Vince Pentella Hewlett Packard

1. Vincent J. Pentella
5086 Dinard Way
Columbus, OH 43221
937.438.5372
EXPERIENCE:
Hewlett-Packard
Nov 2011 – Jan 2012 International Business Development
This was a special assignment working directly for the GBU
(General Business Unit) in a global capacity. The primary focus of
this role was to assess the requirements to create a “pull” marketing
effort within the segment. In this role, I worked mostly with top
management of large Consumer Product Goods companies
(Wrigley, Diageo, P&G, etc.) to introduce them to the technology
and to give them concepts on how it could be incorporated into
their supply chains.
Mar. 2002 – Nov 2011 Business Manager, Label & Packaging
Primary role was to provide the overall leadership in the N.A. region
required to meet our targeted business goals and metrics. A key ingredient
of this role is in creating effective relationships and alignment with a
variety of different functions and business groups within DPS . As the lead
for Labels and Packaging I work more closely with the other business
managers to insure that there is synergy in meeting our team and business
unit goals. I directly supervise the activtiies of the Strategic sales efforts
(the top 20 in our market) as well as the Premiere Account managers
(handling the top 30 HP Indigo L&P users by volume) with indirect
management with the territory sales personnel.
Dec. 1999 – Mar. 2002 National Sales Manager, Industrial Markets
Provide the overall leadership required to achieve the revenue targets for
the Industrial markets which included Labels & Packaging as well as
Specialty and Screenprint markets. This unit was built from scratch and it
was important that we acquired, motivated, and retained the very best
people in the industry.
BARCO Graphics
Jan. 1999 – Dec. 1999 Division Manager, Packaging & Label Systems
Responsible for sales and marketing of Barco Graphics (Packaging)
sales of $23mm and Barco Artios (structural design for packaging)
sales of $17m in North America.
Dec. 1996 – Jan. 1999 North American Sales Manager
Attained $32.5mm in Order Input in 1997 with eleven (11) sales
territories yielding an overall gross margin of greater than 37%.
This represented a 30% increase over 1996.
1998 quota target of $38mm in Order Input with thirteen (13) sales
territories for Barco Graphics and $6mm in Order Input with three
(3) territories for Gerber products.
Responsible for assignment of all geographical territories and
vertical market sales opportunities. Develop all sales rep and sales
manager compensation plans. Heavily involved in creating
marketing promotions geared to stimulate business from specific
market areas.
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2. BARCO Graphics is the leading provider of prepress solutions to
the Packaging industry with a strong market presence in Special
Applications and high-end Commercial Printing. Barco products
include Client(SGI)/Server(DEC) workflows, various laser imaging
recorders and a wide array of applications software. Majority of
Barco products are sold direct. An increasing percentage is sold
through dealer channels. Responsibilities expanded to include
development of third party channel and dealer management.
SCITEX AMERICA
Jan. 1996 - Dec. 1996 Manager, Dealer Development
Recruitment and development of third party distribution channel
for Scitex America prepress products.
Jan. 1992 - Dec. 1995 Director of Sales
Managed the activities of a sales region toward achievement of
Order Input and Revenue targets. Region consisted of District
Managers (1 or 2), sales territories (ranged from 12 to 18), pre-sales
Technical staff and Administrative staff.
Region reached an increasing Order Input quota each year with a
peak of $43mm in 1994. Had significant involvement in the
development of “Science of Selling” implementation to increase the
productivity of Scitex America sales people.
Jan. 1990 - Dec. 1991 Sales Representative
All Scitex America prepress products. Territory of Missouri and
Kansas. Achieved 136% and 178% attainment of quota in 1990-91
respectively.
Scitex America is a major provider of a variety of high-end
prepress solutions.
XYVISION, Inc.
Jan. 1988 - Dec. 1989 Regional Sales Manager
Responsible for sales of integrated electronic publishing systems to
users in mid-Atlantic, southeast and south central U.S. The region
included 5 Account Managers, pre-sales and administrative staff,
all of whom were my direct reports. Top region from last to first in
one fiscal year.
Jul. 1985 - Dec. 1987 Account Manager
Sales Rep for Kansas and Missouri. Principle prospects included
Aerospace firms, Software development companies and book
publishing concerns. Achieved President’s Club honors both years.
Xyvision is a manufacturer of Electronic Publishing Systems used
in high-volume text and graphics documentation applications.
Markit Productions
Jan. 1985 - Jun. 1985 Vice President of Marketing
Joined independent, local firm with $6mm in annual sales to
develop market position and strategy to move a traditional
typesetting company into upscale, national opportunities.
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3. Compugraphic Corp.
Feb. 1984 - Jan. 1985 District Sales Manager
Responsible for sales of direct account managers of typesetting
systems to commercial and corporate accounts in Iowa, southern
Illinois and eastern Missouri with 7 direct reports – all in sales.
Apr. 1983 - Feb. 1984 Quadex System Specialist
One of ten system sales specialist in U.S. that was chosen to launch
a program to educate commercial territory reps to find high-end
system prospects. Worked with fifteen (15) territory reps in Ohio,
KY, Penn. Achieved 143% of annual quota in less than 12 months.
Oct. 1980 - Apr. 1983 Account Manager
Sales rep in east central Ohio to the commercial printer and
typesetting market. Ranked first in district and achieved President’s
Club in both years eligible.
Compugraphic (now Agfa) was the leading provider of typesetting
systems to pre-press and printing customers
Office Equipment
Company (OECO)
Nov. 1976 - Oct. 1980 Sales Manager, Computer Products Div.
Managed staff selling computers to education, industrial and
general business markets. Also responsible for a sales quota of
computer-related media and supplies sold by general sales force.
Jan. 1974 - Nov. 1976 Account Manager
Sales of office products and automated equipment to corporate
accounts in geographic territory.
OECO was a leading provider of a wide variety of office products
used by corporations in the northeastern Ohio market.
Superba Cravats
Jan. 1970 - Jan. 1974 Account Manager
Sold manufacturer’s line of upscale neckwear and accessories to
higher quality men’s and department stores.
Education: ♦ Completed 1 year at Canton Actual Business College
♦ Attended Kent State Univ. branch and Walsh College,
combined 21 hours in Business Administration
♦ Graduate of Glenwood H.S.
Skills: Over thirty years in professional sales and sales management; more
than twenty-five in high-tech graphic arts capital equipment.. Have
had experience managing diverse sales teams with annual revenue
attainment up to $43mm. Experienced in Consultative and Strategic
Selling techniques. Adept at locating and hiring quality sales
personnel. Accomplished at training sales personnel to attain
maximum achievements. Recognized as capable in achieving goals
with least amount of associated cost of sales.
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