Michael Landau
Profile
Energetic, strategic & tactical sales manager with extraordinary relationship building skills and a proven track record in building teams, hunting and farming both candidates and accounts. Strong & proven proficiency in training and preforming consultative, technical and complex sales, leveraging multiple sales methodologies, Sales Process Engineering & negotiation capabilities. Diverse experience managing sales teams and selling technology solutions, engineered products and related services. Driven sales mentor that leads by example and is a coach and mentor for selling into both corporate and professional markets by customizing the process based on each territory and targets. Highly skilled sales professional with hands on experience and a proven track with teams of junior and senior sales professionals.
Expertise includes:
· High performance leader, mentor & coach
· Consultative sales programs, pricing and models
· RFI, RFP, SOW, MSA & presentation creation
· Client / business relationships
· C-level executive, IT, IG, channel & direct sales
· Team building, effective hiring & motivational
· Cold calling, lead gen. & Voicemail marketing
· Analysis, planning & forecasting
· Fortune 1000 & Legal relationships
· Corporate legal, technology & IG relationships
· Self-starter with innovative sales process, training metrics and advanced use of salesforce.com
Career Highlights
· Hire and manage sales team and pipeline from $0 to $5,000,000 in 8 weeks, motivate & mentor flat sales team with 200% return
· Lead team selling solutions & consulting for 7 major Anti-Trust cases with staffing, facilities, processing, hosting, advanced search support, document review & productions. Largest of which was during Hurricane Sandy, yet complied on time & under budget ($2mm). Engaged new markets with over $11.5 MM in revenue booked at 40% – 70% Gross profit.
· Closed $200,000 electronic Discovery project within first 45 days and $750,000 in the first 5 months with new clients in new markets. Booked $950,000 of new business in 7 months and a growing seven-figure pipeline.
· Engaged 13 new large clients in first year by leveraging team & personal contacts, marketing automation, tracking & metrics.
· Increased customer base by 20% in 2 years, and closed a highly competitive $5-million sales contract for complex engineered services with a 100% retention & renewal rate.
· Achieved increased revenue of 30% and reversed net income from -$380,000/year to +$175,000 in 18 months.
· Drove a 500% increase in sales team results and increased overall business profitability and shareholder value within 5 years.
Professional Experience
eMag Solutions, Global
Vice President – IG, eDiscovery & Sales 2014 - present
· Created sales plan to jumpstart team and fill pipeline with viable opportunities from genuine prospects.
· Identified key targets and engaged them in a sales cycle with team and on my own efforts.
· Created a $5 million dollar pipeline of opportunities in 8 weeks and $10 million dollars in 16 weeks.
· Created and delivered training program and development of the sales team. Identified prospects to grow team and created a funnel of valued applicants for tech and eDiscovery sales. Hired successful sales professionals. Implemented sales incentive programs and created new products and services in IG, RIM & eDiscovery.
· Increased domestic revenue by more than 25% in first year and engaged a top 5 bank, AMLAW 100 firms and corporations.
· Partner with executive team for marketing, growth, innovation and forecasting plans as well as the sales and marketing planning and goals as well as segmentation of prospects and markets for the current and next three years.
Kiersted Systems, NY, NJ, CT, DC & PA
Regional Manager 2013 - 2014
· Created sales plan for territory, team and market. Identified key prospects and engaged them in a sales cycle. Hunted for new prospects and clients as well as maintaining existing accounts. In addition created a multi-million dollar pipeline of many six and seven figure opportunities.
· Assisted in development of the marketing plan & client driven additional products and staffing. Identified targets, events and strategies for revenue goals. Implemented the plan for the NJ/NY/PA market to drive revenue & brand recognition.
· Northeast territory doubled in revenue in 6 months and tripled in 12 months with more than 13 new clients.
TechLaw Solutions, NY/NJ/PA/CT
Northeast Regional Director 2011 - 2013
· Developed market with new client base not engaged previously. Engaged a number of new firms and government agencies with demo’s, public speaking and networking. Developed new billing relationships with first time law firm clients and corporations as well as strategic partnerships within the market and in parallel markets.
