You are on page 1of 3

SUMMARY OF QUALIFICATIONS * Strategic Sales Professional who convinced Fortune 500 companies to invest ove r $ 1 million on solutions &

services. * Developed a strategic plan for a global truck leasing company. Realized a 40+% asset reduction, and a $696,000 cost savings. Delivered a value-add service tha t impacted customer service for over 500 retail branches . * Problem solver who helped a $9 billion chemical company to eliminate bottlenec king of incoming jobs, boost job turnaround by 300%, and impact customer service . Reduced capital expenses by $120,000. * Demonstrated perseverance by overcoming rejections by a hospital in Central, P a., and winning a $900,000 deal. * Collaborated with multiple levels and locations of a $4 billion GE-owned enter prise company, and internal support teams- to effectively communicate capabiliti es to solve problems associated with assets, documents, and services. * Helped a $13 billion services company to achieve 33% faster job turnaround, $1 00,000 overtime cost reduction, and improve the security of printed checks- a va lue-add solution that virtually eliminating the risk of lucrative fines. ________________________________________ AREAS OF EXPERTISE Relationship Management * Consultative Sales * Value-Add Solutions * Busin ess Development * Account Management Financial Acumen * Analytical * Executive Presentment * Channel Sales * Direct Food Sales * Strategic Merchandising F ood and Retail Marketing * Capital Equipment * Hardware * Software * Digital Imaging * Print Management * Services ________________________________________ PROFESSIONAL EXPERIENCE LEXMARK INTERNATIONAL, Lexington, Ky. * September 2007- November 2010 A $4 billion Fortune 500 company known for its printing and workflow solutions a nd services. Territory Sales Manager (January 2009- November 2010): Developed a Business So lution Dealer channel program in the Mid-Atlantic region. Launched products and programs for industry resellers and dealers in PA, NJ, NYC, DE, and MD. Present ed value proposition, pricing, marketing strategies, print management, and servi ce programs to Presidents, VP's, and Sales Management. Motivated, supported, an d trained over 200 dealer reps and IT managers. * Grew dealer base in first year by 162%- vs. prior year * Signed, and launched 21 new dealer locations-despite declining economic condit ions. Senior Account Manager (September 2007- December 2008): Recruited to penetrate target F500/F1000accounts in Southeastern and Central PA. Collaborated with Ind ustry consultants, executives, and business process owners. Helped procurement e xecutives to manage consumables proactively, reduce assets, boost sustainabilit y, and reduce cost. Helped IT executives to reduce cost, minimize their support resources, and gain more visibility and control over their network devices. * Convinced a region of the largest U.S. distributor of specialty gases, to upgr ade technology, digitize critical forms, and automate their delivery tickets in 80 retail stores. Reduced assets by 60%. and faxed pages by 50%. * Justified a 11% cost savings for one of the country's largest convenience stor e chains, and reduced toner output by 40% - by investing in newer technology, st reamlining supply purchases and converting to higher yield toner.

XEROX CORPORATION, Blue Bell, PA. * October 2000- September 2007 A $15 billion world-class technology and services enterprise. Production Solutions Executive (January 2004- September 2007): Sold high-end pr oduction print technology and complex solutions to corporate print shops and dat a centers. Collaborated with IT, Procurement and Operations. Helped print operat ions to streamline job processing and boost customer service levels. Recommended hardware, software, and value-add managed services that drove higher operationa l efficiencies and differentiated versus the competition. * Awarded President's Club. Generated a 17% revenue increase -in first year as h igh-volume sales specialist. * Led a 5-year, $1.3 million Managed Services renewal contract to a leading inte rnational chemical company. * Sold a $1.4 million check printing solution to a leading global food and facil ity service corporation. * Earned a 6-year, $ 900,000 production print contract with the most progressive hospital in Central, Pa.

JOHN FIORE

page 2

jf15ee008@westpost.net

National Account Manager / Document Solutions Sales Executive (October 2000- Dec ember 2003): Consulted medium and large commercial accounts in NE and SE PA. Prospected new a nd established accounts. Proposed device consolidation, cost reduction and proce ss improvement to win business. * Earned "Presidents Club" and #1 Sales Executive in the Northeast. Sold 295 ord ers. # 2 in Northeast, Revenue. Achieved 192% of annual plan-2003. * Led and won a 5-year, $1.3 million deal with a $4 billion GE transportation se rvices company. * Recognized nationally by GE Global Account Team for "Leadership and Dedication ". * Achieved 133% of order plan in 2002 with 80 orders. Recognized for top order a ctivity. CONAGRA FOODS, Omaha, NE. * October 1983 - September 2000 A $25 billion international food conglomerate. One of North America's largest packaged goods companies. Key Account Manager (1986 - 2000): Sold national brand grocery products and marketing programs to leading wholesal ers, retail chains, and independent retailers in the Mid-Atlantic. Collaborated and leveraged relationships with VP's, Buyers, Store Managers/Owners, and Marke ting Managers. Specialized in price negotiation, high-volume sales, creative ret ail marketing, and profitable revenue growth. Managed a $10+ million sales area and a brand portfolio of 100+ products across 13 brands. Optimized a $1.3 market ing fund to negotiate and implement retail merchandising programs. Aligned progr ams with strategic retailer objectives. * Earned Presidents Club; Eastern Division MVP, Trip to London. # 1 Manager in District- 1998, 1997, 1995. * Grew sales revenue from $10 million to $14 million in a highly competitive and price-sensitive industry. * Developed a $1.5 million marketing and category management program for the fou rth largest chain in the U.S.. Negotiated a deal package that doubled Ahold's ca tegory YOY revenues. Drove a 19% increase in brand volume.

* Outperformed team with highest new item acceptance- total 133 of 137 opportuni ties- a 97% strike rate. Utilized promotional dollars, presented marketing analy tics, and customized market programs to persuade retailer buy-in. * Sold the first "Million Pound" single-category order to the leading wholesaler in the Philadelphia market- despite a declining market, and rejection from the Director. Presented a strategic retail marketing plan to over 45 key retailers. Convinced store management to book extended merchandising periods, tie-in with c onsumer events, and cross-sell with high volume displays- to increase store traf fic, influence consumer takeaway, and ultimately boost the retailer's marketing image. Resulted in $300,000 sales revenue. Senior Sales Representative (1983 - 1985): * Overachieved in a fast track sales position. Sold nationally-recognized consum er products to retailers in SE PA. * Created and presented merchandising programs, and shelf management plans to st ore and grocery managers. * # 1 -East Coast; Top 5 in U.S. - Trip to Super Bowl, 1985. EDUCATION AND TRAINING MORAVIAN COLLEGE, Bethlehem, PA, Bachelor's Degree - Business Management LEXMARK SALES UNIVERSITY- 2008. Completed sales and technical training, and cust omer-focus selling. XEROX UNIVERSITY- 2000-2007. World-Renowned Sales Training. Completed advanced t echnical sales training.