Richard Shields
Miami Lakes,Florida
Summary
To obtain a position where I can maximize contributions in budget achievement, program development, sales expansion, and team development. I have earned experience and have maintained a successful track record in leading a sales Region in Digital Production Solutions and Hardware sales. I have practical experience in Label and packaging workflow environments.
I am a dedicated high-energy hand on professional with a successful record of accomplishment in Sales Management leading a Production Print Team. A proven leader with top tier achievement in exceeding budget expectations consistently. A focused practitioner and technical advocate enrolled to advance the Standards in Digital Label Press, packaging, and embellishment solution sales. Successfully communicates with various levels in an organization demonstrating strong presentation skills with an advanced understanding of financial concepts, technologies, and Production Print workflow improvements. Adept in performing within dynamically changing environments requiring focused decision-making.
Overview
34
34
years of professional experience
1
1
Certification
Work History
Konica Minolta Production Print Region Specialist
Konica Minolta
08.2011 - Current
- Area of expertise is high volume digital production solutions for Central Reprographic Departments, Data centers, Variable data printing solutions, and Business Process Re-engineering
- Well versed Facilitated all training and reporting for Production tracking and development Follows a 12-step process for account advance, research, initial engagement through referrals 158% FY 2021 year-end sales achiever 152% FY 2015 year-end sales achiever- Presidents Club FY-2014, Number One Ranking in Florida, Southeast Region for sales of production solutions hardware FY 2014, Number 2 National Ranking in new sales and business development for commercial print Supported all aspects of Sales process in Label Press Sales and Accurio One Sales for South Florida
South Region Sales Manager, PPBG-Ricoh
Ricoh
04.2003 - 07.2011
- I grew my assignment to be responsible for the strategic business development of the production print product portfolio in Florida, Texas, Oklahoma, Louisiana, and Georgia
- I manage a minimum of 9 Production Print Sales Specialists, each overlaying a Market Area for production print business locations to total 21 Ricoh branch offices in 5 States
- I lead our team culture of consistent achievement for new account development and sales revenue
- I led my sales Team to over quota achievement every year
- Responsible for hiring, training and the development of these Specialists as well as ongoing production print and related solutions revenue forecasting and sales performance
- Specialties in: Sales Leadership/Coach, Strategic Planning, Sr
- Level Relationships, And Forecast Accuracy
- Building Sales Pipelines, direct and advance opportunities through a proven strategic process and closing them when forecasted
- Managed 9 production sales professionals in 21 Ricoh office locations nationally Maintained full responsibility for sales budget of $10.2+million with consistent achievement Hired, trained, and maintained a full head count of elite high-performance sales professional Authored and implemented successful team guidelines between engineering analysts and sales professionals for common sales achievement goals, increased team communication success and professionalism which increased closing ratios and overall productivity.
General Sales Manager
RH Donnelley
01.2000 - 01.2003
- Start-up Company: responsibilities for this RH Donnelley owned company; (Get Digital Smart) included all operational and physical aspects of opening a new initiative
- Accomplishments Include: Recruited, complete sales force of 17, hired 7 support and fulfillment engineers, promoted 2 district managers through mentoring resulting in all sales achievement being 140% rated against corporate business plan Prepared regular briefing reports for senior management at RH Donnelley including Frank R
- Noonan, Chairman and Chief Executive Officer.
- Motivated team members to meet and exceed objectives by setting goals, tracking performance on daily basis and implementing improvement strategies.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
Branch/General Sales Manager
Toshiba America Corporation
01.1991 - 01.1999
- Responsible for over 40 reports and all account retention and acquisition Copyco Inc
- Was a start-up company that we built from inception to the largest Toshiba Dealer Division in America
- Branch sales quota achievement 129% average annually over 7 years
- In the field on a rotating basis with all managers and major production reps to close business
- Built new sales teams and expanded annual sales base from $250K annually to $9.2Million Increasing sales division in Miami/Dade marketplace to achieve three consecutive business plan goals which allowed for expanded office space from 2,400 square feet to 30,000 square feet Expanded existing market share to include a 55% increase in major account sales
- Developed the opportunity to hired, train and maintained a sales force starting from 1- satellite office with 8 employees to a self-contained branch facility with 97employees, 3-sales managers, telemarketing department, service warehouse and delivery generating 9.2 million in new sales annually with 30% annual increase
Education
Strategic Management/Finance
Kent State University
Skills
- Understanding not limited to: EFI-Fiery Central, Objectif Lune, Printshop Mail, Planet Press/Capture, Direct Smile, DSF, EFI- Micropress, Darwin, MPI, Sequence Impose- Compose, RSA, QDirect, WebCRD, Prism Suite AFP Conversion, Free Flow, DocuSP, PRISMA production Server, Free Flow etc ns
Certification
- Certified Document Imaging Architect CDIA+
- Acclivus Sales NegotiationTM / R3 Sales Negotiation
- Acclivus Strategies MAPS
- R3 Sales Excellence
- Leadership Essentials – Bluepoint
- Leader as Coach - Bluepoint
- AIIM Business Process Management Specialist (BPMs)
- Pragmatic Marketing, (PMC-I)
Timeline
Konica Minolta Production Print Region Specialist
Konica Minolta
08.2011 - Current
South Region Sales Manager, PPBG-Ricoh
Ricoh
04.2003 - 07.2011
General Sales Manager
RH Donnelley
01.2000 - 01.2003
Branch/General Sales Manager
Toshiba America Corporation
01.1991 - 01.1999
Strategic Management/Finance
Kent State University
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