Leroy Mckinnis
Buford
Summary
To obtain a leadership position that allows me to utilize my skills in relationship building, resource management, business development, network, team building and coaching/mentoring to build business while helping others achieve their goals.
An accomplished results-driven leader with 20+ years of Human Capital Management and sales leadership experience responsible for client relationship management, training, talent acquisition, and business strategy. Demonstrated capacity to build organizations total talent solutions through recruitment, project-based solutions, outsourcing, and consulting. Well versed across resource development spectrum, with a strong knowledge of employee relations, utilization, training, teaming, change management, staffing, outsourcing, customer service, compensation and benefits, risk management and policy development. Creative and effective problem-solver, team player, facilitator with a proven ability to work cooperatively with diverse individuals and lead productive team efforts.
Overview
2025
2025
years of professional experience
Work History
Business Development Manager
LandAmerica Commonwealth Financial Group, LandAmerica Financial Group
01.2007
- Inc
- Is a leading provider of real estate transaction services with offices nationwide and a vast network of active agents
- LandAmerica serves agent, residential, commercial and lender customers throughout the United States, Mexico, Canada, the Caribbean, Latin America, Europe and Asia
- For the second consecutive year, LandAmerica is recognized as number one in the mortgage services industry on Fortune's, and 2008 lists of America’s Most Admired Companies
- Provide overall direction in the areas of sales, marketing, customer relations and retention
- Coordinate sales management planning and implementation of marketing programs to increase escrow service revenues
- Responsible for establishing short- and long-term profit initiatives and objectives
- Assisted and created a new customer service criteria objective task list
- Maintain relationships with existing and new customers through cold calls, sales, educational training, and specific outlined presentations
- Increased monthly sale revenue by 20% from previous year adding 20 new customers averaging a minimum of 5 deals a month
- Accomplishments
- Assisted with the development of 12 new accounts that generated 10-15 monthly closings with an average deal of $250k
- Wingmasters Enterprise dba Wing Zone
- Wing Zone is one of the nations fastest growing takeout/delivery restaurant chains- known for its 25 award winning flavors of fresh, cooked to order chicken wings, fingers, chicken sandwiches, burgers and much more
- Wing Zone has nearly 100 locations operating nationwide
- Interest in Wing Zone continues to increase significantly through receiving added coverage on Food Network, Roker on the Road, ESPN’s Cold Pizza, and Inc
- Magazine list of 500 fastest growing US Private companies, and Entrepreneur Magazine Franchise 500
- Responsible for providing overall leadership and direction in the areas of operational performance, Profit and Loss analysis, management, customer relations, sales, marketing, and people development
- Routinely negotiated business relations ensure vendor contracts requirements are administered and enforced
- Maintain a safe, secure, clean and fair work environment
- Conduct weekly, monthly, and quarterly performance reviews, development, and success planning as appropriate
- Ensure quality operation and policies are communicated, administered, and enforced according to business objective and initiatives
- Provide significant responsibility and authority overseeing daily operations with high expectations of results in growth, profit, and customer retention
- Recruited, hired, supervised, scheduled and managed a staff of 10 employees in a fast-paced customer service environment
- Coordinated and executed training staff members on restaurant policies and food preparation procedures
- Responsible for weekly budgeting, general accounting and payroll expenses
- Responsible for purchasing inventory and estimating food and beverage costs on a daily basis
- Played a key role within the overall leadership of the state of Texas Franchisees as it related to marketing, radio and television promotions, food preparation, operation management, and training
- Accomplishments
- Increased weekly sales every week for first 2 years
- Average sales went from $5k a week in 2002 to $10K by the end of 2003
- Established great relationships with local apartment, hotels, car dealerships, and businesses through negotiating weekly lunch specials for employees and guests that generated significant financial dividends throughout the first 2 years and beyond during lunch hours.
