Jack Thackrah

Current

Account Executive - Printer Consultant at Dell, Inc.

Past

Six Sigma Black Belt at IKON Office Solutions
Major Account Executive at IKON Office Solutions
Color Sales Manager at IKON Office Solutions

Account Executive, Printing and Publishing Vertical Market at Canon Business Solutions
Equipment Sales Specialist at IKON Office Solutions & COPIFAX, Inc.
Command Post Controller at United States Air Force

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Industry

Information Technology and Services

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Jack Thackrah’s Summary

Currently in the role of Printer Consultant at Dell. Working together with inside and outside sales teams, we present Dell Laser Printers as an alternative to HP for customers.

In presenting the Dell Laser Printer line to our customer, we help them save money by focusing on the Total Cost of Ownership of Printing or TCOP. Understanding TCOP is essential to getting the cost under control for this line of business. Dell Laser Printers are generally about 20-30% lower than competitive models in TCOP. When customers realize this and they make the switch to Dell Laser Printers, their companies then are able to reinvest the savings with their other IT lines of business.

At Dell I have called on Corporate, Global and Health Care Life Sciences accounts Pennsylvania and New Jersey. My current assignment is covering all HCLS from Maryland to Maine.

Jack Thackrah’s Specialties:

Six Sigma Black Belt and Certified Document Imaging Architect (CDIA)

Jack Thackrah’s Experience

Account Executive - Printer Consultant

Dell, Inc.

(Public Company; 10,001 or more employees; DELL; Information Technology and Services industry)

February 2006 — Present (3 years 11 months)

Sell Dell printers to customers utilizing Total Cost of Ownership of Printing strategy. Performs an outside sales role in support Dell and third party printer sales for the Software & Peripherals Organization. Responsible for managing assigned key major accounts on a multi-divisional basis. Develop partnership between the company and accounts through the coordination of sales, contracts, technical support teams and internal sales on specific accounts. Perform long range planning. Responsible for increasing account penetration, customer satisfaction and sales growth for long term results.
Develops and plans account strategies and activities for specified accounts such as, selecting accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points. Provide customer and competitor feedback to management. Attend and participate in industry sales conferences and trade shows.
Six Sigma Black Belt

IKON Office Solutions

(Public Company; 10,001 or more employees; IKN; Business Supplies and Equipment industry)

September 2003 — October 2005 (2 years 2 months)

Selected to participate in Six Sigma. Performed duties as a Six Sigma Black Belt for projects related to Sales Process at IKON Office Solutions. Responsibilities included Project Management using Six Sigma tools and statistical analysis . Continually briefed company executives up to and including the CEO, on progress of projects.

Project "Trial Effectiveness" increased the close ratio by 85% for copiers left with customer as a "trial sale". This accounted for over $1.5 MM in additional revenue for IKON in 2004-2005 and reduced the time that copier machines were left on trial without being sold by 15 days or 83%, bringing an additional $1.3 MM return to Logistics and Operations in 2004-2005. This additional money was previously lost on trials that did not convert to sales. During these trials IKON lost money on the cost of servicing and toner. IKON also lost money when equipment was returned and was identified as being obsolete or damaged.
Major Account Executive

IKON Office Solutions

(Public Company; 10,001 or more employees; IKN; Business Supplies and Equipment industry)

September 2001 — September 2003 (2 years 1 month)

Account management responsibility for IKON’s national contract with MetLife. Provided over $9M in total net-new hardware revenues in 2002 and 2003. Developed & executed strategic plan that installed over 1,000 digital networked copiers nationwide. Collaborated with MetLife Procurement and IT personnel, IKON Senior Management and National Accounts team to ensure contract compliance.
Achieved $4.3 MM in revenue for FY02 and $4.9 MM in FY03. Increased profitability from a forecasted 9% margin to 25% by developing sales strategy focused on higher-margin equipment. Validated asset lists and contacts with end-users, enabling team to target top opportunities.
Amended contract to add equipment with greater margins, responded to MetLife RFPs.

Received high-level sales awards:

IOS Capital with the Diamond VIP -Highest Lease Volume NE Region, 2002; IKON Circle of Excellence (over 120% of quota),2002., Canon Golden Eagle Masters Award, #2 in US Sales of Canon product line, 2002.
Color Sales Manager

IKON Office Solutions

(Public Company; 10,001 or more employees; ikn; Business Supplies and Equipment industry)

April 2000 — September 2001 (1 year 6 months)

Recruited and trained Color Specialist in all segments of color copier sales and General Line (GL) Salesreps in sales of business color segments.
Built new Color Sales Team, successfully training team to sell new line of Color Copiers and Controllers.
Motivated specialists to achieve their quotas in FY01 resulting in $1.2MM in hardware revenue.
Collaborated with Major Account Team responding to RFP’s, enabling IKON to secure national contracts with Cushman Wakefield and local agreement with Nomura Securities for color copiers and controllers.
Certified General Line Salesreps on business color sales, which added incremental business to branch color sales.
Promoted to Strategic Account Executive in recognition of dedication, achievements and outstanding organizational skills.
Account Executive, Printing and Publishing Vertical Market

Canon Business Solutions

(Public Company; 201-500 employees; Business Supplies and Equipment industry)

August 1999 — April 2000 (9 months)

Printing and Publishing Account Executive. Maintained 104% of Quota and $650,000 in revenues during time at ABS Canon. Left to pursue carreer opportunity in management at IKON in NYC.
Equipment Sales Specialist

IKON Office Solutions & COPIFAX, Inc.

(Public Company; ikn; Business Supplies and Equipment industry)

May 1988 — July 1999 (11 years 3 months)

Specialized in sales of new office technology. Consistently closed sales, developing programs that justified customer investment in products and services. Created unique sales promotions to market products and fill pipeline. Provided end-user training and post sale support.
Color Copiers Sales(1998-1999) - Supported new sales team after merger with IKON. Won sales by differentiating IKON from competition with IKON branded EDOX controllers.
Received IKON – Attitude, Effort and Performance Award, January 1999.
Digital Duplicators Sales (1993-1997) – Identified new business opportunities for RISO product line in Print for Pay and Commercial Markets. Demonstrated the need for connected, high speed printing 4 years in advance of copier industry peers. Consistently exceeded annual sales quota by 20%.
Facsimile Sales (1988-1992) - Prospected and closed leads for facsimile products in all markets.
Awarded COPIFAX INC. Salesrep of the Year 1993. President’s Club 1989-1991, 1993-1996.
Command Post Controller

United States Air Force

(Information Technology and Services industry)

1981 — 1988 (7 years )