Work History

Work History

Regional Sales Manager

US Bank

Experienced professional in the equipment leasing and financial services marketplace in small & mid ticket market segments. Responsible for territory managment in direct and vendor sales for product lines including Office Imaging.

More than financing. My mission is to create custom programs and true partnerships with Office Technology channel partners and Manufacturers.Since my success is dependent on yours, my goal is to supply you with ideas & solutions for growth, then execute strategies for efficiencies, competitive advantage and profit!

Continuous education, involvement and close contact with the changing needs of our customers has given US Bancorp the knowledge and insight to respond with integrated solutions resulting in a higher level of service. As a Regional Sales Manager (RSM), who specializes in Office Technology and Managed Print Services industry, I provide face-to-face consultation and support that make our equipment financing solutions work effectively for you and your customers. A dedicated Headquarters team will work with you to provide superior customer service and support, leading to a program that is truly effective in making you more successful.

Partnering with U.S. Bancorp gives you access to technologies designed to provide information on your portfolio 24 hours a day, 7 days a week. Features include buyout and trade up information, upload capabilities, and reporting. We will work hard to continuously create products and services that meet your unique equipment financing needs.

Are you an Office Equipment Vendor looking for a competitive edge? You have come to the right place, so feel free to reach out and connect.

Managing Director

Buyers Laboratory Inc

Buyers Laboratory Inc. (BLI)- is the premier lab for independent testing and product analysis for the document imaging industry. Buyers Lab, for almost 50 years, has been the most credible source for global competitive intelligence- allowing buyers and sellers make informed and profitable business decisons when acquiring document imaging technologies.I work with businesses to analyze their print/copy assets expenditures, document processes, and work-flow so that they can become more efficient while positively impacting their bottom line. Responsibilities and Assignments include:Testing new services and concepts, consult and advise executive leadership on expanding markets, provide strategic direction, drive custom testing initiatives, expand editorial content,engage enterprise clients with advisory services, test vertical and horizontal market services focused on education, government, healthcare and legal entities.Vision, strategy and implmentation guidance,RFP Creation,Scoring and Vendor selectionTransition and Implementation SupportService Level Management, Outsource Assistance, Print asset managementEfficiency StudiesTechnology AdvisoryIndependent ‘vendor agnostic’ consultancySpecialist in Cost reduction strategiesCarbon reduction analysis setting KPI's policy monitoringEffective ROI/TCO deployment, Sustainability assistanceVendor Review and SelectionPrint Management Solutions, Managed Print Advisory,Optimized Print/Copy/Scan fleet management, Document Imaging Solutions, Variable Printing, Color Technologies, Scanning, SustainabilityServices • Creative Development • Tradeshows • Competitive Analysis • Market Research & Intelligence • Content Development, Business Coaching, Volunteering, Interim Management

Jun 2009 - Present

Technology Consultant

Gerson Lehrman Group

Technology Consultant: Group Gerson Lehrman Group (GLG) manages the world’s leading network of experts. Since 1998, its platform for collaboration and consultation has helped the world’s leading financial services firms, professional service firms, corporations, and nonprofits find, engage, and manage experts across a broad range of industries and disciplines. GLG carefully recruits experts and assembles them into global networks - the GLG Councils. Expertise in the Following Areas:Analysis management, Sales, Marketing Fortune 100 - 1000 SalesDigital Input and Ouput TechnologyDigital Color and Production PrintDigital Front-endsDocument Management, Color Management ,Scanning Solutions Wide Format TechnologiesApplication SoftwareDevice ManagementManaged Print Service AdvisoryEnvironmental and sustainability testingMarket SegmentationMarket ResearchManaged Print Services, MFP Devises, Printers, Document Management, Operations and Fulfillment, Document Solutions, Variable Printing, Color Technologies, Scanning, SustainabilityKey Words: Chief Executive Officer, CEO, General Manager, GM, Senior Vice President, SVP, Director of Operations, Chief Operating Officer COO, Vice President, VP, Management, General Manager, GM, Capital Expenditures, Corporate Development,Business Development, Business Improvement, Business Performance Management, Business Process Reengineering, Business Transformation, Change Management, Continuous Improvement, Cultural Management, Customer Service, Integrationsmanagement, Lean Management, Logistics and Procurement, Operational Improvement, Operations management, Organizational Development, Performance Improvement, Performance Management, Program Management, Purchasing,

