Thomas P. Ruschel
Pittsburgh,PA
Summary
Accomplished and purposeful Sales Leader with expertise in leading effective strategy, territory management, key account growth, executive management development, and revenue growth in competitive industries. Continual career growth focused on delivering results through operational measurements and performance, creating value for the business. Solid history of success in bringing in new customers, managing revenue streams, and maintaining account relationships. Constantly monitoring competitors and researching market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities enhance ability to drive success.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Director of Sales
Nokomis Incorporated
01.2019 - Current
- As the Director of Sales at Nokomis Incorporated, Thomas developed and managed the SBIR Division while establishing the Sales Department within the organization
- Under his leadership, new business grew by 300% in 2021, 150% in 2022, and 205% in 2023, making the company the top performer in Phase 1 wins in Pennsylvania
- His assertive approach has consistently delivered outstanding results
- Our primary focus and target in this position is positioning our innovative RF low SWAP package to US government entities such as the Space Force, Army, Navy, and Air Force
- Developed and Managed the SBIR Division
- Established the Sales Department within the organization
- The top company in Phase 1 wins in Pennsylvania
- Grew New business by 300% in 2021
- Grew New Business by 150% in 2022
- Grew New Business by 205% in 2023
Area Sales Manager, Western PA, WV, KY
Select Security
01.2017 - 01.2019
- Company Overview: Leading $70M provider of security systems to residential and commercial clients
- As an Area Sales Manager at Select Security, Thomas was responsible for driving revenue for this leading $70M provider of security systems to residential and commercial clients
- He was the architect of an aggressive expansion strategy that expanded operations from 2 branches and 4 sales representatives to encompass 4 new locations
- His outstanding results have generated total annual recurring revenue from all geographical branches of $5.9M combined with $1M in net new revenue in 2018 from installations
- Leading $70M provider of security systems to residential and commercial clients
- Outstanding results, generating total annual recurring revenue from all geographical branches of $5.9M combined with $1M in net new revenue in 2018 from installations
- Engaged in extensive market research to develop insight into business opportunities and the competitive landscape, serving as the foundation for the development of a regional territory plan
- Expanding current locations because of market penetration
- Presidents Club winner 2018-2019
- 112% of the Plan in 2018
- 190% of the Plan in 2019
Director of Sales
Paychex USA
01.2016 - 01.2017
- At Paychex USA, Thomas led four states in the Health and Benefits Division as a Director of Sales
- He was responsible for sales quota attainment of 250% of the plan in 2016 and established a sales process for achievement
- He monitored all sales activity within Sales Force.com and was also licensed as an agent with Health and Benefits
- Led 4 States in the Health and Benefits Division
- Responsible for Sales Quota Attainment of 250% of the plan in 2016
- Established a Sales process for achievement
- Monitored all sales activity within Sales Force.com
- Licensed Agent with Health and Benefits
Director of Sales Great Lakes District
Neopost USA
01.2016 - 12.2016
- As a Director of Sales for the Great Lakes District at Neopost USA, Thomas was responsible for managing P&L and all facets of the operation
- He wrote and maintained the business plan for the GL District while monitoring the Sales Force for best market penetration
- He was also responsible for all territories to achieve 100% attainment
- The sales leader is responsible for the Illinois Suburbs, Chicago (Loop), and Milwaukee
- Managed P&L and all facets of the operation
- Responsible for all territories to achieve 100% attainment
- Wrote and maintained the business plan for the GL District
- Sales Force monitoring for best market penetration
Major Account Regional Manager
Ricoh Americas Corporation
01.2014 - 12.2016
- As a Major Account Regional Manager at Ricoh Americas Corporation, Thomas managed vertical assignments in the Pittsburgh/Cleveland area
- He was a Presidents Club winner in 2014 and 2015 and managed nine Major Account Representatives
- He was responsible for a $7M annual hardware/software quota, achieving 155% plan in 2014 and 134% of the plan in 2015
- He developed and closed 15 new business opportunities with Ricoh software offerings and negotiated and closed 4 new K-12 school system conversions to Ricoh
- He also incorporated Managed Services into already established accounts
- Managed vertical assignments in the Pittsburgh/Cleveland area
- Presidents Club winner 2014-2015
- Managed 9 Major Account Representatives
- Responsible for $7M annual hardware/software Quota
- 155% plan in 2014
- 134% of plan 2015
- Developed and closed 15 new business opportunities with Ricoh software offerings
- Negotiated and closed 4 new K-12 School system conversions to Ricoh
- Incorporated Managed Services into our already established accounts
Vice President of Sales/Marketing
Amcom Office Systems (A Division of Xerox)
01.2011 - 12.2014
- Company Overview: A division of Xerox
- As a Vice President of Sales/Marketing at Amcom Office Systems, a division of Xerox, Thomas created and implemented the MPS division
- He grew MPS transactions within the top 250 accounts to 80% participation and managed the company's sales, 26 sales reps, and 3 sales managers
- He implemented the 360-monitoring process within transactions and grew revenue by $9M in 3 years, achieving 18% EBIT attainment
- He increased new business transactions by 47% in 2011-2014 and grew the average rep revenue to $72,000 per individual
- He also penetrated new accounts, which increased by 60% year over year
- He was ranked within the top 5 Global/Xerox core companies from 2011-2014 and was the top 5 MPS attainment within Global Xerox core companies from 2011-2014
- He achieved top and bottom-line results from 2011-2014 and was a Presidents Club winner in 2011-2014
- A division of Xerox
- Grew MPS transactions within our top 250 accounts to 80% participation
- Created an MPS Division within the organization
- Responsible for managing the company's sales, 26 sales reps, and 3 sales managers
- Implemented the 360-monitoring process within our transactions
- Grew Revenue by $9M in 3 years
- 18% EBIT attainment
- New business transactions 47% in 2011-2014
- Grew average rep revenue to $72,000 per individual
- Penetrated new accounts: Increased by 60% year over year
- Ranked within the top 5 Global/Xerox core companies from 2011-2014
- Top 5 MPS attainment within Global Xerox core companies from 2011-2014
- Top and bottom-line achievement 2011-2014
- Presidents Club winner 2011-2014
Director of Sales
Canon Business Solutions Inc.
