National Account Manager

RICH GRIFFIN

Los Angeles/Orange County, CA 949-***-**** rfgriffin@mac.com

NATIONAL SALES ACCOUNT MANAGER

New Business Development Building Client Rela onships Account Reten on Territory Management Sales- Force Expert Vendor Programs Nego a ons Market Analysis Award-winning and goal-driven professional with a broad range of new business development, account manage- ment and sales experience. Strong communica on skills, polished, professional sales personality, and the ability to work with minimal supervision remotely. Ability to iden fy opportuni es that deliver above-target revenues and significantly grow account bases. Passionate and determined to build market presence with crea ve and innova-

ve strategies. Expert in building collabora ve rela onships with a broad range of personali es. Successful sales representa ve and nego ator with strong business acumen and work ethic. Proven ability to size-up under-per- forming programs and quickly iden fy and implement solu ons as well as mo vate sales teams to exceed goals. AREAS OF EXPERTISE

Na onal Account Manager Posi ons

New Business Development Posi ons

Strategic Planning

Document Imaging, Professional and Financial Services Sales experience PROFESSIONAL EXPERIENCE

BRINK’S, INC., IRVINE, CA 2016 - 2019

REGIONAL SALES EXECUTIVE

Drove 300% first year growth for mul -state territory by driving new business for Brink’s strategic cash management solu ons to large retailers, banks and other financial ins tu ons by prospec ng and sourcing new bank and bank treasury management rela onships.

Engaged with top execu ve officers (CFO, CEO, COO) to iden fy customer needs and present back-office solu ons that create posi ve ROI results by reducing total labor/opera ng costs. LOOMIS ARMORED, IRVINE, CA 2015 - 2016

NATIONAL ACCOUNTS EXECUTIVE

Exceeded plan by 170% by driving net new growth in CA territory by prospec ng and sourcing new bank and bank treasury management rela onships. Developed key senior level rela onships with retail, QSR, other accounts. Implemented established sales strategy and business plan to overachieve goals.

Achieved above average profitably selling SafePoint solu on.

Led with a consulta ve approach in developing solu ons that differen ated value within the financial supply chain to the customer.

Highly effec ve in coordina ng ac ons and communica ng branch leaders and district staff to ensure profitability and revenue growth.

Presented to senior personnel and treasury management ar cula ng the value of the solu ons offerings. LEXMARK INTERNATIONAL, IRVINE, CA 2008-2014

NATIONAL ACCOUNT MANAGER (2012-2014)

Drove significant growth across mul ple channels, including distribu on, regional resellers, E-commerce, and retail.

Managed mul -state Western US and Canada territory by crea ng and delivering E-commerce online strategies, campaigns, and measurement and op miza on.

Executed retail channel plan and built strong rela onships with retail partner.

Retained exis ng business by providing outstanding service to exis ng clients.

Created and presented business proposals to established and prospec ve clients. KEY ACCOMPLISHMENTS:

Achieved 145% of $40 million plan for 2014.

Effec vely managed a mul -million dollar territory of company’s largest E-commerce accounts, including Amazon, Walmart, Fry’s, Best Buy, Costco, Apple and Newegg. TERRITORY SALES MANAGER (2010-2012)

Iden fied, managed, and built strong affilia ons with Lexmark’s OSS (Office Super Store) partners by driving products, solu ons, services, and new opportuni es within a mul -state geography.

U lized consulta ve and solu ons-based sales approach. KEY ACCOMPLISHMENTS:

Earned Achievers Club recogni on in 2010/2011 by a aining 135% - 145% of plan with a quota of $9 mil- lion.

Exceeded revenue goals by partnering with more than 600 experienced sales managers and reps.

Created unique marke ng programs and drove Lexmark solu ons, so ware, and hardware by u lizing innova ve rela onship tac cs with target accounts. SENIOR TARGET ACCOUNT MANGER (2008-2010)

Generated sales within assigned F1000 and larger accounts in the Southern California area as the cus- tomer-facing Account Manager.

Maintained a focus on retail, healthcare, financial, educa on, and manufacturing with offerings including MPS, ECM, and output hardware.

Demonstrated disciplined approach toward new business development, resul ng in ini a ng, managing and closing significant opportuni es in previously “cold” accounts. KEY ACCOMPLISHMENTS:

Developed expert ability to ar culate company’s value proposi on to customers.

Demonstrated new business talent by winning contracts at Trader Joe’s, WetSeal, and Charlo e Russe.

Promoted a er 2 years to handle responsibili es for a 9-state territory. CANNON BUSINESS SOLUTIONS, IRVINE, CA 2007-2008

SENIOR ACCOUNT EXECUTIVE

Ini ated and closed sales for hardware and so ware technology-based solu ons.

Prospected for new business opportuni es while growing account wider and deeper with exis ng customers.

Conducted extensive customer-needs analyses and site surveys and rou nely met with decision makers.

Kept abreast of corporate goals and the industry of each account and completed individual account profiles.

KEY ACCOMPLISHMENTS:

Achieved 105% of $1.2 million plan while maintaining excep onal gross profit margin.

Rou nely met and exceeded sales goals, new client requirements, and revenue quotas. IKON OFFICE SOLUTIONS, IRVINE, CA 2001-2007

MAJOR ACCOUNT EXECUTIVE

Sold a wide range of products, including printers and mul func on devices and workflow management products designed to enhance how businesses capture, convert, process, store, and distribute documents.

Conducted complex business analyses of customer's business communica on requirements and developed benchmark demonstra ons, proposals, and value proposi ons that exceeded the customers' requirements.

Focused on developing new accounts in the areas of document management services, facili es management, professional services, e-Services, and financing. KEY ACCOMPLISHMENTS:

Earned President’s Club Award 4 consecu ve years (2003-2006) by exceeding revenue and gross profit expecta ons; consistently ranked in the top 9% of sales organiza on with a $1.4 million quota.

Maintained 28% gross profit margin (company average 10-12%).

Consistently top-ranked in selling professional services.

Gained valuable skills in presen ng complex technical and business concepts to all levels of organiza ons.

Developed strong problem-solving and analy cal skills. EDUCATION/TRAINING

BACHELOR OF ARTS, COMMUNICATIONS, State University of New York at Buffalo, Buffalo, NY

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