Pizza Hut
01.1998
- As the exclusive supplier of, Pizza Packs – an innovative component pizza kit for the K–12 School segment
- (Pizza Packs were developed under the direction of Joy Wallace, J.O.Y
- Foods’ founder and CEO, while she was Senior Director of National Sales at Pizza Hut.)
- Responsible for executing and creating partnership with existing and prospective clients
- Responsible for selling a full line of pizza products and services
- Assisted clients in creating and maintaining a high level of product satisfaction through training and food preparation demonstrations
- Assisted with the development and research of food product and retail food service applications
- Responsible for negotiating and effective communication with the FDA for product formulation of new and existing food items.
Digital Sales Executive
by NTT Data
02.2023 - Current
- Provided daily direction and strategy around helping our clients ship and scale provocative digital experiences that connect with customers and drive growth
- Responsible for creating meaning partnerships and working with dissatisfied, yet optimistic technology leaders who know they must take smart risks to create top-line revenue producing digital products and platforms and want a go-to partner to challenge their team at every step
- Daily focus providing continuous teams that know your world and value shipped software over bloated slideware
- Strategically drive new business in selected accounts and manage assigned services sales, revenue, and sales margin targets
- Manage portfolio of Global, fortune 100 accounts across multiple vertical markets including Telecommunications, Consulting, Healthcare, Financial, and Hospitality
- Implemented focused, customer centric strategies, and grow market share in national accounts
- Act as escalation path in the event of compliance audit, negotiations, contracts and proposals
- Consistently developed a prospect pipeline of 2x to 3x annual quota by executing innovative lead generation techniques
Enterprise Account Executive
DIVERSANT
01.2022 - 01.2023
- Tasked with developing and growing 2 Enterprise partners within coverage area that included Georgia, North Carolina, Florida, Alabama and Tennessee
- Responsible for all Human Capital Management Services
- Responsibilities included new Business Development, Market Assessment, Execution of Strategy and Vision
- Responsible for maximizing contractual service level agreements, client satisfaction, and Program Delivery
- Developed new initiatives to support the strategic direction of the organization and implement long-term goals and objectives to achieve the successful outcome of our client program.
Senior Consultant/ VP
Human Capital
05.2020 - 01.2022
- Helping organizations realize greater profitability through, Management solutions maximizing efficiency, reduce cost and accelerate growth
- Responsible for delivery and end-to-end relationship management for a program of multiple projects (application maintenance, development, testing and Infrastructure)
- Responsible for new Business Development, Market Assessment, execution of Strategy and Vision which align with our customer base
- Drive key initiatives to support the strategic direction of the organization and implement long-term goals and objectives to achieve the successful outcomes within sales, talent acquisition, recruiting operations and internal back-office support
- Relationship management with the C-Level community within the customer organization
- Served as technical liaison to manufacturing representatives in the Carolinas, Tennessee, Georgia, Utah, Texas and Arizona
- Collabera
National Account Manager
Enterprise Services Group
05.2019 - 05.2020
- IT
- Collabera is recognized as the largest diversity supplier for global technology services in the US and has been voted the “Best Staffing Company To Work For” by Staffing Industry Analysts (SIA) for 5 consecutive years in 2011, 2012, 2013, 2014, 2015 and 2016,2017
- Provided executive leadership and daily direction for a sales, delivery and operations team of 30 while supporting 5 large enterprise accounts across the US
- Responsible for creating and the execution of the overall account strategy, penetration and support structure throughout US within enterprise accounts
- Responsible for building, managing and cultivating relationships within each enterprise account to increase market share with Director and C-Level Executives
- Conduct weekly 1 on 1’s with AM’s to include mentoring/coaching the sales process and hitting necessary metrics outlined
- Responsible for the development and uncovering of Managed Services and STEM Graduated Program Managed Engagements and Managed Services both our onshore and offshore
- Weekly 1 on 1’s with Account Management team to include mentoring/coaching the sales process in these accounts
- Responsible for working with a team of 35 daily to include operations, sales, delivery onshore and offshore and human resources