Apr 2004 - Jun 2009

General Manager

Stewart Business Systems, A Xerox Company

 Directed Strategy and Managed internal and external operations of this 50 year old Office Technology sales and service business unit of Xerox based in Burlington, NJ .Developed operational and organizational infrastructure, from concept through day-to-day operations, including, financing, business plans, product line selection, facility management and buildout, lease finance, talent acquisition, and training , executive leadership, P & L, pricing structure. Responsibility in the following areas: Business Development, Customer Retention, Process Development,MARCOM, Product Management, M&A indentification and integration, IT, Professional Services, Technical Support, Help Desk, Logistics, Strategic Planning, Managed Print Services. Document Managment, Facilities Management, Production Print Division , Product management, Employee Development,HRSelected Accomplishments include: Reduction in response time rates by 75% and increasing sales by 15% per year. Acquired three contiguous competitors to grow and increase market share. Lead all GISX Companies in over 20 benchmarks including: EBIT, inventory turns, equipment GP, service/supply sales under management, and sales rep productivity.Transitioned organization t & corporate culture with employee retention in the 2 years post acquisitionAwards: Globals Leaders 4X, President Award 2007, Marketing Leadership Council, MPS Operations PanelKey Words: General Manager, GM, SVP, Director of Operations, Chief Operating Officer COO, Vice President, VP, Management,Business Performance Management, Business Process Reengineering, Business Transformation, Change Management, Continuous Improvement, Cultural Management, Customer Service, Integrations management, Lean Management, Logistics and Procurement, Operational Improvement, Operations management, Organizational Development, Performance Improvement, Performance Management, Program Management, Purchasing, Restructuring, Service Management

Mar 2004 - Jun 2009

General Manager

Global Imaging Systems

Lead, Directed and Managed internal /external operations of  this $60M New Jersey based Office Technology sales and service concern based in Burlington, NJ . Provided executive leadership  the following departmental areas: Sales, Marketing, Product Management, Acquisition indentification and integration,  Technical Support and Field Service, IT and Professional Services,  Inventory and Logistics .

Jan 1995 - Aug 2003

Senior Vice President- Dealer Sales and Development

Konica Minolta Business Solutions USA Inc.

VIce President of the $379M division of office technology sales channel in North America and Carribean.Lead Channel Organization to record sales growth and profitabiltiy through the addition of new channel partners and increased marketshare inside local and regional office technology dealerships nationwide

  • Directed the successful and strategic growth and profitability of this $379M division of copier, print, fax dealer sales channel for the US and Caribbean.
  • Successfully established and lead 5 Regional Sales managers, 24 Dealer Sales managers and series of product specialists in support of 400+ independent office technology dealers. Channel equipment and aftermarket budget in excess of $400M, along with P&L responsibility. Achievement Net income result of 14% during 2003, or 114 % of plan.
  • Achieved average compounded top line sales growth of 8.3% while increasing net income by 32%. Successful in recruiting 155 newly appointed dealers over 7 year period.
  • Developed and installed dealer support procedures, and structure, along with best business practices to enhance communication, management flow and control direction.
  • Created and lead Distribution Sales and Service Council meetings. Created geographically held monthly Dealer Panel meetings to understand needs and share best practices of the channel.
  • Created and implemented numerous marketing campaigns to launch new products, and to increase motivation of the division personnel and dealers to overachieve goals.
  • Initiated contractual agreements with 155 newly recruited dealerships, including the publicly held GISX 
Jan 1990 - Jan 1995

Regional Vice President

Konica Business Technologies

Established, managed and grew the wholesale distribution network of sales of Konica copiers, fax and printers through a channel of 130 authorized dealers on the Eastern Seaboard. Developed , lead,managed, and grew the wholesale distribution network of Konica copier, facsimile, digital, and multifunctional products through a channel of 130+ authorized dealers on the East Coast. Staff included a team of two Assistant Regional Managers, 10 Dealer Sales Managers, 3 Corporate Sales Trainers, 2 Digital Products Managers, 1 Administrative Assistant, and 3 National Account Managers. Operational responsibility for $140,000,000 in annual wholesale sales volume through channel partners, 14,000 copier placements, Gross Margins of 31%, with an operating budget of $1,500,000. Averaged 10%+ yearly revenue growth annually. Successfully Negotiated Authorized Dealer,VAR agreements, and annual purchase contracts. Eliminated employee turnover while establishing career paths for associates from within the Region. Consistently a top Regional Manager for the company. Promoted to VP Dealer Sales and DevelopmentAwards: Krest Club 1994, Chairmans` Club 1995, Numerous Toop Regional Sales Awards

