Innovation Reinecke Resume Document Transcript

Leonard (Lee) Reinecke Rochester, NY 14610 Pompano Beach, FL 33062 585-***-**** abpmu5@r.postjobfree.com http://www.linkedin.com/in/reineckeProfileSenior sales executive, individual contributor, and business partner with a proven record as a visible catalyst fostering innovation and benchmark processstrategies with total customer focus. Proven repeated communication talents and skills addressing challenges, strategies, and best practices resulting inhighest positive financial and market impact. Strong ethic for employee ownership and empowerment that has been one key to my success asentrepreneur, global business development manager, division customer relations manager, and North America inside sales manager. Hands-onparticipatory style and extensive experience in field and inside sales, sales personnel evaluation and training, and captive contact center turn-key builds.Consistently and significantly exceeded business objectives and enhancing profitability through various processes; Strategic Planning: Authored strategies for account management, sales training, and market penetration. Executed profitable sales offerings utilizing presentation techniques, top-down profiling, and intense hiring and training. Drove outsource strategy for client partners in US customer care and BPO delivered across geographies resulting in documented savings ~ 20%, increase retention ~35%, and streamlined processes across customer lifecycle and mid/back-office. Growth Performance: Drove sales volume exponentially in 2004 and 2005 for software VAR accomplishing Fastest Growing Company in Rochester 2004 and repeat 2005. Developed territory salespeople for successful offering of four product lines utilizing internal and external resources to close the deal. Prospected and closed new logo business > $ 13 million USD in past three years. Profit Enhancement: Secured national franchise contracts by inventory, pricing, delivery, and value/quality issues. Reduced returned goods by 70% for Fortune 50 subsidiary. Secured new business by offering value over cost by illustrating ROI and proving strategic need. Sales Management team of five that grew software sales enterprise 267% in two fiscal years. Human Resources: Managed diverse, geographically dispersed workforce of 11 virtual sales professionals plus 7 inside sales local personnel. Noted for exceptional team-building, problem resolution, and training.Professional ExperienceZenta, Inc./AccentureVice President, Sales12/2010- PresentRecruited by COO and SVP to hunt and secure new logo business across all vertical markets, concentrating on customer contact center solutions withback/mid-office BPO processes. Secured new business in 6 months delivered from USA and Philippines facilities totaling $2.2 million USD, with $8.8 millionin the pipeline. Extensive travel in presenting solutions tailored to each prospects challenge, technology, and culture. Zenta was acquired by Accenture BPOin August 2011. Accenture is a global management consulting, technology services and outsourcing company, with approximately 223,000 people servingclients in more than 120 countries.Cybernet SlashSupport (CSS Corporation)Business Development Director Banking, Financial Services, Insurance Travel & Leisure12/2009- 12/10Recruited by CEO and EVP for BFSI Practice startup offering ITe and BPO solutions to North American Banking and Insurance enterprises.CSS (or Cybernet-SlashSupport) helps large corporations, consumers, and technology vendors improve software quality and the operations of their ITsystems. Among the services the company offers are software testing and development, remote infrastructure management, application lifecyclemanagement, and enterprise and consumer technical support. Customers include Alcatel-Lucent, Blackboard, and Sun Microsystems, among others. Theprivately-held company has received investments from Goldman Sachs, SAIF, and Sierra Ventures. CSS maintains operations in India, the Philippines,Poland, and the US.Selected Achievements: Developed Banking/Insurance Team for Operations, Transition, Lead Generation, and Research in Chennai, India for back-office process engagements. Composed Insurance landing site on csscorp.com Led CLOUD insurance solution team for development/support/testing solution and market branding positioning. Secured new business pipeline across Life, P&C, Banking insurance, Insurance Brokerage, Credit, and Revenue Cycle sub-verticals. New Business pipeline at 18 months close projection $ 4.1M across US, Philippines, and India for voice, web, cloud, and transaction processes.Enlisted by EVP in August 2010 to hunt and close opportunities in the Travel & Leisure vertical. Secured reservations and BPO contract for global hotelproperty concern with estimated revenue of $800,000USD within 6 month delivered from Philippines. Pipeline at 18 months projected at $ 6.7M for contactcenter programs.Sutherland Global Services, Inc. Rochester, NYGlobal Business DevelopmentSenior Manager4/2006- 12/2009Responsible for profiling and mapping BPO opportunities within the Fortune 1000 engaging C level decision makers for contact center and transactionback-office process strategies. Focus on telecommunications and BFSI vertical markets. Services include contact center and back-office processes;customer support, enterprise help-desk, account management and retention, customer acquisition, FAO back-office transactions, KPO, and documentmanagement. Presented business arguments that culminated in over $20M service revenue proposals, winning multi-geographic contracts for enrollment,underwriting data management, customer acquisition, and account management realizing $ 7.2M contract revenue to date, with recurring revenue andcontracts exceeding quota. Coordinated and participated in client meetings, SGS site visits, and RFQ submittal compliance, and