Lori Kaye
Holland,PA
Summary
- Consistent year-over-year over-achievement of sales quotas.
- Experienced outside sales professional resulting in recognition as top producer.
- Highly respected self–starter with tenacity, enthusiasm and “never say never” attitude.
- Proven track record of establishing relationships with C-Level Executives.
- Established track record of succeeding while working strategically, independently and consistently exceeding sales goals.
- Technical Proficiency with Microsoft Office, Salesforce, Compass (Sherpa).
- Results-driven sales professional with a proven track record in the dynamic realms of Software as a Service (SaaS) and Cloud Services
Overview
27
27
years of professional experience
1
1
Certificate
Work History
Major Account Executive
Atlantic Tomorrow's Office
10.2021 - Current
- Responsible for growing Major Account market share in Greater Philadelphia
- Employing consultative approach to assess workflows, print output, and technology initiatives.
- Utilized comprehensive assessment process to analyze and measure core organizational areas, ensuring genuine workflow optimization and cost containment.
- Played key role in overseeing Managed IT services and implementing cybersecurity solutions to ensure data integrity and protection.
- Proactively engaged in prospecting activities and successfully closed new Major Account clients, contributing to business growth
- Proven track record of establishing relationships with C-Level Executives.
- Grew new customer relationships and revenue through sales of Office Technology products and managed IT services.
- Achieved sales goals and service targets by cultivating and securing new customer relationships
Major Account Executive
Stewart Business Systems, a Xerox Company
01.2015 - 01.2021
- Responsible for closing, growing and managing Major Accounts in Greater Philadelphia Area
- Providing true consultative approach to examine workflows, print output and overall technology.
- Implemented integrated reporting tools to provide actionable guidelines for aligning technology with business process initiatives.
- Demonstrated proactive involvement in identifying and pursuing new Major Account clients through strategic prospecting efforts.
- Effectively sealed deals, significantly enhancing business growth and expansion.
- Consistent year-over-year over-achievement of sales quotas
- Experienced outside sales professional resulting in recognition as top producer.
- Highly respected self–starter with tenacity, enthusiasm and “never say never” attitude.
- Established track record of succeeding while working strategically, independently and consistently exceeding sales goals.
- Closed complex sales with transaction value of $1 Million
- Built relationships with customers and community to establish long-term business growth.
Major Account Executive, Mid-Atlantic Region
Ricoh USA/IKON Office Solutions
01.1998 - 04.2014
- Market high-volume office equipment, electronic document management software and scanning solutions to Fortune 500 companies and other firms in the Philadelphia area
- Tasked with cultivating new major accounts in large territory through generating leads, closing deals and providing value-added customer service
- Analyze complex customer issues and create the value needed to close multi-million dollar accounts
- Create and deliver presentations to senior-level executives, including CFO’s, Vice Presidents of Finance, CIO’s and high-level decision makers
- Provide consultative services to customers including problem-solving and follow-up care.
Account Manager, Mid-Atlantic Region
Ricoh USA/IKON Office Solutions
08.1996 - 01.1998
- Managed 2,000 accounts in Bucks County, Camden County and Burlington County
- Secured new clients by delivering effective sales presentations and proposals to corporate customers and business owners
- Created individualized output solutions based on in-depth appraisals of clients’ needs, budget and goals
- Consistently overachieved annual quota and was promoted to Major Account Executive.
Education
BA, Hotel Restaurant Institutional Management -
Johnson And Wales University
Providence, Rhode IslandSkills
- New Business Development
- Reference Selling
- B to B Sales
- Solution Selling
- Goal Setting and Achievement
- Relationship Building
- Document Management
- Strategic Account Development
- Social Media Savvy
- Sales Process
- Price Structuring
- Contract Negotiation
- Customer Engagement
- Sales Contracts and Agreements
Certification
Social Selling Boot Camp Certification
Quote
The person who says it cannot be done should not interrupt the person who is doing it.
Chinese proverb
Timeline
Major Account Executive
Atlantic Tomorrow's Office
10.2021 - Current
Major Account Executive
Stewart Business Systems, a Xerox Company
01.2015 - 01.2021
Major Account Executive, Mid-Atlantic Region
Ricoh USA/IKON Office Solutions
01.1998 - 04.2014
Account Manager, Mid-Atlantic Region
Ricoh USA/IKON Office Solutions
08.1996 - 01.1998
BA, Hotel Restaurant Institutional Management -
Johnson And Wales University
Sales Figures And Awards
- 2019, $1.3 Million, 145%, President’s Club Winner
- 2018, $1.25 Million, 140%, President’s Club Winner
- 2017, $1.24 Million, 138%, President’s Club Winner
- 2015, $1.295 Million, 185%, Presidents Club Winner
- 2015, Rookie of the Year Award
- 2013, $1.275 Million, 142%, Million Dollar Circle of Excellence
- 2010, $1.2 Million, 133%, Million Dollar Circle of Excellence
- 2009, $1.6 Million, 178%, Million Dollar Circle of Excellence
- 2006, $1.1 Million, 123%, Million Dollar Circle of Excellence
- 2005, $900,000, 150%, VIP Award for Outstanding Finance Volume
- 2004, $900,000, 150%, VIP Award for Outstanding Finance Volume
- 2003, $750,000, 179%, VIP Award for Outstanding Finance Volume
- 2002, $1.4 Million, 233%, Million Dollar Circle of Excellence
- 2001, $1.7 Million, 292%, Million Dollar Circle of Excellence
- 2000, $1.3 Million, 217%, Million Dollar Circle of Excellence
- 1999, $1.1 Million, 183%, Million Dollars Circle of Excellence
- 1998, $1 Million, 167%, Pinnacle Club
- 1997, $800,000, 134%
- 1996, $750,000, 179%, Presidents Club Winner, Rookie of the Year
Sales Figures And Awards
- 2019, $1.3 Million, 145%, President’s Club Winner
- 2018, $1.25 Million, 140%, President’s Club Winner
- 2017, $1.24 Million, 138%, President’s Club Winner
- 2015, $1.295 Million, 185%, Presidents Club Winner
- 2015, Rookie of the Year Award
- 2013, $1.275 Million, 142%, Million Dollar Circle of Excellence
- 2010, $1.2 Million, 133%, Million Dollar Circle of Excellence
- 2009, $1.6 Million, 178%, Million Dollar Circle of Excellence
- 2006, $1.1 Million, 123%, Million Dollar Circle of Excellence
- 2005, $900,000, 150%, VIP Award for Outstanding Finance Volume
- 2004, $900,000, 150%, VIP Award for Outstanding Finance Volume
- 2003, $750,000, 179%, VIP Award for Outstanding Finance Volume
- 2002, $1.4 Million, 233%, Million Dollar Circle of Excellence
- 2001, $1.7 Million, 292%, Million Dollar Circle of Excellence
- 2000, $1.3 Million, 217%, Million Dollar Circle of Excellence
- 1999, $1.1 Million, 183%, Million Dollars Circle of Excellence
- 1998, $1 Million, 167%, Pinnacle Club
- 1997, $800,000, 134%
- 1996, $750,000, 179%, Presidents Club Winner, Rookie of the Year