Michael Leone

Michael Leone

Executive Summary

Michael Leone is a corporate and entrepreneurial executive with outstanding experience driving market share, revenue and profit growth. He is skilled in leading all facets of a company--sales, customer service, operations and supply chain--to attain corporate objectives. Among his successfully demonstrated management capabilities are P&L accountability, sales management, client acquisition, strategic planning, financial analysis and goal-setting.

Mr. Leone has helped to steer organizations through business transitions, and he has led turn-around and growth across different products and services globally. His hands-on leadership style with both customers and employees complements a unique capability to build organizations with high passion, belief and accountability across individual, team and company goals.

Enthusiastic and motivated with proven results in developing sales strategies, sales training and top producing sales teams, Michael Leone is an exemplary communicator able to direct dynamic presentations and finalize contract terms with clients.

Competencies and skills:

• Revitalizing Sales Organizations• Business Process Outsourcing• Major Account Development & Management• Joint Ventures & Strategic Partnerships• Strategic & Operational Planning• Pricing Strategies & Product Introduction• Sales Training and Development• Channel Development & Management Controls• Forecasting, Budgeting & Cost Controls

Work History

Work History
2011 - 2012

Vice President, Global Corporate Sales

The Regus Group

Global sales leader for the $1 billion outsourced office management leader. Managed sales personnel in the Americas, EMEA and Asia. P&L responsibility for $300 million and $15 million EBIT global corporate account program.

  • Implemented a new sales process in 2011 that grew revenues 18% and improved profitability by 21% from prior year.
  • Rolled out a key account field coverage model in 2012 that further grew account revenue in corporate accounts by 35%.
  • Revenue productivity of sales personnel in corporate accounts group grew over 70% from 2011 through 2012.
  • Led effort to implement and bring to market a new enterprise product for the corporate market after years of inactivity.
  • Represented Regus by speaking at significant trade shows and events, such as CoreNet and WorkTech.
  • Client list represented Google, Groupon, Hewlett Packard, ExxonMobil, NetApp and Merck among others.
2009 - 2011

Vice President, Global Sales & Marketing

Pitney Bowes

Global sales and marketing leader for the $1 billion management services division of Pitney Bowes. Accountable for revenue and EBIT growth as well as client retention. Strategically transformed organization from a geographic model to a vertical market model.

  • Rolled out a new sales go to market coverage model that stressed vertical market expertise with horizontal product platform specialization. Vertical markets include finance, insurance, public sector, technology. Horizontal products would include mail services, document services, records and information management and customer communications.
  • Redesigned the professional services practice, integrating solutions with vendor partners and bringing profitability to the group for the first time in years.
  • New go to market results: Improved new business contracted revenue by 68% YOY in the first two quarters of 2010. Gross margin in the same period increased 23% and client retention improved 63%. All on track to surpass annual budget.
  • Refined sales process to stress higher business process transactions. Average transaction size has increased 21% YOY.
  • Implemented targeted integrated marketing campaigns that have resulted in significant new client acquisitions. These campaigns have been highly targeted on select vertical markets and products.
  • Developed a new sales recruiting profile that immediately elevated the quality of new hires.
2006 - 2008

Vice President

Senior executive for this $10 billion company with full P&L management responsibility for its work apparel and uniform services division. Oversee National Accounts program, with the challenge of revitalizing revenues and profits after years of decline. Led organization to achieve substantial profits and revenue growth year over year. Member of prestigious Executive Leadership Council comprising the top 250 executives in the company.

