Sales Customer Service

JEFF LAWRENCE

**** ******** ***** ( Crofton, Maryland 21114

(c) 410-***-**** ( *************@*****.***

SALES / GENERAL MANAGEMENT

Dynamic leader and award-winning closer skilled in all phases of business

development. Experienced strategist able to plan and execute highly visible

sales campaigns driving bottom line growth at both startups and Fortune 500

companies in a variety of industries. Compelling communicator and

productive networker building profitable C-Level relationships with

customers, colleagues and business partners. Trusted trainer and mentor

developing and retaining highly productive sales staffs with an abiding

focus on customer service.

Consultative Selling ( Solutions Selling ( Relationship Development ( Sales

Planning

Market Research and Penetration ( Negotiation ( Lead Generation ( Pipeline

Management

Revenue Growth ( P&L ( Budgeting ( Project Lifecycle Management ( CRM

Systems

Sales Team Development ( Training and Mentoring ( Employee Recognition

Programs

Customer Service ( Customer Retention ( Service Level Agreements

PROFESSIONAL EXPERIENCE

DATABANK IMX, Beltsville, Maryland ( 2011-Present

Leading national provider of full-service content management and business

process solutions with $80M in sales revenue.

General Manager Mid-Atlantic Region

Spearhead key region with 90 sales, service and production employees

generating $6M in revenue. Create detailed sales forecasts, production

schedules and budgets to meet ambitious sales goals. Hire, train and

evaluate top sales talent, and work to establish an effective corporate

sales culture.

. Drove 20% annual growth with no increase in staffing, and hit all 2012

sales targets.

. Implemented price increase contributing towards a 38% increase in

profitability.

. Generated nearly $300K in additional revenue with a $150K in profit by

effectively marketing innovative web-hosted solutions.

. Offset loss of $400K contract by developing market strategy for Higher

Education business generating $465K in new revenue and meeting $1M sales

budget.

. Closed key contracts with prominent clients including Drexel University,

Princeton University, Children's Hospital and Howard University Hospital.

CORNERSTONE RECORDS MANAGEMENT, King of Prussia, Pennsylvania ( 2010-2011

Leading national provider of records and information management services,

with 13 regional offices generating more than $100M in revenue.

Vice President Sales, Eastern Division

Drove operating income and revenue growth while doubling sales staff

through hiring and acquisitions. Enhanced communication, and supported a

winning sales culture through weekly conference calls. Researched and

implemented Microsoft Dynamics CRM System to help sales force better manage

customer data and analyze past order history.

. Rocketed revenue 34% through hands on leadership and implementing staff

training initiatives geared towards organizational growth.

. Built sales pipeline from $8M to $17M, and revenue per order from $800 to

$3,500.

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JEFF LAWRENCE ( Page 2 ( *************@*****.***

Additional highlights as Eastern Division VP Sales:

. Implemented price increase in storage and document destruction rates,

ultimately enhancing revenue by over $1M.

. Collaborated with marketing staff to organize open house events

generating $300K in immediate revenue along with a $2M pipeline increase.

. Awarded 100% bonus along with official recognition from DuPont Children's

Hospital as an Outstanding Service Provider.

. Secured a game-changing account to 7-year, $2.8M deal.

RECALL, Landover, Maryland ( 2007-2010

Major global provider of lifecycle information management services,

generating $850M in revenue across 300 locations in 20 countries.

Market General Manager, Beltway Regional Sales Manager

Spearhead largest U.S. Market, with P&L responsibility for 4 business

lines, and a team of 11 direct and 119 indirect reports generating $25M

from 7 locations. Personally enhance relationships with key accounts

including Medstar, Arnold and Porter, E-Trade and Booz Allen.

. Designed and implemented the Eagle Award to foster customer service

excellence. Ultimately, the program was adopted throughout the company.

. Streamlined operations and slashed variable costs by nearly $600K while

enhancing customer service levels.

. Enhanced revenue by $2M by increasing sales activity and focusing on

solution selling skills.

. Exceeded Operating Income targets of $6.4 and $8M in a down market.

. Received President's Award for achieving the largest increase in customer

service levels in the U.S. (78% to 92%).

. Designed Safety and Security training requirement ultimately reducing

long-term injuries by 50%.

WHITMONT LEGAL TECHNOLOGIES, Washington, DC ( 2002-2007

LA-based legal support provider looking to expand operations in the DC

Metro area.

Regional Vice President, General Manager, Equity Owner

Personally established profitable new DC office. Hired, trained and

developed 6 sales executives and 35 operations and service team members

Maintained daily communication with corporate HQ to ensure alignment with

corporate vision and strategy.

. Built office from 0 to $6M in 4 years, with a profit margin of 25%.

. Achieved third-highest value ($2M) of 13 corporate offices at time of

sale.

. Built strategic business partnerships enabling our office to sell end to

end e-Discovery solutions, and gain a competitive market advantage.

IKON OFFICE SOLUTIONS, Washington, DC ( 1998-2002

Fortune 500 company and leading independent provider of document management

systems and services, purchased by Ricoh in 2008.

Director of Sales, Sales Manager

Spearheaded sales and operations while personally managing key accounts.

Hired, trained and mentored top performing staff, and developed innovative

training programs and sales tools.

. Drove revenue from $3M to $12M and won President's Award in 1998.

. Ranked in the top 10% nationally for exceeding sales targets.

. Reduced annual sales force turnover from 40% to 8% and enhanced morale by

establishing merit-based incentive programs to create a healthy sense of

competition.

JEFF LAWRENCE ( Page 3 ( *************@*****.***

FEDERAL EXPRESS, Baltimore, MD ( 1993-1998

Fortune 500 company and leading independent provider of document management

systems and services, purchased by Ricoh in 2008.

Director of Sales, Sales Manager

Spearheaded sales and operations while personally managing key accounts.

Hired, trained and mentored top performing staff, and developed innovative

training programs and sales tools.

. Drove revenue from $3M to $12M and won President's Award in 1998.

. Ranked in the top 10% nationally for exceeding sales targets.

. Reduced annual sales force turnover from 40% to 8% and enhanced morale by

establishing merit-based incentive programs to create a healthy sense of

competition.

EDUCATION

Bachelor of Science in Business Administration

Wesley College ( Dover, Delaware

SELECTED PROFESSIONAL TRAINING AND MEMBERSHIPS

Cost Benefit Proposals ( Solution Selling ( Consultative Selling

Financial Analysis ( EEOC ( SPIN Selling

Member, LinkedIn ( Member, DC Chamber of Commerce

Member, National Association of Sales Professionals

COMPUTER SKILLS

Microsoft Office Suite ( Salesforce.com ( Microsoft Dynamics ( Lotus Notes

Hyland ECM ( SaaS ( Digitech Silo

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