Robert “BJ” Falk
Columbia,USA
Summary
Multi-talented Sales and Operations Management Executive consistently rewarded for success in business development and operational improvements. Troubleshooter. Highly experienced in sales, business development, and national-chain hospitality and restaurant operations management and consulting. Excel in problem solving, region / territory development, management training, and consultative / complex sales, with a strong marketing, operations, and P&L-responsible management background. Proven producer. Possess decades of successful, hands-on Sales, and Sales Support experience. Consistently outperform sales goals and profit targets, some in excess of $100,000,000 annually. Successfully manage, in various roles and vertical markets, to include major/global accounts, commercial print, legal, accounting, manufacturing, insurance, and more. Sales support and specialist roles include document management and workflow, document storage and retrieval; high-volume / variable-data and color print. Success in progressively responsible, region-level Restaurant / Hospitality management positions, many in start-ups / new markets, where ground-up training, marketing, and building a service culture were key future success factors. Seek to combine my sales-building expertise, technical knowledge, and hospitable / approachable style, with my personal commitment to client satisfaction, to achieve both corporate and personal goals.
Overview
29
29
years of professional experience
3
3
years of post-secondary education
Work History
Business Development Director / Asst to CEO
Redemptiv Solutions LLC
West Chester, Ohio
01.2017 - Current
- Serve in multiple capacities, to include Business Development, Project Management, and Executive Assistant (XA) roles. Wide ranging duties. Requires C-Level knowledge, of multiple contracts, and Medical Director functions performed by the CEO.
- Acquired ~$1MM in Investment Properties, in 2 years, resulting in new high-profit lease revenue streams.
- Implemented LCMS / GCMS Lab, in facilities at which the CEO serves as Medical Director, projected to increase revenues by over >$1MM annually.
- Partnered with CEO to develop key workflows/process automations, across multiple organizations and departments. Improved productivity by over 70%, while delivering 100% client satisfaction ratings.
- Saved over $50,000 by researching and implementing cost-saving initiatives. Created fresh new approaches to long-standing problems.
Managing Partner–Multi-Dwelling Unit (MDU)
Cable & Network Companies
Columbia, South Carolina
12.2014 - 01.2017
- Owned and operated an independent sub-contractor organization. Assembled expert team which delivered 100% flawless installations, and on-time service launches.
- Delivered on large-scale cable, internet, and telecom service projects, specializing in MDU (Multi-Dwelling Unit) opportunities. Developed business to a five-unit team within the first year of operation, and drove revenues up 300% over two years.
- Profitably sold holdings, post-TWC/Charter corporate merger, which phased out MDU outsourcing.
Business Development Director -Drug-free Workplace
Redemptis-NDTC, LLC
Cincinnati, Ohio
03.2005 - 12.2014
- Responsible for overall direction, planning, and execution of Business and Services Development, for this start-up medical / testing-services group, Reported directly to CEO / MRO.
- Negotiated partner- and client-service agreements. Developed over 500 TPA user-network of SofTOX Specimen & Document Management software.
- Led Product Launch/Training & Software Development resources, and Creative & Specimen collection staff. Automated testing result solutions. Ensured SofTOX TPA 's ongoing compliance and selected performance metrics.
- Personally drove growth exceeding 20% per year, with national service reach, through close partnerships with accredited SAMHSA labs.
Regional Production Print Services Consultant
Konica Minolta Corporation
Greensboro, North Carolina
04.2007 - 08.2010
- Recruited to provide region level technical- and sales-support, to National & DTS Account Reps, related to Konica Minolta's Production Services Group (PSG) on Production Color & B/W document solutions.
- Drove sales strategies & programs, to exceed $1,500,000 annual budget ('P-Club' qualified within 6 mo.) in this start-up branch. Personal contributor to KMBS Software/Hardware/Services sales.
- Conducted business-analyses (TCO, ROI), and coordinated technical-analysis, to identify clients' challenges, workflow, and critical success factors. Quickly developed close client relations, and internal partnerships.
- Engaged specific product-line experts (SME's), as needed, to develop profitable Production Print solutions for presentation and sale to clients.
- Ranked within the Top 10 nationally in this start-up branch.
- Results were such that 80% of overall branch quota achievement was attained through personal PSG sales.
Regional Sales Support Representative
Ricoh Corporation
Greensboro, Mid-Atlantic Region
10.2003 - 03.2005
- Recruited from DocuWorX to provide Corporate-level Technical and Sales-support, to independent Ricoh Dealers, related to Document Management Software and Storage Systems, with this OEM organization.
- Drove sales strategies & programs, to exceed $12,000,000+ annual budget (always 'Prestige Club' qualified).
- Trained and consulted 200+ sales representatives regionally. Developed #1 Ranked Dealer Nationally.
- Built extensive VAR base (for Ricoh Software/Hardware/Services) throughout the Mid-Atlantic, with Region Manager.
- Quarterbacked specific product-line experts (SME's), as needed.
- Achieved #1 Region ranking annually.
Sr. Business Development & Solutions Consultant
DocuWorX
Greensboro, NC
01.2002 - 10.2003
- Assisted retiring Owner/CEO, in pre-sale transition of Mid-Atlantic region company to new ownership, Adding value, marketing high-end Kyocera-Mita, DocSTAR, and Xerox Document Management / Storage Software Systems.