- Developed new lines of business in all three accounts in addition to increasing existing LOB’s
- Experis
Enterprise Account Director
IT Enterprise Services
11.2017 - 05.2019
- Responsible for overall account strategy within enterprise accounts
- Emphasis on presenting business Solutions to existing clients, opening more lines of service within existing customers, partnering with recruiting to help meet their short- and long-term business objectives, while also meeting internal strategic goals
- Responsible for overall account strategy
- Responsible for building sales team and retention
- Build and maintain senior level partnerships within clients
- Develop account penetration strategy and Map out specific focus areas for other opportunity to gain market share firstPRO, IT Consulting
Sr. National Account Executive
08.2016 - 10.2017
- FirstPRO, a full service, independent staffing and recruitment firm that has been providing talented professionals with exceptional opportunities since 1986
- We invest in building relationships with people and businesses to benefit the communities that we live and work in
- Our mission is to provide a seamless staffing and recruiting process for our corporate clients, candidates, and temporary staff
- We take the time to gain an understanding of our clients’ and candidates’ needs in customizing our recruitment process as each position and department culture is unique
- Managed daily sales and business development processes and performed a significant role in planning that resulted in increased corporate revenue for a multi-state territory
- Responsibilities included market research, initiating and developing sales strategies
- Consistently developed a prospect pipeline of 2x to 3x annual quota by executing innovative lead generation techniques
- Maintained active relationship with current customer base and successfully grew existing accounts through up-sell opportunities
- Dramatically increased corporate market position and revenue
- Utilized a targeted and organized sales approach assisted by the use of CRM
- Negotiated sales contracts and creation of proposals
- Daily prospecting to identify potential clients and set-up sales presentations
Infinity Consulting Solutions
05.2014 - 07.2016
Regional Director
ICS
- 01.2015
- Infinity Consulting Solutions, is one of the nation’s leading staffing and recruiting resources specializing in connecting talented people to the businesses who need them
- While the staffing industry has moved increasingly toward sourcing talent through automation, job boards, and keywords, ICS maintains one of the highest retention rates in the industry by adhering to our core belief that personal relationships are the most effective means of identifying highly qualified candidates for positions where they can excel
- Opened expansion office in Atlanta supporting the entire Southeast region
- Responsible for business development and introduction of company brand to the market
- This included complete P&L control, direct hiring and management of sales and recruiting team but also collaboration across multiple offices
- Developed and executed daily sales and recruiting strategy for the team
- Strategically drive new business in selected accounts and manage assigned services sales, revenue, and sales margin targets
- Manage portfolio of Global, fortune 100 accounts across multiple vertical markets including Telecommunications, Consulting, Healthcare, Financial, and Hospitality
- Implemented focused, customer centric strategies, and grew market share in 10 national accounts
- Act as escalation path in the event of compliance audit, negotiations, contracts and proposals
- Provided sales training and mentoring sessions for new hires throughout the organization on how run an initial meeting and how to ask good probing questions to uncover challenges and future initiatives
- Implemented local consultant retention and referral plans
- Responsible for creating a fundamental change in approach, leading the company in contract/staff augmentation hires from 6/2015 thru 11/
- Worked to identify, target and develop companies and contracts in the market resulting in multiple engagements and $1.4 million in revenue
- Increased gross margin percentage per consultant versus national average for the organization
- Introduced greater focus on quality screening and consultant appreciation/satisfaction
- Implemented and taught strategies focused on networking, building a pipeline of talent, demonstrating quality, and speed to market
- Accomplishments
- Grew and maintained consultant base of 20+ consultants while also having direct impact to the placement of 6 direct placements over the past 18 months
- Increased revenue in 4 Fortune 100 customers from 2014 to 2015
- Ranked in top of company’s financial scorecard as it relates to total contract margin, gross margin percentages per contractor and weekly client meetings in 2015.
