Sales Management

JOE DORILIO

** ****** *****, ********* ******, New York 11570 u 646-***-**** u ********@*****.***

Sales & Marketing / Operations / Business Product Development / Finance / P&L/Turnarounds / Startups / Strategic & Tactical Planning / Cost Control / International / Project Management

SUMMARY

An accomplished securities industry professional who’s experience has included managing large global teams of both back office and front office professionals. Significant experience and accomplishments in Trading, System Design and Implementation, DMA, Risk Management, Regulation, Client-Facing Marketing, Cost Control, P&L, Business Development and Strategic Planning. Additionally, my experience has resulted in the generation of double-digit sales and profit growth in leadership positions with G&L Partners, W.R. Hambrecht, ING, Nomura Securities, and the New York Stock Exchange. Led teams of 250+ and P&L exceeding $250M. Turned around stagnant business lines resulting in increased revenue and profitability. Increased productivity of sales force 50% over three years using aggressive marketing strategies. Natural leader and motivator with a passion for developing quality management, marketing and sales teams, as well as the design and implementation of state-of-the-art trading and risk platforms.

PROFESSIONAL EXPERIENCE

G & L Partners, Inc., New York, NY, March, 2009 - Present

Managing Director, Special Projects

Charged with evaluating existing trading and clearance system infrastructure and making recommendations to management with respect to changes, modifications and enhancements with respect to streamlining and enhancing operational efficiency.

Expanded trading infrastructure relating to the execution of Equities, ETF’s, Listed Options, Financial Futures and Foreign Exchange, resulting in a global platform capable of addressing a wider range of client needs, including global DMA along with multiple algorithmic trading options. This was accomplished using well defined Project Management methodologies enabling the more rapid and efficient solutions delivery and implementation.

Directed the implementation of Corporate Access Program bringing together ‘C’ level executives at publicly traded companies with institutional investors which provided increased revenue streams for G & L as well as wider range of product offering.

Performed duties as Senior Registered Options Principal which qualified G & L with regulators in the arena of listed options trading.

WR Hambrecht & Co., New York, NY, November, 2005 – November, 2008

Managing Director, Institutional Equity Trading and Sales Trading

Responsible for the daily operation of equity and equity derivative trading and sales operation, including third party vendor management, risk, product expansion, client interface, regulatory compliance and cost efficiencies.

Led efforts to expand firm’s electronic U.S. footprint in the trading and sales of Equities, ETF’s, Futures, Options and Foreign Exchange, implementing proprietary trading platform, DMA program and realignment of existing business lines in accordance with targeted account base resulting in revenues increasing from $8 million to approximately $25 million.

Headed effort to replace existing trading infrastructure with more cost efficient, user friendly platform resulting in significant six figure savings to WRH. Implemented concepts and tools of Project Management, to generate management information matrices.

Implemented global electronic DMA and algorithmic trading platform, leading to increased institutional equity, futures and options commission revenue, as well as the formation of a program trading unit to address increased demand amongst ING account base.

Implemented listed equity options trading program and led the installation of appropriate infrastructure, including exchange memberships, providing the firm with additional revenue stream as well as expanding it’s product suite of offerings to clients.

P&L responsibility for organization specializing in the trading, research and sales of equity, options, futures and foreign exchange products. Managed all aspects of brokerage operation covering revenue generation, cost containment, staffing, vendor management and system implementation.

Global Direct Equities, Inc., New York, NY, 2005

Managing Director, Trading Infrastructure and Business Development

Led efforts to implement new business structure.

Directed efforts to put in place trading infrastructure for start-up organization focusing on the trading of Equities, ETF’s, Futures and Options, resulting in the successful implementation of a platform capable of trading both domestic and international equities and enabling Global Direct to offer it’s clients a high quality Direct Access trading platform.

Drove business expansion through the leveraging of industry contacts, resulting in an expanded client spectrum for Global Direct which led to increased commission revenues.

NYFIX, Inc., New York, NY, 2003 – 2005

Engagement Manager

Led strategic analysis of proprietary NYFIX trading platform resulting in mandate to redesign system to address current trends and practices in electronic trading, order management and Direct Access.

Directed developers in the redesign of trading and order management platform leading to the completion of a state-of-the-art product offering.

