Tony J. Benacka

**** **** *****

Valparaiso, IN. 46383

(P) 219-***-****

E-mail: abknmn@r.postjobfree.com

Career Summary

Results oriented sales and marketing professional with over twenty-five

years of demonstrated achievement in all phases of consultative/solution

sales and sales management. I have a proven track record of translating

technical knowledge and leadership into bottom line results. Relate easily

at all levels of the decision making process. Work well as individual

producer or team member/manager in the achievement of sales objectives.

Professional Experience

AAT Corporate Travel Management June, 2008 to present

Top 50 corporate Travel Management Company

Director of Sales - (Chicago, IL.)

My role is to identify, build relationships and implement customized travel

management solutions to middle market companies ($400K - $20M) in the

Midwest. Additional responsibilities included developing a strategy to

penetrate and grow the Chicago market. This is strictly a hunter role with

an annual new air sales target of $10M.

Attained 60% of quota through March, 2010, with a projected 140% of

quota by year end

Achieved 72% of 2009 year revenue goal while creating a sustainable

pipeline moving

Responsibility to integrate $2M Total Travel acquisition in Chicago

while maintaining my sales efforts

Worked closely with the Dayton and St. Louis offices to ensure sales

efforts are consistent and on target

Developed a targeted communications campaign and collateral marketing

pieces, including an ROI analysis to demonstrate cost savings and to

ensure each prospect was "touched" on a quarterly basis. These

prospects were all managed through salesforce.com a CRM software

program.

Designed a customizable streamlined PowerPoint presentation(s) and

marketing approach to differentiate our service offering from the

competition

Maintain an active pipeline of $40M utilizing CRM software

salesforce.com to ensure goal of $10M in new air spend is achieved

Signings have included MarketSphere ($1.5M), ASI ($600K), Truckmovers

($4M), IBC ($6M) and College of DuPage ($2M)

Position eliminated due to agency acquisitions and mergers

BMO ePurchasing Solutions January, 2004 -

November, 2007

Top 10 Bank provider of commercial cards in North America

Vice President, Senior Relationship Manager - (Chicago, IL.)

I was recruited to sell Purchasing and ePurchasing solutions to public

sector entities in the U.S. and Canada. Responsibilities included managing

the relationship between the Bank's largest Card marketing relationships,

PFM. In order to meet my new sales and uplift targets, it was critical to

maintain a close working relationship with the Bank's Relationship Managers

and Subject Matter Experts to effectively position the value proposition of

our Card offering.

- Highest rated sales person in F'06 & '07 based on year-end bonus

ratings

. Sold the 2nd largest Corporate Card account in F'07 (City of Calgary,

$58MM)

. 232% of new acquisition plan and 95% of uplift plan in F'07

. Team Leader responsibilities to re-sign the Bank's 2nd largest client

(Province of Ontario, $180MM) in F'07

. Managed and expanded the relationship with PFM ($80MM), which provides

entr e into public sector entities in 6 states. Currently, 175

separate entities are under contract

. Responsible for lead generation, relationship development, RFP

response and contract negotiations

. Created consortium pricing programs for PFM and IBG which provided low

risk and incremental volume to the Bank

. Developed and designed a unique P-Card, Prudent Pay, to meet the

specific needs of the State of CA.

. F'06 signings include City of Manchester ($6MM), Village of

Bolingbrook ($5MM), American of Martinsville ($3MM), Novozymes ($14MM)

and CONTECH ($7MM)

. 270% increase in revenue with a 38% increase over plan, fiscal '06

over '05

Wright Express Financial Services February, 2002 -

January, 2004

Leading fuel and commercial card provider

Director of Sales - (Chicago, IL.)

Recruited to open the Midwest market, encompassing IL. IN., WI., MN., and

MI. Responsibilities included providing T&E and Purchasing Card solutions

to companies with $3 - $75MM in potential spend.

$79M in new charge volume in '03 (158% of quota)

New signing included Mark Travel ($10M), WorldRes ($15M), LJK ($41M),

Certified Vacation Group ($5M) and Belden-Blake

($3M)

Effectively positioned our "Virtual Card" to maximize sales efforts in

my territory, resulting in my exceeding sales goals

. Leveraged Cendant relationships with wholesale travel companies to

effectively position our service offering

Maritz Travel Company May, 1997 -

January, 2002

Source of integrated performance improvement, travel and marketing research

Director of Sales - (Chicago, IL.) Recruited to identify and develop a new

Target Market - selling travel related services to companies with air spend

of between $3MM - $50MM annually. Responsibilities included developing

relationships and consulting with companies on how they can more

effectively manage their 3rd most controllable business expense.

. "Best of the Best" winner in 1998 & 1999, with sales in excess of

$36MM

. New sales included Lexmark, Pentair, Unigraphics and U.S. Bancorp

. Pricing Team member which put together Maritz' Core pricing strategy

. Created Midwest Region online communication library, with turnkey

application from the field

American Express January, 1994 -

May, 1997

World's leading provider of corporate travel, card and related services.

Regional Sales Manager - (Chicago, IL.) Promoted and relocated to Chicago

to provide travel management solutions to the largest companies in the

Chicago area and western Michigan. Encompassed 52 identified companies

with existing and potential of $400MM in travel and $700MM in charge

volume. Responsibilities included selling profitable card and travel

business to high volume companies, while supporting the retention/expansion

of existing relationships.

. $42MM in sold new charge volume

. $8MM in new travel volume and $28MM in retained business

. New Card signings included Siebe ($10MM)

. New Travel signings included AON ($24MM)

. Expansion/saves included Amway, Kellogg, Mercury Marine and Pharmacia

& Upjohn

. No lost bids

District Sales Manager - (Detroit, MI.)

Recruited by American Express to open and manage the new Eastern Michigan

District. Responsibilities included managing seven sales people who work

in a virtual office environment to sell profitable corporate card and

travel to Middle Market companies while providing ongoing coaching and

development.

. Hired and trained new staff (5 Sales Managers/1 Travel Specialist)

. Major signings included - Lear, Modern Engineering, Holnam and Kelly

Services

. Managed District budget of $115K

. President's Club Award - 1994

. DSM Award of Excellence - 1994 and 1995

. Only District to attain G1 performance (120%+ of quota) rating for

1994 and 1995

. Blue Box Award recipient - 1995

. STORM User council representative

. Participant in Steelcases' national video on managing a virtual office

sales force

Hertz Corporation October, 1982 -

December, 1993

World's largest car rental company.

Regional Sales Manager - (Detroit, MI.)

Managed six sales people and two administrative staff in the selling and

servicing of corporate car rental programs in Michigan and Ohio. This

included two satellite offices in Cleveland and Grand Rapids.

. $54MM in tracked revenue and $500K budget with P&L pricing authority

. 25% increase in revenue for 1992 (#2 in the country)

. Zero account attrition and under budget both years

. Major accounts included Ford, Whirlpool, Owens Illinois and Dow

Chemical

Senior Account Representative - (Philadelphia, PA.)

Responsible for acquisition of an identified number of the largest car

rental users in the Mid-Atlantic while maintaining and growing the existing

relationships of the 19 largest car rental users in the Region.

. Largest single competitive conversion for a SAR, DuPont ($14MM)

. Responsible for new hire training

Education Personal

B.S.B.A., Drake University Married

Major: Marketing One child

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