SUMMARY:

• My background encompasses 15+ years of key executive experience managing business units, new business development, and major/key accounts. I possess effective tactical and strategic leadership abilities in new revenue generation, negotiation, RFP campaigns, pipeline management, bringing in new logos, and enhancing customer relationships. My focus has been in high activity, complex, Information Technology, Marketing, and Financial Services sales environments.Self - driven, customer-focused, with a motivational management style and natural ability for building new business along with a proven history of developing and implementing successful strategies for accelerated growth.
• An individual that takes charge, leads by example, and holds myself and others accountable by establishing and measuring attainable goals and building strong loyalties with clients, vendors and external business partners.
• My proficiencies include, but are not limited to, the following areas and these are indicative of the benefits, growth, and return on investment I can bring to your organization.
• Leadership /Sales Management / Operations / New Business Development / Analysis & Optimization:
• Strong leadership skills, ability to generate new market opportunities, exceed all goals, and create an impact on the organization in fast-paced, rapid growth, highly competitive environments.
• Solid business background, to quickly identify and resolve deficiencies, improve customer service and experience, implement change, and achieve crucial turnarounds where others have failed.
• Talented sales strategist, offering thought leadership, tactical advice, competitive advantages, and go-to market methodologies.
• Form collaborative cultures and cross-functional groups to revitalize organization’s top and bottom lines.
• Optimize growth that will generate higher productivity, revenue, and profitability.
• Effectively hire, develop, and manage sales teams, including field reps, inside sales teams, independent reps, brokers, partners, and alliances to drive revenue and success.
• Successfully managed over 50 direct reports, 4000 Retailers, 9000 Retail Service Providers, High volume outbound call center, and 1400 Branch Banks nationwide.
• Proficient in SalesForce.com, Microsoft, and other CRM systems.
• Experienced in a variety of selling methodologies such as Consultative sales, Strategic Selling, Miller Heiman, Spin Selling, and Solutions Selling.
• Natural ability to communicate with CEO’s, CFO’s, COO’s and CIO’s, understand their needs, and deliver solutions that meet their expectations.
• Veteran P&L manager, Six-Sigma trained, strong analytical skills of financial, marketing, and technical data.
• Expert deal negotiator, from $10,000 to billion-dollar agreements.
• Proven ability to apply these skills with precise business acumen to complex situations.
• Highest annual revenue attained, $2.5 billion dollars, largest increase in annual revenue goal, $700 million dollars.
• Greatest increase over goal, 600%, with a career annual average of 135% over goal.
• Automotive, Aerospace, Banking and Financial Services, Construction, DRTV, Defense, Electronics, Healthcare, Insurance, Industrial, Manufacturing, U.S. Military, Retail, Technology, Telecommunications, and Federal, State and Local Government markets.
• Information Technology Education, training, and certification programs.
• Software Systems (BI, CRM, ERP, MRP, Point of Sale), SaaS, application development, and QA Testing.
• Retail Prime and Sub-Prime financing and financial services nationwide.
• IT Security/Breach Risk/Compromise Assessments, Compromise Detection Services, Government mandated Controls and Risk Audits, and Learning Management Systems for Security Awareness Training to Banks and Credit Unions nationwide.
• Capital Equipment Sales & Leasing, Banking Hardware (ATM’s, Financial Kiosks, and Cash Recyclers), Mobile Banking solutions, and SaaS business solutions to Banks and Credit Unions nationwide.
• Data Analytics, loyalty solutions, automated credit scoring, and portfolio risk services to major banks.
• Consumer loan, Mortgage, and CRM software system sales to banks and credit unions nationwide.
• Brand Loyalty and Affinity programs, IT Platform services, Secured Billing Services, CRM and Analytics.
• Database marketing/management services.
• Response analysis services, demographics data, lifestyle data, financial insights data.
• Marketing strategy, marketing analytics, data mining, and custom SAS applications (BI, CRM, and ERP).
• Seasoned Vice President of Sales, that has presided over the training of “Best-in-Class” sales methodology practices for Sales and Business Development Teams that generated revenue increases of 135% +, increased market share, enhanced customer experience, and ensured strong relationships.
• I will do the same in your organization, by developing new business through loyalty and service to new and existing clients, vendors, and business partners.

SKILLS

• Team Leadership
• Sales Management
• Account Management
• Customer Service Management
• Call Center Management
• New Product, Market and Business Development
• Complex Negotiations
• Sales Forecasting
• Sales Training
• Major/Key Account Acquisition/Retention Process and Performance Improvements
• Change Management
• Organization Development

PROFESSIONAL EXPERIENCE

Confidential

VICE PRESIDENT of SALES, Chicago

Responsibilities:

• Improved the processes of recruiting, hiring, coaching, training, mentoring, and evaluating sales and customer service staff.
• Created sales plans, developed, and implemented new procedures in the following areas:
• Sales and Customer Service training.
• Worked closely with all involved on Individual development to exceed their goals.
• Key activity strategy and execution.
• Lead generation.
• Defined metrics and assessed KPIs for teams and individuals.
• Created new reporting to evaluate all of these changes.
• Delivered ongoing sales strategies that foster continued revenue growth to exceed all goals.
• Reviewed all business processes, operations, training programs, key activity, revenue strategies, and recommended improvements all of these areas.
• Studied sales comp plans and made recommendations to align company objectives and sales incentives.

