Sales Representative

Larry L. Young

*** ****** ***** ******, ** ***** 330-***-**** ***********@*****.*** https://www.linkedin.com/in/larrylyoung/

Sales and Leadership Summary

Multiple Presidents Clubs award-winning sales leader with fifteen plus years of sales and leadership experience seeking a sales leadership role. Expert at identifying strategic sales growth avenues with an acute ability to drive enterprise sales of technology, hardware, software solutions, business process outsourcing and professional services. Sales Game Changer who rolls up his sleeves to get the job done with outstanding sales success and the awards to prove it from industry leading sales organizations.

Sales Highlights

Directed hundreds of multi-million dollar high-value contract negotiations for new logo or existing retained business by launching sales tools that led to repeatable processes for new revenue generation and increasing pipeline by 18%.

Created sales management vision focused on driving sales team to exceed growth goals that delivered sustainable year-over-year gains for net sold and new business billed hardware and business services.

Managed a team that sold 237% of sales goal with 80% of sales representative exceeding personal quotas.

Sales Performance and Expertise

Xerox Corporation 2014 – Present

A global market leader for enterprise printed document management and workflow solutions – innovating how the world communicates, connects and works.

Manager Managed Print – Currently support regional sales team(s) of 9 people with a disciplined approach to pipeline opportunity management leveraged on a structured sales methodology. Focused on driving teams to penetrate new accounts and expand next generation services into existing accounts.

2017 Currently in Top Five Overall Performers.

2016 #1 Large Enterprise Account Sales Leader for North America.

2016 #1 Professional Services for North America.

Pitney Bowes 1992 – 2014

A global provider of eCommerce solutions, mailing equipment, postal and carrier shipping software and technology.

National Director of Sales – Entrusted by senior management as part of the PSI division, led national sales team focused on selling to large and major accounts. Focused on C-Level presentations and driving enterprise solutions in professional services, software and business outsourcing. Managed all marketing plans focused on aligning traditional, digital, and hybrid solutions to customer’s long-term organic growth goals. Responsible for driving operational expense reduction strategy.

2011/12 Record setting highest ever sold quota volumes.

Sourced and deployed new enterprise wide CRM (Salesforce.com) resulting in a national deployment which led to my participation of a global deployment of Salesforce.com.

National Director of Business Development – Managed vendor partnering relationships including new solutions business development concepts, tradeshow management, high-impact presentations and planning win strategies. Developed products, created launches, channeled partnerships, automated sales processes, formed outside joint ventures, secured enterprise business alliances with other units and launched go-to-market plans.

2010 created strategic alliance and deployed new joint venture offering with new product launch resulting in sales increasing 14% year over year.

2009 launched new products and grew net sales 18% year over year.

Developed and implemented new sale strategies driving exceptional industry leading results.

Oversaw and approved sales budget and managed sales forecasting for executive team.

Managed ongoing market needs assessments, streamlined marketing communications resulting in accelerating sales.

Regional Sales Director – Hired and directed sales and customer service operations team of 21 for seven Midwest states with full P/L and budget responsibilities reporting directly to VP of Sales.

2007/08 #1 Sales Director North America

Created strategic partnerships with internal business units by cross selling to solidify account relationships resulting in 11% increase in customer retention rate.

Created a culture of accountability to motivate and empower sales team to achieve exceptional results.

District Solutions Sales Manager – Led a 45+ team comprised of sales managers, sales representatives, technical specialists and project managers in Ohio and Pennsylvania. Cross sold non-core Pitney Bowes solutions utilizing unique problem solving techniques for discovery and creation of tailored plans designed to re-engineer customer communications.

2006 Sold the largest single order for the calendar year within the division.

2002 #1 Solutions Sales Manager in the nation.

Provided strategic direction, insight and knowledge regarding market trends, customer attitudes and effective sales strategy.

Developed a robust channel management strategy for each channel’s niche and implemented effective policies to support overall management sales strategy.

Area Sales Manager – Hired and managed 16 sales representatives selling postal equipment B2B in Northeast Ohio. Trained, coached, motivated and mentored new and tenured territorial, senior and major account representatives.

1996 Highest number of sales representatives over plan

1996 Highest number of qualified President’s Club sales team members.

1995 #1 National and Regional Manager.

Area Sales Representative – Sold mailing equipment and software within a dedicated territory. Used a B2B account based model to successfully manage territory of users and non-users.

1994 Recorded highest number of new sales orders in one month.

1993 Highest software and non-core sales representative in the division.

Education and Professional Development

Bachelor of Arts, Business Administration, Malone College

Canton, Ohio 1997

Actively participate in various industry association meetings and trade shows to reinforce market presence and leadership.

Skilled in creation of KPI’s and management dashboards

Big Thinker skilled at inspiring and Coaching within Territory Models: Vertical, Geographic, or Major and National Accounts

Seasoned Product Developer, beta testing and launches

Matrix and goal driven dynamic leader

Disciplined Sales Methodologies SME

University of Akron Fisher Institute of Professional Selling

Holden Sales Training, Implementing Measurable & Sustainable Impact

Marvin Montgomery, Practice Makes Perfect – Guide to Sales Success

Diagnostic Selling

Richardson Group Sales Training, Defining Process & Methods Establishing KPIs

References

Professional and Personal References are available upon request.

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