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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 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 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 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 • 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 • 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 • 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 • 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
