linda.laffey@gmail.com
Southern California – Los Angeles, Orange County
Results Driven Marketing, Sales Executive and New Business Development Representative
. Major Accounts . Solution Selling . Problem Solving
. Account Management . Business Development . Channel Management
. Product Development . Needs Assessment . Negotiations
. Cost Reduction Analysis . Training
Career Summary
Results driven top performer experienced in calling on:
. Fortune 500, midsize, and small accounts
. Successful in creating demand for services or products, and driving sales to achieve targeted goals
. Proficient in determining both hidden and existing client requirements
. Successful results as an individual contributor or in sales management
. Revenue generation in the $10’s of millions
Customer Testimonial
“Linda, up to now we felt there wasn’t a good enough reason to go outside or company with anyone, but you have shown there is a place for other services suppliers like First Image within Xerox for producing our training documentation. Your products and commitment to excellence has won us over.” VP, Customer
Education, Xerox Corporation, (El Segundo, CA)
- Professional Expertise -
Transferable Sales and Marketing Assets
. Establishing new business relationships to create demand, expand market share, and increase sales
. Developing and managing new territories both local and regional introducing new products and services
. Developing and training sales channels
. Quota responsibility up to $12 million annually and closing multi-million dollar opportunities
. Needs assessment, practitioner of “solution” and “consultative” selling methodologies
. Selling “value” propositions backed up by “ROI” analysis & justification
. Expert sales cycle management, from initial contact through needs analysis, sales presentations, contract negotiation and on-going account management
. Managing varied sales cycles ranging from transactional to 18 months
. Ability to accurately forecast and assess revenue opportunities
. Cold calling for new opportunities, developing proposals, answering RFP’s, and negotiating contract pricing and terms
. Vertical market background in Electronics, Entertainment, Aerospace, Financial, Healthcare, Government, Energy, Automotive
Clients Won Through Strategic Marketing and Solution Selling
Ford Motor Company - Hilton Hotels Worldwide - Coca Cola - City of Ontario - Boeing Aircraft -Wells Fargo Sony - American Airlines - Frito Lay - Memorial Medical Center - Metropolitan Water District - EDS - FOX Broadcasting - Xerox Corporation - Disney Animation – Viacom - Kaiser Permanente - Qualcom - Mattel Toys – LAUSD - Johnson & Johnson - Toyota Motor Company – Pixar - Baxter Healthcare
Professional Sales Training Courses / Professional Affiliations Providing Tools for Closing Opportunities
Consultative Selling - Solution Selling - Strategic Selling - Target Account Selling (TAS) - Conceptual Selling - Total Quality Management (TQM) - Supervisory Management - How to Supervise People - Professional Selling Skills (PSS) - Vic Group & Toastmasters International - American Consulting Professionals
Career History
SK&A Healthcare Information, Irvine, CA - 2011 - Present
Business Development
Accomplishments - Finished first year at over 150% of goal -- Q1 2012 over 350% of goal. Rookie of the year 2011 -
About SK&A, A Cegedim Company: SK&A is a leading provider of healthcare information solutions and research. SK&A, as part of Cegedim’s global OneKey® offering, researches and maintains contact and profiling information for over two million healthcare practitioners, including 800,000-plus U.S. prescribers. SK&A also offers the only 100-percent verified at the source database of prescribers and professionals working at active healthcare sites. SK&A’s customers include many of America’s most recognized healthcare, life sciences and pharmaceutical companies. SK&A is part of the France-based Cegedim S.A. Group.
DCS Technology Solutions, Costa Mesa, CA – 2010-2011
Director Business Development
Accomplishments - Developed telemarketing program for major real estate firm - telephone script development - recruiting and training telemarketers $ 6 million net new revenues - Implemented Salesforce.com CRM solution - Established best practices for social media marketing including Twitter, Linked In, UTube, lead nurturing, and e-mail marketing.
About DCS Technology Solutions The company develops and implements sales and marketing programs for small to mid size business, with emphasis on the use of current technology innovations to boost revenues, increase brand awareness and market share.
Iron Mountain, Cerritos, CA – 2009-2010
Sales Executive
Accomplishments - On track for over 100% of quota in traditionally under performing sales territory - Identified and proposed over $ 2 million in net new business - On track for bringing in territories largest imaging project to date $400,000 net new imaging revenue
Recruited to develop and manage South Bay Territory with a focus on new business offering of imaging and document management solutions. Iron Mountain is the recognized global leader in information management solutions and technologies serving over 100K + clients and 97% of fortune 1000 companies.
About Iron Mountian: Iron Mountain is a world leader in information management services, assisting more than 140,000 organizations in 39 countries on five continents with storing, protecting and managing their vital information.
