William P. Ballot
10 Talcott Glen Road • Farmington, Connecticut 06032
DIRECTOR OF SALES / REGIONAL SALES MANAGER
Top sales manager and highly accomplished account executive with the vision, leadership and tenacity to successfully penetrate new markets, capture market share and accelerate revenue growth. Recognized ability to build, lead and sustain successful sales teams within highly competitive industries. Utilize continuous improvement process, value added approach to problem solving and analysis; at ease interfacing and establishing relationships with C-level executives and senior management. Solid record of negotiating and closing contracts; over 17 years of progressively responsible experience with strong IT consulting background and entrepreneurial success. Consistently exceeds sales goals and forecasts; creates client loyalty beyond the sales relationship. Self-motivated and flexible collaborator; dynamic sales manager skilled at developing sales teams to peak performance. Areas of expertise:
Solution Selling • Business Development • Consultative Selling • Competitive Market Analysis
Vertical Territory Selling • Customer Relationship Management • Strategic Partnerships
Account Retention • Management Consulting • Strategic Marketing • Market Penetration
Cost Benefit Analysis • Staff Management • Training and Coaching • Strategic Selling
Contract Negotiations • Performance Management • Full P&L Responsibility
LANDMARK SALES CONSULTING GROUP LLC, Farmington, Connecticut • 2008-Present, 1991-1995
Best practices sales and marketing consultancy with 22 employees and $19.8M in annual revenue.
Director of Sales: Developed and implemented strategic sales and marketing initiatives for all national accounts to strengthen sales productivity, effectiveness, revenues, business development for clients within small- to middle-market organizations. Expanded new solutions for best practices selling processes and strategies. Drove start-up activities as founding partner.
Generated $7.75M by establishing client base comprised of 8 major accounts within firm’s first year.
Increased revenues, pipeline management and sales productivity through development of innovative best practices solutions and strategies.
Retained by Fortune 200 client and former employer to provide consultancy services.
Implemented and integrated and participated in new sales/marketing organization for, financial services, Insurance and sports entertainment firms with $6M in cumulative sales.
Built the highest revenue stream in the firm for billable client hours at 176% to budgeted plan
Resolute Partners LLC, Southington, Connecticut • 2006-2008
A $15M international provider of public Internet, wireless access and professional services.
Director of Sales / Director of Client Services: Managed 8 full-time employees and 61 independent contractors. Re-designed and stabilized 2 sales divisions simultaneously over 12 months. Designed sales strategies and processes for selling technology-based products and services. Increased commercial sales with Fortune 500 companies; managed expansion through the implementation of targeted sales training and development. Evaluated sales performance; identified gaps and new opportunities; determined actionable solutions to resolve client issues. Hired and trained sales and IT personnel. Developed and maintained relationships with key clients and government accounts while administering all phases of sales cycle and generating sales activity. Responsible for full P&L in two divisions. .
Achieved 210% quota performance, and drove firm’s strongest surge of product and unit growth of more than 90%.
Negotiated and closed the single largest sale in company history; $1.5M in sales revenues.
Increased gross unit sales by 86% by rebuilding the sales organization and client service operations, developing team members and hiring new sales staff.
WILLIAM P. BALLOT • Page 2 •
Developed and implemented a core competency sales training curriculum designed for productivity, accountability, business development and pipeline management.
Earned 20% bonus for successfully managing two divisions – the highest performance-based bonus paid for the year; promoted to run the commercial sales division of a subsidiary in first 6 months.
Ricoh Corporation, Windsor, Connecticut • 2003-2006
A $3.3B international OEM of document management solutions/systems with over 10,000 employees.
New England Area Sales Manager: Supervised up to 14 sales representatives and account executives across locations in Connecticut and western Massachusetts. Exercised full P&L responsibility; managed operating budget totaling $3.4M; set strategic objectives for region. Developed and maintained relationships with key clients and channel partners; executed B2B sales with C-level executives. Managed sales forecasting and sales pipeline; supervised sales CRM database. Recruited, hired and trained sales staff. Directed all phases of sales cycle to generate significant revenue contribution.
Successfully turned around negative growth district to 30% growth in 12 months.
Secured 40 new key accounts within 6 months, contributing to 129% quota performance.
