Edwin X. Sánchez
Summary
Globally competent, dynamic and focused professional, with extensive experience in leading business operations while driving corporate growth and revenue beyond established goals and expectations. Analytical problem-solving and negotiation skills, with the skill sets to formulate strategic business solutions to effect dramatic improvements in business efficiency. Enthusiastic manager, adept at managing, building, and leading multidiscipline teams toward successful attainment of objectives. Polished communicator with bilingual fluency in English and Spanish. Specialties: Startups, Channels/VARs, System Integrators, Production Ink equipment, Cloud Computing, Data Center & Managed Services, Wireless & Mobility, Compliance & Security, Networking, Transport, Consulting Servicers & Outsourcing, Microsoft partner services and offerings, Amazon Web Services - Azure. Years of experience achieving revenue growth and expanding market share.
Overview
33
33
years of professional experience
1
1
Certification
Work History
Professional Sales Consultant
Professional Sales Consultant
11.2011 - Current
- Lean Six Sigma Green Belt Consultant leveraging 20 years of practical experience building revenue streams, high-performing sales teams, and go-to-market strategies for Fortune 1000 companies across multiple industries.
- Draws on consistent history of launching new offerings in competitively tight verticals to effectively lead new strategic efforts for companies of all sizes. Most effectively, brings a combination of Lean Six Sigma process and rigor combined with start-up mode energy to deliver value throughout my engagements.
- Proven track record of annual revenue growth and profitability.
- Leverages diverse, cross-trained, background in sales, marketing, business operations, IT operations, enterprise software, partner programs and product development to deliver value in every assignment.
- Specialized in rapid assessment and strategy deployment fused with Six Sigma process-perfecting principles.
- The results are realized specifically in the areas of building and leading top-flight sales teams, driving measurable business results, marketing and product re-positioning, two-tiered selling models, leadership development and cross-organizational process sharing and team building.
- Building relationships and developing support organizations within the System Integrators, Financial, Federal, State & Local, Graphic Arts/Publishing, K-12, Higher Education, Manufacturing and Entertainment & Media, Channel, VARs and Distributors markets.
- Career spans into software (SAP, SAAS, Extream, Docuware, etc.), Cloud, network design and consulting, computer systems implementation, sales management, channel management, and sales operations.
Member Growth Consultant
Dedicated Senior Medical Center
01.2020 - Current
- Nurture, build and cultivate direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round.
- Meet with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition.
- Plan, coordinate and execute local events within the community (e.g., information tables, health fairs, doc talks, etc.) to help reach our ideal patients (i.e., medically underserved, Medicare-eligible seniors, age 55 and older).
- Cultivate strong relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers, and related community providers to keep Dedicated Senior Medical Centers as their top provider choice for senior healthcare when referring patients to a primary care physician.
- Partner with community officials, businesses, and senior outreach programs to develop initiatives that will appropriately drive new patient growth.
- Schedule one-on-one sales meetings, referral relationships with Plan agents, independent brokers and the senior community to delivers solutions on immediate customer requests.
- Manages vendors as related to event planning and negotiating contracts with venues where events are taking place.
- Ensures insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/JenCare Medical Centers.
- Leverage marketing and sales tools to identify solutions and sell to new customers.
- Maintain up-to-date client information in designated customer relationship management (CRM) tool (i.e., SalesForce).
- Utilize CRM tool to document interactions with clients and ensures effective management of leads.
- Provide monthly activity calendar reflecting community access points and new tabletop venues.
- Creates penetration plans and initiatives in key target markets and channels.
- Recover dormant customers via sales tools and marketing campaigns.
- Drive new member growth by appropriately educating potential patients on our value proposition and healthcare model.
- Deliver prescribed presentation in front of large audiences.
- Develop all distribution channels to support new patient enrollment growth.
- Use all sales tools provided to ensure efficiency and collection of pertinent data.
- Partner with sales leadership to improve effectiveness of engagements with distributors, vendors, and community partners.
- Build a trusting relationship with brokers/insurance agents/case workers/third party vendors associated with seniors.
- Develop and executes specific broker and partner strategies and plans.
- Engage with new patients through and beyond their first appointment.
- Maintain relationships with enrolled patients to positively impact retention.
- Helps address and resolve customer complaints and issues.
Director of Sales & Channels
JDL Group Inc.
01.2016 - 12.2020
- In charge of Sales, Marketing & Channels Globally.
- Building profitable sales teams and channels to establish ourselves, as subject matter experts within our industry.
- Strategic Consulting, including business plan & sales strategy development.
- Delivering custom solutions to enable an organization to leverage and increase the utilization of IT resources, enable operational efficiencies and reduce capital expenditures.
- Developed sales guidelines, pitches and programs.
- Collaborating with marketing to develop assets for campaigns (digital & physical), commercials, and original live events.
- Implemented several structural programs with upper management to increase efficiency and transparency within internal work environment.
- IT simplified - One vendor, one solution
Director of Sales
Toshiba Corp
11.2011 - 10.2012
- Increased business unit billings 400 % from $3M to $12M within 10 months of operations.