contract negotiation. Alwaysabove quota and always filling a robust sales funnel.dba ProSpeak Pompano Beach, FL9/2005 - 3/2006Clients engagements for sales training, target market segmentation strategy, product/service offering dialog scripting, and project process reporting. EMA Design Automation, Inc. Rochester, NYBusiness Development Mgr / Inside Sales Mgr8/2003 - 8/20052004/2005 Fastest Growing Company in Rochester, NY"Company expansion, North America Solutions Provider for Cadence and OrCAD PCB/IC design software. Total department set-up, direct marketing processestablishment and execution, personnel, and all training materials. Establish CRM process input and sales pipeline reporting for management reports andproduction analysis. Responsible for spearheading new business by planning and executing product mix offerings, competitive replacement strategies, andengineering partnering. Co-developed sales dialog, presentation, and sales training format to address needs analysis and solution selling techniques incurrent customer accounts and prospect cold calling. Developed strategies for all lead generation, direct sales by virtual sales team, and all BusinessDevelopment database functions. Managed and executed all strategies personally upon approval of management team. Drove sales volume exponentially inone year, exceeding projections 145% in the first six months of operation utilizing top-down sales strategies and cross-selling techniques.Xerox Corporation Dallas, TX Rochester, NYNational Sales / Division Customer Relations Coordinator8/1991 - 7/2003 (3 separate engagements)Customer Relations Coordinator1st level SME for all XBS and Major Account escalations, resolution activity and supporting documentation. Resolve Corporate HQ escalations regardingissues with all RPSS/BGO equipment and service. Act as focal point to Call Center. Provide 3rd level support for customer escalations and makeappropriate recommendations for resolution as well as troubleshoot and solve software/hardware issues. Entered into the E-Mail Team as backup forsolutions emailed from Xerox.com E-solutions web page.Customer Care TechnicianRemote diagnostics and technical solutions for Channels group/SOHO Division. Focus on repair and applications for all ink jet and laser technologies in allWindows and Mac environments. Awarded and rewarded for exemplary performance in production and solution accomplishments. Received numerousletters of recognition and top performance awards. Work group leader and tech lead in teamNational Inside Sales Manager ChannelBindNational Sales, NAQP Channel. Recruited to identify and penetrate prospects for sales and support of desktop binding equipment and supplies within theprint industry. Responsible for national territory development of end-user markets and dealer/distributors. Heavy travel for trade shows participating toenhance product awareness, utility and productivity. Secured national franchise contracts by inventory, pricing, delivery, and value/quality issues Reducedreturned goods by 70%. Sold and supported NAQP franchises and entrepreneurial shops. Developed scripting and training tools for prospecting that wassensitive to lead source and business types.Equipment Sales SpecialistLead Generation and Sales for office equipment leases, sales and maintenance agreements resulting in achieving directive, allowing expansion plans for thedirective of equipment sales via the telephone. Responsible for prospecting, telephone presentations, all the way to close. Re-located to Texas for directresponse operations as result of Xerox directive for consolidation of operations. Contributed and advised for the enhanced Xerox training modules "BuyerFocused Selling Database Lead GenerationOutbound Lead generation in support of national Xerox Owner Agents. Recognized as leader in workgroup. Asked by management to participate in finaltesting of Direct Sales in medium analog and digital solutions. Recruited by Xerox from The Sutherland Group, LTD to re-locate in Texas for start-up of newcustomer center in Irving, TXdba ProSpeak Rochester, NYPresident2/1988 - 7/1991Publisher of "Phoneaphobia" proactive sales training modules. Independent consultant for proactive target marketing specializing in turn-key directresponse solutions and pro-active delivery of clients bottom line. Focus on personnel hiring, training, and monitoring for success. Design and supervisefacility hardware, software (custom or off-the-shelf), workstations, all marketing fulfillment, and total involvement with sales process and client culture.Develop branch dialog scripting to successfully accomplish targeted planned objectives. Development of software for dialog branching and data retentionand reporting vehicles.Client List (partial)Marine Midland Bank, HSBCBiscom CorporationSchlegel Inc.Global Marketing ResearchProdigy.netUltimate CorporationPaychex Corporation Rochester, NYBusiness Development Dept. Start-up2/1987 - 11/1987Recruited by founder/ CEO and CMM to establish new corporate department for proactive lead generation. Supported over 225 outside sales consultants inpayroll processing services and associated government documents. Responsible for six figures budget preparation, facility design, hardware/softwareanalysis and procurement, hiring and training modules for TSR success. Total department turnkey setup and management, utilizing paperless environmentfor sales; create data source analytic metrics; departmental closed loop process design.Left to establish ProSpeak. Skills Miller Heiman Strategic Selling Miller Heiman Conceptual Selling Value Selling Graduate Needs Benefits Analysis Personality Profiling PowerPoint Presentations Sales Training Development Proactive Dialog Track Modular Format Sales Training Cited in various internal company and external newsletters Recipient of several performance and leadership awards at Xerox