Julian Mosley’s Resume
JULIAN C. MOSLEY III
15111 Hartsook Street | Los Angeles, CA 91403 | JMosleyiii@hotmail.com | (323) 791-2454
High Technology Sales & Business Development Executive
Driven senior sales executive, with business acumen refined from 18 years of experience in advanced technology sales, marketing and engineering with industry leading companies. Proven track record of leading international account teams into some of the world’s largest tier-1 corporate accounts consistently surpassing multi-million dollar sales objectives. Highly competent at working with stake holders at all organizational levels to understand and then evangelize enterprise level opportunities to add value. Successful at both penetrating new accounts using strategic competitive differentiation, as well as cultivating established accounts to expand business.
Sales and General Management Qualifications:
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- Responsible for the sales strategy and plan execution to create a new “preferred vendor partnership” between NCR and Unified Grocers the nation’s largest wholesale grocer, resulting in access to the wholesaler’s $10 Million annual technology spend across their 2000+ store membership base, creating the single most lucrative dealership channel revenue stream for NCR retail in the U.S.
- Author of NCR’s $90 Million global business plan and regional solution requirements specifications for the creation of the Advanced Cash Office set of hardware and software solutions for retail store reconciliation, integrating the POS, general ledger, armored courier, and banking systems
- Built and led a 10 member national sales team for the retail division of Glory Ltd. growing annual sales 400% and exceeding revenue attainment objectives every year during my leadership.
- Responsible for the creation of three new retail and gaming kiosk solutions for Glory Ltd. Personally designed the system specification, go-to-market business strategy, supporting marketing collateral, and led the sales team into top targeted accounts including MGM Mirage, Safeway and Macy’s.
Special Skills: Visionary leader and strategic planner… Builder of cross-functional teams to achieve sales goals…Author of major business plans… Organizer of multi-product/multi-market/multi-national strategies… Excels at solution sales.
Bachelor of Science (BS), Systems Engineering – University of Southern California (USC) Graduated 1994.
Selected Accomplishments
Responsible for account planning and execution of a new preferred partnership relationship between NCR and Unified Grocers, resulting in access to the wholesaler’s $10 Mil annual technology spend across their entire nationwide membership base. Unified Grocers, the nation’s largest wholesaler to independent grocers, had a long- standing partnership with one of NCR’s biggest global competitors. I was responsible for creating a winning sales plan to displace our competition and then manage all the relationships both internal and external to successfully execute on the plan. To this day, the Unified/NCR partnership stands as one of the single most lucrative dealership channel revenue streams for NCR retail in the U.S.
Authored of NCR’s $90 Mil global business plan and regional solution requirements specifications for the creation of a new set of hardware and software systems for retail cash management. Many top retailers were applying pressure on NCR to develop a fully integrated cash management solution, in response I was appointed the General Manager of NCR’s newly formed Advanced Cash Office (ACO) business unit. I conducted surveys and focus groups with dozens of key accounts both in the U.S. and internationally to define and prioritize design aspects as well as to build the sales pipeline. I combined customer feedback with previously published RFP’s and professional experience, to create the global solution plan including unique country-specific product planning.
Developed concept of Automated Employee Bank (AEB) system, creating sales of $2 Mil+ the first year. Retail cash settlement market had flattened and Glory needed a market-disruptive product for revenue growth. Through extensive customer dialog I created an innovative kiosk solution for distribution of starting change fund cash for employees in large retail environments. Developed Market Requirements Specification detailing product components/design features and established Glory as market leader, by penetrating such accounts as the MGM Mirage group, Harrah’s and Macy’s.
Career History
WINCOR NIXDORF, Austin TX, Wincor Nixdorf is the #1 provider of retail POS technology in Europe and #2 globally. Wincor Nixdorf provides retail stores with a wide array of solutions including point-of-sale (POS) hardware and software, automated self-checkout systems, mobile checkout, cash management, professional services and consulting.
SENIOR DIRECTOR, Los Angeles, CA, 2011 – present. Responsible for forging and cultivating business partnerships at Fortune 500 retailers across N. America leveraging a suite of IT solutions and services that require a consultative sales approach to align my value with corporate objectives. Hardware, software, and services revenue from accounts like Tesco, OfficeMax, Shell, Safeway and J.C. Penney, surpassed $4 million for FY 2012.