Sr. Strategic Account Director
Digital Intelligence Systems
05.2009 - 04.2014
- DISYS is an ISO 9001: 2008 certified IT staffing and consulting company with core services in IT Staffing and Consulting, Finance and Professional Services, ERP Services, and Infrastructure Support Services
- Our vision is to be a global business partner, delivering highest quality and most consistent services at the best value to clients worldwide
- Responsible for managing and selling a comprehensive list of IT Services and Staffing solutions for Fortune 1000 companies
- Developed strategies for outlined territory positioning our organization to fully engage customers through research and knowledge of the competitive landscape within the Dallas/Fort Worth market and a fundamental understanding of how clients execute their IT initiatives and objectives
- Responsible for mentoring and leading junior salespeople on a daily basis
- Provided oversight and guidance to ensure their strategies represent the current and future direction of the company to our clients
- Created and implemented sales strategies, forecasting, goal setting, reporting, and directed day to day activities within key accounts
- Maintain awareness of client projects to maximize opportunities within Application Services, Infrastructure Support Services, Cloud Enablement, Support Services, and Business/Program Services
- Contract negotiations, relationship building, cold calling and introducing company brand to designated markets and all levels of management
- Responsible for assisting and training recruiters on internal best practices and mentor assigned recruiters on career development and activity expectations
- Managed day to day activities for several clients: Dell, Alcon, Novartis, PepsiCo, WellPoint/Anthem, Oz-Systems, and L3 Communications
- Accomplishments
- Generated over $17 million dollars in revenue over the past 5 years between 4 strategic accounts with $1.6 million of GP specific to 2013 while significantly increasing headcount and average margins
- Doubled revenue in 2 Fortune 50 customers from 2012 to 2013
- Ranked in top of company Sales staff based on profit/revenue for 2011, 2012 and 2013
- Also led local office and Won top salesperson of the year in 2012 and 2013
- Grew and consistently maintained consultant base of 25+ with a high of 60+ in a direct sales capacity over the past 4 years
- President’s Club recipient for 2011, 2012, and 2013 for generating over 700k GP
- This recognition also included exceed performance bonus and incentive trip to Bahamas and Costa Rica.
TEKsystems
01.2007 - 04.2009
- Is a 3-billion-dollar IT service company specializing in applications, infrastructure, and communications technologies
- Our capabilities span a wide range of services: from technical staff augmentation and direct placement services, to full management of technology projects and comprehensive workforce management solutions
- Markets expand through more than 129 offices throughout the U.S., Canada, Europe, China, and India
- Responsible for creating partnerships through selling a full line of comprehensive IT services
- Assist clients achieve technology initiative through a variety of creative solutions whether we provided a technical resource under direct management, to a tactical team of resources enabling our client’s IT project, to global outsourcing through onsite, near shore, and offshore models
- Area of focus was our Application Lifecycle Services to simply the implementation and help clients overcome challenges with the right expertise with an unrelenting commitment to customer service
- These services assisted clients through designing, developing, implementing, and supporting enterprise application through four practice areas: Custom Application Development, Data Management, Application Management, and Quality Assurance
- Penetrated existing territory and prospected new accounts that increased territorial sales over 4 million dollars per year
- Responsible for creating daily goals, objectives, initiatives, sourcing strategy that facilitated the process of providing technology execution services, helping businesses deploy high caliber IT and communication expertise
- Supervise and mentor assigned recruiters on career development and activity expectations
- Utilized internal placement process which was a continuous cycle helping to ensure both clients and resources are satisfied with a project from beginning to end
- The process begins with sourcing talent with matching of skills with clients needs, provide seamless transfer of knowledge and outline our commitment to future opportunities
- Responsible for accurately assessing a client and tailoring TEKsystems IT Training and Education Services for the strengthening of an organization and IT environment incorporating leading edge products, state of the art products, customer learning objectives
- All with a focus on measurable employee performance improvement
- Participated in year end market analysis resulting in increased office profitability, effective account planning and future business viability
- Forecasted sales revenue, instructed and advised sales representatives on individual and team goal setting
- Responsible for managing 15-30 concurrent IT Technical Professionals
- Assisted the resources at client engagements with the following career development, training, health benefits, team and project management relations
- Responsible for weekly cold calling into many organizations which could utilize services, be it Fortune 1000 or Small to Mid Size markets
- Responsible for maintaining consistent levels of quality, customer satisfaction/productivity, while meeting/exceeding revenue and margin goals
