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Sales Manager

Location:
Alpharetta, GA
Posted:
February 26, 2016

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Resume:

Glen A. Brody

**** ******* ****** actpmd@r.postjobfree.com

Duluth GA 30096 Cell 678-***-****

Executive Sales Professional

Professional Experience

RapidFire Tools http://www.rapidfiretools.com/ 7/2015 - Present RapidFire Tools Inc., the world leader in non-invasive IT Assessment and Compliance Tools, provides (MSP’s) Data collection and Reporting tools in the area of Network, Security, Exchange, SQL as well as HIPAA & PCI Compliance to help them add clients, protect their base of business and improve profitability. Regional Sales Manager

Sell IT Assessment and Compliance Tools to MSP’s in Assigned Territory

Number 1# Sales Rep in company first month

146% of Quota and top sales in company first 5 months Canon Business Process Services (formerly Oce, formerly Archer) https://cbps.canon.com// 12/2013 – 5/2015 Canon Business Process Services is a leading provider of managed services and technology that enable organizations to improve operational efficiency while reducing risk and cost. Mail Center Management, Print Center Management, Printer Fleet Management Regional Sales Manager – Southeast

Develop & Manage the Canon Business Process Services Southeast Sales team to penetrate Fortune 500 Accounts with HQ in the southeast.

Sold Business Process Outsourcing Services; Print and Mail Center Management; Fleet and Print Management; Transactional Document Imaging; AP Processing and Information Governance

The Southeast territory was dormant for the prior 3 years and thus was a combination of an overhaul and similar to a startup territory.

Added $4 Million in net new business - 2 Fortune 500 targets

$1.8 million 5 Year Agreement Fiserv – Concierge Service

Created Concierge Strategy from concept to contract

$2 Million NCR/JLL – Mail & Print Center, Courier, Fleet,Warehouse and Registry

Renewed Fleet of 450 MFP (s) and 29 People - Fiserv

Introduced CBPS Information Governance Team to IM Knock out Program Concept

Saved & Extended Pfizer Agreement – AP Process Contract /Memphis $3.6 Million Docufree Corporation http://www.docufree.com/ Atlanta, Georgia 11/2002-12/2013 BPO Transactional Processing, Cloud Based Platform, Workflow, Box Scanning, Onsite, Offsite, Offshore, Blended Solutions for large scale conversion. Digital Mailroom, Print Center Management, Fleet Management Vice President of Sales (9/2009 – 12/2013)

Drive sales of new and existing clients in two divisions; Sales force fluctuated between 3 and 6 Sales reps in different roles; Selling was collaborative including Executive/Operations/IT and Sales; quarterback on engagements, owned the relationships with client/prospect.

InnoSource Division

Business Process Outsourcing – Onsite Services; Mail & Print Center Management; Onsite Transaction Services; Onsite Conversion extraction (OCR/ICR, Offshore); Fleet & Print Management Docufree Division

Cloud Based Repository and Workflow; Box Scanning; Transaction Processing; Business Center Processing

Exceeded Quota all 4 times as VP of Sales

2013 -$14 Million

2012 -$12 Million

2011 -$11 Million

2010 -$10 Million

Presidents Club 11 Years in a row

Glen A. Brody page 2 of 3

ADP - Mail & Print / Cobra Process/ Georgia/$720K Annually

ADP - Mail Print/National Accounts/ Georgia/$600K Annually

ADP - Cloud/Workflow/Conversion/Tax Credit/South Carolina/$1.2 M Annually

Ryder - Onsite Mail/Offsite Trip Records/Atlanta/Miami/$660/Annually Defeated Xerox Head to Head.

Xerox spends $6 Million per month with Ryder in logistics Xerox CEO called Ryder CEO and we still won the business.

Sabre/Travelocity – AP Processing/Dallas/$300K/Annually

Exxon Mobile – Back file Conversion/Fairfax Virginia/$1M Onetime Outmaneuvered CBPS who was providing exact same services onsite

AIG – Print Management/Atlanta/$300K

IHOP/Applebee’s – Copy/Fleet /Conversion/Extraction KC/LA/$750K Annually

Baker Hughes – Onsite Transactional Imaging/Houston/$540K Annually

Emory University – AP Processing/Atlanta/$300K Annually Partnered with SciQuest Procurement Software on Pilot Led to University of Montana & University Cal Berkeley

