Terry Kochanski
Executive Director at SCRAP- Claim this Profile
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Bio
Mary Nelson
Terry is a proven, passionate leader who has been instrumental in the development of Xerox’s Business Development Organization (BDO) – a group of highly skilled, Challenger-trained business development executives tasked with driving large new business services and outsourcing opportunities for Xerox. This hunter-based unit and its go-to-market strategy has been a vital part of Xerox’s transition from hardware-focused to services-driven. I worked with Terry from the beginning of this process as it grew from a pilot to a successful, revenue-generating engine for Xerox’s future growth. She is strategic with great leadership skills that elicit the talents from those around here. She’s been an invaluable mentor and shining example of a keen, collaborative leader who welcomes fresh ideas and creates new best practices.
Mary Nelson
Terry is a proven, passionate leader who has been instrumental in the development of Xerox’s Business Development Organization (BDO) – a group of highly skilled, Challenger-trained business development executives tasked with driving large new business services and outsourcing opportunities for Xerox. This hunter-based unit and its go-to-market strategy has been a vital part of Xerox’s transition from hardware-focused to services-driven. I worked with Terry from the beginning of this process as it grew from a pilot to a successful, revenue-generating engine for Xerox’s future growth. She is strategic with great leadership skills that elicit the talents from those around here. She’s been an invaluable mentor and shining example of a keen, collaborative leader who welcomes fresh ideas and creates new best practices.
Mary Nelson
Terry is a proven, passionate leader who has been instrumental in the development of Xerox’s Business Development Organization (BDO) – a group of highly skilled, Challenger-trained business development executives tasked with driving large new business services and outsourcing opportunities for Xerox. This hunter-based unit and its go-to-market strategy has been a vital part of Xerox’s transition from hardware-focused to services-driven. I worked with Terry from the beginning of this process as it grew from a pilot to a successful, revenue-generating engine for Xerox’s future growth. She is strategic with great leadership skills that elicit the talents from those around here. She’s been an invaluable mentor and shining example of a keen, collaborative leader who welcomes fresh ideas and creates new best practices.
Mary Nelson
Terry is a proven, passionate leader who has been instrumental in the development of Xerox’s Business Development Organization (BDO) – a group of highly skilled, Challenger-trained business development executives tasked with driving large new business services and outsourcing opportunities for Xerox. This hunter-based unit and its go-to-market strategy has been a vital part of Xerox’s transition from hardware-focused to services-driven. I worked with Terry from the beginning of this process as it grew from a pilot to a successful, revenue-generating engine for Xerox’s future growth. She is strategic with great leadership skills that elicit the talents from those around here. She’s been an invaluable mentor and shining example of a keen, collaborative leader who welcomes fresh ideas and creates new best practices.
Experience
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SCRAP
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United States
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Arts & Crafts
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100 - 200 Employee
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Executive Director
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Nov 2019 - Present
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President
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Feb 2013 - Nov 2019
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Xerox
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United States
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Business Consulting and Services
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700 & Above Employee
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Vice President, Sales Operations - Business Development Operations
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2011 - Jan 2013
Transformed the business development infrastructure to enable aggressive revenue achievement goals. Responsible for coverage, compensation, hiring, training, demand generation, and strategic communication. *Developed a coverage model to enable significant geographic expansion *Implemented a massive recruiting & training effort to double the capacity of the organization *Focused sales and marketing efforts on Fortune 1000 resulting in unprecedented growth within the organization *Championed innovation from cross business unit offerings to expand the enterprise value proposition Show less
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Vice President, XGS Business Development
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Jan 2009 - Dec 2010
Successfully led a team of professionals to maximize new business and secure "New Logo" business within the Western US * Led a cross functional team to design the new business strategy and go-to-market business development operations *Grew new business services revenue by 300% over a two year period. *Delivered 60M in contracted revenue in 2010 *President's Club achievement Successfully led a team of professionals to maximize new business and secure "New Logo" business within the Western US * Led a cross functional team to design the new business strategy and go-to-market business development operations *Grew new business services revenue by 300% over a two year period. *Delivered 60M in contracted revenue in 2010 *President's Club achievement
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Vice President, Xerox Global Services
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2007 - 2009
Chartered with providing leadership and direction to the technology sales force driving significant growth in outsourcing services *Reengineered the coverage model and training process *Delivered 250M in outsourcing and services revenue *Achieved #1 performance in new business achievement nationwide *President's Club achievement Chartered with providing leadership and direction to the technology sales force driving significant growth in outsourcing services *Reengineered the coverage model and training process *Delivered 250M in outsourcing and services revenue *Achieved #1 performance in new business achievement nationwide *President's Club achievement
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Xerox
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United States
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Business Consulting and Services
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700 & Above Employee
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Industry General Manager, Financial Services
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2005 - 2006
Led a team of Global Account General Managers within the financial services vertical to achieve profitable revenue growth. *Delivered in excess of $200M in total revenue while achieving targeted profit margins *Achieved #1 performance nationwide in '05 *Achieved #3 performance nationwide in '06 Led a team of Global Account General Managers within the financial services vertical to achieve profitable revenue growth. *Delivered in excess of $200M in total revenue while achieving targeted profit margins *Achieved #1 performance nationwide in '05 *Achieved #3 performance nationwide in '06
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Xerox
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United States
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Business Consulting and Services
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700 & Above Employee
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Lean Six Sigma Black Belt
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2003 - 2004
Selected to participate in the inaugural LSS certification for high potential managers.*Chartered to increase qualityh while reducing costs*Effectively led a cross functional to reengineer the large account management processes to deliver significant revenue growth targets
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General Manager, Healthcare Accounts
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2000 - 2003
Chartered to develop deep client relationships within the healthcare vertical and grow profitable revenue in that vertical*Led a healthcare team of sales professionals to evangelize the Xerox value proposition in healthcare*Negotiated contracts with healthcare GPOs*Achieved #1 performance nationally for all verticals and President's Club achievement
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Education
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California State University-Long Beach
Bachelor of Science (B.S.), Business Administration and Management, General
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