Sales Manager
Resume:
John R. Williams
Granite Bay CA 95746
(Cell) 904-***-****
******@***.***
BUSINESS DEVELOPMENT § SALES MARKETING § P&L MANAGEMENT
Full P&L Responsibility w Production Print w Strategic Planning w Channel Development w Partnerships w Key Accounts w Proposals w Negotiation w Product Launches w Start-ups w Organizational Design w Distribution w Inventory w Operations w Recruiting w Training w Incentives w Change Management
Career Highlights
Managed and implemented profitability of nearly $2.5M in operating income from a yearly loss of $3M within two years. Formulated business model that won $4.1/M in funding with Volusia County, St John Water Management, and Halifax Hospital.
Professional Experience
Developing Opportunities and Solutions
Vice President of Sales 2014 to present
This position is responsible for all facets of the sales organization in three branch location in California and Nevada. Three Sales Managers, 18 sales reps, 32 Account Managers. Full P&L responsibility with an emphasis on profitable revenue growth. Responsible for all recruiting, hiring, training and culture of organization.
IBS / Xerox Company
Vice President of Sales 2013 to 2014
This position was responsible for the day to day management of six branch locations throughout Northern
California and Nevada. Five Sales Managers, one MPS Sales Manager, one Production Print Manager and 45 sales representatives with revenues in excess of $45M. Full sales P&L responsibility with emphasis on profitable Sales, Production Print, MPS and Document Storage & Solutions growth.
IBS / Xerox Company
General Manager
This position was responsible for all facets of the organization in three branch locations in Nevada with full P&L responsibility. Approximately twelve Sales Representatives, twenty three Service Technicians and twenty administrators, drivers, warehouse, sales specialists, Etc.
COPYTRONICS INORMATIONS SYSTEMS 2003 to 2013
Vice President of Sales / General Manager
This position was responsible for all facets of the organization in six branch locations with full P&L responsibility. Delivered energy, insight, expertise, and organizational leadership essential to growing revenue. Defined goals, structure, policy and processes to optimize return of 40% plus in sales gross profits, 50% plus in Service gross profit and overall SG&A of 30%. Analyzed competitors and devised market strategies to maximize presentations to C level buyers.
Consisting of seven sales managers, support staff and leasing department with revenue in excess of $25M. Each manager’s team consisted of 5-14 sales representatives. Provides input to team on overall sales and service strategies, Production Print, cost optimization and disciplined process management. Consistently develops sales resources and management talent pipeline. Proficient in building lasting and consultative relationships with customers accounts.
*Researched, implemented, and managed the launching of Copytronics Managed Print Service. (MPS)
Established in 2004.
*Researched, implemented, and managed the launching of Copytronics Document Solutions Division.
Established in 2005.
*Research, implemented, and managed the Copytronics 100 Day Sale Training Program – Established in 2004
*Researched, implemented and managed the launching of Copytronics Major Account / Production Print. Established in 2008.
*Researched, implemented and managed the launching of Copytronics Managed Services.
Establishing in 2011
IKON OFFICE SOLUTIONS 1998 to 2003
Vice President of Sales/Director of Sales
This position was responsible for all facets of the sales organization in four branch locations consisting of eighty sales representatives, support staff and leasing departments with revenues in excess of $80M. Full P&L responsibility. Each manager’s team consisted of 8 to 12 sales representatives. Provided strategic sales direction for account development for all account size profiles. Managed accountability of profit performance and ensured sales activity to continue to generate revenue consistent with company operations.
Interfaced with all facets of organization to ensure proper alignment of key initiatives. Responsible for recruitment, training and ongoing professional development of Area Managers to ensure competitive positioning within the client base. Implemented performance measurements and best practices for operations at all locations.
Branch Manager 1996 to 1998
This position was responsible for two branch locations in Ventura and Santa Barbara, Ca, in an area consisting of three sales managers generating $6 M in sales annually. Each sales manager’s team was responsible for 6 to 10 sales representatives. Provided strategic sales strategies for all accounts. Responsible for recruitment, training, and ongoing professional development of managers. Partnered with major manufactures for joint client calls and product training.
ZELLERBACH PAPER COMPANY 1991 to 1996
Sales Manager
This position was responsible for the implementation of a new sales team in the packaging division in Los Angles CA. Created compensation plans and profitability targets. Responsible for recruitment, training and ongoing development of 6 to 10 sales representatives.
AMERITECH COMMUNICATIONS
Major Account Representative / Production Print 1985 to 1991
This position was responsible for large sized accounts with emphasis on profitability. Instrumental in building lasting relationships with top decision makers. Independently managed the entire sales cycle from client identification and account development through presentations, contract and price negotiations and finalize sales closings.
Sales Representative 1983 to 1985
This position was responsible for small to mid sized companies with emphasis on cold calling, account penetration and effective follow through skill.
EDUCATION
California State University, Northridge 1983
Political Science
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