LOUIS FERNANDEZ

• Responsible for quarterly and annual targets achievements by product line (inkjet, sheet fed, workflow, finishing, wide format).
• Establish pipeline coverage goals (e.g., 3–4x quota) and monitor funnel health by stage.
• Define rep activity KPIs: weekly prospecting calls (e.g., 40+), qualified opportunities per month (e.g., 6–8), demos/POC scheduled, proposals submitted, and RFP responses.
• Coach reps on consultative selling, value propositions, ROI selling, and competitive positioning; conduct weekly deal coaching and pipeline reviews.
• Require timely CRM updates, accurate forecasting, and standardized opportunity documentation for deal transparency.
• Implement demo kits, ROI calculators, proposal templates, and competitive battle cards to accelerate sales cycles.
• Design incentive plans to boost production solution adoption and rep participation.
• Coordinate cross functional resources (service, operations, marketing, finance) for proposals, pricing, installations, and customer onboarding.

• Created customer acquisition programs targeting net-new clients.
• Managed national accounts and Commerical Print Account for Production Sales, Overlay Support and Direct Sales.
• Joint-call plans and scheduled ride-alongs for complex opportunities to increase the production pipeline.
• Product demo kits and standardized demo scripts.
• Sales playbooks with messaging and objection handling.
• Targeted account/territory plans and prioritization lists.
• Regular pipeline reviews and production sales coaching sessions
• Training sessions (product, value selling, RFP response) and quick reference cheat sheets

• Develop territory and account plans targeting commercial printers, national accounts, and state/local government buyers.
• Prospect and qualify production sales opportunities; build and maintain pipeline in CRM.
• Respond to RFIs/RFPs and prepare tailored proposals, pricing, and commercial terms for production sales.
• Manage national and key government accounts; navigate procurement and compliance requirements.
• Train, mentor, and enable reps on product features, solution positioning, and sales approach.
• Drive rep participation by setting production sales targets, running pipeline reviews, and tracking performance metrics.
• Achieved President's Club and Blue Diamond Award for outstanding sales performance.
• Earned Top National Director Award two consecutive years for leadership in driving sales initiatives.

· Present product demos, ROI analyses, and workflow solutions for production print, direct mail and software solutions.

· Create incentive and engagement programs to increase rep involvement in production sales.

· Lead complex sales cycles: stakeholder mapping, proposal development, negotiation, and custom solutions to help secure deal.

· Coordinate with operations, service, and implementation teams to ensure successful installations and customer onboarding.

· Prepare sales forecasts, reports, and executive updates on production sales performance.