Bruce C. Manly

* **** ***** ***** 203-***-****

Old Saybrook, CT 06475 http://www.linkedin.com/in/bmanly actgs1@r.postjobfree.com

SUMMARY

Senior Executive with P&L responsibilities, extensive sales and general management experience in Global and Fortune 500 manufacturing and distribution companies. Leader with experience building energized cross-functional teams by mentoring and empowering people that drive results. History of creating, quantifying and executing strategic and tactical business plans. Recognized subject matter expert in recruiting, developing, and motivating top professional sales talent to overachieve plan. Consultative field professional with strong, customer relationship building skills. Seasoned traveler and open to relocation. Solid experience in technology solutions sales in hardware, software, SaaS, consulting, e-discovery, managed and professional bpo services and legal document services. Core competencies include:

Process Improvement

Market Share Analysis

CRM Optimization

Operational Excellence

Sales Territory Analysis

Mentoring Leaders

Financial & Business Acumen

Benchmarking & Best Practices

Delivering Results

PROFESSIONAL EXPERIENCE

LDI/Mohegan, LLC. - DBA: KÔTA, Uncasville, CT

Joint Venture of Leslie Digital Imaging of NY and The Mohegan Tribe Of Indians of CT

President 2014-2015

Start up venture in the office technology market specializing in business equipment, software and professional services industry. Directly responsible for P&L and creating quantitative and qualitative business plans.

Conducted market research and established sales territories utilizing industry index information. Developed sales and service representative compensation plans.

Recruited experienced teams for outside and inside sales and service professionals. Established training programs with manufacturers to learn new products and services. Established operational procedures and processes for order processing, logistics, service dispatch, CRM and database prospecting.

Successfully developed a sales prospect pipeline with no existing customer base. Established authorization on the State of CT copier/printer contract and successfully grew market share and closed two of the largest state agencies.

Office Depot, Boca Raton, FL

Fortune 500, NY Stock Exchange Distribution Company

Vice President Technology Sales, Business Solutions Division

Vice President-General Manager, Tech Depot, an Office Depot Company 2012 - 2014

Directly responsible for P&L and management of the national field and inside sales force for the technology division of Office Depot. Direct reports include, Director of Global Accounts, Director of Product Development and Training, Director of Sales Operations, Director of Sales – Public Sector, and Director of Sales – Private Sector.

Lead the team through a turn around reorganization and brought the team back to black by improving inventory returns, accounts receivables, vendor program processes.

Realigned the sales organization to a geo centric model to align it with Office Depot’s Business Solutions Division. Recruited, hired and trained a new national team of 20 Solution Development Managers. Established territories, quarterly internal and external account review process, and account profiles,

Lead the Project Teams for a $4M IT Infrastructure upgrade including network hardware, operating system, database upgrade, including migration from a proprietary CRM to Salesforce.com. and upgraded our web platform and order processing system to create a customer friendly user experience.

Ricoh Americas Corporation, Milford, CT (Ricoh acquired IKON in 2008)

Global 500 International Manufacturing Company

Regional Vice President of Sales – Northeast Region 2008 – 2012

Directly responsible for P&L and management of field sales operations for 7 Business Areas in 11 States including 14 Area Directors of Sales, 2 Senior Managers Field Sales Operations, Sales Data Base Manager, Marketing Manager, 103 Field Sales Managers, 655 Sales Representatives and 93 Sales Support Staff with a revenue plan of $882M and operating income plan of $165M.

#1 US Region in Blended Total Revenue and OI as a percentage of plans in FY’08 and in FY’10.

Achieved Circle of Excellence in FY’08, FY’09, and FY’10.

Lead the HQ Field Council to improve the Sales Force CRM Data Base. Collaborated with the Ricoh University Team to redesign the New Hire Training Curriculum and the Field Sales Manager Training to transition the organization to services based value proposition. Reduced Sales Representative turnover by 18%.

Created tools, training, and reporting systems to analyze customer base retention and prospecting priorities. Collaborated on compensation plans, analyzed sales territory potential, equity, and structure to achieve business plan objectives. Accelerated leased customer base conversion and retention by 43%.

