Account Executive, Account Manager, Business Development Director

CHRIS HENKEL

*** ******* ****, ******* **** Ohio 45174 c: 513-***-****

***********@*******.*** http://www.linkedin.com/in/chrishenkel

Expertise

National & Major Account Management Experience

Operates independently and as part of a team

Creative Deal Structuring

Experienced Negotiator

String hunting skills to grow and expand market presence

Value Proposition Generator

Expertise in Salesforce.com tool

Assertive & Aggressive (when required)

Skilled at B2B Consultative selling

Effective at identifying key business problems and providing creative business solutions

Superior skills at Business development in competitive industry

Exceptional at monitoring & analyzing competitors’ products and performance

Budget / P&L / Financial Management experience

Team Building & Leadership

Lead Development

Functions effectively in a collaborate environment

History

Pitney Bowes

Area Sales Representative - Presort Services Business Unit June 2015 to Present

Identifies, develops and managing key accounts for the exclusive Partner Program for the East Coast region. Works closely with commingle customers in Ohio, Kentucky and Indiana to understand business challenges and develop postal management solutions to help them save money and streamline operations.

New Business Account Manager - SMB Business Unit June 2014 to June 2015

Achieved the assigned competitive revenue target improving the number of mid-tier/commercial customers that acquired a new Pitney Bowes mailing solutions from businesses that currently did business with competitors.

tw telecom (Level 3 Communications)

September 2013 to May 2014

Account Executive II:

Managed sales to end-user customers, including strategic and small to medium sized customers for their managed security, network, voice and data services. Duties included prospecting for and qualifying new account opportunities in a geographic territory.

Bell and Howell, LLC

July 2009 to June 2013

Regional Account Executive: Account management and business development for Public Sector accounts, both Fortune 1000 and privately held companies. Provided solutions for customer needs in data workflow, Automated Document Factory (ADF) and USPS savings software along with document production hardware, postal sorting hardware, and high speed production speed mail inserting hardware.

Selected Accomplishments:

Awarded 1st half 2012 Incentive trip for sales performance. Only 6 Regional Account Executives qualified out of 42 in North America. Finished 2012 ranked 10th out of 39 Regional Account Executives in North America.

Fisher/Unitech, Inc.

June 2008 to December 2008

Regional Business Development Manager: Provided Information Technology engineering solutions to the manufacturing community. Developed and implemented comprehensive sales plan for Southeastern Ohio and Kentucky operations. Managed complex sales process including multi-level management and C-Level Executive contacts. Key areas of Focus: 3D Printers and 3D CAD Software.

Selected Accomplishments:

Achieved status of first new hire to successfully sell and implement software licenses of Solid Works 3D CAD software for company in new state territory

Neopost USA

September 2003 TO November 2007

Branch Manager: Recruited, developed and motivated a field sales and operations team of 11 to become the model of sales performance within the direct sales and dealer network.

Local turnover of less than 8% (North America leader) compared to the national average of 65%.

Architected, developed and implemented a competitive knowledge base of materials to “go to war” against the competitors with the challenge to reduce their targeted category market share.

Selected by senior marketing leaders to launch beta programs for new solutions/services as a reward for exceptional market share of over 46% compared to the national average was for Branch/Dealers of 39%.

Grew mature customer base by 12.7% in 2004, 20.5% in 2005, 24.5% in 2006 and 12.1% in 2007.

Furthered customer retention metric from 31% to 49% via internal local process improvements.

Development of sales and marketing strategies; extensive proposal writing; design and delivery of client-specific presentations

Increased net new maintenance contracts revenues by a minimum of 500K each year.

Selected Accomplishments:

2004 Midwest Region Achievement Award for top performing Branch operation of the year. #1 out of 9 markets in Midwest region.

2005 Branch Manager of the year based on revenues to budget. Finished at 141.9% to a quota of 2.7M beating out 34 other locations.

2006 finished as top three ranked Branch Manager out of 35 locations at 121.2% to a budget of 3.2M.

Awarded Neopost Presidents Conference trips in 2005, 2006. Won 2005 Eagles club conference trip.

IKON Office Solutions, (Ricoh USA )

July 2000- September 2003

Mailing and Shipping Division Sales Manager:

Strategically led team to execute conversion process from IKON dealership to Neopost direct sales operation including sales force restructuring, office space acquisition, office design/build out and pertinent dealer data extraction.

Recruited and trained entry-level sales people and directed the implementation of best practice training and performance benchmarking program for a sales team of 10 and 1 Customer Care professional.

Created and developed database management strategies with precision marketing plans to attack the leading competitor and reduce their mark share in Greater Cincinnati & Dayton Ohio marketplaces.

Rolled out initiatives to increase margin protection using value-add services.

Generated top-quality results by demonstrating superior product knowledge and integrity.

IKON annual hard sales operating revenues were 2.2M and were over achieved by 21% in 2000, 26% in 2001, and 24% in 2002.

IKON Cincinnati was Neopost # 1 out of 45 dealers in the major market category for 7 years.

Awarded IKON Presidents Conference honors 3 years in a row for 2000, 2001, 2002, only top 5% of IKON’s sales force qualified.

Field Selling Supervisor February 2000 – July 2000

Led sales team of 3 along with managing a personal selling quota

Major Account Executive, Senior Account Executive, Account Executive: January 1994 – February 2000

Selected Accomplishments:

Personally ranked in the top 3 out of 240 participants.

Provided “real world” guidance/hands on training to 7 new team members within a 2-year period.

Awarded IKON mailing account executive of the year based on % over quota for years 1996, 1997, 1998.

Ranked # 1 out of team of 8 for years 1996, 1997, 1998

Earned IKON Presidents Conference honors for years 1996 - 1999. Top 10% of sales force qualified.

Exceeded annual selling quotas by 5% for 1995, 20% for 1996 and 11% for 1997.

EDUCATION

University of Cincinnati, Cincinnati, Ohio June 1990

Associates of Arts Degree

PROFESSIONAL DEVELOPMENT

Professional Associations

President - Ohio Valley Mail Systems Management Association

Board Member - Central Ohio Postal Customer Council

Formal Sales Training:

Holden Power Selling, Sandler Sales Training, Richardson Sales Training, Rain Selling, Spin Selling, Tom Hopkins, Insigniam breakthrough results performance, SNAP Selling, and Jeffrey Gitomer

Software/Technology:

Salesforce.com, ACT, NetSuite

MS Office including Outlook, PowerPoint, Excel, Access, Word

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