Sales Human Resources

Michael G. Splane

* ****** ***

New Gloucester, ME 04260

Mobile: 207-***-****

email: *******@*****.**.***

Career Sales Achievements/Awards/Highlights

OpenPro

Established strong channel in first 3 months with largest and most successful IT consulting firm in the northeastern US. Has resulted in inflow of steady RFP activity from state and local governments across the US.

Initiated and managing current discussions with largest payroll company (global) for reciprocal relationship.

Developing relationship with one of the largest A/R industry practice firm (healthcare/medical billing) to engineer an integration of outsourcing services.

FISC Solutions

Gained access into impenetrable accounts utilizing high centers of influence network leading to very large profitable projects.

Worked on complex treasury and IT solutions such as the State of Maine Treasury Department customized payment portal to reduce taxpayer cost and increase efficiency.

Developed strategic partnerships with channel partners that fit with our business synergy.

Received raise in first 6 months of tenure.

Asked to take on company projects and department leadership within first 6 months by shareholders.

MERCER

Created state Governor’s Business Council – initiated and helped form powerful advocacy group to address key business issues and concerns through the Governor of Maine’s office.

Formed exclusive partnership with state chapters of the American Medical Association.

Managed working partnerships with the Maine Hospital Association, the New Hampshire Hospital Association & Vermont Hospital Association including exclusive events, seminars and significant speaking opportunities.

Managed exclusive partnerships with the Maine Healthcare Human Resources Association, Vermont Healthcare Human Resources Association, and New Hampshire chapter of ASHHRA (American Society of Healthcare Human Resources).

Developed exclusive partnership with the Maine State Human Resources Council and was part of their webinar development team.

Generated $10 million in new annuitized business revenue plus $3.5 million in new on-going project revenue.

Directed all marketing activity in Maine, New Hampshire and Vermont and responsible for annual marketing budget.

Worked on team who served many important Maine clients including, the State of Maine, Maine Municipal Association, and the Maine Education Association Trust.

Social Media marketing lead and strategist – developed Mercer’s global largest LinkedIn Group for recruitment, product development, and market intelligence purposes.

Served as regional interviewer for Earnst & Young’s Entrepreneur of Year Award 2009, 2010.

ADP

Earned top Rookie Percentage Award at 267% - exceeded first year sales goal at 111%.

125%+ of goal Presidents Club – 2004, 2005.

MBNA

Hold current all-time Monthly SPH (3.64 Monthly Sales per Hour).

Captain's Club 8 out first 12 months of company (achieving at least 120% of team goal).

Experience/Qualifications

9/11 – Present

OpenPro ERP Software, Fountain Valley, CA (remote)

Regional Sales Executive:

• Manage business development in the northeastern US for Top 5 Global Software Company with sustained annual growth rate of 10% per year. Target annual gross revenue 2012 = $2 million.

Global reseller relationship development and management, IT consulting, management consulting, law firms, CPA firms, Chambers of Commerce.

Social media marketing strategist, whitepaper activity, blog activity,

Providing customized cloud accounting and financial web based enterprise platform resources through proprietary platform for Top 5 Global ERP. Functional areas of focus include, accounts payable, accounts receivable, POS, inventory management and controls (i.e. bar coding), cash management, treasury management, document and data storage.

Maintain current knowledge and rules around Treasury, Accounting and finance regulatory and compliance standards. Including SOX, GLBA, SAS70 Type II, HIPAA, FASB, IASB, and IFRS.

8/10 – 9/11

FISC Solutions, Lewiston, ME

Account Executive:

Managed US Operations for marketing activities including events, trade shows, conferences, speaking opportunities, reporting of results to shareholders, budget, and management of support staff.

Consulted organizations of all size and structure to learn their current cash management and cash flow process and consult with our in house IT engineers and programmers to provide solutions.

- Cash management consultation included accounts payable, accounts receivable, POS transactions, electronic payment processing including credit card processing, ACH processing. Remittance, cash management strategies with regards to sweep and clearing account management, and banking operations such as treasury options, account reconciliation, balance reporting, cash concentration, positive pay, reverse positive pay, zero balance accounting, wire transfers, and controlled disbursements.

- Application of lockbox services including retail, wholesale, and wholetail. Worked with Wausau software and Opex hardware technology utilizing OCR scan technology, and proprietary web based portal for process viewing/reporting with image RPS software. Specialties included exception reduction and validation, consolidation of data transmissions.

Focused primarily on Healthcare, Finance, Utility, and Energy Industries as well as State and municipal government.

Practiced banking policies, compliance and regulatory standards, ethics, security & risk including preparation for internal and external audits.

- GLBA, PCI, SAS70 Type II, and HIPAA, HITECH, SOX, and other FDIC and SEC rules.

Responsible for annual marketing budget and managing sales support team.

Reported results of produced revenue and booked revenue vs. goal to shareholders on a monthly basis.

Established new sales pipeline of qualified business estimated at 3m in new revenue in first 4 months on annual goal of $3 million on pace to beat first year sales goal.

12/05 – 5/10

MERCER, New York, NY

Sales Professional:

Sales & consultation of comprehensive company benefits, compensation and executive compensation strategies, retirement plans, international benefits, mergers/acquisitions, employee behavioral communications projects, executive level project management, and business process outsourcing.

