Michelle Spellman Email & Phone Number

Tempe, Arizona

North American Finance Operations

Promoted to take over and manage global accounts with portfolio contract revenue of up to $250M.Charged with strategic pricing and contract negotiation of 60+ major accounts (US & Global) providing bid response support and collaborating and negotiating with internal and external clients.  Assessed client needs, recommending solutions and identifying opportunities to increase services and revenue.  Developed complex proposals and pricing in response to RFI/RFQ/RFPs and contract renewals using proprietary TCO Tools.  Facilitated strategy discussions with sales teams to build business cases to support detailed trend analysis, competitive pricing, margins boundaries, and revenue targets.þ Managed Xerox’s largest Healthcare Group Purchasing Organizations (GPOs) and Franchise Services accounts.þ Generated $50M+ in total signings in less than one year.þ Contributed to organization’s success as the subject matter expert assisting sales with structuring deals, simplifying the process and promptly responding to difficult requests.

United States

One of 4 PCCs nationwide selected to manage Xerox’s largest accounts and train/mentor off-shore Pricing Associates.Owned strategic pricing and contracting of enterprise opportunities exceeding $8M Total Contract Life in the Higher Education & Healthcare lines of business.  Supported geography sales staff and senior team in pricing, financing and contracting related activities to achieve revenue and profit growth objectives and the highest quality customer experience.  Interacted with all levels of Business Operations up to SVP level and engaged inter-organizational resources such as headquarter pricing and Office of General Counsel.  Gained understanding and implemented empowerments while increasing overall profitability and customer win rates.  Developed and delivered quarterly training programs for management and sales teams.þ Developed Managed Services new hire training materials for the nationwide sales teams, achieving success with the e-Learning Brainshark program.þ Delivered training and on-going mentoring to off-shore pricing associates.

Phoenix, Az

Retention and growth of managed services clients in Phoenix metropolitan area with post-sale revenue quota of $1.9M. Provided leadership and direction to staff of thirty-eight on-site account associates including career development, recognition, and retention. Drove accountability through staff ensuring achievement of contract obligations and P&L targets, building relationships and sustaining effective communications with stakeholders. Introduced new services and increased demand for existing services. Maintained and developed client relationships including executive level and key stakeholders and identified and pursued multiple marketing opportunities.  Gained extensive knowledge of Xerox products, solutions, and services, and resources supporting sales and service. þ Q1 2011 BSR Performance 102%.þ Great Start Contest Winner for Q1 2011 Continuous Improvement Software Installations.þ Nominated to participate in the Xerox Southern Emerging Leaders Program, Xerox (2010/2011).þ Organized Sustainability Event with Patty Calkins (VP EH&S) in Arizona.

United States

Subject matter expert (SME) for Managed Services Accounts driving retention and growth of in the Southwest. Supported the sales organization with focus on proposal renewal opportunities. Led deal reviews as liaison between customers and Xerox Contract Negotiation Managers, interfacing with customers for renewal negotiations. Collaborated with Pricing Negotiation team on competitive pricing and/or pricing exceptions for renewals.  Provided customer presentations, cost analysis, and RFP responses to sales team. þ Attended Xerox Dream Days event in Chicago, IL in 2008.þ Achieved Xerox Leadership Award, 2007.

United States

Managed retention and growth of accounts; led renewal sales cycle for expirations in 24 months þ 100% renewal rate.þ CYR 114.9% of plan.þ FM Billings 106.5% of plan.þ Par performance with balanced sales performance 106.2% of plan.

United States

Administered pricing and contracts process for Managed Services; documentation, auditing, editing, to approval.Approved pricing and contract language for accounts and participated in deal reviews, credit checks, and audits.  Audited paperwork ensuring language and pricing in compliance with empowerment levels, including accurate documentation. Identified errors and facilitated corrections with sales, processing contract orders and submitting to departments.  Tracked equipment orders from order entry to installation; tracked achieved revenue assisting controller with outlook and forecasting. þ 100% order quality compliance.þ 100% deal review compliance.þ Developed and implemented a PCS renewal bonus structure in the Mountain West Region.þ Achieved Xerox Cultural Dimensions Award, 2003 and 2001.