Project Manager Sales
Resume:
PATRICIA L. MORGAN
Palm Beach Gardens, FL 33418
Summary:
In depth experience in electronic payments in credit and debit; merchants
and issuers, including: strategic planning, product development, marketing,
process design, information technology, project management, operations
management, business case development, market research, marketing and sales
plans, collateral, and financial analysis.
Professional History:
July 2011 - July 2013: Director of Marketing, National Payment Card
Association, 4171 West Hillsboro Blvd, Coconut Creek FL 33073
Responsible for overall business development and marketing of a merchant
branded debit card program (decoupled debit/ACH). Conduct in-depth
analytics and market research of targeted retailer sectors, develop
pricing, go-to-market strategies, and market collateral. Worked with
merchant acquirers in partnership programs to resell products.
Accomplishments include: Developed new revenue streams for the program;
speaking engagements at industry conferences; publication of articles;
write and publish monthly newsletter; developed corporate financial models
and five year projections; designed and implemented new corporate web-site;
secured new retailer customers; developed consumer and retailer facing
materials and web-site videos; negotiated new vendor contracts and lower
pricing; assist with overall corporate strategy. Report to the CEO.
October 2008 - July 2011: Director, Payment Solutions, TSYS, 1 TSYS Way,
Columbus, GA 31904
Responsible for product development and product management of debit card
based payments solutions. These solutions include traditional and
alternative types of debit products. Responsible for market research,
competitive assessment, technology options and recommendations, marketing
programs, business case, risk mitigation, pricing, industry communications,
strategic product roadmaps, management presentations and overall strategic
direction. Products include both retailer and financial institution
solutions.
Conducted very large amounts of market research and synthesized that
research into meaningful information and recommendations; Work with sales
and marketing to secure new clients and position TSYS as a viable
participant in the debit card industry; published two articles and spoke at
two conferences; Worked with many potential strategic alliance partners and
acquisition targets that would make TSYS products more competitive.
I am a strategic and creative thinker. I am not afraid to ask the
"what/why" questions in order to further my thinking and recommendations.
April 1998 - September 2008: Management Consultant specialized in the
payments industry. I manage all aspects of business development, proposals,
financial modeling, research, project management, final work products and
presentations. Desktop Proficiencies: Word, Excel, MS Project, PowerPoint,
Outlook, Access.
My client work focused on strategic Penetration Activation and Usage
programs for a national third party processing company. The work included
data analysis, development of rewards /loyalty promotions / programs for
client's financial institutions; Developed marketing collateral and sales
materials; Conducted market tests and measured/reported on lift in
activation and usage based on a variety of criteria; Established and
measured against benchmark data points. Helped determine strategic
positioning and value proposition for financial institutions; evaluated
fulfillment vendors.
Prior year's client work has covered a variety of strategic and
operationally focused on electronic payments projects. Work encompassed
ATMs, prepaid, RFID technology, Point of sale, credit cards, debit cards,
merchant acquiring, project management, backoffice operations
restructuring, check imaging, loyalty, and ACH. The specific assignment
might have been related to strategic planning, product development,
pricing, development of business cases, go-to-market strategy, competitor
assessments, systems requirements, business requirements, generation of
RFPs and analysis of responses, and risk analysis.
November 1996 - April 1998: Director of Electronic Banking and Strategy
Development, Dove Consulting, 75 Park Plaza Boston, MA 02116
Reported to the CEO; Managed strategy development, market research, re-
engineering, and merger/acquisition projects on behalf of clients; Industry
expertise in retail banking, electronic payments, and electronic banking.
Responsible for business development initiatives, proposals, client
management, project management, development and presentation of final
reports /recommendations, and facilitation of client decision-making.
March 1995 - November 1996: Executive Vice President, Finance and
Operations, Capital Asset Research Corporation, 1700 Palm Beach Lakes
Blvd., West Palm Beach, FL 33401
Reported to the CEO; responsible for all corporate operations which
included finance, portfolio management and analysis, budgeting and business
planning, real estate work-outs, human resources, public relations,
investor relations, and management information systems.
Worked with CEO to re-structure the company in 1995 including private
placement for equity participation; Managed overall growth of company from
35 to 150 people--Asset base growth from $45 million to over $1 Billion;
Managed re-organization due to growth; Developed strategic plans. Managed
project to develop and replace computer systems; Worked with public
relations firm in all aspects of outside media and marketing coverage.
1990-March 1995: Director of Electronic Banking and Strategy Development,
Dove Associates, Inc., 75 Park Plaza, Boston, MA 02116
Reported to the CEO; managed strategy development, market research, and
merger/acquisition projects in management consulting firm. Responsible for
client management, business development, project management, development
and presentation of final reports/recommendations, and facilitation of
client decision-making.