Confidential

STRATEGIC SALES DIRECTOR, Chicago, IL

Responsibilities:

• Reported to the President, with national responsibility.
• Created and implemented a strategic sales plan for a new initiative.
• Targeted top commercial credit card issuing banks and credit card payment networks.
• Developed a National Commercial Credit Reporting program providing Risk Management, Compliance, Data Management, Commercial Credit Reporting, Credit Score Development, Portfolio Analysis, Default Forecasting, Strategic Reviews, and Opportunity Assessments.
• Introduced new products, market development, created collateral material and implementation processes.
• Sold all Merchant Services to the commercial credit card providing banks and credit card payment networks.
• Signed 3 major banks Citi, Advanta, FNBO, plus Discover in the first 90 days.

Confidential

NATIONAL SALES MANAGER, Chicago, IL

Responsibilities:

• Managed all sales/business development including business processes, sales strategy, implementation, and contract negotiation.
• Produced sales collateral and presentation materials to successfully sell online services to “C” level executives.
• Sold comprehensive solutions sales for Web design, Website management, and direct and online marketing services.
• Hired, trained and managed inside sales team of 6 reps for new business development and sales.

Confidential

NATIONAL SALES & MARKETING MANAGER, Mettawa, IL

Responsibilities:

• Multiple areas of responsibility that included New Business Development, Training, Compliance, Risk, Legal, Marketing, contract negotiation with signature responsibility, and process improvement.
• Managed 12 Regional Managers nationwide.
• Developed and implemented improved processes with Web-based technology.
• Created a nationwide client-training program with additional support for increased client satisfaction.
• Sold Confidential Merchant Services - Consumer Financing Services to 4000 national and regional merchants, major Consumer Electronic Stores, “In-Home” retailers, PowerSports, 1400 Confidential Branch Banks, and the Hispanic Banking Initiative in Texas and California.
• Improved Merchant contract process that ensured strict compliance policies and slashed $200,000.00 of annual business expenses.
• Achieved a “record breaking” $712 million dollar increase in annual revenue, $400 million over goal, reaching $1.5 billion in sales.
• Signed 5 new major accounts each year, increased “Top 10” Confidential Merchants revenue by 217% ($76 million-dollar increase) including a Billion-dollar + deal with over 3500 Sony and Mitsubishi dealers.

Confidential

NATIONAL SALES DIRECTOR, Arlington Heights, IL

Responsibilities:

• Reported to the CEO with National responsibility, managing 6 direct reports.
• Focused on new business development within the banking, insurance, and manufacturing verticals.
• Developed and implemented a new sales strategy that defined new markets for technology sales, services, and service bureau.
• Designed, developed, sold and implemented custom proprietary ERP Systems.
• Increased revenue by 145%
• Created new products, new revenue streams, and delivered $40 million dollars in annual revenue.

Confidential

BUSINESS DEVELOPMENT MANAGER, Boise, ID

Responsibilities:

• Managed Chicago and downstate sales team and territory.
• Focused strategically at the “C” level within Fortune 1000 accounts.
• Sold business process outsourcing and Internet-centric solutions, including, computer hardware software, application hosting (ASP), Web design, Web hosting, connectivity (ISP), data storage and networking products and services, educational/training certifications, and professional services to re-sellers and Fortune 500 corporations within the financial, telecom, healthcare, automotive, government, and manufacturing verticals.
• Prospected and closed 24 new Fortune 500 accounts including Motorola, Northrop Grumman, Morningstar, TRW Automotive, Siemens Medical, American Pharmaceutical, ADM, Chicago Title, and many more.
• Ranked #1, of 60, Business Development Managers nationally.
• Exceeded goals by 147% and individually delivered $12 million + in annual sales.

Confidential

BUSINESS DEVELOPMENT MANAGER, Bensenville, IL

Responsibilities:

• Individual contributor, focused on the financial, healthcare, telecom and manufacturing verticals.
• Facilitated partnership between G.E. Capital and a minority owned technology provider.
• Implemented a strategic plan to provide products and services to the public sector. Chicago Transit Authority, City if Chicago, U.S. Census Bureau, Chicago Public Schools, Illinois Tollway and others.
• Six Sigma trained, focused on new business development of IBM, HP, and COMPAQ products and services.

Confidential, Lakewood, IL

SOFTWARE SALES MANAGER

Responsibilities:

• Sold exclusively Harland Software CRM/MCIF Systems to the credit union industry.
• Directed all sales, forecasting, planning, training, and product development of mortgage, consumer loan and BI software (CRM).
• Managed 11 field and inside sales reps and multiple independent agents.
• Developed and implemented a marketing service bureau to increase sales and customer loyalty with 100% annual renewal.

Confidential

DIRECTOR of SALES, Chicago, IL

Responsibilities:

• Reported to the President, managed 50 direct reports and a national network of 9000 outsourced service providers.
• Exclusive provider to Allstate ($140 million in revenue), other clients included Confidential, Farmers and Nationwide.
• Directed all sales activities, training, program development, administration, and contract negotiation.
• P & L responsibility, with a $1M + budget.
• Restructured division, and managed a high-volume inbound and outbound customer service call center - 45,000 + calls monthly.
• Produced $300 million in revenue, increased annual profits by $6 million, and exceeded goals by over 600%.