- Drove sales strategies to exceed $8,000,000+ annual budget, while building Software, Hardware, & Services base within Mid-Atlantic Region.
- Trained and supported junior representatives, in Major Account management skills, while exceeding personal sales objectives. Resulted in 38% improvement in junior rep sales and successful major account-base transition.
- Personally responsible for 70% increase in storage systems sales. Ranked among Top 3 Kyocera-Mita/Xerox Marketing Consultants.
Sr. Solutions Consultant –Network Performance Management
Lucent Technologies-INS/NPG VitalSoft/QIP
Morrisville, Mid-Atlantic Region
11.2000 - 10.2001
- Recruited to market high-end Network Performance and IP-Management software to both Enterprise and Service Provider market-spaces.
- Ranked in Top 3 NPC's nationally every quarter.
- Developed and drove sales strategies via Direct- / Reseller-partnerships, to exceed $20,000,000 annual quota / budget; while building broad software client base throughout the Mid-Atlantic Region.
- Drove all technical / sales resource engagement with SMEs.
- Recognized for consistently delivering above-quota sales contributions, throughout this assignment, which was abbreviated as a result of highly-publicized, corporate reorganization, following the 9-11 disaster.
National/Global Accounts Manager
XEROX Corp
Greensboro, North Carolina
09.1997 - 11.2000
- Recruited, from Minolta Corp., to develop Enterprise- and Service Provider- opportunities for sale and implementation of Document Management Software (DMS) and Digital Storage & Service Solutions (DSS) to major / global accounts.
- Ranked #1 in SE Region Digital Solutions support, often supporting both Dealer and Corporate Sales staff.
- Consistently achieved / overachieved $2,500,000 annual budget (President's Club qualified).
- Directed Business-process and TCO/ROI analyses, to identify clients' requirements and critical success factors.
- Lead pursuit team to successful business acquisition, through creation of new-business development strategies and by providing benchmark solution-implementation to clients.
Digital Imaging Systems Specialist
Minolta Business Systems (BSD)
Miami Lakes, Florida
06.1996 - 09.1997
- Marketed robust, MIMS Digital Imaging Software and Systems to senior executives of major corporations and government agencies.
- Identified and pursued viable, vertical markets; developed sales strategies to penetrate new-business territory. Developed strong client relations and partnerships.
- Consulted with IT and Project Managers to develop and present cutting edge DM/KM solutions for sale to clients.
- Achieved numerous Minolta sales-awards for Highest Percentage of Sales Quota and Salesperson of the Month.
- Ranked within Top 3 DIS Specialists nationally.
- Qualified for 1996 President Club and Super-Achiever awards for outstanding performance.
Education
License - CDCA-ll
State of Ohio
09.2022 - 12.2025
CDIA+ - Certified Document Imaging Architect
M.B.A: Equivalency - Marketing
Americus On-line University
Skills
- Consulting
- Consultative Selling
- Solution Selling
- Teamwork
- Collaboration
- Oral Communication
- Written Communication
- Presentation Skills
- PowerPoint
- Analytical skills
- Excel
- MS Office
- Account Management
- Marketing
- Sales Goals
- Process
- Planning
- Customer Knowledge
- Acquisition
- Qualifying
- Business Acumen
- Business Process
- Business Case Development
- TCO
- ROI
- Resource Management
- Resource Team Leadership
- Business Intelligence Tools
- BI
- Competitive Product Knowledge
- CRM
- Salesforce
- Act!
- GoldMine
- Software
- Hardware
- Workflow
- Network Performance Management
- Digital Imaging
- Document Management
- Cloud Storage
- NPM
- IP
- SLA
- Operations Management
- Project management
Websites
Business Seminars And Training
- SPIN Selling
- Selling to V.I.T.O
- Strategic Selling
- Multiple Specialist Seminars
- Multiple Sales Seminars
- Xerox Document University
- CDIA + (CompTIA)
- CDCA-ll
- QMHS
- KAPSS
Timeline
License - CDCA-ll
State of Ohio
09.2022 - 12.2025
Business Development Director / Asst to CEO
Redemptiv Solutions LLC
01.2017 - Current
Managing Partner–Multi-Dwelling Unit (MDU)
Cable & Network Companies
12.2014 - 01.2017
Regional Production Print Services Consultant
Konica Minolta Corporation
04.2007 - 08.2010
Business Development Director -Drug-free Workplace
Redemptis-NDTC, LLC
03.2005 - 12.2014
Regional Sales Support Representative
Ricoh Corporation
10.2003 - 03.2005
Sr. Business Development & Solutions Consultant
DocuWorX
01.2002 - 10.2003
Sr. Solutions Consultant –Network Performance Management
Lucent Technologies-INS/NPG VitalSoft/QIP
11.2000 - 10.2001
National/Global Accounts Manager
XEROX Corp
09.1997 - 11.2000
Digital Imaging Systems Specialist
Minolta Business Systems (BSD)
06.1996 - 09.1997
CDIA+ - Certified Document Imaging Architect
M.B.A: Equivalency - Marketing
Americus On-line University
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