business solutions division 2009 contract sales organizational overview april 2009
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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

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business solutions division 2009 contract sales organizational overview april 2009

Business Solutions Division2009 Contract Sales Organizational Overview April 2009

slide2
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
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