Xerox
Company: Xerox, Rochester, New York
Entry Submitted By: Text 100
Company Description: Xerox is the world's leading document management technology and services enterprise. Xerox's services expertise is unmatched and includes helping businesses develop online document archives, analyzing how employees can most efficiently share documents and knowledge in the office, operating in-house print shops or mailrooms, and building Web-based processes.
Nomination Category: Sales Individual Categories
Nomination Sub Category: Global Sales Leader of the Year
Nomination Title: Thomas Dolan, president, Xerox Global Account Operations
1. Tell the story about what this nominee 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:
Xerox's Premier Global Accounts Program is focused on making it easier for our
customers to do business with Xerox on a global basis, providing services and
solutions that support customer requirements to achieve greater productivity,
reduce costs and grow revenue. The program currently supports 25 global accounts
that are Xerox's most strategic customers. Intimacy, global sales productivity
and results have all increased through the creation of specialized career paths
and compensation programs, as well as new metrics to measure success.
Dolan and his team have positively impacted customer loyalty by increasing the
focus on customer intimacy for these strategic Xerox accounts. Revenue results
overall have been good, but the major breakthrough has been the revenue achieved
outside of home countries. In 2007, these top accounts achieved double-digit
growth in non-domestic territories, a major turnaround from prior history.
Dolan was instrumental in starting the Premier Global Account program, key for
delivering on customer requirements for services globally. Dolan has led the
Global Accounts Program team over the past year as president. During this time,
he has successfully provided the strategic vision to drive change at Xerox to
evolve the Premier Global Accounts Program and meet customers' changing needs.
Dolan and his team have also significantly increased the awareness of the
Premier Global Accounts Program at the Xerox corporate level, resulting in
greater executive commitment throughout the company.
Dolan's major initiatives have been in five key areas:
- Leadership - driven from the Chairman, there is now clarity and urgency
around the world in the way Xerox deals with its most important accounts.
- Account Ownership and Talent - top global account teams are led by a Client
Managing Director with worldwide authority. Many of the CMDs selected were
previously at vice president or senior vice president levels.
- Coverage - global coverage teams that pursue opportunities throughout the
world are now in place. These coverage teams are backed up by cross-border chase
teams which provide technical, financial and legal support.
- Consistent Processes / Methodologies - from pre-sales through pursuit,
delivery, and compensation, Xerox emphasizes consistency.
- Global Information Systems - technology has been converted across several
legacy systems and currencies; there is now a solution that tracks customer
spend globally.
This is the second time Dolan has held a senior sales position at Xerox. In
1989, he was instrumental in putting in place a global account program based on
a major account program that was primarily regionally focused at the time. He
formed a global steering committee with membership from all the geographies of
the world to gain acceptance of the role of account marketing versus geographic
and product marketing. Through his tireless efforts over the years, the program
now has corporate level support and is one of the major planks of Xerox's sales
strategy.
2. 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.strategicaccounts.org/dlpdf/velsum08_feature3.pdf
http://jasperjottings-daily.com/2008/02/27/jnews-dolan-thomas-j-mc1966-joins-board-of-the-tas-group/
3. Provide a brief (up to 100 words) biography about the nominee:
Thomas Dolan is president of Xerox Global Account Operations, a position he has
held since April 2007. Xerox Global Account Operations provides enhanced focus
and support to Xerox's premier global accounts. Dolan also serves as corporate
senior vice president.
Dolan was recently recognized by the Strategic Accounts Management Association
for the 2008 Program of the Year and Executive of the Year.
Dolan previously served as president of Xerox Business Services, the company's
document outsourcing business. During his two-year tenure, Xerox Business
Services won the 1997 Malcolm Baldridge National Quality Award in the services
category.
Dolan first joined Xerox in 1970.