Leadership - VP / Director position

SUMMARY OF QUALIFICATIONS

Energetic, team-oriented Sales Director and top producing individual contributor with an extensive record of rebuilding and leading sales organizations to shatter expectations on a regional and national scale utilizing proven competencies in the following areas:

Technology

Incentive Planning

Training & Development

Profit & Loss

Marketing & Branding

Client Relations

Lean Six Sigma

Process Improvement

Market Analysis

• Demonstrated talent for defining and implementing strategic sales vision by assembling and motivating high caliber teams, instituting reporting structures and streamlining training programs to accelerate production.

• Creative and analytical problem-solver capable of re-organizing and inspiring lean organizations to penetrate new markets and consistently surpass revenue targets through precise analysis, planning and execution.

• Gifted communicator and negotiator fully committed to customer satisfaction and team success.

PROFESSIONAL EXPERIENCE

AMERICAN EXPRESS – New York, New York 2005 – Present

Director Sales, FX, International Payments

Charged with leading all aspects of business development, account management with specific responsibility for customer satisfaction, sales strategies and market analysis. Monitor and evaluate sales managers. Manage sales pipelines and track top accounts. Collaborate with cross-functional departments to optimize sales and customer acquisition efforts.

• Fuel growth rate of 22% month over month in regards to revenue and new customer acquisitions by focusing on sales training, sales contests and a solid structure; achieved record-levels for customer acquisition, activation and revenue in first full year.

• Established a new sales manager hiring and assessment process that encompasses multi-level interviews and shadowing to provide a clear picture of the candidate and the position.

• Drove revenue 56% and new customers 37% over previous year by instituting high impact sales contests that maximized personnel motivation.

• Orchestrated creation of the Account Development Group to allow sales team to focus on business generation, which improved attrition rate from 53% to 14%.

• Collaborated with operations group to streamline processes and devise strategies that led to 73% decrease in issues hindering the application and activation timeline.

• Implemented a micro-management structure that increased revenue over 2005 with less than half of the sales managers due to constant monitoring and guidance.

• Completely restructured the sales team, reducing size from of team from 17 sales managers to eight while increasing productivity and bottom line revenue; surpassed 2005 new revenue of $2,600,000 by June of 2006. Year end – 7.9 million in new revenue – increase of 304%

• Redesigned and Optimized training program focusing on sales development with specific focus on new customer acquisition that improved preparation time from six months to between two and three weeks.

• Instituted a reporting matrix to identify market trends and sales opportunities.

• Due to revenue growth and G1 business rating I was able to double the sales team. Hired and trained 8 new sales managers preparing them for contribution to bottom line in 2007

• Designed strategy to strategically grow the Payments business in the US, opening additional offices, adding a new layer of management and building the sales team to achieve 40% growth.

• Established strong compliance and controls within the team, designed periodic trainings for the team to highlight risks.

• Established a new successful compensation plan for the sales team to drive results. The new plan was a key driver in leading to extreme sales growth of over 200%

• Built and manage call center operations in 2 locations in US to support sales activity, optimized the operations creating incentives and driving call volume and sales.

• Grew account management team, designed and implemented process and procedure for all customer integrations and trainings

SOUTHWESTERN BELL – New York, New York 2000 – 2005

Regional Manager

Brought on to direct a 17-member team in all aspects of new business development in the Tri-State area. Coordinated networking events, created an internal hiring process and collaborated with operations and network group to design and roll-out branc infrastructure.

• Developed and managed the first team to attain $1 million in sales; regularly challenged 15-member team to improve while building strong customer relationships based on excellent service.

• Consistently outperformed other teams by $500,000 and met 20% monthly growth goals by instituting top quality training programs, leading by example and helping to close sales.

• Recognized as the first manager to sell as DS3 in SBC’s 30 new roll-out markets; contract was worth $4 million per year.

• Designed inside and outside plan strategy for the sales team increasing sales by 47%

SNYDER COMMUNICATIONS, INC. – New York, New York 1994 – 2000

Area Vice President, Northeast Territory

Promoted four times in three years to oversee daily operations of a regional office with accountability for P&L, business development and team building. Recruited and trained staff.

• Managed the #1 sales team nationwide by focusing on penetration of diverse markets in the New York metro area by hiring bilingual employees and participating in multi-cultural events.

• Facilitated territory sales force expansion from 45 associates and two managers to 262 associates and 22 managers.

• Exceeded sales goals every year through 1995-1998 and 2000.

• Instrumental to company success in going public as a key revenue contributor.

EDUCATION AND SPECIALIZED TRAINING

NEW YORK UNIVERSITY – New York, New York

Certificate Program, Sports and Special Event Marketing

HOFSTRA UNIVERSITY –Hempstead, New York

Bachelor of Business Administration Degree, Management; minor in Marketing

Specialized trainings included:

Basic Telecommunications, AdTran, CPE - Hill Associates

Telecommunications – TRA

Norstar Key Systems – Nortel

PBX and CPE, Management Practices – Williams

Cisco Sales Training

Juniper Routers Sales Training

Extensive Voice and Data Training – RBOC

American Express Leadership Training

American Express Authentic Leadership – Inspiring Employee Engagement

American Express Compliance and Controls Training

CRM – Salesnet, Siebel, Salesforce, ACT, GoldMine

KPI – Key Performance Indicators

DEI Sales Training – Stephan Schiffman, Cold Calling Tactics

Lean Six Sigma – process, practice, 5 why’s and implementation

Additional Information National District Sales Manager of the Month – (14 times) Snyder Communications Inc.

National Olympian Award – (3 times) Snyder Communications Inc.

Presidents Club – Snyder Communications (2 times)

Leadership Award – (3 times) MCI

American Express – Global Star Award and Presidents Club

Active member of the American Management Association

Certified Ice Hockey referee with 21 years’ experience in officiating NHL, Minor Pro, Professional Inline Hockey and College Division 1 & 3 leagues.

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