-Hired to lead the Michigan/NW Ohio organization's business development and client retention efforts for a division that supports RICOH-USA's Digital Solutions offerings, which include: world class printing solutions, cyber security, managed print, and data management consultation.-Built and executed the restructuring of the Michigan and NW Ohio Marketplaces that transitioned the sales organization from an account based non-vertical build, to a geography-based vertical market with solutions specialization.-Restructured the State of Michigan coverage model focusing on heightened client engagement and exponential revenue and gross margin growth.-Lead, developed, and motivated a diverse team of Account Managers, Client Executives, and Solutions Specialists.-Established ZBA (Zero Based Account) cadence to ensure that the sales organization has focused client identification and prospecting efforts to ensure expansion opportunities going forward.-Revenue growth of 37% in Hardware and 345% of ZBA Account space over prior year.-Achieved 129% of booked revenue target delivering 10M in Revenue for fiscal 2023.

➤ Achieved 17% revenue growth around the 3 key initiatives of Production Print, Managed Print Services, and Software.➤ Lead, developed, and motivated a diverse team of senior sales specialists to achieve monthly sales team objectives.➤ Collaborated with key executives inside of Xerox to ensure timely delivery of corporate sales strategies and incentives.➤ Managed a multi-million-dollar annual budget with double digit growth while maintaining key executive relationships.➤ Nurtured relationships with various functions inside of Xerox and MOS to ensure focus on customer engagement.➤ Created vertical market strategies to pair Xerox solutions with customer requirements and manage pipeline activity.➤ Managed weekly sales activity and managing sales budgets and forecasts to achieve target sales goals and profitability.➤ Planned and lead recurring team meetings and trainings to provide a cohesive approach to achieving revenue targets.➤ Provided a management-level point of contact for customers to establish and maintain strong customer rapport.➤ Facilitated account development strategies on target accounts to drive net new business and submit accurate forecasts.➤ Developed strategies to maximize market potential, grow net new business, and upsell into current customer accounts.

➤ Provided team leadership to drive profitability, growth, and direction for all sales activity within the Lansing market.➤ Developed annual business plans including objectives and strategies to attain sales goals with 7% YoY growth.➤ Implemented sales and marketing strategies to achieve maximum profitability and productivity in line with objectives.➤ Prepared action plans by individuals as well as by team to ensure focused activity and exceed set performance goals.➤ Conducted one-on-one reviews with sales reps to build effective communication and understand development needs.➤ Provided insights to each individual as to how to improve their sales and activity performance and deliver training.➤ Delivered timely feedback to management regarding individual salesperson activities/performance and sales forecasts.➤ Created a success culture to achieve recognition as #1 team company-wide at a blended 128% of plan in 2016.➤ Leveraged executive, industry marketing, and alliance partnerships to expand and strengthen client relationships.

➤ Built the foundation for the MOS Software Business Unit➤ Responsible for sales of full portfolio of document management software and professional services➤ Responsible for motivating, inspiring, and mindshare of a traditional hardware-oriented sales organization➤ Grew pipeline to $1M through sales activities coordinated with Senior Leadership and partners➤ Managed relationships and engagements of third-party software partners➤ Coordinated and led monthly customer engagement events featuring software solutions➤ Delivered regular product trainings in partnership with MOS Learning & Development➤ Created energy and excitement throughout the sales organization utilizing regular contests to drive performance

➤ Contributed as the chief strategist and sales leader responsible for profitable revenue growth and total client satisfaction.➤ Developed and implemented a strategic business plan to position Xerox as the premier provider of enterprise solutions.➤ Managed operational performance for direct and virtual elements of the sales team to achieve business objectives.➤ Drove efforts and activities for annual revenue and expense, customer satisfaction, post-sale revenue, and profit.➤ Developed and implemented a customer relationship plan that established and maintained executive relationships.➤ Grew annual revenue 33% over a 3-year period from $57M to $76M within the Michigan Public Sector organization.➤ Engaged accounts at all levels to execute strategic objectives, operational priorities, and the Xerox value proposition.➤ Grew revenue by introducing new services and solutions to solve clients' business problems and capture opportunities.➤ Leveraged all Xerox channels as appropriate to optimize account penetration and led RFP/RFI response activities.

➤ Solution Manager, Ohio Valley/Michigan Sales Operation – Xerox Corporation – 01/2006 to 12/2010➤ Integrated Sales Manager, Ohio Valley/Michigan Sales Operation – Xerox Corporation – 01/2001 to 12/2005➤ Finance and Contracts Manager, Ohio Valley/Michigan Sales Operation – Xerox Corporation – 01/1999 to 12/2000➤ Major Account Sales Executive, Michigan Customer Business Unit – Xerox Corporation – 01/1993 to 12/1998➤ Account Representative, Michigan Customer Business Unit – Xerox Corporation – 01/1990 to 12/1992