Experience

Royston LLC
• United States
• Industrial Machinery Manufacturing
• 100 - 200 Employee
• Project Manager

  • May 2021 - Present


Office Depot Office Max, Atlanta, GA

• Solutions Architect, Client Services

  • Sep 2016 - Mar 2022

  Managing all aspects of the solutions development process for large program and enterprise sales opportunities ($500k +). Assessment, proposal design, gathering and documenting requirements, assessing customer needs and project management activities associated with implementation and launch of key programs. Managing all aspects of the solutions development process for large program and enterprise sales opportunities ($500k +). Assessment, proposal design, gathering and documenting requirements, assessing customer needs and project management activities associated with implementation and launch of key programs.


Konica Minolta Business Solutions U.S.A., Inc.
• United States
• Technology, Information and Internet
• 700 & Above Employee
• Senior Account Executive; Commercial Print

  • Jan 2016 - Sep 2016


Unibind

• Spain

• Business Development Manager

  • Jan 2015 - Dec 2015

  For the U.S. operation of this global manufacturer of a patented binding system for high-end presentation materials, is building a distribution channel of U.S. dealers. In eight months signed contracts with 65 digital imaging technology providers to push the product to their customers. Implemented VanillaSoft CRM to track and manage development of relationships with the dealer network. For the U.S. operation of this global manufacturer of a patented binding system for high-end presentation materials, is building a distribution channel of U.S. dealers. In eight months signed contracts with 65 digital imaging technology providers to push the product to their customers. Implemented VanillaSoft CRM to track and manage development of relationships with the dealer network.



Darby Printing Company

• United Kingdom
• Paper and Forest Product Manufacturing

• General Manager

  • Sep 2013 - May 2014

  Recruited by the new Australian owner of this 140 year old printing company to modernize the antiquated production operation and save the business. Reviewed all aspects of the business – financials, staff, sales, customers, facilities, etc. Prepared a detailed turnaround plan including strategic direction, financial goals and budgets, staff development, compliance and a $5M facility/technology upgrade. The owner decided to sell the company rather than make the necessary investment. Show less



Eastman Kodak

• United States
• Medical Equipment Manufacturing
• 1 - 100 Employee

• Solution Desk Artchitect

  • Jan 2013 - Jul 2013

  Played a key role in industry-changing Creo as it transformed the commercial print industry from analog to digital, went public and then was acquired by Kodak in 2007.In an effort to increase revenue as Kodak emerged from Chapter 11, was a principal participant in the strategy, design, development and implementation of the “Solution Desk” concept to increase revenue through comprehensive analysis of every customer including service history, profitability, service contract status, etc. Implemented SharePoint to help farm this detailed analysis for hidden opportunities. In first six months generated $1M+ new revenue by proposing product and service solutions across all product lines that met customer requirements while increasing Kodak revenue and margins. Show less

• Strategic Account Business Manager

  • Jan 2008 - Jan 2013

  At the customer’s request, created this new role to maintain and grow C-level relationships with the company’s largest strategic account. Success of the role led to expansion from one Key Account to a portfolio of up to 30+ top revenue generating, contract capture and margin-producing Strategic Accounts and 4 Strategic Account Managers.• Negotiated $7M+ contracts with 100% contract capture rate and a 50% margin. • Gathered and analyzed large amounts of data about every aspect of the customer’s business with Kodak. Mined this data for use in negotiations and pricing that resulted in consistently maintaining and growing margins to increase profitability. • Developed deep customer relationships and maintained a high level of customer satisfaction and service order fulfillment. Ensured consistent delivery of standard and customized contract entitlements and implemented service plans.• Monitored and reviewed all new sales agreements to ensure they are aligned with corporate goals and policies. • Developed the overall customer support strategy as well as customized solutions for specific customers including a highly successful “self-service / shared maintenance” program to help customers reduce service and support costs by providing them with parts kits and training that allowed them to make simple repairs on their own. Show less

• DISTRICT SERVICE MANAGER

  • Jan 2000 - Jan 2008

  Promoted from Technical Sales Specialist to build and manage a 24/7 support team to support customers across the Americas (US, Canada, South America, Puerto Rico) as they transformed their commercial printing operations from analog to digital production. • Played a critical role in the design specifications and execution of the industry’s first digital front-end workflow management software and hardware systems.• Hired, motivated and trained/mentored a team of 20 professional field hardware and software engineers. Planned and executed complex installations of production-critical digital workflow systems, upgrades and training for clients in the region. This included large enterprise systems spanning multiple locations.• Participated in, and implemented from a field service/call management perspective, comprehensive “follow the sun” Technical Remote Diagnostics Support Centers with hundreds of personnel located globally with base of operations in Vancouver, BC.• Built and maintained relationships top-to-bottom with global clients such as RR Donnelley and Quad Graphics from machine operator to the CEO. • As the company grew, created the vision for the District Service Manager role and split responsibilities across multiple managers while personally handling the Southeast U. S. Show less

• TECHNICAL SALES SPECIALIST

  • Jun 1996 - Jan 2000

  Recruited as part of the first wave of software sales, support and implementation specialists for this Vancouver-based innovator of Computer-to-Plate (CTP) digital printing technology. Provided leadership, education, and assistance to peers within the team, the company, for clients and partners. Defined the Technical Sales Specialist role to include: • pre-sales, providing technical details to prospective clients to help close sales in the commercial printing space, • post-sales, to guide early adopters of the new technology in implementation of the product and integration into their operations including design, installation, training and on-site maintenance of front-end products and services. Diagnosed and solved 90-95% of all related software/hardware problems• working with product development and R&D, to continually improve CTP digital workflow in the manufacturing environment. Show less



Technigraphix

• United States
• Book and Periodical Publishing

• General Manager

  • 1994 - 1996

  Recruited to start a new location for this graphic arts and printing firm using leading edge digital technology including the first 100% digital color press and early OCR. Designed and managed all plant operations for the new location including computer systems, workflow, network and electronic/digital printing presses, software and related technologies, pre-press and design, scheduling, quality control. Hired and trained designers, department supervisors, press operators and bindery personnel. Show less



IMTECH/First Image

• Graphics Manager

  • Nov 1991 - Jun 1994

  For this niche printer and early adopter of 100% digital printing technology, hired staff, purchased equipment, trained staff on new digital technology, streamlined workflow, scheduled production and ensured quality control. Clients included UPS and Lockheed where timely delivery and rigid standards were essential.

• Graphics Manager

  • 1991 - 1994



Aflac

• Insurance
• 1 - 100 Employee

• Graphic Design/Production

  • Jan 1989 - Jan 1994

  Analyzed the document production process for 50 state insurance contracts. Reduced an 18 hour quarterly process to a few hours. Designed graphics for marketing and direct mail. Analyzed the document production process for 50 state insurance contracts. Reduced an 18 hour quarterly process to a few hours. Designed graphics for marketing and direct mail.