Brian W. Small Email & Phone Number

San Diego, CA

Southern California

• Kyocera Document Solutions has championed innovative technology since 1934. We enable our customers to turn information into knowledge, excel at learning, and surpass others. With professional expertise and a culture.

San Diego County, California, United States

Insperity, a trusted advisor to America’s best businesses for more than 30 years, provides an array of human resources and business solutions designed to help improve business performance. Serving more than 100,000 businesses representing over 2 million employees, Insperity’s mission is to help businesses succeed so communities prosper. We provide a wide.

• Excelled while selling document management solutions to director-level IT leaders in San Diego County.
• Educated decision makers on benefits of Canon, HP, Laserfiche, and Epson products to meet their needs.Accomplishments:
• Surpassed performance goals in back-to-back years, achieving 104% of plan in 2019 and 126% in 2018.
• Built and grew relationships with a diverse client base such as California State University, San Marcos (CSUSM); Lincoln Military Housing; and DPR Construction.
• Praised by client at CSUSM for being proactive and adaptable to changing needs at onset of COVID-19. · Earned Canon “Pinnacle Club” honors over three consecutive years for stellar sales achievement.
• Managed a $1.1 million total revenue account, which was the company’s largest customer.

• Sold print software to IT leaders at Fortune 500 companies in states primarily west of the Mississippi River.
• Presented solutions before director to C-level decision makers.Accomplishments:
• Closed a $250K single sale, which was the companies’ largest ever.
• Fostered and grew relationships with a diverse client base, from Cargill to major healthcare providers.
• Achieved an average sale of $75K per transaction.

• Demonstrated expertise with selling to the director or C-level at leading hospitals and healthcare facilities.
• Sold IT outsource services, workflow enhancement, document management and managed print services.
• Ensured IT solutions enabled customers to protect the security of patient electronic medical records (EMR) and achieve compliance with Health Insurance Portability and Accountability Act (HIPPA) Omnibus.
• Acquired clients such as North County Health and L3 Communications.
• Built and grew relationships with group purchasing organizations like Premier, MedAssets, and Novation.
• Secured multiple new sales at $15K per transaction by building relationships with leaders across IT, finance, and procurement.

• Sold IT solutions to acute care healthcare organizations (hospitals and large clinics).
• Persuaded director to C-level executives to purchase products that supported EMR management, pharmacy automation, digital camera workflow, copy/mailroom operations, and courier services.Accomplishments:
• Achieved 103% of annual operating plan for Fiscal Year 2013.
• Led revenue of $1.3M in monthly client billings from UCSD Medical Center, Rady Children’s Hospital, Eisenhower Medical Center, Desert Regional Medical Center, and JFK Memorial Hospital.

• Targeted and sold IT solutions to Fortune 1000 and Forbes 500 companies.
• Acquired additional major accounts such as PETCO and Time Warner Cable (now Spectrum).
• Closed a five-year, $30M deal with a major Southern California utility provider.Accomplishments:
• Honored as 2010 “Global Account Manager of the Year” for achieving highest revenue (231% to plan).
• Achieved “Chairman’s Club” recognition seven consecutive years and earned “Gold Trip Winner” honors.
• Captured companies’ “Value Proposition Contest Award” for the U.S. and finished second overall globally after presenting to corporate executives in Japan.

• Promoted from Major Account Representative to District Manager, a first in company history.
• Led a diverse team of 24 personnel, including a sales manager and 11 sales representatives.Accomplishments:
• Shattered quarterly sales records in back-to-back years.
• Honored at the National Manager Meeting for achieving the lowest turnover across all U.S. operations.

• Chosen by District Manager to lead sales meetings after consistently ranking No. 1 for sales performance.Accomplishments:
• Awarded “Major Account Rep of the Year” honors and “monthly” and “quarter” accolades for breaking multiple sales records, including the largest dollar volume account in San Diego district history.
• Successfully acquired the Paradise Valley Hospital account in Chula Vista.