Sales Manager
Resume:
*rd Mary-Therese Dickson
SVP-Head of Corporate Access in the Americas at HSBC
Location
Greater New York City Area
Industry
Financial Services
Overview
Past
SVP-Head of Corporate Access in the Americas at HSBC
Executive Director at J.P Morgan
Vice President at JPMorgan
Vice President, Sales Manager, World Wide Securities Services at JPMorgan
Vice President at HSBC Bank USA, National Association 2004
Owner at SNICKLE-FRITZ
Vice President & Marketing Manager at First Union
Vice President & Portfolio Manager at First Union
Vice President & Marketing Manager at First Union Securities
Trust Officer at M&T Bank
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see all
Education
Executive Women's Leadership Consortium- Smith College
Hobart and William Smith Colleges
Connections
500+ connections
Public Profile
http://www.linkedin.com/in/marytheresewhittakerdickson
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Summary
Successful career in professional services industry with primary focus on sales,
relationship management and marketing.
Over 20 years of consistently exceeding individual sales goals and leading global sales
and relationship management teams through best sales practices, discipline and leveraging
cross-organizational networks and firm competencies. Proven ability to cultivate C-level
international business relationships, to negotiate agreements/ deal documents, to improve
processes and to recruit and retain talent.
Broad experience includes defining, identifying and segmenting markets for complex
financial service products. Leadership through acquisition of firms, integration of
businesses, market disruptions, repositioning of products and brands. Devise and execute
upon strategies to enhance brand profile while facilitating business development through
successful events; including conferences, marketing and industry events.
Specialties
Sales discipline and sale management, talent recruiting, training and team building.
Corporate and Sporting events and sponsorship.
Structured Products (ABS, MBS, CDO) including: due diligence, reporting and oversight.
Institutional Investment Solutions, Collateral Management.
Experience
SVP-Head of Corporate Access in the Americas
HSBC
Public Company; 10,001+ employees; HBC; Financial Services industry
September 2010 February 2012 (1 year 6 months)
Built out the Americas Corporate Access platform strategy including conferences,
roadshows, reverse roadshow sponsorship of industry events and topical events. Developed
and maintained relationships with research covered non-US based companies and corporate
clients and pitch non-deal marketing. Conceptualized and hosted multi-day events for
clients to visit corporate managements at their headquarters and tour the company
facilities.
Monetization resulted in demonstrative increase in revenues across distribution channels
Executive DirectorJ.P Morgan20072009 (2 years)
Hired to transform existing organization into a highly skilled Relationship Management
capability in order to retain and leverage existing clients with the objective of
increasing sales. Clients included; Exceeded sales goal of $28.3 million by 169%
Developed strategy, executed and implemented detailed client relationship plans
Defined sales and relationship management process
Effectively integrated process to on-board new, complex cross-business relationships
Restructured team to match business requirements and leverage human capital
Directed team in business continuity and client communication through market disruption
Vice President
JPMorgan
Public Company; 10,001+ employees; JPM; Financial Services industry
20062007 (1 year)
Hired to lead sales effort to garner a significant increase in deposit products from
large, multinational clients.
Clients included: Nike, Microsoft, Dell Computer, NYS Pension, MetLife, the Federal
Reserve, Boeing.
Exceeded revenue goal of $52 million by 18%
Successfully defined and implemented strategic initiative designed to optimize global
client relationships and improve client profitability
Provided organization and discipline to sales process
Leveraged cross-functional business relationships to develop target bespoke solutions for
short-term cash management of large multi-national corporations
Vice President, Sales Manager, World Wide Securities Services
JPMorgan
Public Company; 10,001+ employees; JPM; Financial Services industry
20042006 (2 years)
Recruited to manage a team of eight senior sales representatives/vice presidents of a
complex financial product.
