Sales Manager

William C. Cobbs

***** ******* *****

Farmington Hills, Michigan 48331 USA

248-***-**** 248-***-**** (fax) *********@***.***

SUMMARY Highly effective business Rain Maker with over twenty five years experience in the fortune 500

arena. Accomplished, results driven professional with a proven track record of building dynamic

sales and marketing organizations. In addition I also have extensive experience turning around

struggling organizations during times of crisis and transition. Praised and acknowledged by

Executives and board members for stabilizing operations, elevating morale, and effectively growing

stagnant business operations. Acknowledged for inspiring the respect and trust of others through

open and honest communication.

WORK EXPERIENCE SurfRay A/S 01/01/2008 – 01/31/09

President and CEO Saddle Brook, NJ

Responsible for building a single integrated Search Software company from Mondosoft and

SurfRay. In 2008 created first positive P & L for the US based search business. Organized and

Deployed a global support group. Hired a Sales Leader for EMEA and also a CTO to lead our

product development group.

Performance Dynamics 1/1/04 Present

President Farmington Hills, Michigan

Owner and founder of Performance Dynamics. The company provides executive coaching and

development for employees that have been identified by their employer as high potential executive

candidates. We work one on one with candidates to identify areas where additional development

will facilitate early success in the executive role.

Over 25 years of expertise in leadership modeling and execution. Performance Dynamics is

developing a history of working with senior executives to develop high performance leadership

teams. In 2005 we worked with over 35 executives to help them improve and refine their leadership

skills.

• During 2005 23 of those executives were promoted to the VP level.

• In 2006 in addition to working directly with over 40 executives we also supported

Director level development for a major staff augmentation firm

We provide objective evaluation in leadership development and identification.

IKON Office Solutions Inc. 3/1/02 12/31/03

Vice President/GM New York, New York

Responsible for New York/New Jersey Marketplace. Effectively turned around a business that had

been depressed by the impact of the 9/11 terrorist attack. Operational responsibility for Sales,

Service, Marketing and Administration. Responsible for managing three offices in New York and

three offices in New Jersey. Managed ten direct reports with a total labor force of over 750

employees. The New York/New Jersey Marketplace represents approximate 8 percent of the total

business opportunity for IKON Corp. In 2003 we achieved 15 % year over year revenue growth. We

further reduced our SG & A expense by 3 points. In addition to my normal responsibilities I also

served on the Corporate Diversity Council for 18 months.

Accomplishments:

Reduced sales turnover by 50%

Launched leadership development process

Increased profitability by 11% or 1.5 million dollars

Xerox Professional Services 6/1/94 2/28/02

Vice President/GM Washington DC

Operational experience in building businesses in the US, Canada, Latin America, and Europe.

From 1994 until December of 2001 grew the operating unit from 6 people to over 300 on three

continents. Responsible for branding our service offerings and developing a worldwide marketing

strategy.

Sales revenues were grown from less than one million dollars in 1994 to over 125 million dollars in

2000.

• Revenue growth of 700% in 1995

• Revenue growth of 350% in 1996

• Revenue growth of 200% in 1997

• Revenue growth of 100% in 1998

• Revenue growth of 25% in 1999

• Revenue growth of 21% in 2000

Average gross Profit 31% annually adjusted for currency valuation.

Turnover averaged less than 12% annually

Responsible for the consulting and systems integration business for the US, Canada, Latin America,

and Europe. Over a seven year period this business grew from a core group of 19 employees

generating less than $1,000,000 to an organization with worldwide responsibility and annual

revenues in excess of $150,000,000 with three hundred employees.

• Worked with the State of Michigan to develop electronic record retention standards for

state agencies. The project established the methodology that departments would use in

implementing document management and imaging technologies. The results thus far have been

successful projects at the Department of Environmental Quality, Michigan Department of

Transportation, the Lottery Commission, the Department of Natural Resources, the Family

Independence Agency, and Community Mental Health. The adoption of a common project

methodology enabled the state to significantly control the cost of solution implementation.

• Directed the implementation of the casino licensing system with the Michigan Gaming

Control Board. Prior to the state authorizing casino based gaming for the city of Detroit there was

no central state licensing authority. The project required that system design, development and

deployment occur while the agency was under development. The system has successfully managed

the licensing process for three temporary casinos in Detroit. The Detroit based casinos are currently

generating in excess of a million dollars a day per casino.

• Worked with a major building products manufacturer to develop a document management

system to support a streamlined accounts payable process. The project reduced the turnaround time

on accounts payable so that the client was able to capture negotiated discounts for prompt payment.

Annual savings were determined to be greater than 2 million dollars. The client continues to seek

XPS involvement in developing a document management strategy to support their implementation

of SAP.

