Sales Management

Joseph A. Rogot

** ********* ****, *** ********, NY 10804 917-***-**** abnsid@r.postjobfree.com

Objective

Senior Strategic Planning and Analysis position offering the opportunity to extend my success in

improving profitability and competitiveness. Experience leading innovation, process

improvements, and skilled teams resulting in increased sales, reduced expenses and major client

retention.

Profile

Business Analyst and Strategic Planner who optimized growth, enhanced profitability,

drove competitive advantages and dramatically increased the sales and deal flow of two JP

Morgan businesses through innovative quantitative models and processes.

Thought leader and trusted advisor to executive team during three successful acquisitions.

Deployed customized strategies to retain key clients.

Thorough understanding of revenue and expense drivers was crucial to business.

Experience

JP Morgan, New York, NY 1998 – 2009

Vice President – Sales Strategy

• Instrumental in winning $25 million of new securities lending business and retaining $40

million in existing accounts in 2008 by creating a “best in class” sales model which

dramatically improved the win/loss ratio through clarity and detail regarding proposed

transactions.

Enabled firm to quickly and effectively respond to over 150 annual requests for

proposal (RFPs), building a database of key responses and metrics that saved time and

effort by providing quick access to well-crafted answers to client questions.

• Enabled senior management in New York, London, and Hong Kong to pursue or reject over

400 deals annually by evaluating and enriching the partial data collected from clients to build

models accurately forecasting deal revenues and risks.

Uncovered numerous selling opportunities which initially appeared unprofitable but

were revealed through analysis to offer significant profit margins.

Averted multi-million dollar losses on several occasions by performing analyses that

surfaced misinterpretations of high level client data that falsely suggested a profitable

deal.

• Enhanced risk management of prospective deals by conducting in-depth competitor analyses

through public record research.

Rogot, Joseph

Vice President – Financial Management Group

• Contributed to $100 million in incremental and retained revenue by leading financial analysis

resulting in discounted acquisition of three major banking facilities in Europe and Australia.

Managed rigorous cost benefit analysis that afforded management the ability to choose from

more than 15 transactions and keep prices low by avoiding terminal value assessment.

• Positioned Worldwide Securities Services to significantly improve profitability across their product

suite by designing innovative financial analysis tools that clarified revenue and expense drivers.

Tools adopted and retained as global company standard since 1999.

• Helped close two hundred deals ranging up to $50M by accompanying senior management on

client visits to clarify complex financial issues and solutions while addressing client concerns.

• Managed and mentored four analysts in London and New York, continually coaching them to

improve their capabilities and become eligible for promotion. Developmental and supportive

management style resulted in optimal retention and attraction of new talent.

Morgan Stanley & Co., New York, NY 1995 – 1998

Associate – Finance

• Addressed critical cash forecasting tasks by designing and executing five reengineering projects

yielding $250,000 in annual cost savings.

• Added 4% revenue and 800% servicing capacity to $80 billion securities portfolio by devising

innovative modeling and process improvements that corrected valuations.

• Made 50 member global client management team accountable for enhancing profitability by

designing a user-friendly deal profitability model and training them how to independently

evaluate the profitability of proposed transactions and client terms.

Brown & Wood Law Offices, New York/Tokyo 1990 – 1993

Office Manager/Legal Assistant

• Planned and executed expansion into Japan. Co-wrote feasibility study and business plan.

Conducted extensive negotiations with Japanese government ministries and vendors. Managed

$1.2 million budget, hired and trained three local staff.

• Drafted legal agreements and negotiated transactions among counterparties.

• Developed a bill preparation process that saved 25 hours per month – process is still in use today.

Education

Columbia Business School, New York, NY 1993 – 1995

MBA – Finance and International Business

Cornell University, Ithaca, NY 1988 – 1990

MA – Asian Studies

Knox College, Galesburg, IL 1984 – 1988

BA – Liberal Arts. Junior year abroad at Waseda University, Tokyo

Suzuki Talent Education Institute, Japan 1980 – 1983

Studied violin under the direction of Dr. Shin’nichi Suzuki

Volunteer Leadership

Founder of Ward Acres Community Garden, a 45 family organic garden for the City of New Rochelle.

Chase Global Day of Service volunteer. Supporter of Doctors without Borders.

2

Contact this candidate