MARK MCALEXANDER

615-***-**** ad25dq@r.postjobfree.com

www.linkedin.com/in/mark-mcalexander

Greater Nashville, Tennessee

Senior Sales Leadership Customer Solutions & Services High-energy, tech-savvy Senior Sales Leader with a demonstrated record of designing and implementing successful revenue growth and partnership development strategies within the Customer Solutions & Service sector. A servant sales leader noted for executing with precision, leading by example, building new capabilities and scaling to support record growth. Inspires and mentors others, engendering a contagious passion to succeed. Known for the ability to articulate complex concepts, as well as financial justifications/models, to C- Suite decision makers, with clarity and precision. Analyzes businesses, products, markets and opportunities, and introduces strategic client-centric solutions. CORE COMPETENCIES

Executive Leadership • Strategic Planning • Strategic Partnership Development • Sales Planning • Sales Training • Sales Operations • Customer Success • Customer Retention • Account Management • Business Development • Consultative B2B Sales • Sales Management • Sales Analytics • Influencing Skills • Opportunity Identification • Customer Relationship Building • Negotiation Skills • Presentation Skills • Excellent Written & Verbal Communications Skills • Talent Development • Complex, Long Sales Cycle Selling • Client Solution Development • Sales Forecasting • Sales Pipeline Management • Active Listening Skills • Cross-functional Team Leadership • Key / National Account Management & Development • Leadership Development • P&L Management • Project Management • Staff Training • B2B / B2C / B2B2C NOTABLE HIGHLIGHTS – SALES MANAGEMENT

Director of Strategic Partnerships - U.S.

• Managed an account development team responsible for maintaining and growing a $75M annual revenue stream across the U.S.

• Led API integration project that enabled a fully-integrated, seamless payments POS delivery platform.

• Consistently achieved 101% of annual revenue targets during tenure.

• Renewed three complex, long-term contracts representing $300M in revenue. Senior Regional Director - SE Region

• Selected to lead a 14-person Sales/Account Management team while serving as the General Manager for a $100M revenue region with full P&L responsibility.

• Negotiated and secured major multi-year, multi-product contracts representing $90M in revenue.

• Achieved President’s Club and selected to the Sales Leadership Conference. Regional Director - SE Region

• Led a 7-person business development team tasked with meeting and exceeding new sales and revenue targets for company’s portfolio of fintech solutions.

• Served as the General Manager for a $75M revenue region with full P&L responsibility. Also responsible for developing and executing strategic regional marketing plans.

• Grew sales distribution network by 25% while driving double-digit revenue growth during tenure.

• Negotiated and secured major multi-year, multi-product agreements representing $45M in annual revenue. Twice achieved President’s Club.

Area Sales Manager - SE Region

• Led a team while simultaneously serving in a hunter role to add large accounts.

• Worked closely with Product and Marketing to tailor new delivery platform for Pilot Travel Centers – a large, national retail chain – while spearheading the end-to-end rollout process.

• Achieved President’s Club and ranked #1 sales producer in the country. Page 2 Mark McAlexander

KEY PROFESSIONAL SKILLS

SALES LEADERSHIP

• Provides strong and credible leadership to the sales staff, setting a unified direction for the team, and ensures priorities are clear at all times.

• Builds, transforms, and invigorates top-producing sales teams around a powerful culture of collaboration, determination, and success.

• Trains, develops and motivates sales teams in skills, sales methodologies, product knowledge, teamwork, time and territory management, and competitive knowledge. STRATEGIC SALES PLANNING

• Defines and establishes a more effective sales approach, methods, benchmarks and expectations that will ensure building an accurate pipeline, an improved close rate, and the basis for measuring performance.

• Creates effective sales tools, methods and programs and continually evaluates their effectiveness and re- calibrates strategies.

• Stays abreast of the developments and changes in the industry and clientele, particularly those affecting opportunities and sales targets.

SALES EXECUTION & PERFORMANCE

• Manages, leads and mentors sales staff in identifying, creating, qualifying, nurturing and developing, and closing opportunities.

• Monitors sales activities to ensure progress in sales close cycle and acts promptly on areas that require attention and correction. Facilitates and assists in closing large deals. CORPORATE STRATEGY

• Maintains awareness and knowledge of competition; proactively assesses related strengths, weaknesses, opportunities, and threats, and analyzes and implements effective responses.

• Prepares analysis of statistical reports addressing growth opportunities and delivers executive-level presentations to share with leadership.

