US Postal Service Business Alliances
Company: US Postal Service Business Alliances, Southeastern, PA
Company Division/Group: US Postal Service
Company Description: The USPS Business Alliance team is a newly-created, direct selling organization with the goal of understanding top tier Business Partners – those segments with the greatest potential for revenue growth. We focus on those Partners that have the greatest ability to influence mail volume by offering solutions that compel them to choose the USPS as a strategic partner.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Government Sales Team of the Year
Nomination Title: USPS Business Alliances
Tell the story about what this nominated team achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
The USPS Business Alliance team is a newly-created, direct selling
organization with the goal of understanding top tier Business Partners –
those segments with the greatest potential for revenue growth. We focus
on those Partners that have the greatest ability to influence mail volume by
offering solutions that compel them to choose the USPS as a strategic partner.
To effectively work with our Business Partners, we established new
relationships focusing on new business development. In the past, our Business
Partner interaction had been limited to USPS operational relationships or
nothing at all. Beginning in September, 2009, our team began sharing our
vision with our Business Partner senior executives. We were welcomed with open
arms, far exceeding our expectations. These robust relationships have driven
excellent sales results for the USPS despite difficult market conditions.
The success of this new sales organization entailed selecting the right
managers and sales professionals to implement a revolutionary sales strategy
resulting in a USPS paradigm shift that previously focused solely on end users
of the mail. Our first year objectives included:
• Communicating our Business Alliances sales objectives to our
traditional Field Sales team and other stakeholders within the Postal Service.
• Crafting value propositions to position our Business Alliances Mangers
with Business Partner “C” level executives and their sales teams.
• Creating “sell with and sell through” opportunities with our Business
Partners to drive mutual revenue streams.
• Internally creating a sales atmosphere that is open to understanding
and satisfying customers by bringing unique solutions that a third party can
offer.
• Increasing commercial channel revenue for all assigned accounts to
achieve revenue retention and growth targets for Fiscal Year 2010.
How did we do?
Through our newly developed relationships with our business Alliance
partners, we have been able to provide our end users with unique third-party
offerings.
An example of our success involved a large nationwide wholesale distributor.
They were looking to drive store traffic to their customers’ retail outlets.
The USPS Business Alliances Manager was able to suggest a cost-effective,
efficient direct mail solution along with a Business Alliance Partner who could
implement the proposal. The mailing solution was embraced by the wholesale
distributor, resulting in a significant sales increase for the wholesaler,
increased store traffic at the retail outlets, and $11.3 million in new postal
revenue...are true win-win-win!
The USPS Business Alliance team ended fiscal year 2010 3.0% above Plan
(+$600 million) and 4.1% above same period last year (+$796 million), a significant
accomplishment in the current business environment!
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
http://www.progressivegrocer.com/top-story-hy_vee_opts_to_mail_its_kansas_city_circulars-29983.html
Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:
Brian Denneny was named Manager, National Business Alliances in 2009.
Business Alliance is responsible for account management, revenue retention and
new business development in a specific group of Alliance Partners representing
$19 billion in revenue. Denneny is responsible for the Ground Field Sales Team.
Prior to this, Denneny served as Regional Manager Sales in the Northeast and
Eastern Areas.
Denneny is a 29-year veteran of the USPS with a BS degree in Business
Administration from Albright College in Reading, PA and an MBA from Eastern
University in St. Davids, PA.
We have been recognized by the Postmaster General as a new innovative
sales organization. He is looking to us for new ideas in conjunction with our
Business Partners.