- Directed the operations of eight branch managers with eight designated representatives, two color production specialists, and two IT system architects.
- Reformulated and executed strategic district business solution selling strategies to align the regional business plan with short- and long-term corporate objectives.
- Negotiated and implemented vendor contracts with various lending institutions within the US.
Senior Federal Consultant
Hewlett-Packard
09.2009 - 11.2011
- As part of a two-person sales team, delivered an annual increase of 200% corporate revenue from $16M to $32M, as well as in boosting revenue and market share by 8% in the first year of service.
- Consulted with HP business partners to implement a new fully managed printing solution, Extream ArchSight software (SIEM, SAP, SAAS, Stealth Solutions).
- High volume equipment – Indigo - Played a key business-partner role by facilitating high-level meetings with Tier One System Integrator companies, including General Dynamics, Lockheed Martin, Raytheon, BAE, CACI, Northrop Grumman and HP partners: CSC, Pharos, CDW, and Colamco.
Global Sales Manager
Xerox Corp
11.1997 - 09.2009
- Took charge of managing terms and conditions for all new contracts within United States, as well as presentations, requests for proposal (RFPs), requests for quotation (RFQs), requests for information (RFIs), interviews, meetings, seminars, proposals, customer entertainment, and open houses.
- Took active involvement during meetings with primary decision makers, as well as state and local, federal, major accounts, graphic arts, high volume equipment, higher education, K-12, financial institutions, legal, and healthcare industry personnel.
- Earned distinction for achieving the President’s Club and Par Clubs.
- Gained the Xerox Achievement Award in 2007, 2008, and 2009 as the top 1 Global Sales Team in the Eastern Region.
- Received the “Beacon of Light” award for exemplary performance.
- Demonstrated keen expertise in growing billings from $20M to $52M within three years of operations.
Regional Sales Manager
Oxford Health Plans
03.1993 - 11.1997
- Managed District Managers & Sales Reps in NY, NJ & CT.
- Managed individual and group cases related to the enrollment and/or conversion of Medicaid coverage.
- Developed / implemented Sales/Business & Marketing strategies to acquire new customers and retain existing members.
- Set individual & state-wide sales objectives.
- Formulated plans to expand business & revenue growth.
- Assisted Community Relations department in setting up meetings and Health fairs; organized and conducted information presentations at Community based organizations; continuous client outreach and provision of services.
- Resolved problems and discrepancies to provide meticulous & consciences service, to our providers and members.
- Cross-trained with Provider Relations/Network Development & Medical Management departments.
- Provider Relations, Contract negotiations, Training and Recruiting.
Education
Bachelor of Science - Forensic Psychology
City University of New York John Jay College of Criminal Justice
Skills
- Solution Selling
- Consulting
- Enterprise Software
- Project Management
- SaaS
- Managed Print Services
- Professional Services
- Channel Partners
- Team Management
- CRM
- Account Management
- Computer Hardware
- Software Documentation
- Strategic Planning
- System Integrators
- Sales Process
- Business Development
- Federal Government
- State Government
- SAP
- Strategic Partner Relations
- Reseller/VAR Networks
- Software
- Graphic Arts
- Cloud Storage
- Outsourcing Strategy
- Sales Operations
- Big Data
- Localization
- BPO
- Direct Sales Management
- Sales
- New Business Development
- Leadership
- Strategic Partnerships
- Sales Management
- Salesforcecom
- Software as a Service (SaaS)
- Customer Relationship Management (CRM)
- Microsoft partner services
- Amazon Web Services
- Azure
Certification
- APSS - SME Communications, APSS100038XXXX, 2015-04-01, 2017-04-30
- APSS - Scopia Solution, APSS140138XXXX, 2015-04-01, 2017-04-30
- APSS - Contact Center Solutions for IP Office, APSS100100XXXX, 2015-04-01, 2017-04-30
- APSS - Networking, APSS130038XXXX, 2015-04-01, 2017-04-30
- APDS - Scopia Solution, APDS230137XXXX, 2015-05-01, 2017-05-31
- Lean Six Sigma Green Belt, Xerox, 2007-04-01
Languages
English
Spanish
Portuguese
Hobbies and Interests
- Family
- New Technologies
- Mentoring
- Boxing
- Martial Arts
- Basketball
- Photography
- Traveling
- Musician - Percussionist (Congas)
Timeline
Member Growth Consultant
Dedicated Senior Medical Center
01.2020 - Current
Director of Sales & Channels
JDL Group Inc.
01.2016 - 12.2020
Professional Sales Consultant
Professional Sales Consultant
11.2011 - Current
Director of Sales
Toshiba Corp
11.2011 - 10.2012
Senior Federal Consultant
Hewlett-Packard
09.2009 - 11.2011
Global Sales Manager
Xerox Corp
11.1997 - 09.2009
Regional Sales Manager
Oxford Health Plans
03.1993 - 11.1997
Bachelor of Science - Forensic Psychology
City University of New York John Jay College of Criminal Justice