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Senior Director, Client Development

Prosper, TX
September 24, 2020

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George James

**** **** **** **** *******, TX ****8 214-***-****

Business Development Executive / Senior Account Management

Driven, organizational change leader with over 20 years of experience specializing in client relations, account management, business development, program design/development and operational oversight. Expertise in securing and managing strategic client relations and programs for Global 1000 corporations with proven success in growing existing accounts and building strong executive relationships. Strong leadership and management background within matrix-based organizations with a track record of meeting or exceeding quotas, driving record profits and generating revenue growth. Core Competencies Include:

Business Development Account Management Client Services & Management Enterprise Perspective

Strategic Account Planning Client Retention & Satisfaction Alliance Management Territory Management

P&L Management Platform Consolidation Closing Deals Acquisition Transition New Client Onboarding

Leadership Client Consulting Budgeting Team Building Contract Negotiations

Career Overview

-Trusted advisor and strategic leader with the ability to build, develop and manage high-performing, cross-functional teams; expertise in recruiting and retaining top-tier talent with less than a 5% turnover rate.

-Client-focused, relationship-builder with an expansive background in securing, fostering and overseeing strategic client relationships with Fortune 500 accounts including Sprint, Staples, Kohl’s, JCP, Macy’s and The Home Depot.

-Proven success in onboarding new clients and driving the highest levels of client satisfaction and retention; achieved a 95% client retention over the last 4 years and averaged 90% "top two box" score in client satisfaction.

-Led the successful deployment and delivery of over 30 digital solutions to key clients in the last two years.

Professional Experience


Director of Client Development(2015-Current)

Managing multiple verticals within the Consumer Incentives division. Complete strategy and delivery ownership of assigned accounts. Yearly quota for client growth and retention. Building relationships at the executive level, developing a comprehensive understanding of the business model, culture, organization and objectives. Interacting and partnering globally within the organization to coordinate client efforts from various regional/global locations. Utilizing the tools and solutions that are available to build compelling cases to assist in the clients goals.

Recognized as the #1 Sales Executive for the last 3 years

Specializing in Retail and Healthcare industries, exceeding quota by 28%

Identifying additional revenue streams within existing accounts by building meaningful solutions

Director of Client Services (2008-2015)

Managed the Client Services department that oversaw 250+ clients including Global 1000 companies in the Retail, Telecom, Technology, Healthcare, CPG and Utility industries. Delivered consumer, channel and reward/recognition oversight and leadership and managed budget and P&L. Developed new strategies to retain clients, built alliances with key clients and partners and secured, managed and maintained all strategic alliance partners.

Developed industry-specific teams to specialize and drive subject matter expertise within the department and spearheaded corporate alignment through measurable client segmentation.

Enhanced revenue within existing clients, fostered executive level client relationships and developed and executed the strategic rollout of additional services lines.

Reduced costs and increased productivity by outsourcing time-consuming and repetitive tasks, allowing for an organizational restructuring.

Managed all Account Management projects ranging from $10K to $500K for multiple clients on a simultaneous basis.

Established a cross-functional team to assist with the acquisition of five companies and resolve account issues; led the team to resolve over 180 logged issues over the course of only six months.

Sr. Manager of Account Management (2004-2008)

Led an Account Management team supporting 65+ clients, including Fortune 500 companies such as Cisco, Dell, Staples, The Home Depot, Amazon, GE, Verizon, Sprint, AT&T, MetroPCS/T-Mobile and Symantec. Provided client-focused leadership in the retail, technology and wireless industries. Developed client relationships horizontally/vertically and managed budget and P&L.

Closed new opportunities and extended existing contracts generating $55M in revenue over four years.

Led a collaborative, results-driven cross-functional team that successfully sustained client retention and enhanced existing client base revenue.

Sr. Manager of Account Management (Continued)

Devised, implemented and maintained the “on-boarding” process for new clients to ensure a complete and comprehensive knowledge share and seamless transition to Parago Inc.

Developed a new hiring profile guideline for Account Manager position to attract and retain new talent.

PEROT SYSTEMS CORPORATION (Healthcare Consulting) 1999-2004

Regional Account Development Manager

Managed and developed long-term client relationships with eight key healthcare accounts in the Central Region. Secured new business opportunities, drove client retention, managed Account Representative Team and oversaw P&L. Closed opportunities in consulting, software, system integration, and outsourcing including application value management and business processes.

Met or exceeded annual quotas each year and consistently ranked as a top performer; drove $47M+ in annual revenue over the course of two years and produced the top revenue generating account for division.

Chosen for and completed Perot’s Business Leadership Development Program, which enrolled 20 handpicked associates each year to develop leadership, management, presentation, negotiation and relationship building skills.

Recruited, hired and developed a team to transition an acquired SaaS platform from Accenture to Perot Systems; moved all hardware to Dallas facility and increased system uptime by 65%.

Devised and led the SaaS solution offering for three healthcare management systems offering claims adjudication software and web based portal to 38+ Payors.

Played a key role as part of a senior leadership team that transitioned two acquisitions and on-boarded four outsourced health plans and large hospital chains.

Prior Professional Experience

Director of Business Development - PROSNET (Healthcare Consulting)

Devised new business opportunities, marketing strategies and relationship development with Payors in the Healthcare/ Payor industry. Managed the business development team and oversaw proposal development, costing, sales calls, contract development, sales strategy development, sales processes and contract negotiations.

Achieved 60% sales growth each year, which helped position ProsNet from a local to a regional organization.

Analyzed the market within various regions to design, appropriate site-specific marketing plans that incorporated awareness of community trends and desires.

Monitored the changes in Medicare changes and strategically worked with the Payor’s who have accepted a Medicare-at-Risk population.

Education and Professional Development

Bachelors of Science in Business Management; Minor in Marketing - COLORADO STATE UNIVERSITY

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