Sep 1988 - Jan 1990

Zone Manager- Dealer Sales EAST

Konica Business Technlogies USA, Inc

Recruited, hired and coached a team of 7 Dealer Sales Managers/Trainers/Administrators to expand the marketshare for Konica copier and facsimile products through the Office Machine distribution channel in the MidAtlantic States. Duties include recruiting productive dealerships, terminating nonperforming dealerships, business plan reviews with 42 independent authorized dealers, consulting on inventory/accounting methods, recommending marketing strategies, responding and resolving service and technical support issues, developing forecasts, conducting market research, formulating budgets and compensation plans, setting goals and priorities, and introducing new products. Increased revenues by 30% and market share from 3% to 5%. Promoted to Regional Manager after company restructured from seven regions to four.

1984 - 1988

Dealer Sales Manager

-Part of original team of 9 managers responsible for being the liaison between the manufacturer and the Royal/Konica copier dealer channel. Successful recruited 12 new authorized dealerships

- Created sales training, marketing promotions, and business development programs to assist dealer principals and dealer sales force of 100 to lead with sales of Royal Copiers

- Established channel and sold company's first digital color copier (K 8031)

- Two time winner of the Order of the Gauntlet for exceptional dealer sales performance nationwide

1983 - 1984

Sr Sales Representative

Royal Business Machines

- Territory sales of Royal Bond Copiers to end-user accounts in Philadelphia and Southern New Jersey- 156% of budget in first year- #2 in USA out  of 560 reps- Krest Club 100% trip winner and second place winner "Rookie of the Year honors" nationwide- Promoted to Dealer Sales Manager Northeast Region covering the States of NY, PA, NJ, DE 

Education

Education
1978 - 1982

BBA

Texas Tech University - Rawls College of Business

Summary

A little about me:♦ Vice President Sales and Business Development –Management record includes exceeding targets in periods of rapid growth as well as maintaining revenue/profit focus during periods of contraction. Background includes managing both small and large-scale indirect & direct sales organizations, multi-channel & direct channel sales.♦General Manager/Operational Experience- includes technical services, sales, operations, SFA/CRM, Facilities Management, Information Technology, Purchasing, Customer Service, Human Resources, Finance and Logistics. ♦Problem Solving/Negotiating – Acknowledged for sound and ethical judgment and decision making abilities with the experience and vision to consistently identify problems and opportunties. ♦ Financial Management – P& L /Business Plan management. Expense containment & M&A experience♦ Business Planning & Mentoring – Specializing in developing detailed and comprehensive Business Plans designed for building both national, sales, and channel reseller organizations.The foundation of my learning was developed during my 23 years with Konica Minolta in which I entered as a salesperson progressed through Regional Manager in the US, and ended with the title of VP of Sales.►►I wish to enter the next facet of my career with a company who will allow me the opportunity to use these skills to take them to the next level in their business evolution

Leadership – Recognized for the ability to bring a clear and timely vision to company goals • Sales/Marketing Management – Sales and marketing management record includes exceeding targets in periods of rapid growth as well as maintaining focus during periods of contraction. Background includes managing both small and large-scale indirect channel and direct sales organizations, domestic and foreign multi-channel sales, national accounts, call center support, and e-commerce. Experienced in the creation and measurement of comprehensive branding and integrated marketing campaigns, including promotional events•Operational Experience- includes technical services, sales, process development, Facilities Management, Information Technology, Purchasing, Customer Service, Fulfillment, Human Resources and Logistics. • Problem Solving/Negotiating – Acknowledged for sound and ethical judgment and decision making abilities with the experience and vision to consistently identify problems and opportunties. Experienced with RFP outsourcing, including contract and vendor negotiatior• Financial Management – Establishes, monitors, and controls budgetary planning and costs to accurately reflect and support company goals for both revenue and profit. • Staff Development/Teamwork/Motivation – Experienced in implementing sound hiring practices, employee training and development systems Accomplished public speaker and communicator. Experienced in managing organizational change and integrating M & As.• Consultative Approach – Specializing in developing detailed and comprehensive Business Plans designed for building both local ,national, international sales and channel reseller organizations. Encompassing targeted customer research, sales personnell skills assessment ,technology, organizational structure, process creation and improvement, compensation planning, business development strategies, training, management structure, support systems, SAF, CRM, etc.