• Identifies new solutions needing to be developed by Company to meet the needs of the client, and works with the appropriate areas of the organization to develop those opportunities. CUSTOMER RELATIONSHIP BUILDING

• Connects and builds trust with customers in a way that lowers barriers and encourages dialogue.

• Establishes relationships with all levels (user to C-Suite), as well as multiple, cross-functional shareholders, and aligns toward mutually beneficial results.

• Presents solutions in a consultative manner putting customer’s business needs and goals first. PROFESSIONAL EXPERIENCE

WESTERN UNION 2016 - Present

The Western Union Company (NYSE: WU) is a global leader in cross-border, cross-currency money movement and payments.

Senior Sales Executive Corporate Sales - SE Region, Nashville, TN Responsible for supporting the sell, launch, and expansion of Western Union cross-border money movement solutions to non-Financial Institutions. Drives the number and success of profitable 3rd Party Partnerships and their associated long-term revenue. Provides cross-functional client support; accountable for delivering strategic partnerships related to growth initiatives and collaborating with external prospects, existing partners, and internal stakeholders. Serves in a partner-facing role, managing the performance of 3rd party partners; renewing and cross-sells existing clients, and assisting with bringing new prospects onboard. Notable accounts include Kroger, Publix, and Dollar General.

• Renewed nine strategic contracts representing $100M in revenue, significantly improving firm’s profitability. Also sold a new digital solution, which is transforming customer transactions. Page 3 Mark McAlexander

PROFESSIONAL EXPERIENCE (continued)

MONEYGRAM INTERNATIONAL 2011 – 2016

MoneyGram is a leading digital P2P payments company that serves consumers through its direct-to- consumer digital business via a global retail network. Director of Strategic Partnerships - U.S., Nashville, TN Directed the complete life cycle of a strategic partnership from identification and contract negotiation through to market launch and post implementation for the organization’s financial services vertical, representing 7,000 retail locations across the U.S.

• Managed an account development team responsible for maintaining and growing a $75M annual revenue stream across the U.S. Executed against plans tailored to meet each partner’s complex needs.

• Built and nurtured partner relationships and provided strategic expertise and insights to improve performance and profitability.

• Identified and implemented opportunities within key partners to drive revenue growth; negotiated and executed contracts and renewals.

JACKSON HEWITT 2008 – 2011

Jackson Hewitt as a tax filing service with 6,000 franchised and company-owned locations, including 3,000 in Walmart stores, and online and mobile tax solutions. Director of Franchise Sales - Eastern U.S., Nashville, TN Developed a successful franchise sales regiment, ensuring a sales-ready pipeline of prospective franchise candidates. Managed prospects through the Discovery Process, the facilitation of Orientation Days, and awarding new franchise agreements.

• Led nation in new sales for two of the three years in position, sold over 100 franchise territories. WESTERN UNION 1997 – 2007

A global leader in cross-border, cross-currency money movement and payments. Senior Regional Director - SE Region, Atlanta (2006 – 2007) Selected to lead a 14-person Sales/Account Management team while serving as the General Manager for a

$100M revenue region with full P&L responsibility.

• Hired, developed and promoted several high performing sales contributors.

• Negotiated and secured major multi-year, contracts representing $90M in revenue. Notable signings included: Pilot Travel Centers, Bruno’s Supermarkets, William’s Travel Centers and Mapco Express.

• Achieved President’s Club and selected to the Sales Leadership Conference. Regional Director - SE Region (2001 – 2006)

Led a seven-person business development team tasked with meeting and exceeding new sales and revenue targets for company’s portfolio of fintech solutions.

• Notable signings included: Bruno’s Supermarkets, Mapco Express, S&C Foods, and Cash 2000. Area Sales Manager - SE Region (1999 – 2001)

Led a team while serving simultaneously in a hunter role to add retail chains to the network.

• Worked closely with Product and Marketing to tailor new delivery platform for Pilot Travel Centers – a large, national retail chain – while spearheading the end-to-end rollout process. Business Development Manager - SE Region (1997 – 1998) Served in a hybrid Sales/Account Management role, primarily responsible focused on selling a portfolio of services to regional retailers and managing a $50M portfolio of existing strategic and regional accounts.

• Increased sales distribution by 30%. Achieved President’s Club. EDUCATION

UNIVERSITY OF TENNESSEE, Martin, TN

BS Bachelor of Science, Marketing

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