Business solutions division 2009 contract sales organizational overview april 2009
Download
1 / 27

Business Solutions Division 2009 Contract Sales Organizational Overview April 2009 - PowerPoint PPT Presentation


  • 122 Views
  • Uploaded on

Business Solutions Division 2009 Contract Sales Organizational Overview April 2009. Business Solutions Division Contract Sales-Organization Chart. Dave Trudnowski Senior Vice President Business Solutions Division. Steve McCaffrey Sr. Dir, Sales Operations & Support. Bill Morris

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' Business Solutions Division 2009 Contract Sales Organizational Overview April 2009' - ion


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
Business solutions division 2009 contract sales organizational overview april 2009

Business Solutions Division2009 Contract Sales Organizational Overview April 2009


Business Solutions Division

Contract Sales-Organization Chart

Dave Trudnowski

Senior Vice President

Business Solutions Division

Steve McCaffrey

Sr. Dir, Sales

Operations & Support

Bill Morris

Vice President,

Mid-Atlantic Region

Jim Pollman

Vice President,

Southeast Region

Monte Bambrough

Vice President,

Northeast & Canada

Belinda Houng

Director

Sales Support

John Lander

Vice President,

Central Region

Pat Welch

Vice President,

West Region

Bill Maher

Vice President,

Global & Private Sector

Chris Penny

Director, Public Sector

US Communities

Dave Swanstrom

Director, Public Sector

State Gov’t.

Linda Sykes

Director, Sales

Design, Print & Ship

Joe Tuohey

Director, Support

Design, Print & Ship


2009 deployment market coverage
2009 Deployment & Market Coverage

Large & Global

(Private Sector)

Small & Med.

Business

Public Sector

Convert Grow Retain

Convert Grow Retain

Convert Grow Retain

Market/Customer Profile

Account Size: Small = $3K-75K;

Med=$76K-150K

Prospects: 20 WCE’s-500 WCE’s

Market/Customer Profile

Account Size: $151K-Multi $MM

Prospects & Customers:

500 WCE’s+

Market/Customer Profile

Account Size: $150K+

Prospects: 500 WCE’s+

  • Resources

  • Vertical Mkt. Manager

    • Manages $150K public sector accounts & sells new >$150K+ public sector accts

    • Specialist/Trusted Business Advisor in the Public Sector segment

  • NAM- US Communities

    • Deployed in regions

  • NAM- Federal Gov’t.

    • Deployed in regions

  • Directors, Public Sector

  • Resources

  • Feet-on-the-Street Reps

    • Deployed in select markets

    • Prospect to 10-50 WCE’s

    • Immediate transition to

    • TAM

  • TAM (Inside Sales)

    • Manage $3K-$15K current

    • and new customers

    • 10-50 WCE Prospecting &

    • New Accts (pilot)

    • Appt. setting for TDM’s

  • Territory Development Mgr.

    • Manage $15K-$150K

    • customers-private & public.

    • Prospects for new business

    • (20-500 WCE’s)

    • Geographically-based.

  • Resources

  • Major Account Manager

    • Manages $150K+

    • private sector accounts

    • Teamed with Major Accts. BDM

  • Major Account Business Develop. Mgr.

    • Develops new business in

    • the $150K+ range

    • Teamed with Major Acct. Mgr.

  • Global Accounts Manager

    • Manages $1M+, multi-CSC private sector accounts

  • Global Accounts BDM

    • Develops new business in the $1M+ range (multi-CSC)


2009 overlay organization deployment
2009 Overlay Organization Deployment

Coffee

Furniture

DPS

Convert Grow Retain

Convert Grow Retain

Convert Grow Retain

  • Initial Recommendation on Resources:

  • District Sales Manager

    • Potential opportunity to

    • eliminate this role in most

    • regions.

  • National Director

    • Initial recommendation to maintain the position to insure continuity and corp/field interface.

  • Furniture Account Managers

    • One per RSD Market, where

    • as required.

    • Reports to local RSD and

    • would serve as a customer-

    • facing resource for larger

    • opportunities, as well as a

    • training resource for the sales team.

  • Furniture TAM and TAM Mgr

    • Focused on supporting SMB

  • Resources

  • DPS deployment remains similar to ’08, with fill-in positions slotted in specific markets.

  • The major change for ’09 is the launch of the Denver/Arizona pilot.

  • Resources

  • Dedicated coffee sales resources were eliminated in the field in late ’08.

  • Plan will be to partner with the BSD Marketing team/Solutions mgt. group to further develop the ’09 growth plans.


Planning towards a world class selling culture
Planning Towards a World-Class Selling Culture

  • Deployment Optimization

  • Standards of Performance by Position

  • Contact Strategy backbone

  • SMART START

    • Monday rally meetings in every market

    • Focus on accountabilities

    • “Micro-management” expectations at all levels

  • Training (SPI and Achieve Global)

  • Solutions Orientation

  • Field selling time prioritization

  • Management engagement with customers

  • Best Practices formalization


Quantity of the file
Quantity of the File

  • SMB

    • TDM deployment and expectation

    • Market share growth

    • Differentiated customer experience

  • TAM partnership focus

  • Feet on the Street

  • Contact Strategy

    • Grow the file initiatives

    • Activity and behavior focused

    • Reporting and information driven

  • Corporate Express plans


Quality of the file
Quality of the File

  • Global discipline and profit focus

  • Public sector planning

    • US Communities plan

    • Federal Government focus

    • Deployed Specialists

  • Contact Compliance & PO Cost Structure

  • Pricing Discipline & Vendor price increase pass thru

  • Customer Business reviews

  • Customized Customer Contact strategy plans

  • Solution partnership with specialists

  • Retail/BSD Partnership

  • Green focus


Cost to serve productivity cash flow
Cost to Serve/Productivity/Cash Flow

  • Compensation & Goaling

  • Headcount/Payroll

  • Accounts Receivable

  • HCL- Sales Support

  • Customer Rebate discipline

  • CPM/Guardrail management

  • 877-ODP-BSD1

  • Car Allowance

  • T&E guidelines and approvals

  • Customer seminars and events

  • Vendor alliances

  • Oracle Roll-out


Business overview west region

BUSINESS OVERVIEWWest Region




Swot analysis specific to office depot west region
SWOT Analysis-Specific to Office Depot & West Region





Business overview northeast region

BUSINESS OVERVIEWNortheast Region





Business overview central region

BUSINESS OVERVIEWCentral Region




Swot analysis specific to office depot central region
SWOT Analysis-Specific to Office Depot & Central Region


Business overview southeast region

BUSINESS OVERVIEWSoutheast Region




Issue opportunities swot analysis southeast region
Issue & OpportunitiesSWOT Analysis- Southeast Region


ad