Jay Hardingham

Experience

• 

  Office Depot

  Sept 1998 - May 2002

  Regional Sales Director

  $12 billion dollar global supplier of office products and services, with emphasis on Business to Business contract sales.Led the Successful Turnaround from 3 years of declining sales to become the Nations Highest Sales Growth and Operating Profit. Won the Nations "Turnaround Award" for Highest Sales Growth and Operating ProfitFull P&L responsibility for the region, and supervised sales group of 5 District Sales Managers, 1 Furniture Sales Manager, 4 Administrators, 41 Sales Associates, and 14 Customer Service Representatives, with geographic responsibility for New York State and Northern New Jersey markets. Major accounts included the United Nations, Novartis, Morgan Stanley/Dean Witter, Deloitte and Touche, Barns and Nobel, Panasonic, and Fuji.• 120% to Plan by increasing region’s sales revenue from $24M to $64M in less than 2 years. • Personally Honored with the National “Turnaround Award ” for best top line growth and operating profit • Designed and implemented a CRM program that was later implemented nationally. The program increased prospecting activity and sales results by over 15%. • Re-staffed and re-aligned territories, training and managing the direct sales organization, marketing, strategic planning, client development, logistics, distribution, credit and related functions.• Implemented the Tri-State Furniture Division and developed the “Furniture University” training program. • Implemented local sales and management training programs, resulting in 10% increase in closing ratios and 15% increase in sales of high margin products. • Exceeded revenue goal by 120%, Gross Profit goal by 100%, and E-Commerce goal by 117%.• Created the “NY Quality Council”, resulting in improved communications between sales, operations and customer service departments. Increased morale and reduced turnover by 85%. Show less

• 

  Danka Office Imaging

  Jul 2002 - Feb 2004

  Regional Sales Manager -National Accounts Division

  Danka Office Imaging sells and distributes office equipment from Canon, Hewlett-Packard, Kodak, and Toshiba. Annual sales were $500 million.As Regional Manager - National Accounts Division I was responsible for developed account strategies for national account customers and prospects, coordinating and communicating strategies to field management and sales. Supervised team of 11 national account reps with customer responsibilities for AT&T, ADP, Lucent, Avaya, NRC, Schering-Plough, and Quintiles International. Show less

• 

  Staples Solutions

  Mar 2004 - Oct 2008

  Sales Manager-Vertical Markets

  Full P&L responsibility for $60 million business unit including four vertical market channels. Supervised account group with 15 direct reports including Print, Promotional, Janitorial and Government Sales Managers and 12 major account reps. Key accounts included Meridian Heath, Atlantic Health, Novartis, ADP, Linde BOC Gasses, Coach, ISO, and BASF.• 120% to plan while increasing region’s sales revenue from $42M to $63M in less than 2 years. • Exceeded quarterly and annual corporate furniture sales targets, finished at 105% to plan. • Achieved 15% sales increase over prior year by restructuring and realigning sales force to hunter/farmer sales model. • Led the region to a 3 year 30% year over year growth rate in Janitorial products in a highly competitive market. • Finished 1st out of 35 markets in Jan/San growth.• Chosen to launch the “Sustainable Earth (Green)” Janitorial product line. Developed marketing plan and worked closely with merchandising to insure proper levels of inventory to support upside planning. Coordinated vendor training program to help educate the sales force. • Developed web-based marketing plan that increased incremental Jan/San web purchasing by 15%. • Restructured performance measurements and developed new forecasting process. • Created and implemented the sales force effectiveness program which focused on call strategies, skills and competencies training. Show less

• 

  OfficeMax

  Nov 2008 - Nov 2010

  Eastern Region Healthcare Manager

  Overall responsibility for ensuring healthcare growth through developing strategic initiatives designed at new account acquisition and vertical sales growth in office products, healthcare furniture, Managed Print Services (MPS) and technology products. Supervised 15 Directors of Business Development, 10 Business Development Managers and 5 Print Managers.Responsible for $140 million healthcare vertical budget. Finished at 110% to plan in a challenging environment. Developed highly successful strategic marketing plans with Group Purchasing Organizations (GPOs) including, Novation VHA, UHC, Amerinet, MedAssets, and Premier resulting in increase vertical market sales in furniture and printing.Developed the healthcare CRM database that is currently being used on a national level to identify and track new accounts activity and furniture and print sales opportunities.Current account base includes over 324 Acute Hospital and 250 non-acute facilities. Responsible for Group Purchasing Relationships. Received vendor of the year award for UHC. Attended: VHA Supplier Summit- Las Vegas NV, UHC Conference-Orlando FL, NCI IDN Show, Premier -Anaheim CA. AHRM in Orlando, Novation Supplier Summit – Houston. Show less