Saved $1M account by reestablishing communication and credibility and negotiating new contract; ultimately grew account by more than 20%.
Earned Sales Manager of the Month for the region 2 times during tenure.
IKON Office Solutions Inc. / Ricoh, Glastonbury, Connecticut • 2003-2006
A $4.2B document management systems and solutions company with over 25,000 employees worldwide.
Document Management Solutions Specialist/Strategic Account Manager: Managed product sales and marketing activities for 18 account executives across 2 Connecticut offices. Drove sales of document management solutions for archival storage, retention, and retrieval and enterprise software solutions, and provided product support. Set product segment sales goals, and implemented strategies to exceed sales objectives. Cultivated and maintained relationships with key clients and channel partners within the financial, insurance, legal, and manufacturing industries. Left IKON to accept a management position.
Generated a 42% increase in new revenue account sales in 12 months.
Achieved #1 ranking in the Northeast/Mid Atlantic region out of more than 300 sales professionals, ending first year with firm at 222% of plan.
Surpassed annual sales quotas every year throughout tenure, capping off last 2 years at 146% and 112%, respectively.
Saved more than 40 discontented accounts and created $1.41M in net revenue growth.
Consistently recognized by management; earned 2 promotions within 18 months.
Earned recognition of Sales executive of the month 5 times within 18 months for exceeding 100% of plan each month; awarded Chairman’s Club distinction in 2003.
Selected by senior management as one of the top 25 document management specialists in 2004..
Hartford Financial Group, Simsbury, Connecticut • 1999-2003
A $3B international financial services company with over 31,000 employees.
Client Relationship Manager/Account Manager (Life Technology Infrastructure Services Division): Oversaw integrated sales/marketing of emerging technology products and services. Organized tactical and strategic services/solutions supporting several internal divisions within The Hartford Financial Group. Facilitated project management initiatives and project rollouts, and led various technology integration projects. Managed channel partner alliances and contracts.
Coordinated and managed remote office connectivity and rollout of VPN installation in the Group Benefits division.
Earned average quota performance of 125% over 4 years.
Member of the Technology Disaster and Recovery Team after 9/11 at 7 World Trade Center.
Key technical advisor and liaison to International department’s launch of Hartford Japan.
WILLIAM P. BALLOT • Page 3 •
Xerox Corporation, Windsor, Connecticut • 1995-1999
A $17.2B international document management systems and solutions company with over 57,000 employees worldwide.
Major Account Manager: Managed territory of business comprised of 30 Fortune 500 accounts; sold primarily within the insurance and financial services and manufacturing companies. Exercised full P&L responsibility for an annual revenue budget of $1.8M. Prospected and identified new clients; called on five or more accounts per day.
Built and sustained a profitable business model with 20% year-over-year sales growth; sustained a sales pipeline extended over 2.5 years.
Captured 11 competitive accounts and converted into Xerox clients in 12 month through coordination of strategic channel partnerships with OEM VARS.
Saved $1M by turning around a major 15-year Fortune 500 account.
Won back a 4-year $2.2M account by utilizing new financing options.
Secured $3M in revenues with a major insurance company by closing one of the company’s first sales in digital document management storage and retrieval systems.
Earned Presidents Club recognition for exceeding 129% of quota in 1996.
Consistently received sales recognition awards; earned four Sales Representative of the Month awards; won Sales Representative of the Quarter; achieved Xerox “Par Club” for exceeding 100% of budgeted quota.
Bachelor of Arts in Business/English
Duquesne University, Pittsburgh, Pennsylvania
Xerox Quality and Sales Training
Xerox Advanced Quality/Sales Training
Ricoh Management Essentials I & II
IKON University Advanced Technology Solutions Selling Training
IKON Advanced Document Solutions Training Program
Microsoft Sales Training Program
The Hartford, Management Institute Training Program
PROFESSIONAL MEMBERSHIPS & COACHING AFFILIATIONS
American Management Association
Institute of Management Consultants USA
Member, U.S. Ski Coaches Association Developmental Coaching Staff (1992-Present)
Downhill Race Coach, U.S. Ski Team Developmental Programs
Member, US Ski Team (USSA) “C Downhill Team”