Sales Management

* ******* *****

Princeton Junction, NJ *****

H: 609-***-**** *************@***.*** C: 609-***-****

SALES AND RELATIONSHIP MANAGEMENT EXECUTIVE

Consistent record of success encompassing all aspects of sales, business development and relationship management of diverse business lines, in both the financial services and health care industries. Key strengths in creating revenue momentum, developing management, and building alliances. Repeatedly selected as the key executive to head sales planning and relationship management of 4 separate divisions within Citigroup, including a challenging mix of start-ups, turnarounds, acquisitions, and high growth businesses. Winner of 15 Presidents club awards. MBA in Marketing.

PROFESSIONAL EXPERIENCE

INTERNATIONAL SOS 2010--PRESENT

INTERNATIONAL SOS IS THE WORLDS LEADING INTERNATIONAL HEALTHCARE, MEDICAL ASSISTANCE AND SECURITIES SERVICES COMPANY

Director, National Head of Strategic Planning, Account Management and Client Renewals

Responsible for the development, implementation and on going management of client renewals and account management strategy in the United States. Annual revenues of $300 million are generated by over 1300 clients, including corporations, financial institutions, government entities and scholastic institutions.

Led the transition of cultural change of International SOS from a reactive internal focus, to a pro active client driven organization guided by a disciplined management process with monthly metrics and quarterly reviews.

Year to date renewal revenues are at a record achievement of 110%

Regionalized Account Management coverage in the US to better align proximity to clients.

Implemented Global Account Planning for top100 clients, growing cross border revenues by 21% per annum.

Established Client at Risk process for early problem identification and solution identification. Retention rate

of 98%

Developed monthly metrics and quarterly business review for Account Managers and Team Leaders

CITIGROUP 1990 - 2010

Managing Director, National Head of Sales & Relationship Management,

Citi Institutional Trust & Pensions (2008 – 2010)

Selected as the key executive responsible for sales development and relationship management of Citigroup’s Institutional Trust & Pension Business. Annual revenues of $110 million were generated by over 600 corporate, government, and institutional clients. Directed 120 sales, relationship, and administrative professionals, including a senior leadership team of 8 Vice Presidents. Responsible for matrix management of an additional 70 consultants and service support staff. Citigroup sold this business to BNY/Mellon due to budget constraints and capital requirements.

• Implemented a “Client at Risk” program to identify and respond to issues contributing to client attrition, including service delivery, response time, product deficiencies, technology shortfalls, and unfulfilled commitments. Issues were documented and addressed weekly, by cross-functional teams equipped with the necessary resources and expertise for resolution. The program was highly effective, as no clients or revenues were lost during the period.

• Chaired the internal and external communication of Citigroup’s decision to exit the business. Managed client and employee retention to facilitate an orderly and productive transition, which was completed on time, and on budget.

• Implemented an employee retention program to ensure key employees were retained and motivated during the period of transition. Maintained a high degree of integrity for all clients and employees impacted by the sale of the business.

Managing Director, National Head of Sales & Relationship Management,

Citi Worldwide Securities Services (2000 – 2008)

Promoted to an executive leadership position responsible for all sales and relationship management in the United States and Canada for this high growth business realizing revenue momentum from $100 million to $1 billion during the period. The division is among the top performers within Citigroup, providing custody, safekeeping, pension services and securities financing to financial institutions, corporations, and governments. Directed over 400 sales, relationship, and administrative professionals, including a senior leadership group of 15 Vice Presidents.

• Developed and led a realignment of the sales and relationship team from a single monolithic organization into individually defined business units, each with specific profiles and metrics for performance and future success, Based on its success, this sales and relationship structure was adopted in other divisions of Citigroup.

• Led North America through a sales and relationship transformation process that elevated the divisions sales and relationship teams from servicing existing demand to a level of creating demand for Citi solutions. Skills assessment, training, and performance accountability were implemented and reviewed on a regular basis. Global account plans were developed and standardized for key relationships.

• Motivated a national sales and relationship team to achieve an annual growth rate in excess of 20%. The team exceeded its sales targets every month of every year for the period.

• Co-developed and implemented an incentive compensation plan that aligned sales to business objectives. Sales and relationship managers were converted to management by objective (MBO) accountability...

• Created and implemented a process of applying “Team Selling” sales practices, targeted on must win accounts. This multi year strategic initiative led to the close of the largest asset deal in the history of the business. The deal was recognized by the CEO, in a memo sent to over 300,000 employees worldwide.

Vice President, Global Head of Sales & Marketing,

Citi Global Trade Finance (1995 – 2000)

Appointed by Senior Group Executive to reinvigorate worldwide sales and marketing for this $300 million business within Citigroup, supporting the needs of global importers and exporters. Directly managed 65 sales and support personnel in the United States, Europe, Asia, and Latin America including a senior management team of 8 Vice Presidents. Matrix management oversight of 70 corporate lending officers.

• Built and launched a global sales strategy that targeted 20% of key accounts that, generated over 80% of the industry revenues. This process involved the shared development and implementation of global account plans, with buy-in and accountability from 4 global regions. Six of the top 10 targets became clients during the period and the process was adopted in 3 other divisions of Citigroup.

• Conducted internal “Road Shows” to educate and form alliances with select Citi entities whose clients were prospects for our services. This program generated a prospect base that contributed to over 60% of annual sales.

Vice President, National Head of Sales & Relationship Management,

Citi Cash Management Services (1990 – 1995)

Responsible for the activities and results of over 500 sales, relationship, and support functions in North America, with offices in New York, Delaware, Stamford, Chicago, Atlanta, Houston, Dallas, Miami, Los Angeles, San Francisco, and Toronto. With over $3 billion in revenues, Citi Cash Management is among the largest and most profitable divisions within the company.

• Became a change agent for the organization, transforming the culture from a passive order taking mode to a proactive solutions oriented approach. Sales revenues grew from $97 million to over 400 million during the period. This steady and consistent revenue growth established the division as one of the most productive and best managed within Citigroup.

• Aggressively recruited and developed top sales and relationship professionals, provided training with mandatory testing and certification. This produced the most effective and skilled sales and relationship organization in the industry. The process has become a benchmark within Citigroup.

• Established the first incentive compensation plan within the corporate bank at Citigroup. Implemented an annual “Presidents Club” conference to recognize top performers, which has now become a standard practice within Citigroup.

• Built and launched a ground-breaking sales and relationship process that diligently focused on the planning, reviewing, and measurement of activities leading to desired results. This process became the foundation for the future success of many businesses within Citigroup.

Xerox Corporation

Regional Sales Operations Manager

EDUCATION

MBA, Marketing, Adelphi University, Garden City, N.Y.

BA, Sociology, Mount St. Mary’s University, Maryland

ACTIVITIES

DISTANCE RUNNING – COMPLETED 3 NYC MARATHONS

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