· Lead team as Legal Hold, IG and ECA/Predictive Coding evangelist. Monitor and provide decisional law updates to clients and team and generate revenue opportunities based on decisions. Speaking engagements on RIM, IG, Social Media & EDRM
· Achieved approval as primary vendor for DOJ Second request matters from national firm and the Office of the Attorney General.
· Develop large matter and transactional relationships to grow the company, utilize more of our offered tools and drive revenue.
· Client base developed includes Amlaw 10 and top 5 Pharma as well as education/Non-Profit and Amlaw 250 clients.
· Handled vendor selection, negotiations and relationships for related subcontract work in all areas of eDiscovery.
Scarab Consulting, NY / NJ
Business Development Manager 2010 - 2011
· Defined and developed new markets for products and services in NY & NJ and penetrated markets to drive revenue growth.
· Developed & implemented training programs, marketing materials and sales/networking techniques invigorating the sales team.
· Within first 45 days of employment, closed a $200,000 project with a new client. Developed market share for paper & electronic discovery and document review.
· Networked the company within the industry, outside the industry and with channel partners, engaged in public speaking and industry association events to create revenue opportunities.
Computer Technologies, Parsippany, NJ
Owner / IT Consultant / Sales 1983 – 2010
· Utilize broad scope of industry and professional services knowledge toward providing over 15 years of high-quality software sales, data and document management solutions, forensic collection and recovery services and consultations for law firms, medical offices, private clients and universities. Provide consulting and desktop, network and enterprise solutions, along with data recovery, tune-ups and repairs. Market focus: IT, HR & senior partners in law firms, medical offices, manufacturing, pharmaceuticals and non-profits.
· Play a vital role in building and sustaining business by developing a strong client base and attaining referrals to boost profits, including designing and implementing up to 1,000-computer networks including a lucrative university client.
CRB – Non Profit Summer Camp, NY / NJ
Business Manager & CFO 2008 – 2009
· Strategically steered HR, business development, and financial operations for a large-scale non-profit summer camp, including creating solid partnerships with vendors to negotiate cost-effective contracts; performing hands-on AP / AR, collections, and budget control; managing monthly / milestone reporting and auditing; and providing support for a 25-300 staff IT network.
· Interfaced with staff to develop a results-driven strategic plan in accordance with mission statement and vision committee plans.
RBA - Rochester Bronze & Aluminum, Rochester, NY / Kearny, NJ
Partner / Business Development & National Sales Manager 2001 – 2008
· Rebuilt company from inside-out while adding machine shop operations, including recruiting, training, and managing teams; identifying subjects for acquisition through business networks; and prioritizing shop schedules to optimize use of resources.
· Drove business growth by building a sales team and managing customer retention and development, along with promoting brand / client loyalty to increase business 30%. Initiated the implementation of supplemental products / services and a comprehensive marketing plan which was instrumental in exceeding goals.
· Expertly handled all facets of purchasing, sales / quoting, accounting, payroll, and staff benefits administration, including supervising strategic supply chain operations, office / shop automation, and customer relationship management.
· Initiated immediate cost reductions for an aging company, including decreasing expenses 15% by negotiating strategic purchasing deals with current vendors and a 5-year agreement with a largest client with fixed pricing and protective increases.
Robert Taylor & Son, Paterson, NJ
General Partner & President 1992 – 2001
· Maximized bottom-line results by preforming & managing sales & operations for a regional engineering, manufacturing, & service business, including creating innovative sales programs & promotions to generate revenue from new clients & key existing accounts.
· Ensured seamless business operations while converting all company records to computer-based accounting, scheduling, and production control systems, along with developing comprehensive inventory control and tool storage location programs.
Radial casting Corp., Kearny, NJ
Shipping - Operations – Vice President of Sales & Manufacturing 1986 – 1992
· Started as part time help in shipping and ascended to VP reporting directly to CEO of ten million dollar operation with over 100 employees and multiple shifts.
· Created sales plan and hired national sales team of twelve representatives. Created new revenue streams based on team efforts and results. Purchased several competitors to handle threefold growth in six years. Created communication and reporting system to keep customer needs in line with production capacity.
· Improved results from the plant floor by streamlining processes in all departments, identifying key areas for improvement/investment and creating long term and strategic plans. Managed purchasing, shop floor and shipping schedules to optimize use of resources.
