Sr. Channel and Distribution Manager

BRIAN O’LEARY

**** ***** ***** *****, ******, GA 30097

*************@*****.***

678-***-****

CHANNEL IT SALES MANAGER

Target oriented, results driven, cost conscious, business executive with an accomplished career track record for delivering and sustaining revenue growth within highly competitive U.S. and International markets. Proven ability to initiate dynamic sales results and creative marketing programs delivering immediate results. Expertise in revitalizing organizational performance via cutting–edge strategic planning and business development programs. Skills include problem solving, process reengineering, prospecting and all aspects of account management, marketing initiatives, and channel relationships. Detail oriented. Recognized as a very energetic sales leader, strong motivator, and exceptional client relationship builder.

Strategic Planning – New Business Development – Retail Management – Market Analysis – Project Management – Process Improvement – Profit Growth – Marketing Initiatives – Goal Setting – Incentive Programs – Sales Development – Site Launch – Market Share – Distributor Relations

PROFESSIONAL EXPERIENCE

Lexmark International, Inc., Atlanta, GA – 1996 to Present

$5 billion global printer technology corporation.

Senior Distributor Account Manager (2003 to Present)

Spearheaded all aspects of Lexmark’s yearly $130 million in sales to Synnex. Manage all business areas of the account including Software , Hardware, Storage and Solution sales, marketing and accounts receivable. Develop and implement corporate marketing programs and initiatives encompassing distributors (Synnex, Tech Data, and Ingram), value added resellers and end users. Heavily involved with the creation and implementation of SaaS (information workflow, vertical solutions and document management programs) for VARs. Synchronize efforts of 250+ sales reps and 2 business development reps as key member of distribution management team. Tracked VAR recruiting with CRM / Salesforce.com.

Outperformed Industry Standards in Market Share and Revenue Growth:

 Propelled corporate profits, increasing revenue by 16% yearly average

 Consistently outperformed other distributor account Managers. Only distributor to be over 100% of quota in 2004, 2006, 2007 & 2008

 Work with the sales team to increase number of resellers by 25% year on year

 Earned Achievers Club sales award (top 5%) for 10 straight years

 Distributor Account Manager of the Year award 2004, 2005, 2006 and 2008

Southeast Territory Sales Manager (2001 to 2003)

Took charge of the Southeast Region of the United States channel resellers coverage and growth initiative. Worked with resellers and end users to implement and drive sales funnels, as well as increase revenue and return on investment (ROI). Created and implemented numerous successful reseller programs. Managed a team effort supporting regional resellers. Facilitated dealer process reviews, employee training sessions, and reseller sales events.

Innovative Sales Programs and Business Development:

 Boosted sales via Marketing Development Funds (MDFs) focused on ROI

 Successfully managed the Southeast region of the United States to exceed yearly quota every year

 Implemented numerous successful reseller programs

 Grew Southeast sales almost 40% year on year

 Earned Achievers Club for 6th straight year

Product Marketing Executive (Color Products) (1998 to 2001)

Successfully managed the sales of Ink Jet and Color Laser products thru the channel to the end user. Created from scratch the go to market strategies for Dell and other Value Added Resellers (VARs) as well as for the distribution channel. Forged the relationships and programs for Ink Jet printers to the channel. Primary point of contact with Fortune 100 accounts such as Dell, Coke, Delta, HSN, IBM and Compaq. Designed and implemented numerous marketing programs. Implemented over 35 successful new product launches. Managed a nationwide territory, exceeding quota each and every year.

Established Partner Relationships and Created New Sales Channel:

 Exceeded territory quota every year by at least 25%:

 1998 - exceeded a $80 million quota by $21 million

 1999 - exceeded a $140 million quota by $30 million

 Maintained 100% growth rate (year on year for Ink Jet sales)

 Vice Presidents Award 1997, 1998 & 1999

 Difference Maker Award 1997, 1998 & 1999. Achievers Club 1996 – 2000

Product Marketing Executive (Ink Jet) (1996 to 1998)

Jumpstarted a $20 million Inkjet product line thru the channel. Propelled the Lexmark branded Ink Jet products from fourth place in market share to second behind only HP. Slashed cost and increased ROI by managing and tracking inventory and sales data. Spearheaded special bids to higher profit end user customers. Supported corporate communications and relations between divisions.

Built New Business from the ground up:

 Grew unit ships yearly by over 100%

 Exceeded quota yearly by an average of 56%

 1996 – 178% of quota

 1997 – 134% of quota

CANON COMPUTER SYSTEMS – 1992 to 1996

Regional Sales Manager, Miami, FL (1994 – 1996)

Managed sales of Canon products into South America. Orchestrated and maintained relationship between Canon USA and Canon Latin America. Managed 6 sales representatives. Responsible for entire export business. Furthered Canon brand thru marketing programs and events. Facilitated market penetration thru relationships and new go to market strategies.

Developed Go To Market Strategy for Latin America and Miami Market:

 Consistently exceeded sales quota by 20% - 40%

 Earned Presidents Club award for 8 consecutive quarters

 Achieved Winners Circle status 1994, 1995 & 1996

Sales Representative, Atlanta, GA (1992 to 1994)

Managed Southeast major accounts including Office Depot, Tech Data and Gates Arrow. Boosted coverage model with aggressive sales tactics. Recruited to rebuilt partner relationships. Organized partner programs, maintaining core business while creating incremental programs for overall revenue growth. Launched highly successful corporate weekly brainstorming calls.

Revitalized Declining VAR, Distributor and Retail Accounts:

 Exceeded quota every quarter, 10 straight quarters

 Expanded territorial sales by 100% on a yearly basis

 Received company’s highest sales award each year

 Grew Office Depot from Canon’s third largest account to the largest in 1994

Career Note: Served on Lexmark’s Presidents Advisory Council from 1997 – 2003. Served on Lexmark’s Employee Compensation planning team 2001 -2006. Team Member of the Lexmark VP’s Major Initiative Squad

Formal Education and Training

Bachelor degree, Management Information Systems.

Saint Joseph’s University ,Philadelphia, PA

4 years varsity soccer

Completed Lanier Sales Training Program.

IBM Business Solutions Selling Program.

Trained on latest Document Management software

Attended numerous sales skill building seminars

Memberships

Everything Channel, CMP, AIIM, Atlanta Athletic Club

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