Buseniss Development Manager - Specialist
Resume:
MARK RICHARDS
Las Vegas, Nevada
**************@*****.***
SALES
Business Development Market Penetration
Accomplished management professional with 20+ years driving sales and servicing, Xerox, Konica Minolta, Canon/Oce, HP, and OEM Dealers. I have a proven ability to achieve revenue targets across multi-state territories and countries. Consistently improving market share and increasing margins through innovative, customer-focused, and highly targeted sales programs and service delivery excellence. Core Competencies:
New Business Development Direct Business-to-Business Experience
Strategic Planning and Tactical Execution Vendor, Resource, and Account Management
Large Sales Volume Experience ($350K+) Adapts to Fast-Changing Environments
Team Influence and Leadership Skilled Problem-Solver
Customer Relationship Development High-Profile Presentations and Negotiations TRAINING
Xerox SPIN, Buyer Focused Selling & Strategic Selling, Consultative Selling 1 & 2, Create and Win, Customer Loyalty Tools and Processes, Market Development Strategies, Xerox Quality (Malcolm Baldrige Award). Workflow and Benchmark Customer Presentations, Advanced Networking Environments, Power Up! Value Communication Training, Sales Skills, Solutions Selling, Canon Fiery Certified, PROFESSIONAL EXPERIENCE
Main Electric Supply / Las Vegas
E-Commerce Specialist - Contractor – (March 2021 – June 2021) Created E-Commerce Program – Data mined thousands of contact information, i.e., email addresses and phone data for all Nevada counties. Designed and tested promotional emails. Followed up with hundreds of phone calls each day to generate interest in doing business with Main Electric Supply. Office Depot / Las Vegas NV.
Production Print Business Development Consultant – (May 2020 to March 2021) Developed Training and Sales Skills for Print services departments covering the 17 Office Depot Las Vegas locations. Provide hands-on EFI Fiery Color Server training, Color Management, Calibration, and advanced skills for Variable Data applications. Trained Print Services personal for outside sales calls to generate outside Print for Pay business. Ray Morgan Company / Roseville, CA.
Production & Graphics Specialist – Business Development (Dec 2015 to April 2020) Provided Digital Expertise for Digital Production Color, Monochrome Presses. Also Wide Format, Digital Front End (Rastor Image Processors) Presale, Sales and Technical Support to 9 Northern California and 2 Nevada sales teams. Designed training for Ray Morgan Major Account representatives and Territory representatives on how to prospect and identify Production Color and B/W Canon, Ricoh, Canon, and HP Wide Format opportunities. Launched the HP Latex and Canon UV Gel 1640/1650 Wide Format products along with Onyx RIPs. Organized technology shows at Ray Morgan locations and offsite locations - Kelly Paper Stores. Responsible for multi-unit Production Big Hits in accounts such as Vionic, California Hospital Association, Association of California School Administrators, GEI Consultants, Newport Group of North Carolina. Konica Minolta / Sacramento, CA.
Production Print Solutions Specialist (March 2015 to December 2015) Provide Production Print presale, sales, installation support to Northern California, Northern Nevada, and Alaska Sales Teams. Products include - Production Color, Production Mono Chrome, Wide Format, and Inline and Offline finishing solutions. A significant change to assigned territory I chose to leave Konica Minolta. CREO Servers / Kodak, Sacramento, CA.
Business Development Manager, (May 2007 - March 2015) Responsible for developing relationships within Canon and Konica Minolta covering 14 Western States, Western Canada, Mexico, and Brazil in driving sales of CREO Servers. CREO Servers manufactures and supports high- performance digital servers that power Konica Minolta, Canon, and Kodak’s Industry Leading Production Color and Monochrome Printers.
Drove revenue growth opportunities by engaging and developing business relationships with Konica Minolta, Konica Minolta Dealers, and Canon Direct. Key competencies include territory and account strategy planning, understanding of complex print production environments, competitive landscape and differentiation, and implementation and project management across all business lines.
• Trained Canon and Konica Minolta Sales, Analysts, and Service to sell and support placements of Production Printers driven by CREO Servers
• Launched CREO Servers into Pacific Office Automation, Konica Minolta’s Largest U.S. Dealer
• Opened Western Canada, sold and installed CREO servers in all Konica Minolta Demo Centers
• Opened Konica Minolta Mexico and Brazil to CREO Servers
• Successfully over achieved P&L annuity growth targets consistently and maintained CREO presence against solid competitive pressure from Electronics for Imaging - EFI Fiery
• Trained Konica Minolta Learning Group on the Features, Advantages, and Benefits of CREO Servers so they could articulate to their Konica Minolta Direct and Dealer trainees
• Trained Canon and Konica Minolta Production Print Systems Analysts (West) on CREO technology, Print Driver installation, CREO Server Utilities, Adobe Application Utilization, Calibration, and Profiling
• Organized training events for Canon and Konica Minolta with CREO – Israel Research & Development.
• Conducted Service Training for Konica Minolta Direct and Dealer Field Technicians
• Instrumental in the success of – DOT Graphics/aka Groove Book featured on Shark Tank TV show. 10 CREO Servers driving 10 Konica Minolta C8000 Production Color Presses
• Worked jointly with the Phoenix Konica Minolta team on the Shutter Fly solution and sale of 4 KM-C8000’s Xerox Corporation, Sacramento, CA. (2004 - 2007)
Color Solutions Marketing Specialist
Delivered 3.1-million-dollar revenue plan for digital color production products for major account sales teams in Sacramento, San Joaquin Valley and Northern Nevada. Spearheaded sales/business development for high-end production color print products by identifying new revenue generation opportunities targeting accounts within Northern California and Northern Nevada.
• Successfully placed multi-unit Production Color solutions at DST, Raley’s, Nevada State Printer, Nevada Legislative Council Bureau, Catholic Health Care West, and Pacific Copy & Print
• Drove sales by promoting innovative solutions and products to customers that normally farmed out their print needs to other print providers
• Supported Xerox’s largest national accounts DST Output, Vision Service Plan
• Led cross-functional teams locally and nationwide to prioritize business opportunities; implemented in- depth account relationship plans
• Coordinated support resources and project management for implementation of new print production platforms
• Exceeded sales quotas position at President’s Club and earned the Xerox Star Award
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