- Responsible for utilizing and generating sales leads to develop new sources of revenue
- Utilized a consultative sales approach to first understand a specific client’s need, then introduce our service offerings to achieve best solution for specific technology initiatives
- Experienced at negotiating Service level agreements, working with various Vendor Management Systems, Master Service Providers, and Vendors on Premise
- Managed these day-to-day activities for several clients: Alcon Labs, Sabre, Sabre Tubular Structures, Handmark Inc, Realtech Inc, Cash America, Gamestop, Texas Health Resources, US Health Group, First Cash Financial, and Hotels.com
- Accomplishments
- Improved prospected sales territory and client portfolio by increasing sales for full line of services to a yearly average of 4 million dollars from, continued to increase sales activity each year
- Territory was divided and created more opportunity for existing account managers because of consistent account penetration and sales activity
- Won 2 company sales incentive contest which included increased salary, quarterly bonus, company stock, and incentive trips to Mexico
- Establish relationships and maintained weekly gross profit within 5 accounts that were new to current office structure.
Sr. Account Executive
TEKsystems, Inc – Allegis Group Company
09.2006 - 04.2009
Sr. Consultant
J, Y. Foods, Inc
03.2002 - 08.2006
01.2001 - 12.2002
- Continued to increase sales activity to over 3.3 million dollars each year
- Territory was divided and created more opportunity for existing office because of consistent account penetration and sales activity
- Won 2 company sales incentive contest which included increased salary, yearly bonus, company stock, and trips to Mexico and Bahamas for the years of 2000 and 2001
Account Executive
MAXIM GROUP, ALLEGIS GROUP
01.1998 - 12.2002
Maxim Group
01.1999 - 12.2000
- Is a 700-million-dollar IT service company providing solutions anywhere from a technical resource under current management, to a tactical team of resources or global outsource solutions
- Markets expand through more than 60 offices throughout the U.S., Canada, and Europe
- Responsible for marketing and selling technical staffing solutions and services for software development, quality assurance, database management, data warehouse, and Enterprise Resource Planning (ERP) services to C-level IT clients and managers
- Assisted clients in achieving business goals through a variety of creative solutions; including, but not limited, to providing the right technical resource(s) and/or tactical team of resources enabling clients to overcome challenges with an unrelenting commitment to high customer service
- Responsible for the development for Fortune 500 clients in the following industries; Airline and Transportation, Distribution, Consulting/Business Services, and Financial
- Results achieved by proactively selling consultant services, prospecting, cold calling and developing new client base as well as continual growth of existing business
- Accountable for detailed documentation and reporting of all client contact in sales management system
- Required to develop a strategy, sales plan and set goals for business development in the territory on a quarterly basis
- Meet with clients to identify their technical needs, qualify requirements and deliver a solution for various business applications
- Responsible for mentoring, developing and training new recruiters and other Account Manager in the office
- Directed training courses and provided weekly reviews of all Account Manager and recruiters
- Manage 10 in-house recruiters that are responsible for interviewing and screening qualified consultants nationwide
- In addition, manage up to 30 technical consultants working at client sites
- Accomplishments
- Improved prospected sales territory and client portfolio by increasing sales for application development services to a yearly average of 1.5 million from
IT Recruiter
MAXIM GROUP, ALLEGIS GROUP
01.1998 - 12.1998
- Responsible for all aspects of qualifying potential candidates, which included conducting personal interviews, performing reference checks, administering technical interviews and matching consultant skills with client needs
- Maintain Maxim Group’s business partnership’s through the development of strong business and personal relationships with clients and technical professionals
- Led a team of recruiters responsible for identifying, screening and developing relationships with Information Technology professionals
- Monitor weekly performance and manage the progress of IT consultants at client sites
- Directly responsible for the training and career development of new recruiters
- Responsible for negotiations with clients and potential IT candidates that we are presented to clients
- Responsible for negotiating consultant contracts, which included salary negotiation, length of assignment, bonuses and employee benefits
- Prospected new applicants by utilizing several recruiting resources such as internet sourcing, direct sourcing (cold calling), job fairs, university and alumni recruitment, job postings, outsourcing firms, downsizing companies, IT user groups and referrals
- Developed new and current clients by setting and attending sales meetings to discuss the client's needs and technologies utilized
- Maintained a professional database of qualified candidates and referrals to expedite staffing positions that arise with minimal notice
- Accomplishments
- Promoted after 11 months of recruiting to a new role of Account Manager to manage client relationships that were in support of the Airline industry.
