Sales Management

Anthony J. Montesion

**** ********** ***** *****, ************, FL 32259

Home: 904-***-****, Cell: 973-***-****

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

Energetic, positive, strategically focused business leader with a diverse background and proven success in

business development, cultivating market/channel partner relationships, consultative approach to maximize

customer/client potential. Proven leadership in quickly analyzing key business drivers and developing strategies

to grow bottom-line performance.

CORE BUSINESS COMPETENCIES

-Executive Leadership -Project Management -Integrity

-Contract Management -Market/Channel Partner Management -Quality Metric Driven

-Develop High-Performance Teams -Organizational Awareness -Information Seeking

-Achievement/Results Orientation -Presentation and Communication Skills -Analytical Thinking

PROFESSIONAL EXPERIENCE

QUALITY CONSERVATION SERVICES, INC., OAK RIDGE, NJ 2005-PRESENT

DIRECTOR, BUSINESS DEVELOPMENT for a mid-market ESCO (energy Services Company) providing sub-

contracting, program administration, and market/channel partner relationships for large regional and national utility

sponsored network load reduction programs. Direct sales of energy-efficiency products and services to the commercial

real estate and multi-family housing market. Providing energy-efficient lighting and controls, water conservation

measures, infiltration and building envelope and energy management systems.

• Transformed a sub-contracting organization lacking identity and branding into a more customer-facing

organization.

• Initiated entry into the direct B2B market (GreenSmart Energy Reduction Program®). Acted as Program

Director and added $5M in revenue since inception while protecting utility contracts.

• Restructured corporate marketing and added a web presence, branding, on-line scheduling, direct mail

campaigns, trade show presence, and other activities for lead generation. Mine market/channel partner data for

mutually-beneficial marketing opportunities.

• Directed the activities of five BDM’s. Provided mentoring, training and development.

• Provided sales forecasting, developed overall sales goals and annual sales budget

• Oversee sales comp plan, key client accounts; set all pricing, respond to RFP/RFQ’s.

• Developed relationships with major financial institutions and added a lease financing funding vehicle

• Top 5 customers repeat business provided 60% of program gross revenue over 4 years.

• Developed, negotiated and executed on contracts in the $5-10M range

• Interfaced with field operations for audits, installation scheduling, and project close-out

ADT SECURITY SERVICES, DIV. TYCO FIRE & SECURITY, JACKSONVILLE, 1999-2005

FL

DIRECTOR, ACCOUNT SERVICES for largest security provider in US with market leadership in residential,

commercial, national account and government segments.

• Provided the framework for the daily operation of over 600+ line and staff associates providing billing

customer service and collections to over 5M accounts.

• Consolidated 5 regional call centers into 3 national centers, resulting in $2M annual expense reduction.

• Processed over 1M in inbound and outbound customer contacts monthly.

• Reduced unit cost and increased productivity by implementing technology in areas of IVR’s, intelligent

auto-dialers, dispute management systems and increasing Internet contacts.

• Managed several acquisitions including largest competitor, managing operation during integration.

• Designed and project managed the building of a 400 workstation, 64,000 sq. ft. call-center.

Project completed on time and under budget.

• Increased free cash-flow from $750M to over $2.1B by reengineering processes and aligning operations

into separate portfolio concentration to better support customer base and field sales organization.

• Maintained additional responsibility for HR, training, quality and departmental finance, with budgetary

responsibility of$48M.

GREEN TREE FINANCIAL SERVICES, ST. PAUL, MN 1998-1999

SENIOR VICE PRESIDENT, CREDIT POLICY/BANK CARD for a sub-prime lender with finance units in mobile

home, recreational vehicle, and retail private label markets.

• Engaged to assist in salvaging a poorly performing entry into the bank card market.

• Revised pricing model and marketing strategy to better manage portfolio risk and reduce bad debt.

• Directed activities of program processing vendor, implementing appropriate controls commensurate with portfolio

risk relative to line assignment, authorization parameters and fraud control.

• Reorganized bankcard operations and separated collection activity from private label operations and centralized

process in new call-center in Scottsdale, AZ.

• Declined offer to relocate after company was sold.

1990-1998

AT&T UNIVERSAL CARD SERVICES, JACKSONVILLE, FL

VICE PRESIDENT, RISK MANAGEMENT for a credit card issuer (Visa and MasterCard) with over 25 million

accounts and $16B in receivables. Responsible for the strategy and policy deployment for all operational aspects of Risk

Management including: new account processing, risk control, collections, recovery, and fraud investigations.

