Raj Garg
90 Whitestone Lane  Rochester, NY 14618  Email: rgarg1@rochester.rr.com  Mobile: 585.315.6043
Business Operations Management, Multi-Channel Sales & Marketing Executive
Experienced marketing/sales and business unit manager responsible for development, launch and implementation of
operational strategies, product launch, revenue growth & bottom-line profitability in multi channel print and communications
EXECUTIVE PROFILE
Results-driven executive leader and Lean Six Sigma Black Belt, offering 20 years of proven performance based on
experience in developing new business, identifying and maximizing revenue opportunities & launching programs and
products that earn and capture market share. Recognized for intellectual and creative agility, problem-solving skills,
relationship building, customer care, cross-functional team leadership and process-thinking. Extensive experience working
with channel partners, vendors, supply chain and customers to drive the delivery of complex solutions in a highly
competitive market—an out-of-the-box thinker adept at managing through change and getting results with and through
people.
P&L Management
Sales Training
Customer Event Management
Relationship Management
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AREAS OF EXPERTISE
Strategic Partnerships/Alliances
C-Suite Level Engagement
Vertical/Channel Marketing
Six Sigma Black Belt
Product Development/Launch
Process Design/Implementation
Competitive Assessment
Pricing and Strategy
SELECT CRITICAL CONTRIBUTIONS
13 years in Marketing, Sales and Operational management — supporting over 300 sales representatives and
managers, across multiple sales channels, various vertical industry segments and multiple product lines.
In 2012, developed, managed and implemented 9 customer focused events in major U.S. cities, reaching 1,100
customers – resulting in 98% customer satisfaction and 65% more customers likely choose Xerox. 2012 Results - $9M
in equipment sales and $42M in total sales and services.
In 2011, managed and hosted over 150 C level executives at an international trade show, driving significant new sales
and creating new sales cycles.
In 2011, member of Lean Six Sigma Team that created new equipment leasing offering in State of California that drove
over $1M in new sales in 6 months.
In 2007, led the U.S. launch of the Xerox iGen4 Color Production Printer, driving it to #1 market share position in 2008.
Additionally, managed the iGen sales forecasting and delivery process from 2005-2010 – resulting in 100%
achievement of forecasted Revenue Installs for the period.
In 2007, achieved Lean Six Sigma, Black Belt Certification after completing projects to streamline trade show
equipment resale and introduce new tools for sales force to identify and capture competitive installs.
PROFESSIONAL HISTORY
Xerox Corporation (1991-2013)
Manager, Sales and Marketing Operations, US Graphic Communications Group (2010-2013)
Promoted to position and responsible to grow $200M GC Sales Business by providing Marketing and Sales Operations
support US Graphic Communications Business. Supported all aspects of GC Sales with development and execution of
key marketing programs, insides sales program management, assessment and training of 150 direct sales representatives,
creation of new financing programs, services offerings and equipment reuse/resale programs. Managed relationship with
key external partners and graphic communications associations. Served as expert to sales on business development
offerings and financial ROI modeling tools. Managed customer engagements at major sponsorship events and trade
shows.
 Operations Management. Analyzed quarterly business performance on key sales metrics: direct sales unit
performance and productivity, product mix, product margins, post sale revenue and margin. Identified key areas of
opportunity by sales region and manager, created targeted sales training, marketing programs, sales and customer
incentive programs, competitive tactical actions, regional events and sales workshops to drive performance
improvements. Provided Senior Management fact based operational analysis and recommendations to improve
performance to planned level revenue and profit.
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Email: rgarg1@rochester.rr.com  Mobile: 585.315.6043
 Program Management. Created new and unique product and program offerings to drive new customer business. A
new used equipment offering to provide low cost of entry for new non-users – resulting in over 300 new placements in
3 months. A new set of services offerings to graphic communications customers to provide marketing services and
multi channel marketing (web, text, video, print) to supplement their current print offerings providing customers the
ability to expand the type of services they provide to their customers and adding significant value in growing their
business.
 Event Management. Produced highly successful Real Business Live, “Focus Forward” Customer events in 9 U.S
cities, attracting over 1,000 customers. Secured, interviewed and scripted customer presenters & external partners
while working with creative and production agencies to produce educational and informative half day event followed by
exciting customer entertainment. Created virtual content for on going customer interaction and tracking. The results:
$42M in sales, 65% who attended were more likely purchase and 98% were highly satisfied with the program.
