Sales Management

Lorie Andres

Email: *********@********.***

Address: ***** *********** ****

City: Minneapolis

State: MN

Zip: 55423

Country: USA

Phone: 612-***-****

Skill Level: Director

Salary Range: $100,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Lorie J. Andres

16430 Territorial Road

Dayton, MN USA

Email: *********@********.*** Office: 952-***-****

Residence: 763-***-****

Mobile: 612-***-**** Mobile: 651-***-****

Senior Manager/Senior Sales & Marketing Executive

NOTABLE ACHIEVEMENTS

Entrepreneurial Thought Leadership developed a breakthrough process which improved sales productivity in new business development

Expert in capturing breakthrough growth opportunities, building cross-functional alliances and facilitating new market entry

Change Management successfully organized, lobbied, and campaigned a community neighborhood toward long term comprehensive planning changes

High-performance Executive offering a 20+ year career distinguished by consistent achievements in revenues, profits and market share. Skilled strategist, planner, analyst, team leader and negotiator with outstanding cross-functional communications and liaison experience. Highly respected leader with excellent listening capabilities and a hands-on management style to motivate, mentor and inspire teams to higher levels of achievement.

Strategic Planning & Tactical Execution New Business Development

P&L Management/Budgeting Complex Negotiations

Operations/Performance Management Staff Training & Team Building/Leadership

Sales/Sales Management Key Account Management / Retention

Professional Experience

ON-DEMAND GROUP Minneapolis, MN

VP Business Development (September 2012 December 2012)

Identify and develop new business opportunities that represent intelligent growth for an IT consulting firm. Key initiative was to leverage my executive IT relationships in Fortune 500 companies to sign new Master Service Agreements (MSA).

MSA signed with large financial services organization

Finalizing MSA T&Cs with a well known travel/leisure organization and with a mid-size retail organization

Gained CIO endorsement to exponentially increase IT consultants with two existing MSA clients

GARTNER, INC. Minneapolis, MN

Senior Account Executive (October 2008 September 2012)

Build trust-based value relationships with Senior IT Leaders with responsibility for revenue retention and growth in leading Fortune 500 Companies. Service portfolio includes Consulting, Events and Advisory Services.

2011 Winners Circle Performance Achievement Award

2012 Q2 Top Consulting Revenue

Exceeded Client Retention Targets year over year (98% average on a target of 82%

37% Revenue Growth on largest, most complex account

Lorie J. Andres Page Two

XEROX CORPORATION Bloomington, MN

Xerox Global Services Business Development Executive (March 2006 October 2008)

Initiate and implement strategic sales strategies to penetrate new markets, develop large non users and capture new Managed Services initiatives in existing accounts.

2006 Top Performer in Central Sales Operation

Managed large and complex sales cycles for strategic outsourcing services

- Led the selling effort by participating in key sales calls, executive presentations/sponsored events and proposal delivery

- Led the Strategic Account Planning to identify and developed strategies and action plans to grow revenue

Major Account Sales Manager (January 2004 March 2006)

Manage all sales activities for $15M new business products and services annually. Total accountability for profit, retention and post sale revenue growth of over $10M in annual annuity revenues

Maintained 98% client retention

Increased profit, revenue growth and market share in targeted large user and non-user accounts

Co-created and led development of a Rapid Assessment process for attaining new business and existing clients

Turned around team performance of 7 consecutive under plan years with Presidents Club achievements

Demonstrated ability to hire, develop and manage team of 11 direct sales reps covering local and remote geographies

Developed a new hire mentorship program that was adopted and implemented by senior leadership

Developed/Implemented/Led sales and management training workshops and seminars

XEROX BUSINESS SERVICES

Division of Xerox Corporation

Marketing Executive (January 1999 December 2003)

Developed and implemented strategies to sell new business Managed Services Agreements to non-users

#1 Marketing Executive for Western Sales Operation

Exceeded plan performance 4 out of 5 years with Presidents Club Achievement

Contributed $15M of annuity revenue to Xerox Corporation over the contracts term

Supported the implementation process of new agreements which achieved revenue, profit and customer satisfaction plans

Account Executive (January 1996 December 1998)

Developed and implemented strategies to identify sell and support incremental Managed Services solutions in existing accounts

Delivered $15.3M of incremental annuity revenue to Xerox Corporation over the contracts term

All three (3) years exceeded PLAN performance - Achieving PRESIDENTS CLUB two out of three years

Account Rep, Xerox Business Services (1993 1996)

Sold Transactional Print and Print-On-Demand contracts for major accounts

Exceeded plan performance 2 out of 3 years

INTRAN CORPORATION

Purchased by Xerox Corporation in 1989

Operations Manger, Intran Corporation (1984 1992)

Managed day to day activities for an electronic publishing software firm which specialized in Forms, Fonts, Graphics, and Document Composition Applications including interfaces for a variety of third party scanners, laser printers and typesetting systems. Responsibilities included:

End user help desk support for Sun Microsystems Hardware, Unix Operating System and Intran Applications (Team of 6)

Digitization and Graphic Design Services (Team of 4)

Software Testing, Quality Assurance and Problem Resolution Process (Team of 4 Engineers)

Software and Documentation Distribution (Team of 2)

Awards & recognition

Winners Circle - 2011

Central Sales Operation Top Performer - 2006

Recipient of Three (3) PRESIDENTS CLUB Awards: 1997, 1998, 2000

Recipient of Three (4) PAR CLUB Awards: 1995, 2001, 2002, 2003

#1 Business Services Executive Western Sales Operations 2003

Senior Management Special Recognition Upper Midwest Operation 1996

Professional Development

Value Selling

BASHO

Business Engagement Strategies and Tactics Training - Summit Group

Enterprise Selling Process - Siebel Systems

Sandler Selling Process Sandler Boot Camp

Selling to VITO Anthony Parinello

SPIN Selling Techniques, Human Resource Management, Management Development Xerox Corporation

Lean Six Sigma Yellow Belt and Green Belt

Education

University of St Thomas Minneapolis, MN

MBA (2008 On Hold Status)

University of Minnesota Minneapolis, MN

BA Advertising and Mass Communication (1981 May 1984)

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