Project methodology for strategy development included identification of
needs, issues, and objectives, primary and secondary market research,
financial analysis and modeling, identification of options, final reports
and recommendations. Examples of work: Strategic plans for small and large
regional banks, electronic network strategies and plans, sale of a regional
network and post-sale consolidation, business valuations, market research,
market entry and growth strategies, cost studies, competitive strategies,
geographic expansion strategic, new product assessments, information
technology and business alignment, litigation analysis and expert witness.
1987-1990: Director Customer Service and Network Implementations, Visa
International, San Mateo, CA.
Managed department of 35 responsible for first-line customer support,
implementation of new technology products/services, network installation
and trouble-shooting. Developed service quality improvement/incentive
programs. Customer satisfaction rating rose from 64% satisfaction to 89%
in first year.
1985-1987: Product Manager, Marketing, Visa International, San Mateo, CA
Responsible for market development of various new Visa products and
initiatives. Activities included market entry strategy and planning,
pricing, servicing and marketing. Worked with sales executives to make a
market where one did not exist prior.
1982-1985: Project Manager, Visa International, San Mateo, CA
IT project manager on several large-scale real-time systems development
projects. Scale of efforts ranged from 1 year to 2 year development life
cycles including development of business requirements, systems design,
selection of computer hardware, management of programmers and systems
testing, conversion and final implementation.
1980-1982: Senior Systems Analyst, Chevron, San Francisco, CA
Project manager responsible for design, code, and implementation.
EDUCATION:
MBA, California State University, San Francisco, Systems and Information
Technology,
BA, New Mexico State University, Economics
Patricia L. Morgan
1663 75th Way
Palm Beach Gardens, FL 33418
Examples of Casework as a Consultant:
Developed solution for a decoupled debit product using existing payment
networks. The product is appropriate for both retailers and financial
institutions in either an open loop or private label closed loop
environment.
Penetration/Activation/Usage Programs: For national third party processor,
developed strategies and plans for increasing debit card transaction
volumes. Programs included cardholder education and use of
promotions/rewards. Developed marketing plans, creative collateral,
marketing themes, and costs for delivery of programs. Developed PPT
presentations for use by sales staff to financial institution customers.
Rewards / Loyalty: For national third-party processed, developed strategies
for debit rewards programs. Researched and recommended partners for front-
end tracking systems and back-end fulfillment. Developed model for use by
sales staff on behalf of financial institutions to determine rewards
program structures. Developed the business case and marketing materials
for one-time promotions and points-based programs; conducted various
market tests and analyzed results.
Debit Card Fraud: Evaluated debit card fraud in the US in the form of a
white paper; developed recommendations for client for fraud services that
could be offered to financial institution clients.
RFID: Research technology and applications for use in debit; made
recommendations for product features and pricing. Sized the market
opportunity; conducted risk assessment.
Biometrics Risk Analysis: For venture capital firm, conducted a risk
assessment for POS biometric technology. VC was attempting to make
decisions about further investments in a company they already held a
minor position.
ATM Cash Management Services: Analyzed the market-entry opportunity for a
regional ATM network terminal driving business for cash management
services. Assessed technology options for services for level 1/level 2
servicing and cash replenishment services. Developed the business case.
Transit Authority: Developed approach for using an existing payments
network for settlement of smart card transit transactions for a proposed
regional transit authority (WMATA). Reviewed proposed technical
specifications, analyzed fit with payment network, identified changes
that would be needed to current system, prepared client pro forma, made
recommendations for participation in venture.
P2P: Develop recommendations and business case for entrance into the P2P
market for a national service provider.
Consumer Authentication: Worked with client's technical departments to
design and plan for implementation of a service for authenticating
consumers on the Internet when using credit or debit payment cards.
Developed five year P&L projections.
B2B: Worked with the U.S. Department of Treasury to design a business and
technical model for Government payments to vendors. Analyzed current
federal agencies existing and desperate systems for interoperability and
migration to central model and system.
MicroPayments: Analyzed the opportunity to automate payments less than
$20.00 using current electronic payment models and networks. Defined the
potential vertical industry segments that could be automated and those
where costs were prohibitive.
Stored Value: White paper of stored value. Defined various options for
client to participate and offer stored value products. Identified and
interviewed potential strategic partners.
Internet Payments: For the largest ATM network, worked with their team to
develop an Internet Payment solution and suite of products that leveraged
the ATM network infrastructure; wrote the business plan; developed
pricing strategy, and prepared five-year financial models.
Web-enabled Industry Study. For a large regional ATM network, conducted a
study on the future of web-technology in the ATM industry. The research
was conducted primarily through many one-on-one telephone interviews with
industry participants to understand what they were currently doing and
what their perspectives were for the future of the technology.
Internet Startup Bank: Worked with a new venture targeting payments on the
Internet using ACH and debit. Acted as industry expert in debit to help
shape products, technology, relationships, and implementation strategy.