• 

  Buy Rite Technologies

  Jan 2010 - Apr 2013

  A privately held company, a leader in e-Procurement, reverse auctions, contract and vendor management software solutions.Complete oversight of the National Sales Division with a focus on full-service e-Procurement solutions for healthcare, higher education state, and local government and manufacturing sectors. Direct reports include 4 Market Vice Presidents and 12 National Account Managers• Successfully launched a new division with a focus on a paid by performance e-Procurement service model.• Brand development, designed and implemented a new company website and informational video• Designed a custom CRM database 2 months ahead of schedule and 50% below budget• Hired and trained 3 new Market Vice Presidents and 12 new National Account Managers• Developed an online training library• Current customers include: Meridian Healthcare, Coastal Coop, JetBlue, Energizer, Benjamin Moore, Liz Claiborne, and Beth Israel Hospital 115% to plan in top-line growth. 100% increase in new proposals over the prior year. Grew the sales organization by 20% over prior year. Developed HCRMA –NY Healthcare Resource Management Association relationship program and sales promotion. Recently recognized as a healthcare sales leader by Purchasing News / mypuchasingcenter.com Successfully renegotiated $2million dollar contract with the City of Lexington KY. Show less Full P&L responsibility for the launch of a new national Full Service e-Procurement DivisionWithout any direct costs, companies of all sizes are now able to utilizing our team of e-procurement experts to create highly competitive private internet reverse auctions. Together we provide a web based, highly competitive RFx process that delivers savings in excess of 18% to 35% and streamlines and reduces the procurement cycle by 40 % to 50% over older traditional methods. • Strategic consulting, including business plan & sales strategy development.• Successfully launched a new division with a focuses on a paid by performance e-Procurement service model.• Brand development, designed and implemented a new company website and informational video• Designed a custom CRM database 2 month ahead of schedule and 50% below budget• Hired and trained 3 new Market Vice Presidents and 12 new National Account Managers• Developed an online training library• Current customers include: JetBlue, Energizer, Benjamin Moore, Liz Claiborne and Beth Israel Hospital Show less

  • Vice President of Sales and Marketing

    Nov 2010 - Apr 2013

  • Executive Vice President

    Jan 2010 - Jan 2011
• 

  Case Medical Inc.

  Apr 2013 - Jul 2014

  Vice President of Sales & Marketing

  Case Medical, Inc offers a full line of products for instrument processing, including sterilization containers, case carts, and multi-enzymatic, pH neutral cleaners. Recruited to rebuild and reenergize the sales organization. Redesigned new national territories hired and trained 28 new independent and 6 direct sales representatives. Overall responsibility for sales and marketing. Directed and coordinate company all sales and marketing functions. * Grew sales from $9million to $12million through strategic sales optimization planning, in the field sales training, motivating, individual strategic account planning. * Developed highly successfully joint GPO sales and marketing campaigns.* Developed IDN strategies and tactics. * Implemented and trained a new inside IDN sales team. * Achieved 125% increase in account penetration and coverage was achieved by realigned the national territories using Territory Alignment software. * 120% increase in new product sales by developing 2 new online ROI sale tools. * Designed and implemented 2 new online ROI sale tools resulting in 20% increase in new sales. * Designing and launching a new healthcare CRM database that is used on a national level to identify and track all account activity, measure sales performance and monthly forecasting.* Launched new RFID instrument tracking programs “Case Trak360” including all supporting marketing material. * Designed and conducted major account presentations with sales associates and GPO personnel. * Produce corporate e-mail marketing campaigns, trade show material and videos. * Favorably renegotiated GPO, IDN and GSA contracts. * Developed highly successful sales and marketing plans with Group Purchasing Organizations (GPOs) including, HCA Novation, MedAssets now Vizient, VHA, UHC, and Premier. * Account base included 650 hospitals. * Alternate OEM channels included: Medline, Medtronic, Karl Storz, Stryker, Johnson & Johnson, and Intuitive Surgical. Show less

• 

  SPD Rentals

  Jul 2014 - now

  VIce President of Sales and Marketing

  SPD Rentals is a global provider of Sterile Processing Equipment and Accessories. By utilizing current Blue Wrap operational budgets, we are now able to transition our healthcare clients to our Flex Sterilization Containers Rental Program. This will save our clients up to 60% from what they are currently paying today for using Blue Wrap.