AMOS BENNING
Houston,TX
Summary
Senior Sales Leader with a strong track record of driving revenue growth and market expansion. Renowned for building high-performance teams and implementing strategic initiatives that align with corporate objectives. Skilled in managing both public and private sector accounts while fostering employee engagement and fulfilling business commitments.
Overview
44
44
years of professional experience
Work History
Business Owner/Management Consultant
Nehemiah Consulting Group
Houston, TX
01.2005 - Current
- Founded Nehemiah Consulting, a management consultancy practice, leveraging extensive experience in management and sales to help individuals and organizations focus on core competencies. Collaborated with senior leadership at client companies to translate key business drivers into management behaviors and practices that enhance employee fulfillment and support business objectives.
- Established strategic business plans to drive growth and client engagement.
- Developed training programs to enhance team skills and performance.
- Managed client relationships to ensure satisfaction and repeat business.
Region Sales Manager
Xerox Corporation
Houston, Texas
01.2001 - 01.2005
- Directed sales and marketing activities for $48 million region covering Texas, Louisiana, Missouri, Mississippi, Kansas, Arkansas and Oklahoma. Led sales and new business activities including new product and service rollouts, key account management strategy, customer relationship development. Initiated strategic business plans to expand business opportunities through both direct and indirect channels. Hired, developed and led team of 22 Sales Representatives and 2 District Sales Managers.
- Revenue Growth: Produced year over year double digit growth 4 out of 5 years. Sales management process including inspecting and analyzing individual and district participation across all products line. Drove 100% participation in all product segments.
- New Business Development: Developed marketing plan and strategic vision for region, identified new markets, and established team sales budgets, market strategy, and quota objectives. Secured new revenue streams by creating mobile showrooms for sales representatives to showcase equipment directly to clients. Implemented benchmark sales management processes.
- Market Expansion: Created served market strategy targeting new business opportunities and untapped markets within state, local, and K-16 sectors.
- Accomplishments: Recognized nationally for securing multi-million dollar, multi-year contracts with Anheuser Busch, Continental Airlines, Baker Hughes, Dow Chemical, and NASA. Received multiple President Club Awards.
District Sales Manager
Xerox Corporation
Houston, Texas
01.1999 - 01.2001
- Led a team of 15 major accounts sales executives. Developed and implemented strategic plans to market Xerox digital products and services to accounts.
- Revenue Growth: Consistently delivered $34 million annual revenue plan, executed sales strategies that focused on retention of current install base while aggressively attacked competitive install base, implemented disciplined customer contact strategy that targeted and achieved zero losses.
- New business development: Generated new business through individual accountability and disciplined sales management process. Maintained consistent pipeline, focused team on solutions selling and consultative applications selling techniques.
- Staff development: Sourced and secured sales executives for geographic territories, monitored team performance through skill gap analysis and implemented training and development programs.
- Major accomplishments: Reduced sales turnover rate by 25% while increasing number of sales reps exceeding 100% of quota. Achieved Presidents Club status with 90% of team in 1994 and 1995 and earned Presidents Club recognition in 2000 and 2001.
Business Development Manager
Xerox Business Services, Xerox Corporation
Houston, TX
01.1996 - 01.1999
- New Business Development: Initiated and led sales strategy for outsourcing offerings for Houston, San Antonio and Austin TX, drove internal strategies to change product centric sale force to a service centric model, substantially expanded newly managed accounts by educating sales force on identifying outsourcing opportunities.
- Revenue Growth: Increased year over year team performance by 300% during second year and 400% during third year. Exceeded revenue and unit targets for both new business and annuity revenues.
- Market Expansion: Developed marketing campaigns instrumental in securing additional business from both existing and new business clients.
- Established organization mission, vision, goals, and objectives; built sales and support infrastructure and work processes, achieving financial goals with 98% customer satisfaction. Aligned sales and support performance metrics with corporate objectives, fostering culture of accountability and continuous improvement.
- Recruited and built high-performing Senior Sales Executive team to market and sell outsourcing services to C-level executives at top 100 companies in Houston, TX; executed account strategy and presented value proposition.
- Accomplishments: In 1998 won largest managed services contract in the nation - Dow Chemical $450 million dollars, Achieved Presidents Club 1997, 1998
District, Systems Sales Manager
Xerox Corporation
Tysons Corner, VA
01.1993 - 01.1996
- Revenue Growth: Delivered over $58 million dollar revenue plan, planned sales strategies, developed and maintained sales campaigns and budget, implemented Leadership Through Quality practices for continuous improvement gains.