01.2006 - 12.2011
- During my tenure, I managed a branch that comprised of 14 sales representatives, 2 sales managers, a Service Manager, and 14 Service technicians, and was responsible for all operations
- My primary objective was to turn around a branch in Pittsburgh that was experiencing declining revenue, high turnover, and low profitability
- By implementing hardware and software solutions, I was able to bring about a significant improvement in revenue growth and record-setting profitability
- I accomplished this by growing the business by 20% every year and raising profitability in the first 12 months of my assignment
- Additionally, I delivered record unit placements year after year by obtaining previously unattainable national accounts
- My consistent efforts to attain quotas led me to be ranked in the top 10 in the country, and I further ranked in the top 2 in the Midwest region every year
- Penetration of new businesses increased by 80%, and I was able to forecast accurately to corporate
- I strategized with staff to obtain business and presented to major national current and targeted accounts
- My efforts were recognized when I was awarded the Presidents Club for five consecutive years from 2006 to 2010
- Managed branch consisting of 14 sales reps, 2 sales managers, a Service Manager, and 14 Service technicians, along with all operations responsibility
- Brought into Pittsburgh to turn around declining revenue branch with high turnover and low profitability
- Delivered revenue growth and record-setting profitability with hardware and software solutions
- Grew business by 20% every year and raised profitability after the first 12 months of assignment
- Delivered record unit placements year after year by obtaining previous unobtainable national accounts
- Consistently ranked in the top 10 in the country for quota attainment
- Ranked in the top 2 in the Midwest region every year
- Penetrated New Business Increased by 80%
- Forecast accurately to corporate
- Strategized with staff to obtain business; presented to major national current and targeted accounts
- Presidents Club winner 2006-2010
Key Accounts Manager
Canon Business Solutions Inc.
01.1989 - 12.2006
- During my time at Canon Business Solutions, I developed the East Side Named Accounts Division by identifying and targeting customers within our geographic area
- Through strategic planning and hard work, I grew this division to two teams that were able to penetrate the NYC market
- As the leader of this division, I was responsible for managing and training seven sales executives who were dedicated to selling Fortune 1000 companies
- I instilled the team with value-added selling techniques and professional selling skills, which resulted in a dramatic improvement in gross profit margins
- To ensure that our sales approach was effective, I implemented a targeted strategy that focused on high-margin items and multiple machine opportunities
- I'm proud to say that this approach enabled us to penetrate national accounts by 80% with new business
- In addition to my role in sales, I developed Canon's succession plan for sales professionals
- This plan ensured that there was a clear path for career growth and development within the company
- Throughout my time at Canon Business Solutions, I consistently exceeded quotas and achieved impressive results
- I was the #1 sales manager within CBS from 1998-2001, and I won the President's Club award from 1993-2005
- I also won the Gordon Murray Award for Most Valuable Manager in 1999, 2001, and 2004
- Developed East Side Named Accounts Division by identifying and targeting customers within CBS's geography
- Grew the Named account division to two teams penetrating the NYC market
- Responsible for managing and training seven sales executives dedicated to selling Fortune 1000 companies
- Instilled team with value-added selling techniques and Professional Selling Skills, resulting in dramatically improved gross profit margins
- Implemented a targeted sales approach focusing on high-margin items and multiple machine opportunities
- Penetrated National accounts by 80% New business
- Developed Canon's Succession plan for Sales Professionals
- # 1 Sales Manager within CBS 1998-2001
- Presidents Club winner 1993-2005
- Exceeded Quota and Achievements: 1993= 112%, 1994= 102%, 1995-145%, 1996= 109%, 1997= 110%, 1998 = 125%, 1999 = 190%, 2000 = 133%, 2001 = 144%, 2002 = 114%, 2003 = 115%, 2004 = 175%, 2005 = 156%
- Gordon Murray Award (Most Valuable Manager) 1999, 2001, 2004
- President Club Winner 1993-2005
Education
Bachelor of Arts - Communications/ Marketing
King College
Wilkes Barre, PASkills
- Sales training and leadership
- Revenue Growth
- Sales funnel management
- Deal Closing
- Sales team training
- Pipeline Development
- Sales process optimization
- Key account targeting
- Profitability Optimization
- Sales strategy development
- New Business Development
- National account management
Certification
- Licensed Insurance Broker - 2019
- FEMA Certified
Timeline
Director of Sales
Nokomis Incorporated
01.2019 - Current
Area Sales Manager, Western PA, WV, KY
Select Security
01.2017 - 01.2019
Director of Sales
Paychex USA
01.2016 - 01.2017
Director of Sales Great Lakes District
Neopost USA
01.2016 - 12.2016
Major Account Regional Manager
Ricoh Americas Corporation
01.2014 - 12.2016
Vice President of Sales/Marketing
Amcom Office Systems (A Division of Xerox)
01.2011 - 12.2014
Director of Sales
Canon Business Solutions Inc.
01.2006 - 12.2011
Key Accounts Manager
Canon Business Solutions Inc.
01.1989 - 12.2006
Bachelor of Arts - Communications/ Marketing
King College