BALANCE INNOVATIONS LLC, Lenexa KS. The leading provider of reconciliation and cash office management solutions for the retail industry. Leading-edge, customizable solutions integrate seamlessly with existing POS technologies to simplify and improve cash office operations and management at both the store and corporate.
Vice President, Sales, Los Angeles, CA, 2010 – June 2011. Responsible for forging and cultivating business partnerships at Fortune 500 retailers such as Nordstrom, Nike, as well for retail cooperatives like Unified Grocers and C&S Wholesale. The suite of solutions included store reconciliation, revenue management, electronic check processing, cash forecasting, and self-checkout management.
NCR CORPORATION, Dayton, OH. A Fortune 500 global technology company leading how the world connects, interacts, and transacts with business. NCR’s assisted and self-service solutions and comprehensive support services address the needs of retail, financial, travel, health-care, hospitality, gaming and public sector organizations in more than 100 countries.
General Manager Advanced Cash Office (ACO), 2009 – 2010. Responsible of the overall development of NCR’s hardware and software solution for reconciling custody transfer of cash between the retail POS, back-office, armored courier, and the bank. Since the ACO system was a new business venture for NCR, I worked directly with tier-1 U.S. and international corporate accounts to identify and quantify solutions opportunities. After creating the Market Requirements Document, I designed the technical specifications, detailing the software features and hardware operational requirements. Prior to beginning production, I worked with NCR hardware and software engineering as well as the business development members of corporate partners required to deliver a complete solution.
Executive Account Manager, 2007 – 2009. Multi-million dollar quota carrying direct sales position. Tasked to penetrate Fortune 500 retail accounts with NCR’s equipment, software, management consulting and other services solutions. Cultivated existing high value corporate accounts to grow wallet share spend. Responsible for the entire sales cycle for named accounts including cold-calling, ROI analysis, RFP response and building executive sponsorship. Direct sales position requiring a consultative partnership to identify opportunities and maximize the value proposition for a portfolio of over 100 different solution offerings.
GLORY LTD, Cypress, CA. Consistently promoted by one of the world’s largest developers of cash and coin handling equipment and software system with $1.2 Bil sales worldwide.
Corporate Sales Manager, 2002 – 2007. Found and developed new corporate accounts. Cultivated existing high value key accounts. Exceeded revenue attainment objectives on a multi-million dollar sales quota for Fortune 500 retail and gaming accounts. Directed the entire sales cycle for direct accounts including cold-calling, ROI analysis, RFP response and product installation/training. Managed 10 regional sales managers.
Division Manager, 1999 – 2002. Defined requirements and managed software development process. Developed top-down solution sales strategies for 45 direct Sales Managers, as well as developed strategies to generate revenue using alternative sales channels, such as dealerships and OEM agreements. Managed a $12 Mil business unit with a staff of 10 employees.
Product Manager, 1997 – 1999. Created new product specifications and marketing plans for retail and casino cash settlement software systems and equipment. Managed the engineering team, subcontractors, advertising agency, and sales channels with respect to the products’ development, marketing, and sales. Managed a staff of five and a budget of $1 Mil.
Senior Systems Engineer, 1995 – 1997. Tested, installed and supported IBM DB2 bank cash vault database systems.
POWER NETWORK SYSTEMS, President/Owner/Founder, 1991 – 1995. Founded, developed and managed company that provided back-file document imaging and systems integration for banks and credit unions in the Los Angeles area. Sales soared from $50,000/year with 2 employees in 1991 to over $350,000/year with 30 employees in 1995. That year I sold the company and the proprietary software that we had developed for document scanning and image retrieval for over $500,000
Other Experience
- The UCLA Anderson Graduate Business School Richard Riordan Fellowship Program, 1995 – 1997
- Miller-Heiman Strategic Selling Training Program 2012
- Holden International Executive Sales Training Program 2007
- American Management Association course on negotiations 2005
- Dale Carnegie Leadership Training for Managers 2000
- Co-founder and Executive Director -“Find A Tree Student Program”- founded in 2001. The programs goal is to help inner city at-risk youths turn their entrepreneurial career dreams into a reality. This one-year program has a three-stage approach: 1) Personality profile analysis to identify a business. 2) Business plan development assistance. 3) Business incubator to assist in start-up.
- Played football for the NCAA-BCS football champions University of Southern California from ’90-’93
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