Tom Hernandez Email & Phone Number

Western Region Business Development Manager leading sales of Managed Print Services and imaging & printing solutions

Responsible for generating profitable revenue by selling Xerox Managed Print Services (MPS) and the entire portfolio of Xerox printers, MFP’s and light production equipment to existing and non-user accounts. Aggressively identify, develop and close new business opportunities by effectively differentiating Xerox solutions and services from competitive offerings. Define the Managed Print Services (MPS) strategy, direct assessment activities and present compelling cost savings proposals to key executive decision makers.

Responsible for the profitable sales of imaging & printing hardware, software, solutions and services to large corporate & enterprise customers. Extensive knowledge and experience selling Managed Print Services. High volume sales of printers, MFP's, scanners, supplies & service support contracts. In-depth document workflow and office automation experience. Specific industry expertise: Healthcare, Finance, Legal and Retail.Develop and drive the sales strategy and effectively lead a cross-functional sales team to identify and address customer goals for cost reduction, improved management, increased productivity, data security & compliance.• Personal responsibility for generating over $9 Million in services and hardware revenue annually• Took underperforming territory from 46% under plan to 111% over plan in less than six months• Won print Standard in 90% of accounts, displacing competition & significantly growing market share• Initiated & closed $3.5 Million mobile print solution with Zurich Financial Services• Consistently earning recognition for top sales performance

Responsibility for sales of imaging & printing hardware, professional services and industry vertical solutions to major corporate accounts. Demonstrated superior ability to grow market share and sales revenue within assigned territory.• Won $6.5 Million deal with WellPoint which included multi-function printers with workflow integration• Closed $2.5 Million sale at Farmers Insurance that enabled independent agents to capture and route documents to Farmers corporate. Gained Farmers CEO sponsorship in order to close this deal.• Achievers Club winner four out of five years for exceeding sales quota and outstanding sales performance• Awarded Rookie of the Year 2002

Commerce5 (acquired by Digital River). Founding member of this Buy.com spinoff which provided hosted, enterprise e-commerce solutions and services. With a best-in-class e-commerce platform we helped high-tech manufacturers and software publishers manage the total online buying experience from site development and customer acquisition to back office operations.Successfully sold the development & outsourced management of global enterprise e-businesses to F500 companies. Drove significant revenue annuities by selling profitable add-on services such as marketing and merchandising programs.In this "hunter" role I was very effective at high volume prospecting, cold calling executive decision makers & line of business stakeholders, delivering compelling software demonstrations, selling the business & financial value of our solution and securing the contract.• Initiated and closed many groundbreaking deals with F500 companies, including: Ricoh, Sharp, Minolta and Logitech• Met and exceeded quarterly and annual revenue targets; Accurately forecasted sales using Salesforce.com• Earned trusted business partner status with Sharp Electronics executives. Initiated and co-developed the first ever Sharp Electronics Dealer solution, which enabled each Sharp dealer to have their own, branded e-commerce business fully integrated into Sharp’s business system.