Experience

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  Xerox

  Jul 1998 - Sept 2018

  Acted as a liaison between prospective clients and Sales VPs on Production Color/Continuous Feed solutions while supporting up to a nine state territory on $2.5M+ deals. Successfully reversed the tide of declining revenue and annuity streams by managing the account P&L and implementing strategic pricing initiatives to increase win-rate and profitability of Xerox’ largest opportunities.Grew revenues by 25%+ ($100M) each year while reducing unprofitable installations by 20%, maintaining focus on customer retention.Performed comprehensive analysis of current revenue and margins and structured exception pricing, terms and conditions for large deals to drive revenue growth and profitability. Integral member of the Sales Management Team, successfully negotiating with customers on finance terms and lease structure.Conducted quarterly analysis of unsuccessful campaigns and developed solutions that led to new placements. Show less Managed and directed a new RFP Center for the 25 state Eastern region. Co-managed critical decentralization process as subject matter expert, ultimately improving competitive intelligence, pricing strategies, and bid responsiveness. Leveraged pricing developments, terms and strategies, reviewed RFP’s validated Go-No-Go Assessment, and managed expectations with Field Sales Teams. Executed an engagement process for deals representing $500,000+ in opportunities, allowing Xerox to participate in additional RFP's and win 22 new customer contracts worth $15M+.Implemented database of RFP approved response verbiage and structured all pricing and terms to respond within customer specified timeframes; achieved 100% successful response support and 99.4% satisfaction rating from field sales. Show less Managed exception pricing, terms and conditions along with contract requirements for region sales staff. Chief strategist with objectives to develop mutually beneficial solutions and authorize requests to support customer requirements. Led and conducted cross-functional territory account reviews with sales, service and administration. Increased CBU revenues and profitability by 8% ($150M) or more per year. Recognized as top performer in US for finance penetration and customer retention. Consistently achieved 98% or better satisfaction rating from field sales and admin staff. Show less Managed a new vertical market initiative leading sales specialists/support staff of 15 in multiple market centers to meet and exceed quota and growth objectives. Created synergistic atmosphere with a unique ability to drive collaboration among team members. Forecasted monthly outlook, engaged resources, conducted quarterly business plans and traveled with team members for coaching and feedback. Led semi-annual operations reviews with Region VP to overview performance by rep, disclose business strategies that address shortfall and determine course of action for non-performing territories. Structured territories annually to provide equitable distribution based on Corporate direction. Assigned quotas to sales territories and established key objectives for sales support functions.Led numerous cross functional teams to address customer and market center opportunities.Achieved Par / President's Club. Show less

  • Pricing & Contracting Consultant-Strategic/Specialized Pricing

    Jan 2013 - Sept 2018

  • RFP Pricing & Contracts Manager

    Jan 2010 - Dec 2012

  • Pricing & Contract Manager

    Jun 2002 - Dec 2010

  • Integrated Sales Manager

    Jul 1998 - May 2002
• 

  Invictus lighting, llc

  Apr 2019 - Feb 2020

  Vp, sales and marketing

  Assisted in the development of go to market strategy for new LED manufacturing enterprise. Lead the sales effort marketing custom and standard LED lighting solutions.

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  Lightserve corp

  Feb 2020 - May 2024

  Assist organizations to provide lighting solutions that help them meet their strategic objectives while creating a safe and productive environment for employees.

  • National Account Manager

    Jan 2022 - May 2024

  • Senior Account Manager

    Feb 2021 - Jan 2022

  • Strategic Business Development Manager

    Feb 2020 - Sept 2021
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  Charlotte monroe executive airport

  May 2024 - now

  Airport manager at charlotte-monroe executive airport