Hydropoint Data Systems, Petaluma, CA – 2007-2008
Consultant Regional Sales Manager
Accomplishments - Recruited to establish new selling and marketing model for a start up energy management company - Built new sales territory resulting in new key relationships with major home builders, multi family and hospitality REIT’s, and City Governments – over $2M - Educated and trained traditional distribution channel resulting in substantially increased revenues for division – up from 50% to over 110% of target
Responsible for selling satellite data analysis-tracking systems to reduce water consumption for new “Green Tech Market Segment” for pre-IPO Company. Multi layered ROI style selling cycle consisting of C, and distribution level contacts. Responsible for project management and multi layered implementation on a nationwide scale. The solution when implemented reduced water consumption as much as 300% while maintaining landscape curb appeal. Clients saved billions of gallons of water and hundreds of thousands of dollars in costs.
About Hydropoint: HydroPoint, is the market and technology leader in Smart Water Management. The company's WeatherTRAK solution uniquely delivers a multitude of financial and environmental benefits by revolutionizing management of the area of greatest waste in urban water use: landscape irrigation. In 2011, subscribers including The Coca-Cola Company (NYSE: KO), Lockheed Martin (NYSE: LMT), Regency Centers (NYSE: REG) and numerous public institutions saved 17 billion gallons of water, 68 million kilowatt hours and 91 million pounds of CO2. Headquartered in Petaluma, Calif., HydroPoint is privately owned and operated.
Sea Day Spa
President and Director of Marketing
Accomplishments - Purchased stand alone business and increased corporate revenues 500% - Implemented sales training program resulting in an increase of 15% to 20% per transaction per client - Converted manual retail and scheduling practices to fully automated workflow resulting in the ability to process 50% more clients per day with half the staff - Established “Med Spa” division featuring cutting edge aesthetic laser technology to the market resulting in increased profits of 30% per month.
About the Business - Acquired a service-based business and transformed the business model from small business operational practices, into modern, workflow based operational environment. Introduced and successfully marketed cutting edge breakthrough technological therapies including the latest in cold laser. The company was awarded the prestigious “Best Run Business Award” by the Long Beach Press Telegram, and experienced an unpredicted 98% staff retention rate in a traditionally transient industry. Significant changes to the workflow operations after acquisition resulted in an extremely efficient and profitable business enterprise.
Annacomp, Torrance, Napa, California – 1997-2001
Sr. Account Executive, Business Development
Accomplishments - Pioneered new e-business solutions division securing net new revenue streams in excess of $1.5M - Established key relationships for electronic bill presentment for major financial institutions – Wells Fargo Bank, Bank of America, City National Bank - Successfully trained, implemented and oversaw project management for major contract with national biller – Quest Diagnostics $4M contract - Implemented new technology for e-forms to streamline HR applications at Kaiser Permanente and 24 hour fitness
Recruited to sell outsourced financial transaction and document management printing and processing solutions to major financial corporations. Contracts secured typically were for a period no less than 3 years. Regulus/Anacomp has production facilities in most major markets servicing fortune 100/500 clients. Clients using Regulus/Anacomp services can expect enhanced production capability, reduced mailing expense for financial documents (statements), and access to e-billing and electronic statement presentment via the WEB to reduce costs.
Avid Technology, Burbank, California – 1994-1997
Southwest Regional Sales Manager
Accomplishments - Developed channel for Southwest region increasing revenues 35% over prior territory manager - Established key relationships with Viacom, Disney Studios, Pixar Animation Studios, Segall Entertainment, Fox Broadcasting, CAA - Consistently exceeded “moving quarterly quotas” ranging from $300K to over $700K by at least 110%
About Avid - Avid Technology pioneered the process and is the industry leader for non linear editing and special effects processing using hardware/software technology. Clients using the solution are able to dramatically enhance the creative process and reduce the time to market significantly enhancing the profitability of major motion picture, television, and advertising projects. Recruited to manage and sell to the Southwest reseller channel as well as key direct accounts. Played a major role in acting as liaison for channel partners to secure major opportunities.
First Image Management, Torrance, California – 1989 - 1994
District Sales Manager
Accomplishments - Generated 200% of quota in first year $3.5M by developing new sales territory, for new Print On Demand imaging services offering for company - Responsible for orchestrating several major contracts including Xerox Corporation, and Boeing Aircraft (formerly McDonnell Douglass) worth over $10M - Grew new account base by 200% achieve over 115% of target my first year
Sold enterprise business solutions for a newly created division I started within First Image, focusing on the “Just-In-Time” manufacturing model for document management. . Offerings included the digitizing and indexing of large documents in a hosted/outsourced production model and Facilities Management model. Clients contracting with First Image could eliminate an entire department, dramatically reducing costs while increasing production capacity, accuracy, and quality.
-Education-
University California Long Beach
