Sales Marketing

Peter Jones

Managing Director at L&E Marketing and Consulting Services,Ltd.

*********@*******.***

Summary

I am an experienced general manager with a background in sales, marketing and business development. I have

worked internationally within the Payments Industry for the past 15 years. I am a proven leader focused on

driving profitable growth, improving customer retention & loyalty while ensuring client satisfaction and the

delivery of shareholder value.

My particular strengths and experiences in strategy, B2B and B2C marketing, product development, business

planning, competitive insight, measurement & analysis. I have also facilitated a number of training and product

modules.

Marketing & Communication (B2B and B2C)

Product Development & Life Cycle Management

E-Commerce

Treasury & Payments Strategies

P&L Management

Digital Marketing & Social Media

Mobile & Virtual Payments Platforms

Competitive Insight & Best Practices

Project and Programme Management

Strategic, Operational and Business Planning

Business Development & Negotiation

Measurement & Scorecard Development

Experience

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Managing Director at L&E Marketing and Consulting Services, Ltd.

January 2013 - Present (1 year 1 month)

Entrepreneur & Equity Investor

Principal Management and Marketing Consultant

Direct Marketing & Advertising

E-Commerce

Product Development & Management

Digital Marketing & Social Media

Innovation & Business Development

Head of Loyalty Finance at Velti

August 2012 - January 2013 (6 months)

Business Development

Mobile Marketing & Advertising

Digital Marketing & Social Media

Loyalty Marketing

Mobile & Virtual Payments

Product Development

Payments Industry Consultant at Pay Tech Consulting, AS

September 2009 - September 2012 (3 years 1 month)

Management Consultant

Engagement Leadership

Business Development

Commercial & Consumer Payment Platforms

Mobile & Virtual Payment Platforms

B2B & B2C Marketing

Digital Marketing & Social Media

Product Development

Project Management

Training & Programme Implementation

Head of Sales & Account Development at Barclaycard

October 2007 - June 2009 (1 year 9 months)

Led a group of 6 direct reports and 70 sales and client managers responsible for driving the recruitment,

growth and retention of Commercial Card and Payment Solutions Clients across Medium, Large and Public

Sector & Multinational portfolio of clients.

Managed a portfolio of 1000 of the largest Public and Private Sector Clients. My focus was to improve

account retention, drive charge volume growth and profitability within 5.7B (GBP) in Commercial Card

Turnover.

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Led the Office of Government Contracts (OGC III) tender process. To retain and expand 60% plus share in

Visa spend transacted on travel and entertainment, as well as procurement spends.

Managed the development and implementation of Sales and Account Development tracking and incentive

scheme for Large and Medium Sales teams.

Led the development of a series of strategic growth initiatives for the Medium Business New Business and

Remote Account Management segment. Implemented a Customer Focused Sales, Early Engagement and

Outbound Telephony Channel to improve account retention, drive charge volume growth and improve

profitability within our large and medium unmanaged portfolio of clients These initiatives resulted in a 12%

reduction in charge volume attrition and a 8% increase in Turnover in the unmanaged customer segments

when compared to the same periods in 2008 and 2007.

Led a set of strategic product, sales and platform development initiatives to expand Barclaycard Commercial

into 9 international markets in Europe, Asia and the US.

Vice President - International Consumer Card Marketing at American Express

April 2005 - August 2007 (2 years 5 months)

Led a group of 21 managers and analysts responsible for the development of customer management,

engagement and loyalty marketing strategies for the 7 large international markets (UK, Italy, Germany,

Japan, Australia, Mexico & Canada).

Develop consumer charge and credit card targeting and segmentation strategies leveraging credit bureau data

and intentional customer management principles to improve customer retention drive charge volume growth

and improve profitability across $12B in annual international billings.

Managed the implementation of a Merchant and Consumer Card Marketing alignment strategy including;

global strategic planning, staffing and investment optimization to generate $4M in reengineering savings.

Responsible for the development, launch and training for an online customer marketing database. The

database is a repository for marketing segmentation, targeting and campaign measurement tools and materials

used by marketers across the 7 large international markets my team supported

Vice President - Global Client Group at American Express

February 2003 - March 2005 (2 years 2 months)

Led a group of 6 direct reports and 40 client managers responsible for Global Commercial Card Clients,

Consulting Services and Corporate Travel across EMEA

Managed a portfolio of our 50 largest global clients to improve account retention, charge volume growth and

profitability within $2B European business.

Responsible for the development and implementation of Sales and Account Development expansion program

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for Corporate Purchasing Solutions within the Top 25 GBP Clients. This effort drove YOY billings growth

improvement from 1.3% to 12.7%.

Managed the development and implementation of “Real Value” marketing campaign for EMEA

headquartered clients to improve customer perception of the Amex value proposition relative to core and

non-core spend categories.

Director of Business Development - Europe at American Express

January 2002 - February 2003 (1 year 2 months)

Reported to the Managing Director responsible for Global Commercial Card across all European business

units.

Managed a set of strategic initiatives to improve account retention, charge volume growth and profitability

within $12B European business to business portfolio.

Led the development and implementation of Sales and Account Development tracking and incentive program

for Multinational to Mid sized account segments.

Built the European Long-Range Plan. Worked with a cross functional team to analyze the European

commercial card opportunity for Multinational, Key and Medium segments. Developed the strategy and

business plans presented to Senior Leadership.

Director of Loyalty & Retention Marketing at American Express

May 1999 - December 2002 (3 years 8 months)

Led the development of a series of strategic growth initiatives for the Middle Market Direct customer

segment. Customer Focused Sales, Early Engagement, Outbound “Trigger” Based Calling and Performance

Based Pricing were implemented to improve account retention, charge volume growth and profitability.

These initiatives resulted in a 30% reduction in charge volume attrition and a 17% increase in billed business

in the Middle Market Direct customer segment.

Led the implementation of Membership Rewards® point forfeiture program. This effort generated $18

million net income for Global Commercial Card.

Facilitated a set of six sigma initiatives. These efforts have improved customer satisfaction results, increased

on-line usage and lowered program costs by $500,000.

Managed a series direct marketing and cross sell programs that resulted in 6.2% response rate and performed

at 168% to plan.

Led the Corporate Services Campus Recruiting effort. During my tenure as Business Unit Coordinator,

Corporate Services improved from an offer/close rate of 39% in 2000 to an enterprise best rate of 50% in

2001.

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Languages

Spanish

Skills & Expertise

Payments

Mobile Payments

Electronic Payments

Financial Services

Strategic Partnerships

Payment Systems

Product Management

Relationship Management

Customer Acquisition

New Business Development

Debit Cards

Segmentation

Education

Babson College - Franklin W. Olin Graduate School of Business

MBA, Entrepreneurship & Finance, 1994 - 1996

Activities and Societies: Harvard Business School - Initiative for a Competitive Inner City (ICIC), Roche

Norway - Graduate Fellow, Towers Perrin - Graduate Fellow

University of Southern California - Marshall School of Business

BS, Business Administration and Management, General, 1986 - 1990

Activities and Societies: Alpha Phi Alpha, Football, Campus Tutors Progamme (Economics & Business

Studies)

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Peter Jones

Managing Director at L&E Marketing and Consulting Services,Ltd.

*********@*******.***

Contact Peter on LinkedIn

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