Experience
LexJet Corporation, (www.lexjet.com), Chicago, IL Director – Major Account Sales & Marketing – 2003 – Present LexJet manufactures, markets and sells professional-grade, wide-format inkjet printing equipment and supplies that have helped more than 20,000 small printing, imaging, and sign businesses adapt to changing markets and develop new sources of revenues. Direct the major account sales activities and marketing programs with 61 employees and an annual operating budget of $5M supporting U.S., Canada and Europe. Primary responsibilities are to establish new markets for LexJet’s products through the formation of new Customer Focused Initiatives (CFI), repair and restore underperforming CFIs/product lines, and to play a key role in winning major account business. Function includes unit P&L responsibility, strategic sales and marketing planning, sales target and goal assignment, marketing program execution, and customer service. Closed national account opportunities with several major account clients (NDA restricted). Achieved $10M revenue in 2010-2011. Successfully expanded Lexjet’s market focus into the digital photography, UV-curable printing technology and bottling segments. 500% business growth since 2008. Built a new industry for-profit association (Professional Digital Imaging Association) from the ground up. Went from startup to 10,000 members and 12 high-profile industry sponsors in the first two years. Published Great Output instructional magazine for members. Re-designed LexJet’s product management team to facilitate bringing new, superior quality digital inkjet printing materials to market faster and cheaper. Reduced costs by 20% and improved margins 32%. Implement Best Customer Experience in the Industry strategy and commitment. Peregrine Systems, Inc. (http://bit.ly/gPamhR), Chicago, IL Key Account Manager – Public Sector (IL, MI, MI, WI) – 2002- 2003 Peregrine Systems solutions address all aspects of organizational infrastructure, from information technology, including both computers and telecommunications, to the buildings and real estate assets housing the technology and people of the organization. Transportation fleets serving the delivery and service needs of an organization can also be managed using Peregrine applications. Consulted state government and educational agencies across a four-state territory, in the efficient and comprehensive management of capital material assets. Identified, sold and closed these customers on the superiority of Peregrine solutions and delivered service that would keep them as Peregrine customers. Developed a strategic relationship with EDS to deliver asset and fleet management solutions into the State of Michigan. Project totaled $6M. Won key asset management contract with the Chicago Transit Authority valued at $4M. Won IT help desk contract with the Wisconsin Bureau of Prisons for $2M. Elected by public sector peers to represent our business unit in a sales presentation contest at the annual company meeting. Won the contest, earning $2,000. This recognition helped bring much needed visibility to the public sector market segment. Awarded Designation as a Peregrine Sales Training Ace after my initial training with the company. Avid Technology, Inc. (NASDAQ: AVID – (www.avid.com) Chicago, IL Senior Director – Public Sector Sales/Marketing & New Media - 1998-2002 Avid creates the technology that people use to make the most listened to, most watched and most loved media in the world. Direct the federal, state & local, education and New Media sales activities and marketing programs, with 18 employees and $1M annual operating budget supporting the U.S. Function included strategic sales and marketing planning, sales target and goal assignment, marketing program creation and execution, new market identification and development, customer service and P&L management. Substantially increased Avid’s public sector sales revenue from $8M to $12M in two years. Built Public Sector Sales & Marketing into a $20M business unit in five years. Captured 90% of available Public Sector expenditures for non-linear digital video editing solutions. Rebuilt an unprofitable business unit into a breakeven unit in year one, and a growth market segment for the following four consecutive years. Bridged Avid’s award winning digital video editing technology into Law Enforcement, developing and selling a ground-breaking video forensics solution. The d-Tective video forensics solution was implemented at the F.B.I. training facility in Quantico, VA. F.B.I. certification resulted in sales to the Royal Canadian Mounted Police and the state police organizations for Michigan, Texas, Washington, Virginia and New York. First year sales totaled $3M. As of 2010, d-Tective is now helping solve crimes across the entire U.S., Europe and large portions of Asia. Created and managed to profitability new distribution channels for new media solutions in the U.S., Canada and Latin America. Public Sector business unit earned Outstanding Market of the Year honors in 2000, with all Sales and Technical Editors earning President’s Club inclusion. Established Avid’s entry into New Media (home-based digital video editing and streaming video technologies). My favorite job. I loved the people I sold to, the technology and the people I worked with. NEC America, Inc. (www.necam.com), Chicago, IL Director – Public Sector Sales & Marketing - 1995 – 1998 NEC Corporation of America is a leading provider of innovative IT, network and communications products and solutions. Direct the federal, state & local and education sales activities and marketing programs, with 32 employees and $2M annual operating budget supporting the U.S. Function included strategic sales and marketing planning, sales target and goal assignment, marketing program creation and execution, new market identification and development, government contract adherence and P&L management. Increased NEC public sector revenue by $24M in two years, from $42M to $66M. Uncovered, competed for and won a major strategic and exclusive partnership with Microsoft Corporation, targeted toward generating profitable sales in the higher education market. Competition included IBM, Compaq, Digital Equipment Corporation, Dell and Hewlett Packard. First year incremental sales revenue exceeded $10M. Won contracts with the State of California, State of Wisconsin, U.S. Army and U.S. Department of Justice. Successfully integrated three corporate organizations (Zenith Data Systems, Packard Bell and NEC) into one efficient and effective team, while reducing Public Sector organization costs by 15%. Won across-the-board support from all integrated marketing personnel, resulting in reduced organization costs and improved personal performance. Earned strong support for Public Sector programs with NEC’s Japan-based C-level management. General Manager –Chicago, MicroAge, Inc., (Systems, Service & Consulting), 1993 – 1995 Profitably managed 52 sales, service and networking professionals for the MicroAge company-owned location in Chicago. Awarded technology equipment acquisition and maintenance contracts by Quaker Oats, LaSalle Bank, Abbott Labs, Keebler and Caterpillar. Market Manager - Chicago Sears Business Centers., (Systems, Service & Consulting),1990 – 1993 Profitably managed 36 sales, service and networking professionals for the SBC company-owned location in Chicago. Awarded technology equipment acquisition and maintenance contracts by Morton, Harris Bank, Baxter and Certified Collateral Corporation. Major Account Manager - Chicago Compaq (Microcomputer systems), 1988 - 1990 Added 15 new high-volume dealers to Compaq’s Chicago dealer network, increasing territory revenue by $36M. Volunteer Experience Member, Board of Directors – The Last Chance House Last Chance House is a 501c3 non-profit charity, providing temporary transitional living to help alcoholic men return to their families and the community. Initiated and implemented the Second Chances Motorcycle Run a highly-successful fundraiser. Conduct weekly mentoring meetings to assist residents in securing jobs, learning new skills and learning to live a new way of life. On-call to help residents during crisis periods. Member, Board of Directors – Stillwater’s Recovery Center An Al-Anon club hosting meetings for people recovering from addictions. Chairman of the Membership Committee, responsible for fundraising.
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