Directed the roll-out of the NYFIX platform to the broker/dealer community. Managed all aspects of engagement by implementing a PMBOK approach to communications, scheduling, various quantitative measurement benchmarks, leading to the successful installation of the NYFIX platform and additional revenue streams by client’s participation in additional NYFIX product offerings. Implemented the concepts and philosophy of the PMBOK throughout multiple projects by focusing on SPI, CPI, Earned Value and SDLC, as management tools relevant in providing monthly management updates.

Advised on critical buy-side connectivity issues, such as Straight Through Processing and FIX Connectivity, enabling NYFIX to expand it’s presence amongst the institutional buy-side community.

ING Financial Markets (U.S.), New York, NY, 1996 – 2002

Managing Director, Global Head of Equity Trading, Sales Trading and Risk

Responsible for leading the global operation of equity, equity derivative and program trading operation, including systems development and enhancement, expansion and contraction of global business units and management of ING trading capital and risk allowances. Led efforts to expand client base through global client facing initiatives aimed at educating the buy side regarding ING’s underlying trading capital structure.

Reduced costs $1.5M for ING’s U.S. operations. Implemented cost reduction program in the midst of an ever-increasing competitive environment as well as a deteriorating market. Reviewed and renegotiated vendor contracts and relationships. Reduced annual operating expenditures and implemented quarterly review process to analyze systems, contracts and staff implementation. Led firm initiative to put in place DMA program focusing on global equity and basket trading through the design, implementation and integration of proprietary systems addressing trading, compliance, regulatory and accounting mandates.

Led global management team effort to redesign and implement state-of-the-art equity risk management and trading platform, focusing on International and Domestic U.S. equities, ETF’s, Futures, Options and Foreign Exchange Chaired global committee put in place to review, redesign and implement a risk management and trading system. Led project from beginning to end resulting in the successful roll-out of the new and enhanced system. Began utilizing the philosophy of Project Management as outlined in the PMBOK in an effort to better manage both on-shore and off-shore development efforts and to better gauge implementation progress.

Tripled Asian revenues in three years, from $40M to $120M. Charged with taking an already strong Asian product line and increased revenues and customer exposure through aggressive commitment of ING capital. Aggressively developed new business and through the commitment of capital as well as client facing marketing programs. Over a three year period, increased Asian revenues from $40M to $120M while sequentially increasing client commission revenue stream from $20M to $70M.

Turned around Latin American operations, grew revenue 50% in one year. Led evaluation of the strategic advantages of continuing ING’s Latin American business. Scaled back product line to add competitive edge. Developed strategy to address client needs and objectives. Grew revenue 50% to $10M by solidifying current relationships and adding eight prominent institutions to the account base.

Revived stagnant European business unit, doubling revenues. Promoted global team building and increased trading P&L and customer interaction through the on-site and off-site mentoring of global employees . Initiated strategic hires to complement existing staff expertise and relationships resulting in increased European product revenue from $35M to $75M.

Nomura Securities International, 1993 – 1996

Vice President-Equity and Program Trading

Initially brought in to spearhead development efforts focused on the design and implementation of electronic limit order technology for use in the execution of index arbitrage baskets.

Led expansion of trading and sales operation into Europe and Eastern Europe by increasing marketing efforts and putting critical trading infrastructure in place resulting in more viable business unit focusing on Proprietary Trading and Customer Facilitation.

Acted as Senior Registered Options Principal for business unit focusing on the proprietary trading of Index Arbitrage, Equity Options, Agency Programs and Financial Futures, putting in place programs and sytems which enabled Nomura to address the more complex reporting requirements recently implemented by Self Regulatory Organizations.

Previous experience as Director at the New York Stock Exchange, Inc. as liaison between Exchange senior management and the institutional program and derivative trading community. Conducted in-depth market analysis of the impact of various forces affecting U.S. listed equities. Represented the NYSE on the Inter Market Surveillance Group committee charged with oversight of derivative related equity trading.

EDUCATION

Long Island University, Greenvale, New York.

Bachelor of Arts degree in Political Science with a concentration in Public Administration.

PROFICIENCIES

Microsoft Office Suite (Excel, PowerPoint and Word), Microsoft Project 2000, SQL and CA Clarity

Bloomberg, Reuters, SunGard Brass, NYFIX, Multiple ECN’s and multiple Algo Trading Providers

REGISTRATIONS

Series 7, 55, 63, 24, 4, 9 and 10

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