Brian Cushman Email and Phone Number

USI is a national insurance consulting firm with the resources and talent to deliver high-quality insurance products and services in the areas of employee benefits, property and casualty, retirement benefits, and executive compensation programs.I specialize in helping my clients design and implement innovative solutions to minimize their investment in employee benefits while maximizing their return on that investment.

Consulting directly with C-Suite Executives (typically CEO, CFO, CHRO) inside of ADP's Strategic Client base in Ohio, I help business leaders maximize their most important asset... their people. I work with Executives on improving the bottom line, through their Human Capital Management Strategy. These automation and outsourcing strategies will not only improve the current financial state but they will also improve the overall employee experience, helping to attract, retain and grow the right talent.

Support both the Cleveland and Columbus Major Account teams with ADP Comprehensive Services.

Serve as a sales manager and manager of professional services. Manage the Akron and Youngstown, Ohio territory, overseeing seven sales representatives, up from an original three member team, selling copiers to commercial accounts. Mentor sales representatives in bringing in new business with quotas ranging from $30K to $45K, and deliver guidance in successful prospecting techniques. Successfully meet monthly expectations of $200K. Engage in strategic sales forecasting, and oversee/approve representative expenses.• Support each representative in overseeing 35 current customer accounts while engaging in upselling activities.• Recruited into the position as a manager of professional services, and serve as a pilot manager for the foundations of entry level software in the copier space.• Vet out which software companies the organization should work with and engage in software design, managing associated projects.• Sell software solutions as the only qualified representative within the business segment, supporting representatives in closing these sales after opportunities are identified.• Raised the group from #11 in the region for zero-based accounts to #3.• Successfully increasing the software market segment on a monthly basis.

Managed selected Fortune 500 accounts, protecting and increasing market share, and providing a primary focus on driving outsourcing contracts and national agreements that delivered opportunities to integrate solutions across all business lines. • Managed nearly 60 major Fortune 2000 accounts, providing facilities management sales. • Placed full-time employees onsite at client accounts, engaged in prospecting and cold calling, and utilized warm leads to increase revenue. • Performed complex business analyses of customer business communication needs, developed benchmark demonstrations, proposals and value propositions, developed new customers by applying a consultative approach to C-level contacts/customers, and organized and implemented post-sale delivery and implementation of Ricoh solutions at customer locations.• Developed new customer contracts, reviewed leads, participated in customer strategic planning, and delivered management service proposals.• Met and exceeded revenue and gross profit expectations while maintaining accurate records of all account activities within the sales database.

Assigned to Ricoh major commercial accounts to engage in software design, supporting representatives in multiple initiatives to fit customer needs. Provided "lead from behind” selling, working with a copier sales manager as a software sales manager in addition to supporting solutions design. • Gained comprehension of customer business and technological requirements, created compelling managed business solutions to meet customer needs, and owned design activities to develop managed services opportunities while recognized as the SME in designing solutions. • Partnered with sales managers and teams to drive monthly revenue and net new professional services revenue.• Engaged in opportunities identified by sales representatives based on geography, availability and skill sets. • Demonstrated a high degree of character, likeability, responsiveness, selling skills, team focus, business acumen, technical knowledge and effective communication abilities.

Promoted and managed solutions design activities to enhance professional services-based opportunities and revenue, providing a focus on commercial accounts and serving as the area SME in Ricoh’s premier and specialty solutions. • Partnered with sales teams in direct or dealer channels in the presales design process for professional and IT services, gained an understanding of customer business and technology requirements, creating compelling business solution and design documents to meet needs, and possessed advanced knowledge of capture and content software solution design and services, including consulting services offerings.• Served as one of only two company product managers for the Ricoh P3500 UCS, and the only consultant in the country asked to help design the training curriculum for the Ricoh D5510 interactive whiteboard.• Assumed an expanded territory from just OH and PA to also include WV, VA and NY.• Supported colleagues regarding internally required software operation, assisting in training/onboarding new consultants. • Appointed as one of only eight presales engineers in the country after the purchase of MindShift, a managed IT company, by Ricoh before moving into the Advanced Workflow Specialist role.

Supported commercial team sales for mid-market accounts as the district SME and core sales/support person for IT and professional services. Drove network services, differentiating Ricoh’s service capabilities and adding value for transactional, mid-market accounts.• Successfully sold software licensing and designed simple software solutions, working alongside sales representatives in addition to collaborating with district field sales trainers in onboarding new account executives.• Championed IT and professional services, providing educational support to district account executives and commercial teams/managers.• Consistently achieved 140% to plan in sales, and promoted to senior consultant within 19 months.• Drove growth initiatives and provided lower-cost, high-return technology to differentiate Ricoh from competitors.• Supported solution consultants and senior solution consultants within a dual-selling approach for more complex software and document management service offerings.

Worked with C-level clients to analyze daily office operations and develop customized solutions to streamline business processes throughout the copier sales process.• Achieved over 100% of plan for the entire term as an account executive, and received a promotion 17 months after hire in addition to receiving the Bronze VIP Award for exceeding $500K in sales during FY2010.

Designed and implemented business solutions, and worked with customized electronic document management software connecting with the PC and multifunctional printer. Collaborated with C-level individuals and analyzed daily operations within customer offices to utilize expertise in productivity and efficiency to design customized solutions to streamline customer business processes. • Provided exemplary skills in copier sales, consistently exceeding expectations and goals.