• Responsible for the development, implementation, measurement and continuous improvement of the

related credit cycle processes.

• Directly responsible for a combined contractual and fraud loss expense in excess of $600 million.

• Maintained loan loss rates at or below industry standards as incumbent.

• Increased collector productivity by over 300% by implementing a “blended agent” predictive dialer

capability.

• Reduced unit cost per processed application by $1.00 by outsourcing data entry and implementing voice

response technology for missing information and verification requests. A $3-4M annual save.

• Reduced average dollar loss per fraud account by 47% by implementing an early detection system

utilizing neural-net technology and automated exception reports. A $12-20M annual save.

• Provide the framework for the daily operation of over 1000 associates and 70 managers involved in 17

diverse functional processes.

• Develop and administer an annual operating budget in excess of $90 million.

• Member of the Senior Leadership Team, report directly to Executive Vice President and Chief Operating

Officer

SENIOR MANAGER, CREDIT POLICY responsible for developing and implementing knowledge-based systems and

programs in an effort to reduce exposure from fraud loss expense, and enhance the point-of-sale (POS) customer

experience, while maximizing sales and protecting the receivable.

• Leveraged staff responsibilities to pro-actively interface with line operations to develop and deploy

systematic and/or policy changes, enhancement, projects and programs in a rapid growth environment.

• Facilitate a team of technical, operational and staff personnel to address severe losses due to non-received

plastic. Team developer the Card Activation Program, which was an industry first and has since become an

industry standard.

• Participated in the leadership and turn-around of the worse fraud loss results in the industry (top 10

issuers) to industry leader (best in class) in 24 months.

• Reported directly to Vice President of Credit Policy.

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TRW INFORMATION SERVICES DIVISION, PARSIPPANY, NJ 1987-1990

REGIONAL ACCOUNT MANAGER in the credit data division.

• Responsible for sales and marketing to National Accounts in the Northeast Region

• Supported branch personnel in marketing of credit bureau services to major accounts from MD to Buffalo,

NY.

• Primary account responsibility for Citicorp Credit Services, GE Capital Corp. and American Express

• Acted as consultative resource for all risk management products and was regional project leader on bureau

bankruptcy and risk scoring model roll-out.

• Additional responsibilities include technical support to all automated access users in region, and

management of the affiliated bureau relationship.

• Increased revenue from assigned accounts by 35% to $20M annually

• Managed a staff of four technical support reps. Reported directly to Regional Vice President.

• Recipient of President's I 00% Club Award for exceeding revenue goals every year since joining

organization.

1980-1987

MACY'S CREDIT AND INFORMATION SERVICES, DIV. R.H. MACY CO.,

CRANFORD, NJ

DIRECTOR, CORPORATE CREDIT Responsible for the overall operations of a centralized corporate credit and

customer services center, supporting 65 stores in 9 states for the Macy’s Northeast Division.

• Primary responsibilities consisted of protection of the integrity of the accounts receivable through

management of the credit-cycle processes.

• Responsible for administering a risk-based acquisition and new account processing, credit authorization

processing and disposition, portfolio relationship management and fraud control and detection.

• Responsible for the performance of over $3.5 billion in credit card receivables and supported sales in

excess of $7.3 billion.

• Directed the activities of 4 departments with over 350 employees and 40 managers.

• Administered a budget of $25 million.

• Supported 18 new store openings with the development of an automated, on-site instant credit processing

system.

• Project leader for A/R system rewrite project, bankcard acceptance program, and development of new

instant credit behavior scoring systems.

• Interfaced with top management in area of IT, legal, store operations, security and division level

executives. Reported directly to Vice President, Corporate Credit

• Recipient of Chairman's Award for operational excellence and innovation.

LIVINGSTON STATE BANK, LIVINGSTON, NJ 1976 – 1980

CONSUMER LOAN OFFICER/COLLECTION MANAGER

AMERICAN NATIONAL BANK & TRUST CO., MORRISTOWN, NJ 1974 – 1976

CONSUMER CREDIT REPRESENTATIVE

EDUCATION & AFFILIATIONS

• Certified Consumer Credit Executive (CCCE)

• MasterCard International Security Council Member

• Visa Advisory Board Member

• Economic Crime Investigative Institute (ECI I) Utica College of Syracuse University, Board Member

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• International Credit Association (ICA), Executive Member

• Bachelor of Science, Business Management, Nova Southeastern University

• Listed in Who's Who in Credit Management

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