Kenneth J. Herkert

** ******** ****, ******** ***, NY 12020 518-***-**** adrnam@r.postjobfree.com

ACCOUNT MANAGER ACCOUNT EXECUTIVE

BUSINESS SOLUTIONS SALES & SERVICE

Award-winning B2B sales professional and account manager with proven skill in developing new accounts, retaining loyal customers and closing complex sales. Expertise in:

Client Solutions Selling

Contract Negotiations

Account Management

Relationship Management

Customer Retention

Clear Communication

Lead Generation & Development

Market Penetration & Sales Growth

Presentations & Tradeshows

Experienced in estimating, writing simple and highly complex proposals, responding to RFPs, and negotiating service contracts for Municipal, Commercial, and Non-Profit accounts. Prepares for customer meetings with in-depth customer, product, market and competitor research.

Goal-driven and service-oriented with strong account management and customer service skills. Acts as primary customer liaison to ensure issue resolution, customer retention, brand loyalty and up-selling opportunities, as well as correct billing, service and delivery. Reads people well and successfully adjusts approach. Known for “Persistently Professional” honest and genuine character.

Utilizes consultative approach to gather business requirements, perform accurate needs analysis, learn about businesses and discover what sets them apart. Provides cross-functional solutions and strategizes for improved workflows, efficiencies and profitability as a valued client resource.

Technical Skills

Proficient with MS Office: Word, Excel, PowerPoint, Outlook; ACT!, SalesForce CRM; familiar with RFID Access and DocuWare Document Management System Software. Familiar with PCs, servers & networks.

Related Work Experience

Canon Solutions America 10/2018 – Present

Responsible for maintaining copier, printer and document management offerings for a customer base in the k – 12 education, higher education and legal vertical markets and expanding sales into new accounts. Successfully transitioned from a traditional in person model to a remote work environment utilizing Microsoft Teams during the Covid pandemic. Became proficient in Salesforce CRM, Marketo email marketing, Sales Order Maker software. Eventually becoming the “go to” guy for the office staff when a manager was not available. I consistently got praise from mid and high level management for my skills in managing the territory and my understanding of Canon’s processes.

Northco Products Troy, NY 4/2013 – 10/2018

Responsible for selling signs and graphics to various vertical markets doubling sales in that division in the first year and serviced those customers to get reoccurring business. I was also responsible for selling copiers and wide format printers since that is my strength due to my years of experience.

National Business Equipment, Albany, NY 5/2011 – 4/2013

Major Account Manager

Sold Kyocera, Konica and HP copiers, printers and support services (parts, labor and supplies) to commercial, municipal and small business clients. Generated leads via cold calling, warm calling, networking and referrals. Mentored new sales staff and staffed tradeshows (ASBO and local expos).

Developed and grew north-country territory so well in 2012 that an office in Glens Falls, NY was established. Attained 50% loyalty from former customers in the first year.

Landed the largest “Managed Print Services” order in the history of the company with Tribune Media Services, saving them $35K (33%) in printer costs in just one year.

Achieved largest single hardware sales order in company history with Warren County, and first 2 production print systems in company history with Minuteman Press & Prout Printers.

Achieved $780K sales in 2012, and met or exceeded all quarterly quotas.

Awarded “Account Manager of the Year” in 2012.

Usherwood Office Technology, Clifton Park, NY 11/2008 – 4/2011

Account Executive

Recruited from IKON for new market penetration for upstart branch office selling Canon and Konica copiers, printers and support services to area businesses.

Attained 70% loyalty from former customers in first year; achieved $700K in annual sales.

Develop brand and market strategy to grow market share in a region marked with long-standing competitors. Successfully converted competitor losses.

IKON Office Solutions (now Ricoh), Albany, NY 5/1993 – 11/2008

Account Executive (9/1997 – 11/2008)

Sold Canon, Ricoh, Konica and Minolta copiers, printers and support services to school districts, healthcare facilities, hospitality and non-profit organizations.

Managed existing account base and secured net new business by penetration of competitive accounts. Results: 2002 -198% of plan with 57 % of revenue net new to IKON, 2003 150% of plan with 43% of revenue net new, 2004 -100 % of plan with 23% of revenue net new.

Always meet or exceeded performance gates such as margin and specialty products. Generated $900K - $1M in annual sales.

Assigned to IKON’s largest color products customer to ensure superior customer support, requiring senior management approval since it was outside assigned geographic territory.

Salesperson of the month 25 times over a five year period in a direct sales role.

Awarded Presidents Club “Circle of Excellence” in 2002, 2003, 2004, 2007 and 2008.

Field Service Technician (5/1993 – 9/1997)

Managed IKON (Standard Copy Products) customers in Schenectady, Albany, and Saratoga Counties. Provided technical support for copiers and facsimile machines.

Received several awards for exceptional territory and resource management.

Promoted by the President of Standard Copy Products, Art Crandall, to sales role because “Ken has the gift of gab and an unbeatable work ethic”.

Community Activities

Eagle Scout in the Boy Scouts of America

Volunteer for Mata Veterans Appreciation Program. Rehabilitating housing for disabled veterans

Ambassador and Member, Adirondack Regional Chamber of Commerce, 1999 - Present

Assisted with planning and execution of networking activities, membership drives, and other member support functions.

Ambassador and Member, Chamber of Southern Saratoga, 2009 - Present

Awarded “ Ambassador of the Year” in 2011

Interests & Activities

Personally built own 2700sf home in Ballston Spa in 2004, including estimating, purchasing, constructing and installing all framework and systems. Learned and used carpentry, plumbing, electrical, landscaping, masonry, vinyl siding and painting skills.

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