Jeffrey McCallion
Manchester,NH
Summary
Passionate and enthusiastic sales professional with 25 years of experience specializing in acquiring net-new business. Proven track record in selling directly to the financial, manufacturing, and distribution verticals. Possesses a comprehensive understanding of deal-based finance concepts and their application to the financial decisions of business leaders. Consistently recognized as a top producer, generating over $1M in gross margin annually, both in direct sales and management roles.
Overview
23
23
years of professional experience
Work History
Director of Sales
PIF Technologies
04.2019 - Current
- Generated $1.3M revenue ($900k quota) in 2023; Generated $1.6M ($1.1M quota) in 2024; all Net-New Business
- Directly supported accounts such as Kraft Group, Vineyard Vines, Gulf Distributing, Heilind Electronics, and Invictus Capital
- Responsible for prospecting, creating account strategies, managing sales process, and presenting the PiF portfolio of Business Process Automation Solutions (AP Automation, IDP, and RPA) to C-Level executives
- Worked closely with Marketing and BDR team to orchestrate prospecting cadence
- Consistent sales performance across multiple vertical markets
- Established pricing strategies to maintain competitive pricing and maximize profits.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
Director of Sales
Solect Energy
04.2016 - 04.2019
- Close $1Million+ in Gross Profit annually
- All Net New business
- Attend 5-8 onsite meetings per week with C-Level decision makers in the C/I space
- Acquire 25 new clients per year
- Deliver and execute against quarterly forecasts, ensure bi-weekly updates provided to the Director of Sales are completed timely
- Work closely with Inside Sales to qualify prospects that lead to $6 million in pipeline contribution per quarter, $30 Million+ annually (5x bookings goal)
- Extensive knowledge of energy markets including solar, energy efficiency, and energy management, this includes the federal and state incentive programs
National Solutions Consultant Education Vertical
Ricoh Americas Corporation
06.2011 - 04.2016
- Annually generated $750k in Gross Margin and $1.8M in Revenue through expansion of existing account base and acquiring net-new business
- Supported the Higher Education / K-12 account executives in accounts such as Harvard, Brown and BU to promote Ricoh’s Managed Services portfolio
- Provided Business Process Automation solutions, Consulting, IT Services and document management software
- Educated assigned sales teams on positioning Ricoh's Document Management, Business Process IT and Consulting Services to drive competitive differentiation
- Created and delivered C-Level presentations
- Participated in Account Planning Sessions for Area Major/Strategic Accounts
- Achieved Chairman’s Club status FY2013 – Top 6 out of 250 SSC in the Country
Sales Manager
Ricoh Americas Corporation
04.2009 - 06.2011
- Exceeded 2010 Revenue Goal of $3.7 million and Achieved 108% of plan for GP quota in fiscal year 2010
- Increased team’s performance 22% relative to revenue plan YOY by focusing team on Net New account penetration
- Coached, trained and reviewed with individual sales representative their progress in achieving individual and team revenue targets and assisted them in their career planning
- Client base was comprised of Small to Medium sized businesses
- Aligned sales professionals’ approach to customer acquisition and retention with Ricoh's strategic direction
- Participated in fiscal year business planning
- Facilitated communication between team and marketplace and worked with appropriate internal staff to resolve customer satisfaction issues
Senior Account Manager
PIF Technologies
05.2006 - 04.2009
- Generated $600K in Gross Margin per year and $1 Million in Revenue; all Net-New Business
- Captured 45-60 new customers annually over a 3 year period
- President’s Club 2007 and 2008
- Presented C-level demonstrations of DocSTAR software in a boardroom setting throughout New England
- Worked with Owner/Operator in Commercial environment to design specific document management solution and gain approval for $40k transaction during first appointment
- Consistent sales performance across multiple vertical markets
- Mentored and trained all new Sales Associates
Senior Account Manager
IKON Office Solutions
10.2003 - 05.2006
- Generated $315k in Gross Margin and $900k in Revenue through expansion of existing account base and acquiring net-new business
- Proposed customer-specific workflow solutions incorporating “best of breed” offerings, i.e
- Hardware/software
- Experience with configuring and showing value of lease financing
- Managed customer accounts to ensure satisfaction
- Demonstrated consistent sales performance across multiple customer industries/vertical markets
- Received extensive product training in order to provide detailed demonstrations to potential clients
- Multiple winner of statewide Representative of the Month
Enterprise Account Executive
Elite Computer Solutions
10.2001 - 10.2003
- Generated $150k in Gross Margin and $600k in Revenue through extensive phone work with existing clients and cold-calling net-new opportunities
- Inside Sales Account Manager for Enterprise accounts such as CitiGroup & CarMAX
- Provided HP UNIX Class servers and workstations
- Responsible for technical configuration of hardware solutions
- Responsible to educate clients on Support/Service offerings
- Demonstrated consistent sales performance across multiple industries/vertical markets
- Achieved HP Star Certification
- Exceeded Revenue Goal for three consecutive years
- Attended and presented at industry trade shows
Education
Keene State College
Skills
- Sales leadership and training
- Sales funnel management
- Cold calling
- Sales strategy development
- KPI analysis
- C-level Sales presentations
- Solution selling
Timeline
Director of Sales
PIF Technologies
04.2019 - Current
Director of Sales
Solect Energy
04.2016 - 04.2019
National Solutions Consultant Education Vertical
Ricoh Americas Corporation
06.2011 - 04.2016
Sales Manager
Ricoh Americas Corporation
04.2009 - 06.2011
Senior Account Manager
PIF Technologies
05.2006 - 04.2009
Senior Account Manager
IKON Office Solutions
10.2003 - 05.2006
Enterprise Account Executive
Elite Computer Solutions
10.2001 - 10.2003
Keene State College
Similar Profiles
Katharine CusackKatharine Cusack
Software Account Executive at PiF TechnologiesSoftware Account Executive at PiF Technologies
Ahmed Noaman Abd-ElmagidAhmed Noaman Abd-Elmagid
Quality Control Manager at SAWANI-PIFQuality Control Manager at SAWANI-PIF
Mohammad Kashif Mohammad Kashif null
ELV Engineer at The National Security Services Company ( A PIF ENTITY)ELV Engineer at The National Security Services Company ( A PIF ENTITY)
Yusuf UrayYusuf Uray
Sales Representative at DaBellaSales Representative at DaBella
Thomas Richard GrantThomas Richard Grant
Lead, CNC Machine Operator III at Sig SauerLead, CNC Machine Operator III at Sig Sauer