Sales Manager
Resume:
JEFFERY B. MARSHALL
W ilton, CT 06897 *************@*****.***
Sales and Marketing Executive
Extensive experience/success in growing profitable businesses in software solutions, business services and
hardware. Customer segments including Fortune 100 enterprises, government and small businesses. Consistently
delivered new growth opportunities while profitably managing and expanding over 1.3M business to business
relationships. Areas of Expertise:
Global Marketing Leadership Direct Marketing; Web, Direct Mail and T ele-sales
Sales and Channel Management Software Professional Services and SaaS
General Business Management Government Marketing
Global Product Management Complex RFP/Contract Management Leadership
Business and Customer Analytics Strategic Alliance/ Partner Development
PROFESSIONAL EXPERIENCE
PITNEY BOWES 2003-2008
Recognized as an industry leader in mailing and software solutions, ranking in the top 100 software firms in the
US.A $6.4B global technology company, delivering core mailstream products and software/servi ce solutions.
Vice President Marketing, Stamford, CT (2004-2008)
P&L accountability for $2.3B US business reporting to President of the Americas, with 1.3 million business to
business customers. Management of staff of 75 with expense budget of $70M. Accountable for strategic plan
development, marketing, sales channel selection and order process . Member of Corporate Risk and Corporate
Data Security & Privacy Board Committees.
Led analog to digital transition impacting over 450,000 larger B2B customers, delivering year on year double digit
growth. Transitioned product and channel strategies to provide growth engines to offset anticipated significant
market declines in first class transaction mail. Revenue growth rates exceeded market by 5 to 14% over the past
three years.
Transitioned purchase customer base (45% of population) to leasing product, more than tripling lifetime
value (now over 80% of core population).
Developed, presented, and implemented against Board of Directors Growth plan creating new markets,
partnerships and alliances.
Reduced service delivery costs by over $50M by restructuring repair model and leveraging vendor agreements.
Aggressively adapted channel mix to increase direct sales productivity by over 15% while improving
coverage, responsiveness and margins.
Implemented Customer Experience position that is now a separate business unit.
Acountable for RFP process for large government and commercial customers representing 1/3 of revenue
Implemented CRM in field sales organization with individualized offers by account, based on segmentation,
providing sales productivity improvements of over 10% in three successive years.
Grew customer payment streams by over 10% by bundling a nd re-packaging leasing product. Added
service features and new fees to build streams.
Developed customer analytics and programs improving retention rates to over 95%, retaining over $50MM
in annual revenues while improving customer experience.
Acquired over 100,000 B2B customers annually averaging nearly $4K per customer in lifetime value.
Utilized $40M spend in direct sales, DM, web, SEM,TM, retail, partnership and co-marketing for acquisition.
Improved conversion rates by over 10% for 1.4M customer records and 20M non-customer records.
Developed order management and CRM solutions for 2,200 sales reps with over 12,000 orders monthly.
Global VP Marketing & Product Management, Document Messaging Technologies, Danbury, CT (2003-2004)
Accountable for global sales and margin of $300M business segment including document factory solutions
hardware, software and services. Managed staff in US, UK and Germany with customer base globally.
Created and successfully launched global marketing platform, delivering over 20% growth.
Launched a market changing software/hardware solution, that more than doubled productivity. New
hardware /software solution
Developed new software product suite to manage production environment, delivering market leadership.
Developed first high speed digital mailing platform, delivering significant growth through 2007.
Jeffery B. Marshall Page 2
LOCKHEED MARTIN 2000 - 2003
A global security company that is principally engaged in the research, design, development, manufacture,
integration and sustainment of advanced technology systems, products and services.
Vice President Sales and Marketing Postal Technologies, Lockheed Martin, Owego, NY (2002-2003)
Five month assignment accountable for sales delivery of $20M in envelope sorter sales.
Managed sales, marketing and key customer management while positioning business for sale.
Director of Products Lockheed Martin, Owego, NY (2000-2003)
Focus of position related to product development, product line and program managemen t for quotation and delivery
of custom software/hardware solutions, mainly related to the government sector.
Awarded USPS contracts valued at over $100M,improving productivity by over 50%.
Accountable for Program Management and RFP response, pricing and management.
Delivered software/database/services solution to USPS providing process improvements ($20M).
Managed Postal RFP’s and globally valued at $100M+ Spain, UK, Australia and South Africa.
PITNEY BOWES 1983 - 2000
Director Marketing, Pitney Bowes, Stamford, CT (1998-2000)
Key accountabilities included development of the annual business plan, pricing strategy and product line
positioning, product forecast, strategic plan, channel strategy, new product implementation with staff of 20.
Implementation of regulatory changes impacting 50% of the customer bas e.
Managed, pricing and results of Pitney Bowes Leasing organization (150K transactions annually).
Channel Structure and Customer Relationship Management planning.
Director, Small and Medium Business Marketing, Pitney Bowes, Stamford, CT (1997)
Responsibility for 900K customer base.
Lead account management plan linking 70 person tele-sales group with 2,200 member field sales team.
Restructured price program for this segment, growing business by 18% .
Directed program requiring technology transition for 770K customers over two-year period.
Manager, Order Management, Stamford, CT (1996)
Key individual in plan development for ERP/sales automation implementation
Team member driving re-engineering activities CRM(Siebel), Order Management(Trilogy) and ERP (SAP).
Originator of “green” re-manufacturing and reclamation process for returned products .
Marketing Manager, Stamford, CT (1994 – 1996)
Global Product Marketing Manager, Stamford, CT (1992 – 1994)
Product Marketing Manager, Stamford, CT (1990 – 1992).
Sales Manager, Sales Representative, Charlotte NC and Montgomery AL (1983 – 1990)
Top five in sales management nationally out of 350 nationally.
Top ten in sales nationally out of 2,000 nationally.
EDUCATION AND PROFESSIONAL AFFILIATIONS
University of North Carolina Charlotte, NC - BA Business, Focus in Finance and Accounting
Multiple Internal Pitney Bowes Executive Programs
Kellogg, Evanston, IL, Babson College, Boston, MA, Darden, Charlottesville, VA – Executive Programs
Recent board member of the Pitney Bowes Relief Fund and American Red Cross.
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