RANDY SUE ROBINOVITCH
9210 E Desert View.  •  Scottsdale, AZ 85255  •   [Send email to request phone number] 85.1688 H  •   [Send email to request phone number] 50.6879
C  •  robinovitch@q.com

ACCOUNT MANAGER
Account Relationships / Customer Service / Needs-based Analysis
Energetic and results-driven professional with a successful background in
developing and executing strategy for account management initiatives, while
consisting meeting / exceeding aggressive objectives. Recognized as a key
contributor to business growth through customer satisfaction and retention. Adept
at building relationships, capitalizing on market opportunities, and selling
solutions based on needs assessment. Rapidly learn new business environments and
deliver long-term results. Core competencies include:
•	New Business Development 
•	Forecasting & Market Analysis
•	Account Strategy Development 
•	Customer Relationship Management
•	Business Opportunities & Growth Plans	•	Contract Development
•	Client Needs Assessment
•	Product & Service Knowledge
•	Policy & Procedure Compliance
•	Presentation Development & Delivery



	PROFESSIONAL EXPERIENCE	



STRATEGIC ACCOUNT MANAGER, 2009 
OfficeMax Impress – Phoenix, AZ
Manage an account base of $3 million in annual revenues. Work with clients
through the complete sales cycle from prospecting through follow-up to ensure
satisfaction. Forge and maintain strong working relationships with key
decision-makers. Listen to the needs of existing / potential clients and employ
thorough knowledge in recommending print/marketing solutions based on current
solution and comparisons to competitors’ offerings. Collaborate with in house
production team and outsource vendors to make sure customer needs are met and
they are satisfied with their services. Communicate regularly with existing
account holders to identify new business opportunities to help meet their growing
needs. Present company growth plans to existing customers. Develop revenue
forecasts and track performance vs. plan. Selected Contributions:
•	Grew territory revenue by 108%
•	Expanded Ameriflow Manufacturing business into box printing.

NATIONAL ACCOUNTS MANAGER, 2008 to 2009
Secure Computing Corporation – Phoenix, AZ
Manage an account base of $3 million in annual revenues. Work with clients
through the complete sales cycle from prospecting through follow-up to ensure
satisfaction. Forge and maintain strong working relationships with key
decision-makers. Listen to the needs of existing / potential clients and employ
thorough product knowledge in recommending print solutions based on current
products and services, benefits, and comparisons to competitors’ offerings.
Collaborate with in house production, retail and outsource vendors to make sure
customer needs are met and they are satisfied with their products / services.
Communicate regularly with existing account holders to identify new business
opportunities to help meet their growing needs. Present company growth plans to
existing customers. Develop revenue forecasts and track performance vs. plan. 
Selected Contribution:
•	Renewed American Express Token Ring Project 8 Million Annual Revenue.
•	Partnered with Cisco to sell hardware within American Express.

	



NATIONAL ACCOUNTS MANAGER, 2000 to January 2008
SPRINT – Phoenix, AZ
Manage an account base of $4 million in annual revenues for a global provider of
wireless and wireline communications for consumers, businesses and governments.
Work with clients through the complete sales cycle from prospecting through
follow-up to ensure satisfaction. Forge and maintain strong working relationships
with key decision-makers. Listen to the needs of existing / potential clients and
employ thorough product knowledge in recommending solutions based on current
products and services, benefits, and comparisons to competitors’ offerings.
Collaborate with Research & Development and Technical Support to make sure
customer needs are met and they are satisfied with their products / services.
Communicate regularly with existing account holders to identify new business
opportunities to help meet their growing needs. Present company growth plans to
existing customers. Develop revenue forecasts and track performance vs. plan.
Selected contributions:
•	Achieved President’s Club every year, ranked in top sales nationwide in 2000
through 2007, exceeded sales goals by 120% each month, and generated the most new
accounts in Phoenix.
•	Sold the first MPLS network in Sprint history.
•	Promoted from account executive to named account manager.
•	Partnered with Cisco to implement both Managed and Professional services as
well as hardware.
•	Partnered with Adtran and other Vars to sell within.





ACCOUNT MANAGER, 1994 to 2000
COPY DUPLICATING PRODUCTS (CDP) – IKON OFFICE SOLUTIONS – Minneapolis, MN
Acted as primary point of contact between clients and the CDP Division of the
world’s largest independent channel for document management systems and services.
Led the day-to-day management and optimization of client accounts by identifying
and meeting their ongoing equipment, supplies, and services needs. Heard and
resolved client complaints and issues regarding equipment, supplies, and services
to ensure outstanding customer service and satisfaction. Handled delicate account
situations to re-build and strengthen accounts. Demonstrated a strong working
knowledge of the company’s products and services, consistently discovering
compelling approaches to present information and make recommendations. Interfaced
with clients and researched their companies to gain a better understanding of
their businesses and potential needs. Selected contributions:
•	Ranked #1 in region and achieved President’s Club Award six consecutive years.
Consistently exceeded monthly sales goals by a minimum of 149%.
•	Promoted from Sales Representative to Account Manager positions. 



	EDUCATIONAL BACKGROUND	



Bachelor of Arts in Sociology – UNIVERSITY OF MINNESOTA – Minneapolis, MN