- New Business Development: Generated new business through a disciplined sales management process involving detailed territory analysis and prioritization of opportunities into four quadrants, maximizing focus on high-return opportunities while minimizing resource expenditure.
- Recruited, hired, trained, and developed a team of 25 systems sales executives, 12 technical sales support analysts, and 2 technical support managers across MD, Northern VA, Delaware, and Pennsylvania.
- Staff Development: Sourced and secured top sales talent for geographic territories, monitored performance, and enhanced team effectiveness through skill gap analysis and targeted training, fostering a culture of continuous learning and development.
- Major Accomplishments: Reduced sales turnover rate by 25%, increased number of sales reps exceeding 100% of quota, and achieved Presidents Club status in 1994, 1995, and 1996, with 90% of the team reaching Presidents Club in 1994 and 1995.
General Manager
Xerox Corporation
Leesburg, Virginia
01.1989 - 01.1993
- Directed all daily operations and oversaw activities for Sales Learning Organization impacting the career development and performance improvement for over 20,000 sales professionals in U.S. and Canada. Core areas of responsibilities included learning requirements and strategy, curriculum design and development and program delivery and deployment. Served on senior leadership team to devise long-term strategies and program objectives. Supervised staff of 22 and administered $15 million budget.
- Developed and implemented sales strategies to enhance team performance and drive revenue growth.: Championed the development and implementation of new consultative and strategic sales model for direct selling. Model was adopted as standard throughout United States and Pacific Asia.
- Developed leadership training program to prepare instructors for future sales management roles.: Conceived and developed “The Xerox Leesburg Leadership Academy” - designed to develop leadership skills and prepare instructors returning to their Districts to assume first line Sales Management positions (100% of Sales Instructors returned to field as Sales Managers).
- Implemented cost containment strategies reducing program expenses from exceeding budget by 20-25% to within 10% of projections through new financial tools and tracking mechanisms. Managed vendor acquisition, selection, and training delivery.
- Identified learning gaps in staff development and secured management approval to expand training modules, resulting in improved individual performance and increased employee retention.
- Collaborated with HR to restructure organizational titles and pay scales.
Manager, Advanced Marketing
Xerox Corporation
McLean, VA
01.1987 - 01.1989
- Influenced government bids and specifications, securing Xerox’ role in advanced marketing and sales for Federal Civilian and Department of Defense agencies.
- Led teams to implement operational strategies across multiple service lines.
- Managed project timelines to ensure timely delivery of services.
- Coordinated cross-departmental collaboration for process improvements.
Major Account Manager, Printing Systems
Xerox Corporation
Arlington, Virginia
01.1983 - 01.1987
- Promoted and marketed electronic printing systems to large data centers, developed targeted marketing strategies, and conducted sales presentations to Federal Civilian and Department of Defense agencies, resulting in consistent recognition in Presidents Club from 1983 to 1986. Achieved Presidents Club 1983, 1984, 1985 and 1986.
- Developed strategic sales plans to drive account growth and retention.
- Cultivated strong relationships with major clients to enhance account satisfaction.
- Coordinated cross-functional teams to ensure seamless service delivery for clients.
Education
B.S. - Finance
University of Baltimore
Baltimore, MDGraduate Studies -
Marymount University
Arlington, VASkills
- Sales leadership
- Business development
- Strategic planning
- Operational strategy
- Market analysis
- Customer relationship management
- Organizational development
Timeline
Business Owner/Management Consultant
Nehemiah Consulting Group
01.2005 - Current
Region Sales Manager
Xerox Corporation
01.2001 - 01.2005
District Sales Manager
Xerox Corporation
01.1999 - 01.2001
Business Development Manager
Xerox Business Services, Xerox Corporation
01.1996 - 01.1999
District, Systems Sales Manager
Xerox Corporation
01.1993 - 01.1996
General Manager
Xerox Corporation
01.1989 - 01.1993
Manager, Advanced Marketing
Xerox Corporation
01.1987 - 01.1989
Major Account Manager, Printing Systems
Xerox Corporation
01.1983 - 01.1987
B.S. - Finance
University of Baltimore
Graduate Studies -
Marymount University
AWARDS
Multiple President Club Awards, Team Excellence Award for Quality and Continuous Improvement, Xerox Corporate Award for Quality, Top Ranked Manager for Employee Motivation & Satisfaction Survey, Certified in Conversational Intelligence Coach
Personal Information
Title: Director / Vice President / Region Vice President Business Development / Leadership Development
AWARDS
Multiple President Club Awards, Team Excellence Award for Quality and Continuous Improvement, Xerox Corporate Award for Quality, Top Ranked Manager for Employee Motivation & Satisfaction Survey, Certified in Conversational Intelligence Coach