FRANK YAN

Sacramento, CA *****

ac70sl@r.postjobfree.com 916-***-**** www.linkedin.com/in/sacramentofrankyan/

ACCOUNT EXECUTIVE / MANAGER OF BUSINESS DEVELOPMENT

Award-winning Sales Representative with an Entrepreneurial spirit with proven Commercial Card payment solutions, Commercial Lending, AP automation software integration, software sales (Cloud/SaaS/ERP/On-demand/on premise) and business development

Experienced in multi-threaded sales techniques with Mid-Market and Enterprise Markets dealing with Fortune 100-500 companies with passion for design thinking with B2B solution selling, impact sales, challenger selling, strategic selling and SPIN selling mythologies.

Excellent experience in account management, reducing projected losses, and exceeding all sales goals while maintaining great customer satisfaction, customer retention with clear goals and KPIs with track record of over achievement.

PROFICIENT SKILLS

Safesforce.com, Microsoft Dynamics, Microsoft Suite, Data.com, Hoovers, Dunns & Bradstreet, LinkedIn, LexisNexis, Concur, WebEx. Regal Pay

RECENT HIGHLIGHTS

Ranked 7th out of 25 rookies in 2016

Reached 127% over quota with a carrying quota of 36M in 2017

Gold Award Recipient for Q2 2017

Platinum Award Recipient Q3 2018

Average run rate of $4.8M per month (Charge Volume)

Target of reaching over 140% over quota by end of 2018. ($47M carrying quota)

Piloted Blockchain Global Payments using Ripple’s network, xRapid to transfer the digital asset, XRP Cryptocurrency for cross border payments

PROFESSIONAL EXPERIENCE

AMERICAN EXPRESS, New York City, NY (www.americanexpress.com)

Manager, Business Development, Global Corporate Payments Middle Market – Strategic Sales 2016 - Current

Responsible for driving new sales from prospective clients and expanding existing clients with annual revenue of $10M-$500M and SLED in primary and secondary market, while achieving new sales charge volume targets with American Express products (Commerical Card, Virtual Card Commercial Lending, travel, and electronic account payable solutions) and SaaS/ ERP AP automation tools, while architecting a payment solution.

Utilize insight and consultative and solution selling techniques to educate customers about their industry and offer unique perspectives on their business, which link back to American Express’s Global Corporate Payment Solutions, highlighting the key pillars of the value proposition.

Design and implement sales strategies to ensure revenue objectives met; grow volume in electronic B2B payments; and help organizations reduce and streamline expenses by eliminating checks with electronic payments that provides monthly financial incentives.

Coach customer Stakeholders and build consensus for AMEX, while overcoming objections and resistance to proposed solutions with key decision makers and mobilize them to action.

Generate leads via internal/external referral process, outbound marketing and industry networking events.

Manage multiple phases of sales cycle, including initial contact, identification of client needs, presentations/ product demos, negotiation, underwriting, and implementation.

Develop, manage and maintain relationships with local managers from American Express businesses and lead channel partners.

Refer business appropriately to internal partners including Global Merchant Services, OPEN, Large Market, Foreign Exchange Int’l Payments, Merchant Financing, all while using appropriate interpersonal styles and communication methods to gain acceptance of products.

Maintain broad and technical product knowledge including competitor product information.

Provide weekly reports to management; sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience in alignment with compliance and internal partner requirements.

Maintain and update CRM (salesforce.com and OPEN Force) system regarding sales calls, pipelines, and closed deals.

ALLDATA, Elk Grove, CA (www.alldata.com) 2011-2016

Territory Sales Manager/ Enterprise Software Technology Sales

Responsible for creating and driving sales pipeline within Salesforce.com and Microsoft Dynamics. Prospect, secure meetings, and close new business with Auto Dealership Groups and Franchise Collision Centers in the entire Canadian territory.

Generated and captured leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by Account Managers.

Sought new opportunities; expanded and enhanced opportunities to build pipeline and drive pursuit.

Maintained knowledge of competitors in account to better position products and services.

Established professional, working, and consultative client relationship, up to and including C-Level for mid-to-large-to-National Accounts, by developing a core understanding of the client’s unique business needs within Canada’s Provincial Insurance regulations.