  • Developed sales strategies targeting large national accounts such as McDonald’s, DHL, YUM Brands, PepsiCo, Exxon Mobil and USAir.
  • Substantially grew new client accounts with $14 million of new annualized revenues in 2008 when prior new client averages were $1 - $2 million per year by aggressively targeting competitive accounts.
  • Reengineered internal business process that allowed sales organization to focus more on value-added selling and less upon internal operational functions.
  • Increased overall national account margins by over 300 basis points year over year by focusing on formerly neglected profit components such as addition of profitable items, deletion of unprofitable programs, cost savings through better sourcing and manufacturing and dramatically reducing overhead expense.
  • Regularly tracked performance and adjusted tactics as necessary to meet sales goals and retention targets.
  • Developed and maintained business relationships with key executives of customer accounts and potential customers; providing executive level commitments to customers when required.
  • Built cooperative relationships with key suppliers and business partners.
2005 - 2006

President and CEO

Fidelity Media Group

Founder of media company that produced B2B Magazine and other media related products. Responsible for all facets of publication including editorial, advertising sales and distribution.

  • B2B Magazine, a business-to-business publication in Southeast Florida, had a circulation of over 35,000 business leaders.
  • Other media products developed: B2B Daily, a daily email newsletter targeting over 3,000 business leaders and The B2B Book, a comprehensive directory of area businesses.
  • Developed companion web site, discoverb2b.com, which allowed for fully automated placement of classified advertisements in all media products.
1997 - 2005

Senior Vice President

Progressively promoted within this $1 billion leading supplier of office imaging equipment and support services in the United States, beginning as a Region Director in Texas. Upon successfully leading Texas to the top region in the country was asked to lead the entire Western Division based in Tempe, Arizona which in turn lead to a promotion to the corporate office in St. Petersburg, Florida.

  • Recruited by CEO and COO to relocate to corporate office in order to implement critical sales force initiatives such as corporate university and indirect sales channel utilizing VARs.
  • Lead the US Sales-South group (over 500 sales representatives); within five months sales revenue increased year over year for the first time in five years (Q4-04).
  • Additionally, in this five month span, sales expenses were decreased $1M annually through a more efficient management structure and facility expenses were reduced $3M annually.
  • Western Division operation entailed approximately 800 employees in sales, customer service, operations and supply chain with $250 million in revenue.
  • Developed sales inspection process that yielded a 60% increase in sales revenue over the prior year, best in the nation with sales representative revenue productivity increasing 82% year over year.
  • Spearheaded the Texas region's sales growth, enjoying 25% growth YOY and 60% growth over two years.
  • Texas Region enjoyed lowest employee attrition in the company in the last year of my tenure.
  • Inaugurated Danka University, the first corporate education entity ever at Danka, delivering both classroom and online learning to all company employees.
1985 - 1996

Region Director

Began career with this renowned leader in imaging and printing technology as a sales representative in their Office Imaging Division. Rose rapidly within the company through various sales, management and financial positions and became the youngest Region Manager in the company in 1996.

  • Primary manager representing Kodak, responsible for three sales districts spanning Houston, San Antonio and Austin generating $20 million in sales and service revenue.
  • Ranked #1 in the country in 1997 in number of orders per sales representative.
  • Danka Office Imaging acquired division effective 1/97; I was selected as one of twenty managers from a pool of forty-five in the corporate consolidation.
  • Dallas District ranked first in branch and sixth in the country of seventy Kodak districts in total revenue attained in 1995; prior to my arrival in 1993, district was close to last in the country.
  • Promoted as first regional business analyst hired in US; established position which had no precedent outside of corporate headquarters.
  • Tasked with the regular analysis and reporting of pricing, earnings, and other business metrics as well as responsibility for negotiation and implementation of major and national accounts within the division.

Education

Education
1980 - 1984

BA

Tulane University

Skills

Skills

Financial Business Aptitude

Strong finance foundation having served as a business analyst and district manager for Kodak's financing subsidiary.

Forecasting

Strategic Planning and Business Process

Highly skilled with defining strategy and implementing a business process to achieve the strategy.

Training and Development

Developed a large corporate university with classroom and online courses.

Sales Management

Broad range of experience: large national sales forces to smaller vertically aligned teams.

Microsoft Office applications

Highly proficient in Excel, Word, Powerpoint and Outlook.