Sales Manager
Resume:
Wendy Rusk
Cornelius, North Carolina, 28031
********@***.***
Strategic and competitive sales leader using past results, market changes and intelligence to improve results through investments in people, processes and technology.
Continuous analysis of the B2B selling landscape to set/change sales goals and marketing approach to measure success and profitability. Strong relationship building across department lines both internally and externally with high emotional intelligence used to improve the EQ amongst teams and partners.
Cashmaster International Charlotte, NC March 2020
Executive Vice President of Sales and Marketing North America
Responsibilities:
Develop a direct sales channel from indirect to sell hardware and software solutions to the largest retailers, hospitality and financial segments. Task included:
Recruitment, sales training, market development plans, sales strategy execution, playbook development, setting overall goals, partnering with product management for existing and new solutions and customer retention
Initiate a lead generation-marketing initiative channel to drive new business activity
Direct North American marketing initiatives, creating messaging and platforms
Manage resellers/distributors to alleviate channel conflict
Player/Coach-personally handling the largest customers
Tellermate Charlotte, NC 2018-2020
VP Sales and Marketing North America
Responsibilities:
Developed a new sales team to execute strategic and tactical plans which create added value/revenue retention to current customers as well as delivering net new business growth to top retailers and financial institutions in North America.
Directly manage a team of 7 to achieve defined sales goals, add additional markets for growth, directly manage largest customer relationships such as
Walmart, and directly manage the 6 re-sellers as well as hiring, retaining, mentoring and sales coaching the team.
Report on budget, sales funnel and NA strategy to the Board of Directors on a quarterly basis.
Accomplishments:
Achieved largest single sale in Tellermate NA history in Q3 of 2019 for an increase in new business growth of 110%. Team brought in largest number of new logos in 2019.
Refined the go to market strategy for new business growth and hired new team in Q3 2019
Created a lead generation program for new business growth which increased sales in Q3 and Q4 by 30%.
Developed new legacy business plan for current customer base to increase retention and growth of this segment
Added a new strategic partner to enhance current product and growth with new applications on existing hardware. This set us apart from all competition in the industry.
Revolution Retail Systems Charlotte, NC 2017-2018
Director of New Business Development
Responsibilities:
Sales of cash recycling technology, cash management software and managed services to North Americas largest retailers and financial institutions
Work with various partner organizations to optimize cash management solutions for retailers from POS to back accounting systems
Partner with re-sellers of this cash recycling hardware and software solutions
Accomplishments:
Finalized company’s first sales order under new structure
Refined the company’s cash analysis procedures and ROI models.
Brought in new partners to further the company’s sales model.
Developed the company’s largest pipeline within a 12 mo. period
Tellermate Charlotte, NC 2015- 2017
Sales Manager, SE & Midwest
Responsibilities:
Sales of cash management products and software solutions to the industry’s largest retailers and financial institutions.
Create cross selling opportunities for other product lines within current customer base.
Work with customers and prospects to optimize their current cash management procedures and define best practices in the industry to incorporate into SOP’s.
Accomplishments:
First Salesperson to shorten the typical sales cycle and sell $100,000 to large retailer within 10 months of hire.
Currently closed on of the company’s largest contract in company history. Revenue for 2017-18 estimated in excess of $4M with this one retailer.
Refined the pilot process for the company to enhance close ratio, improve ROI and shorten the sales cycle.
Enabled the company to enter Puerto Rico with a sale to a large customer headquartered in San Juan.
Garda Cash Logistics Charlotte, NC 2012-2015
Financial Institutions Group Director
Responsibilities:
•Set the strategic direction for some of the companies top Financial and retail customers. This includes working with customer service, account management, our operations teams and executive leadership to implement these strategies for overall improvement in how we enhance service excellence and growth with these customers.
•Cross selling additional cash management products and services to these top tier customers
•Refining internal processes and procedures and implementation of these to enhance our Customer Care Program to help build customer loyalty and retention.
Accomplishments:
•Within 4 months, retained 2 of the company’s top financial institutions that had sent cancellation notification as well as 6 other mid-tier customers that they needed assistance in retaining due to service failures. Total Revenue of over 15M per year retained due to these efforts.
•Refined the entire QBR(Quarterly Business Review) process within Garda for presentations to our Financial Institutions Executive Teams as well as Treasury Customers of our banking partners
•Headed up work out sessions with two of our Banking partners to enable us to better define the issues, put action items/plans in place for the issues and collectively solve the on-going problems. This resulted in years of daily exceptions being eliminated and thus retaining the customer.
Burroughs Payment Systems (formerly Unisys) Charlotte, NC 2009- 2012
Executive Sales Manager, Financial Services
Responsibilities:
•Part of a new sales team to cross sell numerous cash managment and payment related products to include software interfaces and maintenance services to the financial industry
•Over $2M in revenue sold in 6 Months.
•Direct responsibility for the sales of these cash related products, software and services to the top 25 largest financial institutions in the U.S.
•Tasked with leveraging our services organization across multiple product lines to create new service offerings to existing and new banking clients.
•Finding partners and acquisition candidates to complement and grow our existing portfolio of products and services.
•Defining marketing and pre-sales support as well as execution of this process within the business unit.
•Developed a program called SmartCash that encompasses all Burroughs Payment System Products as all-encompassing retail branch solutions to handle cash and payments to our financial institution partners.
Accomplishments:
•Sold just over $1 Million dollars in services revenue in a six month period.
•Brought on our first customers for ATM related services revenue.
•Created a new Managed Services offering for our existing customers.
•Created a marketing campaign and built alliances with industry experts for exposure and market presence of new product and service offerings.
•In the process of creating a new teller cash product solution for the 2nd largest financial institution in the U.S
DeLaRue Cash Systems-Glory Charlotte, NC 2004- 2009
Director of Key Accounts and Key Account Manager.
Responsibilities:
•Management of three Key Account Representatives who direct currency management product/software sales for the largest financial institutions headquartered in the Eastern United States.
•Lead for managing new product roll outs and technology sales to the senior and executive management levels within these financial institutions.
•Managing the business analysts to determine and refine the value proposition along with presenting and validating the key measurements for product and technological success in these key accounts.
•Increased revenues by over 55% during the first 9 months through new business, which consisted of new product sales and enterprise wide solution offerings. Other revenue increases from upgrades of equipment and technology.
Loomis, Fargo & Company Charlotte, N.C 1998-2004
Vice President Relationship Management
Responsibilities:
•Executive level sales and relationship manager to our company’s largest financial institutions.
•Obtaining new sources of revenue growth for the company by developing business plans, new IT initiatives, logistics strategies and contract negotiations for all lines of business.
•Management of On-site staff at customer locations for operational problem resolution.
•Discern opportunities for expanded service and guiding senior leaders of both the client and customer organization to negotiate and secure new service arrangements.
Accomplishments:
•Developed fastest growth account for the company. Revenue increase from $500K per month to 1.2 million per month in a 2-year period
•Established key alliances with senior banking executives. This led to an understanding of the strategy and dynamics of the client organizations and our ability to partner with them to provide better service for them and their customers.
•Consistently exceeded all company assigned performance milestones. These included relationship management, revenue growth, and profitability and revenue retention.
•Developed Large Account Management Program (LAMP) for Loomis, Fargo & Co, which formalized the management of business-to-business service strategies and maximized financial performance.
Education:
Michigan State University
Bachelor of Arts
Journalism/Marketing
English
Miller Heiman Sales Training certified
Sandler Sales System
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