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Summary

Passionate Business Development and Sales Professional with 20 plus years in sales, business development and project management roles. Offers consistent and proven track record, demonstrating a structured and systematic approach of making things happen. 

overview

John Alfred Hustvedt comes with more than 20 years’ experience in B2B sales in imaging and IT industry. More than 20 years of delivering consistent business results by building long-term relationships to customers and business partners in both ‹sell to› and ‹sell through› routes to markets. He works with equal enthusiasm and respect to his co-workers whether he supports local sales reps, works with C-levels, or gives presentations for larger or smaller groups.


Within the imaging industry, John Alfred is recognized as an industry specialist in Managed Print Services (MPS), a public speaker at international MPS conferences and a member of the Managed Print Services Association (MPSA). John Alfred adapted the idea about servitization early, when realizing that the imaging industry needed to change and to innovate its business model in order to stay ahead of the competition. His passion for the imaging industry, interest in technology and curiosity to innovation this led him to join the MPSA’s Standards & Best Practices Committee where he have served as a member for the past three years. As its name indicated, the SBP committee aims to develop and implement future standards and best practises to help the industry change.

At home in Stavanger Norway, he shares the house with his domestic partner through 13 years, Tone, and her youngest. His two adult girls 23 and 26 lives and works in Haugesund, Norway. John Alfred splits his spare time between his family, and also takes great pride in his work as a volunteer for Norwegian Society for Sea Rescue (Redningsselskapet) where he, as a Captain, manages a crew of four in an all-weather operation at sea.

January 2014 throgh May 2016 , John Alfred offered business development and project management services to clients in Norway as a self-employed consultant. Recently completing a large public sector implementation project, he is now available for new challenges. His experience easily applies to any B2B sales- and/or business development challenge. 

Education

Work History

Business Development Manager

Xerox  Large Account Operations
May 2016Present

Re-joined Xerox to with the simple task to inspire and refuel direct and indirect sales organisation and start to win back business.

Documentor

advisor | owner
Dec 2013May 2016

DocuMentor is an independent advisor who applies best practices and commercial synergies to organizations who wants to improve their success rate in selling managed services. Helping businesses realize if they need to innovate the way they do business today in order to succeed in tomorrow’s business environment. That it is no longer enough to sell to customers; you also need to be significant to them.

 DocuMentor also works with end users who are looking to acquire a managed service or imaging hardware.

 Major achievements

  • Contracted by Xerox as project manager to manage the bid strategy, bid response, service development and finally to implement a mega deal public sector MPS contract. The contract comprises moving 5000 devices and implement advanced services in 8 local governments and close to 1000 business addresses.
  • Developed the Go To Marked Strategy for a Norwegian software start-up, who offers a revolutionary security software to the customers globally. DocuMentor was responsible for developing the strategy document, and to act as a doors opener with the global print industry.
  • Developed and carried out a Social Media and activity-race for boat owners. Developed, implemented and managed the pilot competition concept during summer 2015.
  • KPI achievements show 20% growth in memberships, 35% growth in no. of followers, and 29% growth in PTAT ratio. Currently working to apply the concept as a nationwide contest summer 2016.

Advisor and Consultant

GLG Council
Apr 2014Present

Member, Independent Advisor and Consultant to global clients with an interest in the Imaging-, Printing- and Copier-industry and managed services industry.

GLG is transforming the way the world's top professionals share expertise and I perform consultation project for clients worldwide, primarily though conference calls and development of reports and papers. 

Salesmanager

X-Partner Stavanger AS
Feb 2011Dec 2013

X-Partner Stavanger was Norway’s largest reseller of Xerox products and services. As Sales Manager, I was responsible for the entire P&L and sales budget, including 4 QBS’s.

Responsibility included to successfully transform its successful but traditional and transactional business into Norway’s leading provider of Managed Print Services, while continue to meet sales targets throughout the transition.

Main success parameters defined as NOK revenue target, recurring revenue share of >40% in 3 years and finally the number of devices under management.

Major achievements

  • 100% + sales budget achievement both full years, while driving transformation of the business model
  • 48% recurring revenue share ahead of schedule
  • More than 2000 devices under management.
  • Successfully securing 2 out of 3 defined key megadeals
  • Successfully securing first multi country MPS contract
  • Established new businessmodel including new revenue recognition model, end customer contract and new service delivery model for our Managed print Services business.
  • Developed and organized team recognition activities like sales kick-off, incentive trips and more. 

large Account Manager

Xerox Global Services
Aug 1997Feb 2011

During 14 years in Xerox my formal title might have changed, my through responsibility and my passion hoverer stayed the same; growing Xerox revenue from named and large account throughout Norway by meeting their long term needs in imaging the smartest possible way.

Worked the entire lifecycle of customer engagement, from initial sales, bid response, contract negotiations, implementations and service development though contract reviews.

Through supporting local account managers of Xerox concessionaire’s and distributors in Norway, we developed the Xerox sell through route to market for large accounts.

In recent years more of a sell to role, I was acting as the senior point of contact for a handful of large enterprises, orchestrating some of the largest wins for Xerox at the time, featuring ABB, Aker Solution, FMC, City of Bergen and Aibel.

I am familiar with extensive travel, and a virtual working environment, and I am used to roll up my sleeves to get the job done.

Major achievements

  • Sales budget achievement on, or above, plan in 12 out of 14 years
  • Secured numerous large contracts all over Norway, cross-territory and cross-country.
  • Part of virtual global account teams applying global account coverage actions to named accounts including both direct and indirect fulfilment models.
  • Developed Account Management Programs applied into the Nordic organization also including both direct and indirect fulfilment models.
  • Developed account coverage programs, including action plans, dealer fulfilment contracts and dealer payment models for sell though route to marked and indirect channels.
  • Early adaptor of MpS service model for managing large fleets of output devices for complex clients.

Awarded Employee of the Year in 2009 and have received special honours’ and awards from senior European Management for outstanding business and team achievements.

Sales manager

X-Partner Haugesund AS
Apr 1994Jul 1997

Employed by new owners of Xerox Partner sales office in Haugesund. From year one, we increased revenue from NOK 2 M through 15 M, by dramatically changing marked approach, speed and activity levels.  

In 1996, Xerox awarded me the “Best of the Best” award for achieving the highest market share among Xerox channel partners in Europe.

I changed the sales approach, build account management programs and developed successful ways to improve quality and win rate in large bids and tenders.

Account Manager

Kopi og Data AS
19901994

General line sales, responsible for sales of Minolta copiers and fax machines in my territory.  Developed early success in larger bids securing early adaptor business of automated fax system to local hospitals, and frame agreements with local authorities securing above plan sales of copiers.

Promoted Senior Sales rep in 1992.