team of 4 Sr. Account Managers and 2 Client Executives and annual budget accountability for $24M • Delivers strategic direction and growth while serving as a single point of accountability empowered to deliver the full suite of Ricoh services into the National Federal Healthcare system vertical with responsibility for the promotion, demonstration, and sales of all Ricoh products and services (Equipment Hardware, Software, Managed Services, and Electronic Document Management solutions) • Collaborates with Business Unit Leaders encompassing Finance, Marketing, Sales, Vertical Markets, Technical Services, and Software Development to drive sales activities, qualify deals, coordinate support, engage clients, and lead service creation initiatives • Develops and maintains a pipeline of new business opportunities with government agencies across the territory; identifies key prospects and leads strategy to target them within accounts • Manages CRM, requesting edits to dashboard to better align with business today • Drives new business sales to meet or exceed annual quota for prospective new business clients and strategic re-bids by initiating an established capture and proposal response process, and when necessary, working collaboratively with the assigned teaming partners effectively engaging in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal Significant Accomplishments: Won the two largest deals in Ricoh Federal history, VISN 21 (Western states VA including California). $21 million wins. VISN 12 which includes Chicago VA's $12 million win FY 19 decided to pivot to completely new sales targets and sales strategy due to market pressures; salvaged the year by making this bold move
Led a professional Sales Management team of 7 Sales Managers and 71 Account Reps ensuring achievement of revenue targets and operational goals within the Missouri/Illinois Market area with budget responsibility representing $28M • Analyzed profitability and market potential, while initiating strategic solution-oriented strategies to grow market share • Developed strategic business plans; identified business opportunities, and growth potential • Initiated key training and support programs; provided leadership and direction to regional support staff; worked closely with product marketing, providing feedback on products, solutions, and needed feature sets • Designed and negotiated Market Development Plans that incorporated strategic growth initiatives • Launched go-to-market strategies for each of the assigned Strategic Marketing areas, which included, but were not limited to management of market analysis, business case development, positioning, value proposition development, and sales strategy objectives, driving the necessary objectives and KPI’s Significant Accomplishments: Successfully led team to capture 96% of commercial plan to a 22% increase YOY after the first year in the role
Maintained and developed the sales of advanced services which included net new client engagements, retention of our existing accounts and expansion of new services into our LMA, National and Global accounts with responsibility for $36M budget • Ensured sales coverage were executed within the Districts • Oversaw quota assignments and plan attainment for all MS sales within the Region • Drove MS revenue forecasting for RAC US • Collaborated with District VP’s, area leadership and Advanced services managers on the creation of development plans for all Advanced services sales • Managed the sales cycles of opportunities that represent significant value to RICOH • Implemented best practices and develop strategies to maximize revenue opportunity with the existing customer base Significant Accomplishments: Managed a $36 million annuity while growing it 14% YOY with wins like Wrigley, Beam, and Allstate.
Responsible for solution development and product sales and delivery, thought leadership, and overall client management