• Developed and launched a document management product targeted at the legal market.

The product was one of the first based on client/server architectures. The product was a result of

inquiries received from several of the big three automotive manufacturers looking for opportunities

to control sky rocketing legal costs.

• Led the development and deployment of a Land Records Management and Cashiering

system for the Suffolk County Clerk’s Office in New York State. When fully deployed the system is

expected to significantly improve the operational efficiency of the Clerk’s Office.

• Worked with a major retailer to develop a set of standards for Document Management,

Workflow, and Imaging to support an Enterprise concept. Implemented a successful project in the

client's International Import section, which will ultimately save the client millions of dollars by

supporting the Integrated Supply Chain model. As a result of the success of the first project the

client has identified seven other project areas that they would like to prioritize for deployment. The

first area will be human resources to streamline the benefits administration process.

• Directed a document reengineering effort with the State of New York department of Tax

and Finance. As a result of the reengineering effort the single business tax form was streamlined

and simplified. On time filing compliance rose from 64% to 93%.

• Directed a document reengineering effort with the Internal Revenue service focused

specifically on the childcare credit form and tax notices. As a result major improvements were

implemented in the review and administration of these forms.

Data General Corporation 4/1/93 5/31/94

Product Executive Bloomfield Hills, Michigan

Developed market demand for Data General's RAID disk and tape subsystems. Achieved

competitive installations in ITT Automotive, Federal Mogul, HCIA, and Eaton Corp. These

accounts represented Data General's first success in tier 1 accounts. Achieve 148% of business

objective.

Epcom Corporation 2/1/92 3/31/93

Vice President Sales and Marketing Troy, Michigan

Responsible for identifying and developing new markets for professional services and Imaging

solutions. Segmented the marketing efforts by vertical markets and concentrated on enhancing and

developing sales force skills in the designated markets. Developed and implemented first internal

sales training program. Structured a sales compensation program that rewarded higher margin

engagements based upon business results. Results of these initiatives were an overall increase in

revenue of 20% and a 9% increase in the gross profit margin

Sun Microsystems 6/1/88 11/30/91

District Manager Ann Arbor, Michigan

Responsibilities included staffing both sales and service organizations to support the Ann Arbor

sales office. The office consistently exceeded their sales plan every year. The entire sales team went

to Presidents Club in 1989 and 1990.

Xerox Corp 1/1/88 5/30/88

Region Sales Operations Manager Chicago, Ill.

Worked with the Districts in the Central Region to achieve Region High Volume product plan.

Developed marketing plans to drive high volume product placements.

Xerox Corp. 1/1/87 12/31/87

Region Sales Operations Manager Chicago, Ill.

Responsible for the achievement of the Regional plan through the development of market strategies.

Supported the direct sales force while transitioning the product to alternate delivery channels.

Assisted in the development of the dealership channels while the Region delivered its best

performance ever. In 1987 the Region was number two in the country in memorywriter

performance.

Xerox Corp. 1/1/86 12/31/86

Region Sales Operations Manager Chicago, Ill

Responsible for 6085 and personal computers. Achieved plan.

Xerox Corp 1/1/84 12/31/85

Major Account Sales Manager Cinn, Ohio

Responsible for a team of 12 Major Account executives. Met and exceeded sales objectives in all

product areas. Achieved Presidents Club both of the years he was in the assignment and 9 of my 12

major account reps achieved Presidents Club both years in assignment.

Xerox Corp 1/1/81 12/31/83

Major Account Manager Detroit, Michigan

Managed Chrysler Corporation, Volkswagen of America, General Dynamics, and Campbell Ewald.

Increased Chrysler market share by 250% in first year delivering over 3 million dollars in

incremental revenue. Finished 1982 # 1 in the Region and in the top 5 in the country in 1983.

Performance consistently exceeded 200% of the annualized plan. Presidents Club achieved for 1982

and 1983.

Xerox Corp 4/6/80 12/31/80

Marketing Associate Detroit

Support Major Account sales

USNavy 6/1/76 03/30/80

Lt.JG

SOG

SKILLS Change Management

Business Growth

Leadership Modeling

Experience in turning around or eliminating underperforming business operations

Experience in evaluation of acquisition targets

Sales Leadership/Rainmaker

EDUCATION University of Michigan 9/73 5/76

BA in Broadcast Journalism Ann Arbor, Michigan

3.2 Grade Point Average

United States Navy BOOST Program 09/01/1072 08/01/73

COMMUNITY Boy Scouts of America

INVOLVEMENT Former Chairman of Board of Directors and President of 100 Black Men Of Greater Detroit

Former Board member of the University of Detroit

AWARDS AND HONORS 14 Xerox Presidents Clubs

1 Xerox Chairman's Award

1 IKON Golden Circle Award

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