Tony Newman
Leeds
Summary
Proven sales leader with a strong track record of building high-performing teams and driving business success through innovative strategies. Expertise in people motivation, leadership, and understanding diverse personality drivers to foster collaboration and productivity. Skilled in structuring lease-led PAAS models, matrix selling, and developing customer relationships at all levels, including C-suite executives. Adept at recognising the value of organisational synergy in securing and retaining clients, supported by exceptional planning, organisational, and presentation skills. Committed to leveraging these competencies to deliver sustainable growth and long-term client partnerships.
Overview
38
38
years of professional experience
Work history
GLOBAL DOCUMENT SALES SPECIALIST
Xerox
07.2021 - 01.2026
- Returned to Xerox and aligned to Large Enterprise supporting the client managers on new and existing customers supporting the full portfolio of technology and service offerings.
- Three service lines, capture and content, customer engagement services and managed print services.
- 153 % of target YTD 2025
- 204% of target 2024
- 245% of target 2023 incl. of ‘Magic Circle’ legal win $17M 5-year outsourced services
- 134% of target 2022
- Strong legal and professional services bias retaining, PWC, CMS, Allen & Overy, Clifford Chance LLP, NRF LLP, and Moody’s
- Renewals with GOSH, UCLH, Betfred, Nat West Group, Rolls Royce and MMC
- Major Health Trust win January 2025 x4 London NHST
- New business wins in Hogan Lovells and Charles Russell Speechlys
SALES DIRECTOR
SCC Document Services
04.2016 - 03.2021
- Internal promotion to manage three sales teams across our key markets, Corporate, Public Sector and Commercial.
- Fully accountable for all sales and marketing activity.
- Re-structured sales teams into account management and new business.
- The impact of Covid19 moved the focus to delivering cloud-based document and content services (DSaaS) and as we sought to accelerate our customer’s journey from paper to digital solutions in light of the impact on printed volumes.
- Target achievement 2016/17 – 115%, 2017/18 – 88% 2018/19 – 121%, 2019/20 – 89% (New business only)
- Full sales P&L responsibility
- Partnered SCC to win places on key Government Frameworks CCS3781, COMIT to establish Public Sector business to grow from £260K GP to £1.4M GP in 12 months with TCV of £15M +
- Installed 2,500 + new A3 colour devices into Public Sector 2018/2019 inclusive of Nottingham County Council, Nottingham NHS Foundation Trust, Sherwood Forest NHS Foundation Trust, Derby City Council, North Midlands NHST, West Midlands Police and NHS Blood and Transplant
- Planned and delivered 3 sales kick-off events and quarterly/annual incentive schemes
- Launched ‘Print Simplicity’ online offering for SME self-service marketplace
- Renewed Galliford Try, Babcock International, JET2, L&G, and Balfour Beatty MPS contracts
- Won EDFE in partnership with TCS to place largest single order on Ricoh from UK reseller partner, and successfully novated IAG into TCS.
CORPORATE SALES DIRECTOR
SCC Document Services (M2)
04.2014 - 03.2016
- TUPE transfer across from SCC to M2 Digital post-acquisition to head up Corporate Sales Team.
- Established team of four senior salespeople to retain major corporate clients and win new managed print services business leveraging parent company, SCC’s customer base.
- Target achievement 2014/15 – 140% and 2015/16 190%
- Set up ‘win’ team with solution design, commercial modelling and bid support resource.
- During this period major wins included Coventry Building Society, UKPN, Talk-Talk, Boohoo, United Utilities, Wales and West, IAG, Network Rail, Interserve, White & Case LLP, JLP/Waitrose, Ardmore, ESH Group, MacDonald Hotels, Yodel and The National Trust.
GENERAL MANAGER
SCC Managed Print Services
04.2002 - 03.2014
- Hired to set up SCC managed print services business due to emerging device convergence in the office.
- Ownership for the entire business model incl. of technical solutions and service delivery.
- Revenue growth from zero to £15M over this period.
- Established over this period a team of 4 sales – people and 4 solution design/technical support personnel.
- Pioneered the sale of secure print solutions in the UK with Legal and General, Keoghs LLP, The National Trust, Arqiva, Fiat Motor Group, Leeds City Council, Colt Telecom and British Airways.
- Early adopter of HP MFP technology into United Utilities.
ICL
11.1999 - 03.2002
Compaq Computer
05.1994 - 11.1999
Kyocera Electronics
09.1990 - 05.1994
Xerox
09.1987 - 08.1990
Education
BSC Honors - Economics
O Levels - undefined
A Levels - undefined
ICL Accelerated Leadership Talent - undefined
ICL Millennium Program - in partnership with DIEU
Dieu Management School
Powerbase Selling -
Disruption Selling
Sales Contribution Selling -
Lanyon Associates Ltd
Get Fit to Win -
Andrew Sillitoe
Bregman Leadership Masterclass Series -
Bregman Partners
Red2Blue certified coach -
Gazing Performance
Skills
- Proven sales leader with successful track record in building winning teams
- People motivation, leadership and recognition of what motivates different personality types
- Structuring lease led PAAS models
- Strong planning and organizational skills
- Building customer relationships at ‘C’ level but importantly at all levels within our customers
- Presentation skills
- Recognition of the value an entire organization brings to winning and retaining customers
- Matrix selling
Accomplishments
- Charitable support to Leeds Rhinos Foundation.
- Running – Marathons for Myton Hospice, Leeds Children’s Heart Surgery Fund, MND and Running for Rob (Burrow).
Custom Section
- BSC Honors Economics
- 7 O Levels/3 A Levels
- ICL Accelerated Leadership Talent
- ICL Millennium Program in partnership with DIEU
- Powerbase Selling
- Sales Contribution Selling
- Get Fit to Win
- Bregman Leadership Masterclass Series
- Red2Blue certified coach
Personal Information
Title: Sales Professional
References
Available on request.
Interests
- Leeds Rhino’s
- Gym
Timeline
GLOBAL DOCUMENT SALES SPECIALIST
Xerox
07.2021 - 01.2026
SALES DIRECTOR
SCC Document Services
04.2016 - 03.2021
CORPORATE SALES DIRECTOR
SCC Document Services (M2)
04.2014 - 03.2016
GENERAL MANAGER
SCC Managed Print Services
04.2002 - 03.2014
ICL
11.1999 - 03.2002
Compaq Computer
05.1994 - 11.1999
Kyocera Electronics
09.1990 - 05.1994
Xerox
09.1987 - 08.1990
O Levels - undefined
A Levels - undefined
ICL Accelerated Leadership Talent - undefined
BSC Honors - Economics
ICL Millennium Program - in partnership with DIEU
Dieu Management School
Powerbase Selling -
Disruption Selling
Sales Contribution Selling -
Lanyon Associates Ltd
Get Fit to Win -
Andrew Sillitoe
Bregman Leadership Masterclass Series -
Bregman Partners
Red2Blue certified coach -
Gazing Performance