Sales Management
Resume:
LESTER CROFT
Long Valley, New Jersey 07853
******.*****@*******.***
SUMMARY OF QUALIFICATIONS
Over 25 years of experience in pricing analysis and designing outsourcing solutions, developing competitive solutions and pricing strategies for prospects and clients
Process Excellence/ Improvements- document recommendations to improve operations through enhanced technology, business process reengineering and account management
Developed multiyear, multimillion dollar, complex pricing deals; pricing could include labor, equipment, technology, supplies, management and facilities; pricing format was requested in a variety of formats- fixed management fee, volume driven unit fees, risk/reward and a combination of above.
Provided comprehensive narrative for input into customer proposal detailing recommendations, pricing components and the benefits of solution;
Well versed in a wide a range of contract/procurement methods including:
Perform price and cost analysis for all proposals submitted, including all direct costs-equipment, labor, software, supplies, etc.-, overhead and G&A (development of proformas)
Vendor selection though price analysis, competitive sourcing procedures
Evaluation of complex and diverse contracts and detailed analyses and comparison of term and conditions
Experience with many business applications (MS Excel, MS Word, MS PowerPoint, MS Project, Salesforce, SharePoint and various database applications)
Six Sigma Green Belt and BPM Practitioner Certification through AIIM.
EXPERIENCE
NOVITEX ENTERPRISE SOLUTIONS (Formally PITNEY BOWES MANAGEMENT SERVICES) Stamford, CT July 2006 to October 2014
A full service business process outsourcing provider working with Fortune 1000 companies and law firms
Solutions Consultant/Pricing Analyst- July 2006 to October 2014 (Eight Years)
Responsible for conducting surveys of prospective clients’ operations to better understand their needs for outsourcing services and leverage this understanding to develop customized solutions to meet the prospects’ specific business objectives and conduct the research to ensure highly competitive solutions that assist in an overall win strategy. This also required the pricing of the multi-faceted program that is both competitive, profitable and in a format the customer demands.
Develop solutions and pricing strategies for prospects and clients that include:
Proforma Development- develop proformas and pricing tables to show our anticipated expenses and forecasted revenues as well as all associated charges to customers; this involves sophisticated financial modeling and forecasting to ensure we provide management with the information to make informed decisions on pricing decisions.
Technical and Staffing Requirements- ensure the appropriate deployment of labor, management and technology is matched to the customer’s needs.
Reporting and Data Analysis: work with many reporting and data tools some off the self, some customized for a specific task. The reporting process has always been essential to providing team members and Senior Management the information they need to make informed decisions. Data analysis is instrumental in understanding all the various information we receive from our clients and prospects. The data must be manipulated to extract the information that will provide the information on predicting trends, understanding volumes and creating recommendations on building solutions and pricing.
Process Improvements- document recommendations on how Novitex will improve the operation through enhanced technology, business process reengineering and account management; and
Contract/Pricing Negation- Work closely with vendors to negotiate the best rates and terms typically outside our predetermined national account agreements, work with leasing companies to find best and most favorable leasing rates and terms this often included restructuring existing assets for renewals; also find vendors for services or products not typically included in our traditional offering then issue RFPs;
Project Management- managed detailed timelines on each new prospect and renewal to ensure Sales, Contracts, Finance, Senior Management and vendors were meeting all deliverables so the final solution and pricing was approved in accordance to company guidelines.
OCE BUSINESS SERVICES New York, NY November 2005 – January 2006
Senior Account Manager
Maximize revenue stream through new sales. Manage sales and marketing program for New York area accounts.
THOMSON ELITE New York, NY April 2005 – November 2005
Region Sales Manager- Elite Billback
Responsible for the sale of Elite Billback, a cost recovery system consisting of hardware and software. Maximize revenue stream through new sales. Manage sales and marketing program to New York area law firms.
UNISCRIBE PROFESSIONAL SERVICES New York, NY April 1999 – April 2005
National Sales Executive
Maximize revenue stream through new logos as well as the retention and expansion of existing clients. Manage sales and marketing program for accounts throughout the Northeast. Top Sales Executive for 1999, 2002 and 2003
PITNEY BOWES MANAGEMENT SERVICES July 1988 – April 1999
A full service business process outsourcing provider working with Fortune 1000 companies and law firms
Region Sales Director Dallas, TX January 1998 – April 1999
Achieved 130% of new business budget.
Account Executive New York and San Francisco January 1993 – December 1997
Three-time winner “Sales Executive of the Year”
Marketing Analysis New York, NY August 1988 - January 1993
Received Corporate Achievement Award for maximizing profitability of region.
NEW YORK LIFE INSURANCE COMPANY New York, NY June 1987 - July 1988
System Associate
EDUCATION/CERTIFICATION
Stockton State University Pomona, New Jersey
Bachelor of Arts: Business Administration 1987
Six Sigma Green Belt Certification 2012
BPM Practitioner Certificate Association of Information and Image Management, 2010
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