Experience

Ricoh Global Services

• IT Services and IT Consulting
• 100 - 200 Employee

• Sr. Manager, Global Contract Negotiations

  • Oct 2012 - Present

  Responsible for negotiating multi-million dollar, multi-year International Agreements encompassing hardware, services, managed & professional services, and software & technology solutions. • Negotiate zero-base and renewal contracts directly with international customers on behalf of Ricoh worldwide • Consult with legal teams and business unit stakeholders from each global region, keeping them informed during the negotiation process • Collaborate with Legal and Global Review Teams to craft solutions for addressing difficult negotiation impasses with a focus on win-win outcomes • Develop and present executive contract summaries for securing contract execution approvals • Coordinate detailed contract launches worldwide to ensure effective contract implementation and customer satisfaction post-signing • Analyze current contracts in providing key language interpretations for Global Account Managers, Account Coordinators, Pricing Teams and Global Service Delivery Managers • Coordinate and lead international pricing efforts, working for consistent, competitive offerings and pricing methodology for both new and existing contracts Show less



Ricoh USA, Inc.

• United States
• Information Technology & Services
• 700 & Above Employee

• • Jan 2009 - Oct 2012

  Responsible for Reporting, Analysis, Strategy, and Compensation support for U.S. Direct Sales Team. • Managed diverse team of professionals • Designed/produced both standard and ad hoc KPI reporting for Executive & Field Sales Leadership• Analyzed critical business issues; collaborating with Mgmt. to develop & implement targeted solutions• Contributed as a member of key, cross-functional merger integration teams to minimize field impact • Developed sales quotas and select bonus targets for direct sales force & sales management• Assisted SVP-Sales in the development, launch, and tracking of key sales management actions• Provided quantitative support in the development of the annual business plan for U.S. Direct Sales• Fostered strong alignment between sales strategy and compensation while on Sales Compensation Team Show less

• • Apr 2007 - Jan 2009

  Responsible for Contract Pricing and Terms & Conditions for $300M+ U.S. National Account (F-1000/FG500) Business • Managed professionals across both Contracts and Pricing Teams• Developed targeted pricing tactics to successfully support Global Account channel growth strategies• Conducted formal training sessions for Global Account Reps. at Annual National Managers Conference • Collaborated with Sales in tailoring bid strategies to maximize both win rates & contract profitability• Negotiated contracts with customers to secure win/win results for both the customers and Ricoh • Created service level agreement database to support field’s charge to improve contract compliance • Presented key bid metrics to Sr. Mgmt. on a monthly basis, highlighting key positives & areas for improvement • Improved Bid Win rates for new customers from 21% to 30% in 2 years Show less

• • Sep 2000 - Apr 2007

  Responsible for Contract Pricing for 150M+ MW/SW/W Regions’ National Acct.(F-1000/FG500) Business. • Managed Senior Business Analysts on Pricing Team • Created targeted pricing strategies with field, securing 16+ new contracts, each valued at $3M+ in revenue• Developed new win/loss reporting to enhance visibility into which bid scenarios Ricoh was most successful• Collaborated with Sales in securing one of the largest single order wins in the history of Global Accts. Program • Awarded Ricoh’s prestigious Minori Award for significant contribution in winning key FG-500 contract Show less



Lanier Worldwide (Later Acquired by Ricoh)

• Atlanta, GA

• Senior Business Analyst

  • Sep 1996 - Sep 2000

  Responsible for Pricing Support for MW/SW/W Regions’ National Acct.(F-1000/FG500) Bids. • Developed pricing request tool to significantly increase team’s productivity and simplify process for field • Tracked bid activity for assigned regions along with other key metrics including total revenue opportunity • Completed market niche analysis; creating key profile for target customers yielding highest win probability • Approved an average of 70 pricing/bid requests per month while maintaining required response times Show less



Park 'N Fly, Inc.

• Travel Arrangements
• 100 - 200 Employee

• Financial/Operations Analyst

  • Jun 1995 - Sep 1996

  Responsible for supporting the President/CEO primarily in a Special Projects Capacity • Negotiated new credit card processing contract with lower discount rate, securing $20,000/ year in cost savings • Worked with Sr. Mgmt. to develop annual budget and KPI’s for analyzing monthly progress in achieving plan • Assisted Finance & Operations by providing special adhoc analysis for monthly close packages • Coordinated transportation requirements for competing athletes & VIP’s during 1996 Summer Olympics in Atlanta, GA • Prepared competitor analysis for Gray Line Bus division with specific recommendations for adjusting pricing structure Show less



ITT Consumer Financial Corp

• United States
• Insurance

• • Jul 1993 - Jun 1995

  Responsible for supporting SVP in multiple areas including Reporting, Analysis, and Special Projects.• Managed National Customer Service Unit through loan portfolio sale process • Planned and successfully implemented the consolidation of Payoff & Customer Service Units• Coordinated the development, tracking, and distribution process for 52 SLA’s across 16 Departments• Developed and successfully administered Account Adjustment Program encompassing $38M in Outstanding Loans Show less

• • Jun 1992 - Jul 1993

  Responsible for Full Service Mortgage Lending Branch including all Sales and Loan Servicing Functions. • Managed sales & servicing teams • Increased new secured loan base by 400% in 4 months• Reduced Region delinquency ranking from highest to lowest in 3 months • Achieved overall Best Branch in Region distinction after 4 months in position



United States Army Reserve

• United States
• Armed Forces
• 700 & Above Employee

• Specialist, E-4

  • Jun 1987 - May 1992

  • Awarded the Army Achievement Medal in 1988 and 1992 • Served Part-Time while earning both Undergraduate and Graduate College Degrees • Awarded the Army Achievement Medal in 1988 and 1992 • Served Part-Time while earning both Undergraduate and Graduate College Degrees