Web-enabled ATM Opportunity Assessment and Recommendations: For a top 10
bank, developed technology options and recommendations for a web-enabled
ATM platform implementation consistent with business strategy. Conducted
primary industry research with financial institutions and equipment
manufacturers to develop options.
Self-Service Consumer Research: Worked on a syndicated study to understand
consumer demand and behavior related to using web-enabled self-service
devices. The objective of the study was to assist manufacturers and
deployers of self-service devices in better understanding the products
that might be offered, consumer willingness to pay, and potential
marketing strategies.
Competitive RFP Analysis and Recommendations: For a national credit card
processor, analyzed proposals for a technology platform that would
support entry into the debit business in the U.S. and internationally.
Internet Security/Authentication Litigation Support: Worked with a national
software company in support of alleged patent violations related to
security processes and customer authentication on the Internet.
Consumer Research. Worked on a syndicated study to understand consumer
demand and behavior related to using web-enabled / Internet self-services
devices. The intent of the study was to help manufacturers and deployers
of self-services devices better understand the products that should be
offered, consumer willingness to pay and potential marketing strategies.
ATM Strategy: Developed overall ATM strategy for the largest bank in
Australia. Project included market penetration analysis, consumer
research, financial models, technology assessment, operations analysis
and recommendations.
Syndicated Research: Led research project to study the market impact of a
new debit product (Visa Check II). This study was conducted on behalf of
nine sponsoring organizations for the purpose of quantifying the economic
impact of the product for retailers, card associations, regional
networks, and banks, as well as gathering qualitative perspective
relative to the product.
Opportunity Analysis: Defined and analyzed opportunities and strategic
alliances for a third-party processor seeking to leverage their
investments in a specific technology platform and infrastructure used
currently for EBT.
Industry Expert: Served as industry expert for an international charge card
company looking at expansion into point of sale debit. Project included
industry analysis and growth projections, economic value chain
development for merchants, merchant acquirers, networks /associations,
issuer processors, and issuing banks. Developed future state scenarios
and strategic implications for clients.
Operations Analysis and Automation: For a top-ten U.S. bank, conducted re-
design of back office support group of 350 people. Assessed existing
processes, technology, and organization. Developed new processes, options
for automation, and organizational implications. Continued to work with
this client in selection of technology solution and implementation.
Operations Analysis and Automation: For an EFT third party processor
conducted analysis of processes, technology, and organization for back
office chargebacks and adjustment processing unit of 88 people. Made
recommendations for process redesign, automation needs, and
organizational design; quantified financial benefits.
Technology Strategy National Bank of Indonesia: Identified and charted core
business processes within a single line of business; developed short-term
and long-term technology solutions to automate processes.
Network Merger: Negotiated with three EFT networks to buy the existing
business of another network that had elected to exit. Negotiated
financial terms, process and schedule for conversion/consolidation.
Merchant Cost Study: Conducted merchant cost of payments study for a
regional EFT network. Study included seven vertical markets. Project
involved over 1,200 returned surveys, quantitative analysis of surveys
and resulting cost information, development of success case studies for
each market, and final report/final presentation.
Quality Standards: Worked with a regional network to create new quality
standards and performance metrics for use in vendor contract
negotiations. Standards included not only metrics but also relationship-
building methods.
Stored-Value Cards: Helped a developer of smart cards size their
opportunity, select which "merchant" segments to target, and conducted
primary merchant research to understand perceived value and pricing
tolerance for the product.
Stored-Value Cards: Developed a white paper on market and opportunity for
an EFT Payments Network. Developed strategic hypotheses and options for a
market entry strategy.
Merchant Processing Strategy: Worked with a top ten merchant acquirer to
develop a five-year strategic business plan. Evaluated competitive
climate, sales and distribution channels, scale economies necessary to
compete in the long term, and pricing strategy. Calculated the market
value of the portfolio and considered options for selling.
ACH/EDI. Worked with a regional EFT network to examine their strategic
options for ACH/EDI products and services to member banks. Network was
acquired and efforts were suspended.
Telecommunications: Evaluated a client's existing network architecture and
telecommunications technology. Determined current network costs and
recommended improvements utilizing newer and less expensive technologies.
Determined market size and analyzed market opportunities for a second
client interested in offering telecommunication products and services to
the financial services industry.
Litigation Consulting: Information Technology-Related Disputes: Casework
has included arbitration support for an EFT client. Activity included:
discovery, depositions, interrogatories, formulation and analysis of case
issuers, calculation of damages, and expert witness testimony. The case
settled in favor of the client.
Litigation Consulting: For a sub-prime auto loan company, provided expert
analysis for a dispute involving breach of contract for development of
new computer system using Oracle. Case was settled in favor of client.
Essence of the dispute was related to project management, system
functionality, and project timing/cost overruns.
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