Equifax – Dispute Resolution Mail/AP Process/Atlanta/$1.8M/Annually

AFLAC – SEC/Trade confirm conversion/Extraction/Columbus GA/$300K Project

GA Pacific- Pulp Plant Documentation Conversions/ Savanah GA/$250K Project

Atlanta Falcons/Arthur Blank/PGA – AP/Cloud/Workflow/Atlanta /$500K Annually 3 Separate Engagements

Director Sales - Business Process Outsource Division (1/2005 – 8/2009) InnoSource Division - Only Sales Rep; Sell Onsite Services to Fortune 1000 Accounts; People Process and Technology Major Account Rep – Only Sales Rep (11/2002 – 12/2004) Sell Onsite Services to Fortune 1000 Accounts; People Process and Technology Pitney Bowes Management Services (Currently known as Novitex) http://www.novitex.com// 11/2000 – 9/2002 PBMS provides complete outsourcing solutions related to large mail centers, document imaging, and reprographics. Area Sales Manager/SE

Managed a team of six sales professionals covering the Southeastern United States.

Georgia State University $5 Million Print Center

Georgia State Capitol – Mail and Print $900K/Annually

Emory University $1 Million Mail Copy Print Center

UPS $2 Million Print Center

Holland and Knight $6 Million – National / Multi Locations IKON (Currently Known as Ricoh) http://www.ricoh-usa.com// 1/1995- 10/1999 Helping customers manage document workflow and increase efficiency through best-in-class products and services. Director of National Accounts Southern District (1/1997 – 6/1999) Conceptualized, designed, and implemented the first National Account Program in the history of IKON; Authored & Presented National Account Program to 13 Division Presidents and 75 Major Account sales professionals.

Created the program from concept to implementation

INAP secured contracts with 15 National Companies

The contracts required a minimum commitment of $500,000 annually

15 contracts represented 50% more business then IKON’s other 13 districts combined

The Southern District program billed $5 million in its first year and became one of the building blocks on which IKON built its national reputation

Sales Manager - Major Accounts (1/1995 – 1/1997)

Consolidated a group of major account reps from a diversity of IKON operating companies to create regional headquarters in Atlanta; Selected and managed a team of 10 major account sales professionals with an annual sales quota of $6 million. Glen A. Brody page 3 of 3

Outperformed all sales teams in the Atlanta marketplace in both sales and profits

Exceeded all three gates of high volume equipment, color equipment and leasing

Introduced outsourcing concept and completed the first joint venture of two IKON companies. The transaction incorporated IKON distributed copiers, staffing a major copy center with IKON Management Services employees, and leasing the equipment through IKON Capitol $3,000,000. IKON Atlanta then went onto install over 40 similar sites in the marketplace over the next few years.

Highest producing Sales Manager in the company.

Sales Performance by my Major Account Team represented 50% of the Atlanta marketplace sales while the manpower on my team represented only 8% of the manpower in the entire marketplace. Southern Copy Machines (Acquired By IKON) 4/1985 – 1/1995 Selling Sales Manager (2/1991-1/1995)

Managed sales team covering major accounts. Developed territory in Atlanta area to include Coca Cola, IBM, First Data, Atlanta Gas Light, AT&T, John H. Harland Company, Turner/Time Warner, Avon, Ga. Federal, Southtrust Banks, and Southern Company.

Number one Sales Representative in the Southeast Region in total sales, dollar volume, and profit in 1995.

Achieved Sales Representative of the month 10 of 12 months in 1994

Exceeded $2.5 Million in annual sales, 350% of Sales quota

President’s Club 1992, 1993,1994 and 1995

Acknowledged by company ownership and management as one of the key contributors to the success of the company that ultimately led to its becoming part of IKON

Consistently in the top 50 sales professionals (out of 4,000) in the entire country. Ranked second in the nation selling Canon gear in 1995.

Estimated # 2 out of 3,000 Sales reps nationally Sales Representative (1981-1991)

Created major accounts program selling $15 million in equipment, service and supplies.

First salesman in the country to sell multiple product lines. Pioneered the concept and helped make the program the standard throughout the industry.

Promoted after two years to Major Accounts

Achieved 250% of quota

Carried the highest quota in the company

Education

University of Georgia, Bachelor of Arts/History

CDIA+, Certified Digital Imaging Architect

ECMC, Executive Mail Center Manager

Affiliations Association of Information and Image Management Records and Information Managers

Computing Technology Industry Associations

International Facilities Managers Association

National Association for Information Destruction

Postal Customer Council



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