Specialties

Consulting/Coaching Negotiation Branding/Product ManagementM&ALogisticsProject ManagementManaged Print ServicesCompetitive Analysis & ResearchStrategic PlanningRFP Creation/Vendor selectionIntegrated MarketingCustomer RetentionCloud Printing, Enterprise & SMB Sales,Strategic Alliances,Document Management (DMS), US Channel Development

Objective

►►I wish to enter the next facet of my career with a company who will allow me the opportunity to use these skills to take them to the next level in their business evolution

Summary

Experienced executive with years of successful business expertise in the following areas: new business development, P&L  and budgetary planning, contract negotiations, strategy development & implementation , sales and marketing management, strategic/tactical planning, operations, logistics,technical/IT services, Product Planning, Managed Print Services, Production Print, Content and database management, business consulting and coaching, mergers and acquisitions, contract management and negotiations, Process creation, Benchmarking, Event planning, Organizational Development and Human Resource Management, Sales force automation, customer service, call center management, Managed Print Services, P &L Management, Mentoring, Public Speaking

Interest

Negotiation, Branding, Product Management, M&A Indentification, Sales and Services Management, Incentive management, Compensation Planning, Human Resource Management, Business Planning, Budgeting, Service and IT department management, logistics and asset management, Retention Marketing, Iwebsite management, Advertising , PR, Facilties management, Project Management, Corporate Communications, Customer Relationship Management, Event Marketing, Managed Print Services, SEO, Business Development

Hobbies: Skiing, Golf, Biking, Hiking, Yoga, Music, Travel

Skills

Skills

Business Development, and Executive Leadership

Sales, Marketing, General Management, Marketing Management, Sales Management, Professional Development,  Sales Training, Technical Services Management, Business Development, Strategic Planning, Managed Print Services, Knowledge/Document Management, Human Resource Management, Brand Management, Customer Relations, Channel Creation and Management, Investing, Coaching, Business Consulting, Social Networking, SEO, Professional Speaker, IT Management, Logistics, Training and Certificaton, public speakingtechnology marketing, high tech marketing, high tech business development,public relations, PR, small business consulting, corporate consulting, market sector, hardcopy, hardcopy market, hardcopy sector, licensing, service business model, recurring business, product manager, product management, product marketing.P & L; Business Development, Customer Retention,Process Development, Marketing, Branding, Product Management, M&A indentification and integration, IT, Professional Services, Technical Support , Help Desk, Logistics, Strategic Planning, Managed Print Services. Document Managment, Facilities Management, Production Print Division Development, HR, Employee Development, PR, and Corporate communications,Strategy, Acquistion Integration, Cost Reduction, Product Development, Supply Chain, IT Implementations, KEYWORDS: Organizational ROI, revenue generating operations, sales collateral, marketing collateral, collateral development, B2B, B2B marketing, B2B relationships, B2B relationships, office equipment, office equipment manufacturers, equipment manufacturers, marketing analysis, market segmentation, market analysis, software, hardware, printers, copiers, printing, copying, MFP, MFPs, scanners, desktop printers, workgroup printers, scanning, imaging, document imaging, imaging technologies, document processing, controller software, embedded imaging, embedded imaging technologies, embedded technologies, embedded software, new customer acquisition, business case development, business case, business case analysis, business assessment, business due diligence, M&A integration, post M&A integration, change management consulting, change management, business verticals, market verticals, market research, research analysis, interim manager, interim executive, interim engagements, interim assignments, blog, blogging, blogger, Xerox, Canon, Ricoh, Minolta, Konica, Konica Minolta, Chief Executive Officer, CEO, General Manager, GM, Senior Vice President, SVP, Director of Operations, Chief Operating Officer COO, Vice President, VP, Management, General Manager, GM, Capital Expenditures, Mergers & Acquisitions, Corporate Development, Acquisition Integration, Balanced Scorecard, Business Development, Chief Executive Officer, CEO, General Manager, GM, Senior Vice President, SVP, Director of Operations, Chief Operating Officer COO, Vice President, VP, Management, General Manager, GM, Capital Expenditures, Mergers & Acquisitions, Corporate Development, Business Development, Business Improvement, Business Performance Management, Business Process Reengineering, Business Transformation, Change Management, Continuous Improvement, Cultural Management, Customer Service, Integrations management, Lean Management, Logistics and Procurement, Operational Improvement, Operations management, Organizational Development, Performance Improvement, Performance Management, Program Management, Purchasing, Restructuring, Service Management, Turnaround