Sales Manager

WILLIAM A. BELLANO

610-***-**** . ********@*****.*** . 412 Kerr Lane, Springfield PA

19064

Summary

Results-oriented sales leader maintaining a strong work ethic and excellent

communication skills; committed and focused towards establishing and

exceeding the revenue and team development goals to achieve success. A

highly professional, organized, and disciplined approach to the

responsibilities of my positions, has earned me the respect of my peers,

colleagues and senior leadership throughout my career. Strong leadership

qualities, effective personnel skills and a consultative approach, enable

me to successfully coach, develop and motivate my direct reports.

Areas of Expertise:

- Skilled Communicator

- Effective Leadership/Staff Development

- Consultative Approach

- Revenue Growth Strategies

- Strategic Planning/Coaching

- Client Focused Support

- Hiring and Training

- Direct Sales Management

- Resourceful

- Accountable

- Attentive to Detail

Professional Experience

IKON OFFICE SOLUTIONS, INC. - 70 Valley Stream Parkway, Malvern, PA

(2001-Present)

A subsidiary of office equipment manufacturer Ricoh, IKON sells and

services its parent's brand of office equipment throughout the US, Canada,

and Europe. The company also provides integrated services such as document

management outsourcing, electronic file conversions, facilities management,

and training.

Strategic Account Sales Manager (2003-Present)

Promoted to role to establish and maintain positive growth results of

outsourced services revenue for the Greater Philadelphia Area reporting

directly to the Area Vice President. Lead 9 sales professionals and

business process analysts in developing qualified client candidates, while

establishing a collaborative team environment aligned with our Operations

counterparts combined with our Professional Services resources. Coached

team towards adopting a business consultative model to differentiate and

distinguish our value deliverable to clients.

. Consistent, successful results grew our IKON managed services portfolio

to 93 clients from a previous base of 55. Additionally, our team was

responsible for securing the outsourced services contract for a Fortune

100 client with over 20 major locations in addition to a National AM Law

250 Law Firm in 2010.

. Annual services revenue grew steadily and profitably by $3.3M and over

$4.2M in 2006 and 2007; while exercising consistency in retaining client

base.

. Established and maintain a strong pipeline of managed document services

opportunities, several of which have resulted in very profitable

contracts that will contribute significantly to both the top and bottom

line.

Major Account Sales Manager (2001-2003)

Responsible for leading and coaching a team of 8 sales professionals in

initiating and driving increased growth and positioning opportunities for

expanded capabilities and service offerings through a more consultative

approach.

. Managed 8 sales professionals; each having responsibility for the largest

revenue-producing clients in the Philadelphia and surrounding area.

. Results included growing year over year revenue actual of $6 Million, $7

Million and $8.5 Million respectively.

THE GRAHAM COMPANY - Philadelphia, PA (1997-2001)

A privately held, Top 50 nationally ranked property and Casualty Insurance

Broker and Consultant generating $30 Million in annual revenues by

concentrating on midsized, growth oriented businesses with demanding

service requirements.

Producer

Professional sales consultant focused on assessing, designing and

implementing the Property and Casualty Insurance requirements of a highly

select client profile.

. Established relationships at the highest and most influential levels

within the clients' business including Owners, Presidents, CFO's, etc.

. Responsibilities within this complex selling environment involve

sourcing, developing, managing and growing the premier client population

of the Graham Company.

. Maintain primary strategist role, pre and post sale, amongst internal

support team for the client.

. Added 5 new businesses to The Graham Company's exclusive client base of

175.

XEROX CORPORATION - Wilmington, DE (1974-1997)

Xerox Corporation is a $15 billion global company providing products and

services to enable communication process improvements across several

industries.

Document Production Marketing Executive (1990-1997)

Selected for direct marketing and support of a revolutionary technology to

external customers and internal field personnel reporting to Director of

Sales. Responsibilities included marketing electronic publishing and high

speed duplicating systems to a new customer base.

. Responsible for all facets of marketing, including customer problem

resolution which resulted in a 98% customer satisfaction level while

performing above plan first year.

. Assessed sales opportunities and developed a significant customer base in

a complex selling cycle.

. Prepared field marketing presentations utilizing extensive training and

custom support materials

. Developed and facilitated consultative customer symposiums

. Ranked among top 10% of 231 peers nationally in Sales Performance for

several years

Product Marketing Executive - Philadelphia, PA (1986-1990)

Promoted to position to introduce and direct marketing of most profitable

products to major accounts in Philadelphia area.

. Provided training and successful marketing strategies to sales force of

35 on specific product capabilities.

. Achieved Top 10% of 280 peers, 3 of 4 years.

. Achieved #1 ranking nationally in Sales Performance (1988).

National Account Manager - Philadelphia, PA (1983-1986)

Negotiated and implemented national contracts between Xerox and several

major accounts with headquarters located in Philadelphia. Coordinated

major sales opportunities nationally; provided timely resolution of

customer issues through coordination of Sales, Service and Administration

efforts on a national scale.

. Increased Xerox market share by 15-20% over previous year.

. Secured a national "Vendor of Choice" contract from a competitive

account.

. Finished within top 5 regionally each year amongst 41 peers.

Education

B.S. - Marketing, Philadelphia University (formerly Philadelphia College of

Textiles and Sciences), Philadelphia, PA

Skills

- Professional Training:

- Professional Selling Skills;

- SPIN - Sales Training courses;

- Consultative Selling Skills Seminars;

- Leadership Training,

- Diversity Training;

- Performance Management & Development Training;

- Contract Liability Technical Training

Hobbies

- Tennis

- Golf

- Classic Car Enthusiast

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