Baseball Player
SAN DIEGO PADRES, PROFESSIONAL BASEBALL CLUB
05.1993 - 01.1998
Education
Bachelor of Science -
Jackson State University
Jackson, MSSkills
- Team leadership
- Business development and planning
- Customer service
- Negotiations
Training
- Allegis Group Company Training, Account Manager Business Development Strategies
- Maxim Group Company Training, Recruiter Training and Account Manager Training
- Selling to V.I.T.O. (Very Important Top Officers), Selling to V.I.T.O. Seminar – Anthony Parinello
- TEKsystems Company Training, Sales Transition Training, Situational Leadership, Account Executive I, II, III
- Shapiro Negotiations Institute, Baltimore, MD, Sales Negotiation Training I & II – 'The Power of Nice'
Timeline
Digital Sales Executive
by NTT Data
02.2023 - Current
Enterprise Account Executive
DIVERSANT
01.2022 - 01.2023
Senior Consultant/ VP
Human Capital
05.2020 - 01.2022
National Account Manager
Enterprise Services Group
05.2019 - 05.2020
Enterprise Account Director
IT Enterprise Services
11.2017 - 05.2019
Sr. National Account Executive
08.2016 - 10.2017
Infinity Consulting Solutions
05.2014 - 07.2016
Sr. Strategic Account Director
Digital Intelligence Systems
05.2009 - 04.2014
Business Development Manager
LandAmerica Commonwealth Financial Group, LandAmerica Financial Group
01.2007
TEKsystems
01.2007 - 04.2009
Sr. Account Executive
TEKsystems, Inc – Allegis Group Company
09.2006 - 04.2009
Sr. Consultant
J, Y. Foods, Inc
03.2002 - 08.2006
01.2001 - 12.2002
Maxim Group
01.1999 - 12.2000
Pizza Hut
01.1998
Account Executive
MAXIM GROUP, ALLEGIS GROUP
01.1998 - 12.2002
IT Recruiter
MAXIM GROUP, ALLEGIS GROUP
01.1998 - 12.1998
Baseball Player
SAN DIEGO PADRES, PROFESSIONAL BASEBALL CLUB
05.1993 - 01.1998
Bachelor of Science -
Jackson State University
Regional Director
ICS
- 01.2015
Similar Profiles
Leona BarberLeona Barber
Agency Licensing and Compliance Coordinator at Commonwealth Financial GroupAgency Licensing and Compliance Coordinator at Commonwealth Financial Group
Lindsey YoungLindsey Young
Sr. Talent Advisor at - Omni Financial Services | Tax & Financial GroupSr. Talent Advisor at - Omni Financial Services | Tax & Financial Group
Kristeen KhounthamKristeen Khountham
Financial Advisor at World Financial Group/ Transamerica Financial AdviFinancial Advisor at World Financial Group/ Transamerica Financial Advi