Lacoby Phillips Email & Phone Number

Two Jinn Overview: Recruited by the company’s former president during its hypergrowth period, I earned 3 promotions for creating and leading the most successful territories in deposits and expanding offices into untapped markets, ultimately repositioning the company to dominate market share in an oversaturated market. Progression: EVP, Retail Sales & Operations, 2005–Present | VP, Retail, 2004–2005 | Regional Manager, 2003–2004 | Agent, 2003-----------------------------------------------------------------------------------------------------------At the helm of robust sales and operational transformation initiatives, I was appointed to a strategic leadership role to replicate my earlier successes on a national level.While transforming and building a high-performing sales management network of 7 regional managers, 52 branch managers, over 400+ employees, I also zeroed in on improving internal processes (e.g., recruitment, talent acquisition), underwriting accuracy, communication, and accountability as well as reducing Two Jinn’s shrinkage.Driving aggressive growth of sales and brand footprint following the company’s strategic change in direction, I focused our efforts on targeting a more profitable book of business, which positively impacted expense savings as well as significant top-line and share growth.With these critical success factors in place, to date we have:• Expanded from 40 offices in 3 states to 56 offices across 8 states, with 45 offices in CA alone.• Achieved double-digit YoY sales growth—with annual sales peaking up to 2.5x versus the start of my tenure—remarkably capturing significant market share in a flat-to-shrinking market.• Grown to 430 customer-focused sales and service professionals supporting >7K clients/month and ~88K cases/year.

Tapped to take over Northern California from Eureka to Central Valley, the key to achieving our goal was introducing sales training. Not only did it standardize our approach around best practices and improve closure rates, but it also increased same-store sales and deposits.It wasn't long before we expanded offices into several new markets we weren’t previously serving—all the while fueling increases in sales and deposits.

Recruited away from CRDS, I moved interstate and began my prolific tenure with Two Jinn as an agent. Traveling to various offices across the Bay Area, I quickly strengthened cash handling and lead tracking while applying oversight to struggling operational areas and tackling personnel issues, which ultimately increased both sales and deposits.Promoted after just 4 months on the job, I created and led the most successful region in deposits by overhauling an inefficient financing approval process, improving underwriting for large sums, driving accuracy and integrity of data collection, and minimizing risk on $100K+ transactions.

Austin, Texas, United States

Recruited by the CEO to fuel worldwide (WW) sales with CRDS’s largest global customer, Hewlett Packard (HP), I quickly proved my worth by introducing a new sales strategy and rallied internal advocates to help improve business, market share, revenue gains, gross margin, and CRDS’ industry position. Providing sales leadership and mentorship to a small but powerful team, we ►queued $10M in annual revenues from HP—and achieved >90% sales quota during a record down year—by winning competitive contracts to provide 3 next-generation products of storage routing and networking solutions.Focused on diversifying the business, I ► leveraged my network of contacts to tap into opportunities with Dell, realizing 141% overquota performance in 2FQ01 and 100% in 3FQ01. I also trained my sales reps at Dell on CRDS product selling techniques while minimizing CRDS’s inventory exposure.Through hard work, commitment to company success, and a positive attitude, we ► propelled this start-up to $15M in annual revenues in 3 years by executing design wins with 2 OEM accounts that generated 45% of total company revenues.

Austin, Texas, United States

FCPA Career Overview: A prolific tenure that spanned 8 years, I led multinational engineering, marketing, and supply chain teams, supported major OEM and channel partner accounts, and earned President’s Club awards 3 years in a row for design wins with Sun Microsystems, Dell, and in channel sales. -----------------------------------------------------------------------------------------------------------With only a foot in the door at Dell Computer Corp. and no enterprise storage business to speak of, Fujitsu asked me to move to Austin, TX, and kick-start business. Key factors to ►landing our first major design contract with Dell were my background in product management and sales, as well as my travel abroad to Fujitsu HQ in Tokyo and various manufacturing facilities in previous roles. I knew exactly what approach to take in getting Dell’s problems solved (i.e. supply management, pricing, and operational issues), thereby equipping the enterprise to exceed its revenue forecasts.By building trust as a valued enterprise partner, I was able to drive enterprise hard drive sales into Dell’s 4 geographic manufacturing sites and assembled an 11-person sales and support team to champion sales globally, which situated that account to become FCPA’s 2nd largest enterprise storage customer, ►skyrocketed sales from $600K to $40M+ in <24 months, and set the stage to ►hit $100M by year 3.In the end, the meteoric growth in storage products—driven in large part through our design wins with larger OEMs such as Dell, Compaq, HP (pre-merger), Acer, Apple, Sun Micro, and EMC—►played a large part in propelling Fujitsu from ~$600M/year in revenues to ~$1.4B when I left.

Broadening my professional horizons, I moved into channel sales, where I grew our distributors and sales of both imaging and storage products. Working with business development managers and the local sales force, collaboration was the key to success here. I also traveled extensively across the Western US Region where I focused on fortifying relationships with 2 key industrial distributors/channel partners, Marshall Industries and Avnet Inc.Through various presentations, networking events, and “buddy calls,” I ►increased sales 36% YoY with Marshall Industries. Following that success, I took on Avnet—a much larger distribution opportunity but no existing relationship. Since Avnet was looking to expand its offerings and Fujitsu was looking to build its business, I quickly built a win-win relationship and a sales pipeline to ► grow Avnet revenue from $0 to $2M+ in less than 6 months.

San Jose, California, United States

After partnering with the sales team to win over Sun Microsystems, a top OEM at the time, I stepped up to take over full account management and post-sales operations (supply chain, forecasting, resource allocation, warehouse operations, quality engineering, and test kit production).Having hosted Sun’s lead quality engineer in Japan and the Philippines to visit FCPA’s manufacturing facilities and certify the production lines, I was able to demonstrate our supply flexibility and capabilities as a volume supplier. With these efforts, we were able to ramp up Sun’s global business reach through worldwide shipments, which ►situated FCPA for rapid market share gains through its WW supply-demand operations.Although Sun Microsystems was previously entrenched with IBM and Seagate at the time, I unseated these incumbent vendors to ►grow the Sun account—FCPA’s 2nd largest enterprise customer—from $200K to $10M in 14 months.

Having started as Product Marketing Specialist I/II (2 years) in FCPA’s (part of the multibillion-dollar Fujitsu conglomerate) marketing communications department, I quickly learned about proprietary technology, product marketing (features, benefits, and product roadmap requirements), and management (supply chain and inventory) while gaining valuable customer experience. After I was promoted to my first people leadership role as Product Marketing Manager (1 year), I teamed with a sales rep to  secure a major competitive win with Acer, which brought me to the realization that sales is where I wanted to be.