Manager, Production Marketing and Sales Programs (2008-2010)
Promoted to position managing new initiatives in Photo Marketing, Digital Packaging Segment Marketing and Production
Color Marketing Programs. Responsible for working across functional areas including product development, engineering,
product marketing, pricing, 3rd party partners and external consultants to create new sales tools, direct marketing
programs, sales and customer education, customer engagement activities, pricing promotions and competitive
differentiation to drive production class printers into new market segments and grow existing base.
 Segment management. Served as digital packaging knowledge expert to production sales specials and graphic
communications sales forces. Engaged with packaging providers, commercial printers and major brand owners to
deliver the digital value proposition and ROI analysis for resulting investment. Created new & targeted direct marketing
campaigns to generate qualified sales leads. The results: 5 new production iGen4 placements within the segment
valued at over $2.5M in sale and $5M in post sale.
 Business strategy. Lead strategic partnership with highly successful European customer to target and engage with
prospective digital packaging providers and large brand owners to deliver ROI based business assessments and sales
engagement strategies.
Production Color Marketing and Launch Manager (2005-2008)
Promoted to position. Marketing and Launch Manager, for highest value color production printers in the Xerox portfolio,
the iGen3 and iGen4 Color Printers. Responsible for development and implementation of key marketing programs, sales
training and sales enablers to drive success with team of 75 dedicated U.S. sales specialists. Managed and engaged
resources across full internal value chain and external partners to launch new production color products, product
extensions, software solutions, finishing solutions and 3rd party solutions. Responsible to ensure delivery, service,
analyst support, sales materials, pricing, administrative process, file testing, media and full infrastructure was enabled for
successful launches.
 Operational & Sales Management. Managed bi-monthly iGen sales forecasting process. This highly visible sales
forecast was benchmark through the company and reported to the CEO. Engaged manufacturing, distribution, service,
training, sales, file testing, analyst support and direct sales to ensure flawless delivery and revenue recognition of
forecasted installs. Result: 100% of forecasted revenue installs achieved every quarter, recognized by operation
president for leading operation excellence.
 Marketing Leadership. 1. Created and Implemented unique product bridge strategy program that provided production
color equipment to customers prior to full launch of iGen3. The program allowed the recognition of revenue without
impacting future revenue recognition. 2. Created a customer sales incentive program to drive current quarter sales,
utilizing future sales credits without compromising current period revenues and cash. This highly successful program is
still utilized as a key customer incentive for high-end production color sales. 3. Developed and managed highly
successful third party pre-sales consulting program with external consultant network to reach new customers and drive
sales orders. Result: Program delivered 20 incremental sales opportunities per year.
Color Business and Marketing Manager (2000-2005)  Pricing Manager (1996-2000)
Promoted to Color Business manager responsible for marketing analysis, competitive analysis, monthly results reporting
& forecasting, inventory management, quarterly sales forecasting, yearly strategic sales planning, sales training programs,
and management of inside sales programs. Also served as reseller channel manager for Kodak Polychrome Graphics and
FujiFilm Graphics sales channels. Managed Color Pricing “War Room”. Pricing Manager, responsible to support Eastern
US sales force for creative pricing strategies, pricing flexibilities, RFP/RFQ support, TCO based pricing, major bids, and
pricing promotions to drive business results. Developed and implemented a new Fair Market Value Leasing program for
Puerto Rico market, driving incremental sales opportunities. Results: Achieved 80% close rate in deals involved.
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Email: rgarg1@rochester.rr.com  Mobile: 585.315.6043
 Strategic Planning and Analysis. Provided business and competitive analysis by examining market data, in place unit
demographics and SWOT analysis to create comprehensive documented program for product sales force to target and
knockout competitive units.
 Channel Management. Managed relationship with two key channel partners to reach new non-user customers by
leveraging channel sales force and account relationships. Delivered sales tools, collaterals, training and sales support
to channel sales forces. Managed internal sales conflicts and collaborations to drive incremental business results.
Financial Analyst and Controller (1991-1996)
Provided strategic financial analysis and planning for worldwide Production Monochrome and Docutech Programs.
Created and developed product business cases and NPV & cash flow analysis for future product development cycles.
Served as financial controller for US Docutech business, providing full P&L planning, forecasting, reporting and analysis of
results. Managed marketing budgeting and planning for 35 person staff and $10M spend.
EDUCATION
University or Rochester, William E. Simon School of Business, Rochester, NY
Master of Business Administration, Finance, Marketing & Entrepreneurship
University or Rochester, Rochester, NY
B.A. Economics