Clients included; Exceeded team goal of $54.8 million by 21%
Instilled a discipline around the sales process, including segmentation, account calling,
cross-sell products, tracking and reporting of sales efforts
Established protocol for transaction acceptance and integration with the account
administration group
Led client interaction and retention through the sale of the business to a third party
Speaker at Information Management Network's Tenth Annual Summit : ASSET SECURITIZATION,
Opening Session
Vice PresidentHSBC Bank USA, National Association 2004
20042005 (1 year)
Recruited to develop business for internal and third-party debt capital market
transactions.
Achieved 175% of sales goal. Successfully increased revenue of existing target clients by
60%
Led team in developing global platform to support external and internal transactions
Successfully integrated acquired organization's (Household Finance) debt issuances into
HSBC's management and reporting structure
Owner
SNICKLE-FRITZJanuary 2001January 2005 (4 years 1 month)
Principal of consulting firm focusing on professional service companies and not-for-
profits. Provided strategic marketing, press and media relations, client engagement and
development. Defined strategic criteria and process through to implementation of all
events, resulting in measurable success.
Led the event marketing strategy to position companies and not-for-profits as leaders in
their fields
Developed and event management process and performance measurement strategy to assess and
articulate success of each event
Created and implemented events in innovative, efficient and effective ways
Corporate clients included; The Business Journal Companies, and Lincoln Harris
Properties.
Not-for-Profit clients included: Mint Museum of Art, McColl Center for Visual Arts,
Children's Theatre of Charlotte: IMAGINON, Child and Family Services, Close to a Cure: A
Parkinson Foundation.
Vice President & Marketing ManagerFirst Union
Public Company; 10,001+ employees; FTU; Banking industry
19952001 (6 years)
Spearheaded the business development, strategic planning and portfolio profitability for
a new product group within the Structured Products Group.
Developed short-and long-term market objectives, monitored marketing mix trends
Provided direction on strategic marketing issues related to business development,
strategic alliances and finance Liaison between technical staff and clients
Speaker at Information Management Network's Fifth Annual Summit ASSET SECURITIZATION;
2000: Bringing New Asset Classes to Market
Vice President & Portfolio Manager
First Union
Public Company; 10,001+ employees; FTU; Banking industry
19952001 (6 years)
Master Servicing
Hired to lead the development of a proprietary servicing unit. Successfully led the
transition of 18 separate portfolios from acquired institutions, led deal teams bringing
new transaction structures to market.
Managed bank wide team that restructured First Union's Loan Servicing operations,
resulting in significantly improved operations, loss mitigation and loss severity.
Developed and presented progress reports as required by Senior Management and regulatory
agencies when transactions became stressed
Spearheaded the development of the business plan for third-party business and managed the
sales and marketing efforts. Managed four sales people selling to external issuers and
originators
Vice President & Marketing Manager
First Union Securities
Public Company; 10,001+ employees; WB; Financial Services industry
January 1995 January 2001 (6 years 1 month)
Led marketing and business development strategy for Capital Markets Division through
corporate restructuring, repositioning of brand, consolidation of product groups and
realignment of the production and distribution channels.
Established priorities and set success criteria for sales and business development by
Bankers
Designed, implemented, and facilitated marketing plans for discrete business units,
including planning and administering products' marketing budgets
Organized and implemented client programs including: client development activities,
client skills training, special events
Led coaching for prospective client meetings, presentations
Trust OfficerM&T Bank
Public Company; 10,001+ employees; MTB; Banking industry
19921994
(2 years)
Education
Executive Women's Leadership Consortium- Smith College
20082008
Hobart and William Smith Colleges
ba, english
19771981
Additional Information
Groups and Associations:
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First Union National Bank former employees Join
Friends of the Street Join
Hobart and William Smith Colleges Alumni/ae Join
Hudson Valley Dog Sanctuary (HVDogS) Join
JPMorgan Chase & Co. Join
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LinktoCharlotte Join
Non Profit & Philanthropy - Job Seeking Board Join
Wachovia, Financial Services & Banking Alumni Join
Women of Smith College Consortium - 2008 Join
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