Demonstrated leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.

Sold high value of software solutions including SaaS, ERP/SAP and leverages services as a part of strategic product sales.

Cultivated and maintained positive relationships with customers to ensure account retention, growth, and position ALLDATA’s SaaS, EMS, cloud base technology software as the preferred vendor for meeting all vehicle type OE Collision information, CRM, and Marketing solutions.

Achieved and exceeded monthly quota objectives and future direction for defined product category.

Frank Yan ac70sl@r.postjobfree.com 916-***-**** Page 2

PROFESSIONAL EXPERIENCE

ALLDATA Continued

Key Accomplishments:

Capitalized Canada’s Collision and Mechanical market share by 83% from 2011-2013 and reached quarterly production over 111-147% over quota.

Achieved “Rookie of the Year” award in FY11.

Recipient of “Top Gun” Revenue Bonuses and awards in FY12 and FY13.

Ranked top 5% of entire Collision Sales Team from FY11-FY14.

Highest producing Collision, Mechanical, Digital Media, CRM integration, cloud-based software sales rep in the entire Canadian territory.

TRIBECCA HOLDINGS, First American Realty and Finance, Roseville, CA (www.1starf.com) 2006 - 2011

Account Executive/ Mortgage Finance Sales

Responsible for new account acquisition and continued penetration to assigned territory/ accounts, via outside, Realtor B2B, wholesale, retail, and inside sales.

Promoted competitive edge through telesales and operational performance improvement.

Developed familiarity with lender underwriting guidelines with the ongoing changes within the market.

Built key relationships hailed as drivers for outstanding revenue growth.

Developed knowledge of Fannie Mae/ Freddie Mac guidelines; capable of identifying DO/DU/LP findings; familiar with AE/ EA I-III (conventional), FHA, VA, USDA, CalPERS financing and guidelines.

Designed service development plans (Portfolio Retention Program) and conducted operational assessments through CRM; Salesforce.com.

Performed extensive due diligence through Lexis Nexis, Property Profile Portal, Case Index, on prospective investors and private corporations, for Hard Money lending.

Negotiated with investor’s underwriting and loss mitigation departments for loan resolutions through purchase, short sales, and refinance.

Established new client relationships through over 150-200 cold/warm calls per day.

Key Accomplishments:

Increased average sales volume by $16,836,625 and revenue by $402,050 with aggressive client development.

Closed monthly average of 10-15 units per month from prospecting from Realtor referrals

As an Account Executive, developed aggressive marketing campaigns and channel marketing programs, increasing revenue from 1.5M-3M year over year.

Recognized for highest revenue charged on each unit.

AMERIQUEST MORTGAGE COMPANY, Orange, CA (www.ameriquest.com) 2004 - 2006

Account Executive/ Mortgage Finance Sales

Responsible for Portfolio Retention calling on existing borrowers for mortgage refinancing and securing client with Ameriquest loan products throughout entire United States.

Enhanced client trust and confidence, revamping operations procedures to promote contact and follow-up.

Understand real estate appraisals, title reports, and real estate transactions.

Inform existing borrowers of Ameriquest Mortgage programs, rates, policies, underwriting requirements, and loan procedures.

Receive borrower applications, quote points, and complete follow up activities with the registration lock-in.

Develop and maintain a high degree of visibility for Ameriquest Mortgage marketplace

Developed and retained client relationships through a proven telesales process.

Key Accomplishments:

Achieved top five sales associate within the company every month.

Named Account Executive of the third quarter and fourth quarter 2004.

Closed an undaunted 3-5M monthly in volume, 15-25 units, 80-150K revenue monthly average.

Analyzed credit collateral, capacity, cash flow and character risks.

Expanded sales volume by $22,351,029 and revenue by $661,647.

Received branch’s highest revenue and coveted monthly sales awards.

EDUCATION

Business Leadership and Strategy, Harvard Business School

Bachelors Program, American River College

NMLS/ Commercial Finance Advisor Certification, Elite Realty Education

Life and Health Certification, Pre-Licensing Training

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