James (Mike) Allison has over 20 years of experience in business development, sales management, strategic selling, and consulting. He has a track record of exceeding sales targets and improving customer satisfaction. Allison's current role is Production Printing Solutions Manager at Xerox Corporation, where he has delivered 246% of his sales plan and qualified for President's Club.

1. James (Mike) Allison
126 Ventana Way Home Phone: (941) 882-4102
Venice, Florida 34292 Cell Phone: (904) 874-0583
Email Address: jmvallison@comcast.net
Management, New Business Development and Business Consulting
I am a professionally trained with over twenty years in new business development, sales management, consultative & strategic selling, negotiating
skills for software, hardware and professional services, product & project management, and training.
• New Business Development (healthcare, higher education, public industries)
• Management (sales, operations, product & projects and HR)
• Demonstrated ability to meet and exceed all performance metrics (profit & loss)
• Embraces new challenges to grow the business and meet the customer satisfaction
PROFESSIONAL BENCHMARKS
New Business & Sales Management
• Management – Managed Xerox major account team, developed business plan, established territories and budgets, reassigned personnel
to new assignments, and provided leadership for success. Result: Delivered 235% team sales performance, number one regional sales
manager nationwide and took entire sales team (13 Reps) for President’s Club Trip to Hawaii.
• New Business Development – identified major Health Insurer who needed a market advantage for their Medicare Part D
communications to grow business. Developed first intelligent summary statement for Medicare Part D business segment using industry
leading software. Results: Delivered first Intelligent Summary Statement for Healthcare Industry that is an Industry Best Practices
Standard, created new revenue for company of $1.2 M and improved customer satisfaction by 30%.
• Strategic Consulting – Multi-conglomerate Health Insurance Company (payer) had significant customer satisfaction problems with
customer service department (timely delays in answering client’s questions/inquiries). Created an enterprise dynamic online digital repository
for all outgoing customer communications. Results: Increased customer satisfaction by 30%, reduced CSR labor cost by $150K per month,
and delivered Industry Best Practice for Customer Satisfaction.
• Sales Contributor – closed a 415 unit Multi-Functional fleet of copiers for a major Georgia Health System Results: closed $1.5 million.
This earned not only President’s Club for me, but also for the hardware sales rep, high volume sales rep and the local district manager.
Career Positions
Production Printing Solutions Manager (2015 – today)
Xerox Corporation – Large Enterprise Organization
• 246% of Plan and will qualify for President’s Club
• Closed largest Healthcare Centralized Print Services Contract (includes $1.5 million hardware, $500,000 software & 23 FTEs)
• Traveled State of Florida – 80% of time.
Corporate Sales Manager (2012 – 2015)
ADP Account Payable Business Group
• Introduced new Cloud Based AP automation workflow solution with Direct Pay into the State of Florida
• Trained all sales personnel in Florida, provided leadership and drove up-market sales
• Traveled State of Florida – 80% of time.
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2. Strategic Outsourcing Consultant & Sales Manager (2007 – 2012)
IKON/Ricoh Professional Services – Ricoh America Business Solutions Group
• Interviewed, hired, trained, mentored and monitored Sales Executive Team
• Consult with Fortune 500 companies on electronic payments, outsourcing IT Services, Imaging, ASP solutions, and business
communications requirements utilizing Ricoh Services, as well as, third party hardware, software, professional services and process
management
• Develop new strategic outsourcing alliances to help companies reduce cost, improve operating efficiencies, improve their bottom
line profits and improve customer satisfaction/customer retention
• Traveled State of Florida and Georgia – 60% of time.
Customer service, customer satisfaction, management, leadership, Profit & Loss, trainer, self starter, enthusiastic, cross-functional, sales
management, human relations, sales, field operations, grow market share, productive, profitability, collaboration, plan, design, build
Healthcare Payers New Business Development Director (2004 – 2006)
Exstream Software, Inc. * Traveled United States & Canada 75% of time.
• Consult with C-Level/VP/LOB executives directly or with Resellers to build rapport, qualify business opportunities, and established a
corporate sponsorship for each business opportunity
• Developed customer business requirements through scoping process to establish basis to do business
• Delivered final solution to C-Level and closed order
• Closed largest enterprise Health Care Payer accounts
Xerox Corporation
Director, Business Development (Headquarters, Rochester, NY) (1990 – 2004)
Xerox Global Services * Traveled United States & Canada 75% of time.
• Launched vertical marketing programs into Healthcare and Financial Services industries
• Delivered integrated solutions (IT ASP solutions, hardware, software, professional services and managed services)
• Led company in development of new revenue streams outside of Xerox hardware
• Managed Profit and Loss
• Managed direct reports, built assignments, developed branding initiative
Advanced Solutions Development Industry Manager (Headquarters, Rochester, NY)
Xerox Industry Marketing * Traveled United States & Canada 75% of time.
• Analyzed industries for business requirements and innovative approaches to selling high-value products & solutions
• Initiated cross-functional teams that developed replicable integrated solutions
• Formulated strategic vision and mission planning for the delivery of Best Practices Solutions
• Developed marketing campaigns, presentations, collaterals and pricing for new product offerings
Major Account Manager, New Business Development
Xerox North America Operations
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3. • Identified new territories for launch of Printing Systems and Color Production Products
• Successfully opened new assignments
• Managed business operations
Area Sales Manager (State of Florida – Major Accounts & Public Sector)
Xerox North America Operations
• Coordinated downsizing transformation of District office to Area Sales Office
• Facilitated sales planning (budgeting, territory development, training, and tracking)
• Delivered sales plan and took all sales quota employees to President’s Club
• Managed business operations
Sales Planning Manager
Major Account Sales Manager
Financial Services Manager
Major Account Sales Executive
Training
• Consulting Training – Sandler Boot Camp by Sandler Sales Techniques; Xerox Professional Selling Skills (PSS, SPIN); Effective
Listening Skills; VIP Training; Delivering the Solution; Negotiating the Sale; Understanding the Customer
• Management Training – Xerox Management Training; Sales Management; Major Account Management; Sales Planning; HR
Management; Valuing Diversity; Facilitator Training; Train-the-Trainer; Goal Setting; Maximizing Your People Assets
• Technical Training – Xerox Data Communications; Printing Systems Analysis; Printing Systems Sales; Project Management; SCM
training for Fulfillment and Distribution; Exstream software training (Dialogue & WebVerse programs)
Education
• B.S. - Business Administration/ Economics, Harding University, Searcy, Arkansas
• Proficient in Microsoft Suite (MS Word, PowerPoint and Excel) and Salesforce.com
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