IKON Office Solutions, a Ricoh Americas Company, Malvern, PA 1987 - 2008

Fortune 500, NY Stock Exchange Distribution Company

Regional Vice President of Sales – East Region 2006 – 2008

Directly responsible for P&L and management of Field Sales Operations for 13 Business Areas in 22 States including 18 Area Directors of Sales, 3 Senior Managers Field Sales Operations, Data Base Manager, 189 Field Sales Managers, 1210 Sales Representatives and 184 Sales Support Staff with a revenue plan of $1.7B and operating income plan of $280M.

Achieved Circle of Excellence in FY’07.

Developed business plans with Sales Managers and Representatives to facilitate achievement of their revenue, gross profit, services, and earnings targets that are now the company standard. Improved sales representative productivity by 11%.

Created vertical marketing direct mail campaign for federal and state government, legal, higher education, healthcare and financial markets. Partnered with HQ Logistics and Service to improve communication, delivery accuracy and reduced equipment-billing carryover by 27%. Improved region forecast accuracy to 97%.

IKON Office Solutions, Malvern, PA

Director of National Accounts- Northeast Region 2004 – 2006

Managed a Headquarters Sales Team of 8 National Account Managers and 38 National/Global Accounts in the Fortune 500. Designed business plans for the team and the individual National Account Managers. Standardized quarterly and annual client business reviews resulting in 17% growth.

Achieved Circle of Excellence in FY’06.

Over 70% travel and customer facing field-selling time at the C Level. Changed focus to growth of net new accounts. New clients included Lehman Brothers, Havas, L3, Boston Scientific, Citizens Bank (RBS).

IKON Office Solutions, Glastonbury, CT

Area Vice President of Sales – IKON Connecticut 2001 – 2004

Successfully reorganized the sales organization of the newly restructured combined Connecticut Marketplace. Deselected non-performing personnel and actively recruited new talent. Directly responsible for the profit & loss on budgeted revenues of $125 million.

Collaborated with Bain Consulting to best practice sales force monthly and quarterly review process to standardize company wide. Improved share of wallet by 14%.

Achieved Circle of Excellence in FY’02 and FY’03.

IKON Office Solutions, Milford, CT

Area Vice President – General Manager - IKON Fairfield/New Haven Marketplace 1999 – 2001

General management of all operations, sales and service. Responsible for the profit and loss of the $65 million operation. Direct reports included Vice Presidents of Sales, Financial Operations, Service, and direction over 240 of their reports. Indirect matrix reports included Human Resources Manager, General Manager Outsourcing.

Developed a mentor program for managers and high potential employee candidates with a focus on diversity improvement. Exceeded Operating Income targets and grew revenue by 18.1%.

Achieved Circle of Excellence Award in FY‘00.

Area Vice President Sales- Partner 1987 – 1999

Achieved Presidents Club in 7 of 12 years. Expanded revenue growth by 26.5% compounded annually, from $17 million to $55 million. Accountable for recruiting, hiring and training professional sales managers and representatives. Provided leadership for 6 District Sales Managers, 2 Product Support Managers, 2 Systems Engineers, 1 System Support Analyst, 60 Sales Representatives, 1 Administrative Assistant, 4 Market Support Representatives.

Profit & loss responsibilities for budgeted revenues including marketing campaigns, promotions and sales incentives. Established and executed the client review process for business unit’s Top 100 accounts and improved customer satisfaction and retention by 18%.

Developed and facilitated basic and advanced consultative sales training curriculum for the company based on Needs – Satisfaction selling model.

EDUCATION

Masters of Business Administration, Finance, University of New Haven, West Haven, CT

Bachelor of Arts, Sociology, University of Connecticut, Storrs, CT

PROFESSIONAL BUSINESS TRAINING

Certified Six Sigma Green Belt, IKON General Management and Leadership School, IKON Sales Management and Leadership School, IKON Leadership Masters Program, Behavioral Interviewing, Coaching and Counseling, SPIN – Needs-Satisfaction Selling (Huthwaite), Dimensions Of Professional Selling (Carew), Managing Diversity, Speaking Made Easy, Microsoft Office Suite Basic and Intermediate Training, Salesforce.com., Oracle On Line.

PROFESSIONAL AFFILIATIONS AND MEMBERSHIPS

Adj. Professor of Sales & Marketing, School of Business, University of New Haven, West Haven, CT

Board of Directors, Bridgeport Regional Business Council, Bridgeport, CT

Board of Directors, Milford Chamber of Commerce, Milford, CT

Board of Directors, Cardinal Shehan Center, Bridgeport, CT

Board of Directors, Boy Scouts of America, CT Yankee Council, Milford, CT

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