Designed and implemented pre-tax & tax deferred benefits (retirement & health) for small, mid, and large sized businesses.

Coordinated and orchestrated meetings with CEO’s, CFO’s, HRO’s, and specialty practice consultants to achieve sales execution.

Explored and proposed administration process outsourcing to maximize company efficiency needs & employee benefits platform support.

Established and developed valuable reciprocal relationships with many key figures including state and local political figures, licensed financial advisors, and governing members of associative/community boards.

Directed all marketing activities in Maine, New Hampshire and Vermont including, seminars, webinars, and conferences, trade shows and professional speaking arrangements.

Developed marketing plan and helped build the first series of quarterly webinars for Maine State HR Council.

Part of the development team to launch the Healthcare Survey Initiative an ongoing annual survey to provide customized benefits and compensation data to over 50 major hospitals throughout New England.

Included in Mercer proprietary CRM development and testing for US sales operations.

Graduate of Miller Heiman professional sales training and utilized methodical approach in every sale process.

5/03 – 6/05

ADP, Parsippany, NJ

District Manager:

Implemented financial/accounting based software, tax deferred plans (401k and FSA) and outsourcing services.

Managed organized territory of 350 clients while calling on 3000 new prospects annually.

Reported directly to regional management on daily basis with real time database management and analysis.

Professional “hunter” developing cold, warm and hot prospecting leads utilizing proven marketing methods.

Developed reciprocal circle of influence with Banks (including many branches of Key Bank), CPA’s, and Financial Advisors.

Completed sales orders and communicated effectively and efficiently with client service personnel to maximize efficiency & accuracy.

Evaluated prospects and designed custom product/service solutions to fit principal’s needs/wants. Motivated self and teammates through fun creative competition.

Promoted to Mentor within 6 months of hire.

Received rookie top percentage award 267% of first quarter plan. Hit 121% of plan for 2004 fiscal year.

Finished 10th (US) Rookie of the Year award 151% of first year sales goal 2002.

President’s Club finishing the year at 137% of quota 2003.

President’s Club 142% of quota 2004.

Region of the Year award winner 2004.

4/00 – 4/03

Benefit Strategies, Manchester, NH

Director of Sales and Marketing:

Initiated client new business interest in tax favorable and/or deferred plans (401k and FSA).

Developed strategic target market & new business acquisition tactics.

Coordinated meetings with prospects, financial advisors, and TPA to initiate sales process.

Built key working relationships with small & local non-proprietary financial and insurance companies.

Worked with compliance department to understand & meet ERISA, IRS & DOL regulations.

Specialized in servicing Defined Contribution plans and overall benefits packages for small, medium, and large businesses.

Personally brought in 30 million dollars in net assets under management.

Production consistently exceeded company expectations.

Education

BS University of Maine, Orono, ME. May 2002 Business Administration w/Marketing concentration.

Graduated with core GPA of 3.24.

Project Manager (Internship) of Geographic Information Systems (GIS) mapping software products for Blue Marble Geographics.

Designed, introduced and implemented marketing plans for the following:

Fresh Samantha natural juices (Odwalla).

Leonard’s Mills Maine Forest & Logging Museum.

UM Advanced Engineering Wood Composite Center (AEWCC).

Experience (pre-graduate)

5/97 – 5/02 MBNA (Bank of America), Orono, ME

Customer Assistance/National Accounts

Credit Card accounts receivable collection specialist.

Hired as leader for “test” team in Northern New England roll out.

Mentored incoming new hires, assisted manager with day to day responsibilities.

Collected 30day, 60day, 90day, 120day, 150day, 180day and charge-off account balances.

Captain’s Club award (120%+ of goal) 1998, 1999, 2000, 2001.

Averaged $10,000 balance collection per day. Equaling $2.5m “promise to pay” annually.

3/95 – 5/97 MBNA (Bank of America), Orono, ME

Account Manager/National Accounts

Personally sold 5600 new accounts equaling $28 million in outstandings.

Managed Direct Promotions unit for NE Patriots MasterCard.

Assisted in attaining highest regional growth in country.

Best all time “Wall of Fame” monthly sales record.

Leadership

Obtained Certificate of Leadership - Outward Bound Survival School, Hurricane Island 1990.

State Champion Men’s swimming 1988, 1999, 1991.

State finalist Men’s 3 meter diving 1991.

Professional Lifeguard Certification 1989.

All State Orchestra – Alto Saxophone 1989, 1990, 1991.

All State Chorus – 1988, 1989, 1990, 1991.

Key Club – Vice President 1990, 1991.

Propel Steering Committee Chair (Executive Board) – 2008, 2009.

Central Maine Human Resources Association – Membership Chair – 2009, 2010, present.

Economic Development Committee (Elected Official) Town of New Gloucester 2011-2013.

Personal Interests

Reading, golf, skiing, hiking, biking, fishing, shooting, philanthropy & community involvement, home improvement, investing and gourmet cooking.

Additional Information

Proficient with Windows, Apple, Blackberry, OS’ and most major business applications.

Experience with most major HRIS systems, HR platforms, CRM’s, Enterprise and Finance Management systems, and benefits/claims processing systems.

Community reinvestment & philanthropy

Employer Support of the Guard and Reserve

Lyme Disease Association

Center for Grieving Children

American Red Cross

Cumberland County YMCA Pineland Branch

Personal and/or business references available upon request.

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