· Created business growth plan by driving plant modernization and automation and by implementing shop floor control software - creating quality, safety and scheduling teams. Surpassed company goals for growth and customer retention / development. Initiated implementation of customer and internal inventory and consignment programs.
· Directed all facets of production, scheduling, maintenance, capital improvements, purchasing, quoting, accounting, payroll, and plant staff HR & benefits administration, including supervising strategic supply chain operations, office / shop automation, and customer relationship management.
Education & Industry Volunteer Summary
Claims & Litigation Management – ESI & eDiscovery Committee - Membership Chair,. AIIM & ACEDS NY Chapter
ARMA VP Treasurer Metropolitan NY Chapter 2010 – 2014 & finance committee to present, Northern New Jersey Chapter VP Professional Development
Articles published and sessions presented on Effective RIM plans and Implementation, Decisional Law Updates, eDiscovery, Predictive Coding, Managed Review, Social Media, Safe Surfing and LinkedIn for professionals in 30 minutes a week. Sales training program samples: Networking and Prospecting in an Internet World, voicemail as a Marketing Campaign, Social Media Selling, Selling by Engaging, Selling 2.0 for eDiscovery 2.0.
Rutgers University Bachelor’s Degree in Business & Sociology (Psychology & MIS / IT Emphasis)
ACEDS • IGI • GARP • ARMA • CLM • Salesforce.com • Project Management Professional training • Continuous Improvement & Lean Programs • Six Sigma Training • Licensed Life & Health Insurance Producer • Microsoft Dynamics CRM • Salesforce • MS Office Suite • Novell Network Engineer • MS VAR / Business Partner • VolP Certifications • ISO 9000 & 27001 • QuickBooks
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I am honored to be a member of ARMA International and my local chapters in NJ, NY & CT. I believe that we have an amazing opportunity to shape the future of our organization. My commitment to the profession combined with my strategic vision and tactical leadership experience will help me drive results. I am proud to be an active member of our association and fortunate to have received so much from all of you through my volunteer efforts over the years.
I believe that ARMA International is and can continue to be a strong, dynamic and meaningful source of education, thought leadership, professional development and networking. ARMA will continue to be a significant and innovative resource for standards and principles that guide our careers, profession and specialties across all organizations, businesses, industries and agencies around the globe.
RESPONSES TO QUESTIONS POSED TO TREASURER CANDIDATES:
What strategic steps should ARMA take to support our profession’s place in the broader world of Information Governance?
ARMA should undertake a number of strategic steps:
First and foremost I feel that ARMA should evaluate and update its strategic and financial plans in order to position itself for success. A candid and transparent 360 degree evaluation of all aspects of the association and its constituency would be ideal based on the resources and staff available. The results of these efforts should guide us in the development of an updated strategic plan and vision.
Key areas to focus on for ARMA strategic plan:
· Membership and sponsorship growth and diversification
· Using communities of practice and working groups to take the profession further
· Broadening the business plan for The Principles to leverage it better
· Developing communities of practice across jurisdictions to enhance our participation and growth
· Align with international data and privacy standards and join or lead the Safe Harbor redeux conversation
· Broaden IG to include focus and principle development around collection, recall and delivery of information in secure and private environments
· Exploration of endowed funds or the development of the same
· Expansion of Volunteer and strategic leadership development programs
Paramount to our success will be the ability to reach new constituents, grow membership, sponsorship and participation on all levels. There are many opportunities in and parallel to our market and specialties. I believe that by reaching further across disciplines and deeper around information we have an opportunity to make a significant impact in corporate, technology, legal and public markets. We have embraced Information Governance as RIM professionals and have continued to develop our skills in IT, project management, legal, risk, data security, privacy and more. As our functions align with these pillars of all organizations we have an opportunity to continue to diversify across these practice areas. Our constituency of professional is expected to be an expert in all of these areas. With that ARMA International has an opportunity to add communities of practice in these areas and to further build out the organization around these growing needs.
People, Process & Technology has been a mantra for many. In order to stay relevant I believe that we need to move this to the next level. Information collection, recall and delivery combined with privacy and security are elements of what I believe may be the next stage in our development. We have begun the move already with a focus on Information Governance. We have a unique opportunity to add to our base and build out our platform around these related critical elements of our profession.