Sales Customer

TOMAS YURKSTAS

(C) 508-***-**** | qtioll@r.postjobfree.com | 41 MASS AVE. NORFOLK, MA 02056

An executive who has built and led organizations to achieve more with less in high impact roles with AARP, Virgin Money USA, and Citizens Financial Group. A strong leader with primary responsibilities that includes strategy & planning, product management, distribution and sales management, and overall business unit performance for a broad set of retail business lines. Particular expertise in:

> Effective leader who energizes teams

> Product innovation/management & “go to” market strategies

> Program maximization & operational efficiencies

> Maximize operational scale and efficiencies

> Customer experience & customer acquisition

PROFESSIONAL EXPERIENCE

AARP Services 2009-Present

VP Strategy & Planning

Leadership role in the organization to shape future strategic vision and direction across all product categories including Health, Financial and Technology.

* Materially advanced and integrated a transformative portfolio strategy that re-energized operations by building stronger executive and support teams

* Brought clear focus and led the design of an end-to-end needs multi-segmented product & service offerings including unique value propositions

* Built and delivered comprehensive business strategy/planning and service delivery models, including recurring revenue service model, competitive differentiation, P&L and cash flow projections and go-to-market segmentation strategies

* Key advisor to organizational leaders for annual strategic planning sessions to ensure strategic consistency and a unified vision for the organization is maintained

* Led the 3-5 year plan for consumer centric Financial Services, Technology, Healthcare and Lifestyle offerings.

VP Product Development

Responsible for building sustainable and differentiated business strategies & models that lead to compelling new products for Financial Services and a new consumer facing Technology Platform. The role requires identifying and selling internally (including the Board) new product concepts; and ultimately developing and launching the identified and approved products. Developed four new products that filled strategic gaps and growing rapidly (over 24% CAGR).

* Evaluated and proposed several alternative business models for AARP Funds that included the disposition of the AARP Funds and ultimately business exit

* Launched 4 new products that complement existing products and address a growing market needs with sustainable growth (exceeding 20% CAGR

* Gained approval for the launch of a unique Prepaid Debit Card program that has exceeded aggressive goals by 10%

* Identified distribution gaps that led to the introduction of agent distribution that included captured and non-captured agents that has expanded total unit sales more than 20% annually

* Lead matrix managed team drawn across the enterprise, to execute multi-year plans for delivering on customer value benefits, products & services initiatives

* Lead principle in defining and delivering a new Technology portfolio

Virgin Money USA 2005 – 2009

EVP/GM Consumer Loans

Hired as VP of Product Marketing to build innovative products, customer experience and multi channel marketing programs across a broad range of products (consumer, business and mortgage) and promoted to GM to drive the entire consumer & small business P&L.

* Led the transformation and conversion of CircleLending to Virgin Money USA. This included the “go to market” strategy, business and operational model and customer experience. Virgin Money USA received many launch awards and delivered more than $7M ad equivalency through PR.

* Averaged 20% quarterly growth for 6 consecutive quarters while reducing cost of acquisition by 50%. Launched “the most innovative Reverse Mortgage product” - as reported by WSJ- and a series of demand driven social lending solutions. Built an integrated sales & service team which increased lead conversion rates and achieved an envious 22% cross sell rate.

* Enhanced the customer experience; launched an end-to-end online application process across all products which reduced loan set-up costs by 25% and increased product conversion by 60%.

* Developed a comprehensive real-time sales dashboard with sales funnel performance metrics. This management tool enabled rapid market changes based on marketing activities, sales conversion rates, and channel management.

* Launched the fee-only Advisor channel responsible for 10% of revenue, 40% quarterly growth, and the lowest Cost of Acquisition across channels.

Citizens Financial Group, Inc., Providence, RI 2002 -- 2005

SVP/Director, Online Services

Led the online group (team of 8 and 50 cross functionally) to drive online penetration rates, create product stickiness and cross sell based on propensity to purchase criteria across targeted segments.

* Increased business – grew ‘04 new customer Home Equity assets by $1B, opened 10,000+ new DDA accounts.

* Became a Top 10 Online bank, as reported by Gomez Dec. ’04, up from previous 27th standing, by implementing a customer centric strategy. Reduced cost per customer by more than 30%.

* Grew online banking penetration by 10X users and increased Bill Pay activation rates by 2X.

* Improved profitability by leading the strategy, negotiation, and guiding the development of a payment warehouse to further reduce cost by more than 60% and enhance the bottom line by 23%.

* Reduced Cost of Acquisition by 25% through customer analysis, workflow enhancements and operational efficiencies.

* Spearheaded new services for switching profitable customer segments online, averaging 1,000/month.

OneCore Financial Network, Bedford, MA 1999 - 2002

Vice President Marketing/Business Development

Responsible for all aspects of Marketing and Business Development for this high growth enterprise software company. Managed all marketing and business development activities, including development of the strategic plan, identifying and segmenting new markets, creating all sales plans with pricing and promotion models for several product groups. Additional responsibilities included:

* Developed a successful road map for product development across all product segments, DDA, Credit, Credit Card, Merchant Services, Payroll.

* Developed a cross sell platform leveraging database and CRM tools across multiple channels.

* Identified, managed and optimized strategic partnerships. Responsible for spearheading and developing deals with Dell Computer, OfficeMax, Earthlink and many others.

* Optimized and reduced Cost of Acquisition by more than 300%, increased customer retention by 50% and increased cross sell by 30%.

* Managed all sales development, targeting financial institutions with an average software license fee of $500,000.

Fleet Financial Group, Boston, MA 1995 to 1999

Vice President Online Financial Services

Responsible for integrating this division into Fleet's legacy business while promoting the customer experience and gaining market share within well-defined market segments. Senior product management responsibilities included the development and creation of differentiated value propositions for defined, highly profitable segments, leveraging web technologies, web affinity and community based sites driven by customer needs.

* Achieved all financial and strategic objectives for fiscal years 1997 and 1999.

* Developed and successfully expanded Fleet's online presence through educational and investment oriented initiatives with P&L, marketing, and strategic impact.

* Developed a Strategic Plan, framing division goals and objectives for future growth inclusive of online pricing, promotions and targets.

* Co-chaired Internet Strategy Committee for Fleet’s overall Corporate internet initiatives.

ICOA, Warwick, RI 1992 to 1995

Director Corporate Development

Hired to market products, develop strategic corporate partnerships and obtain growth capital for start-up telecommunication company. Responsible for 2 strategic acquisitions to gain greater market share and secure more profitable locations.

EDUCATION

MIT Executive Program Product Design, Development, and Management

University of Massachusetts MBA, Marketing and Finance

University of Massachusetts Bachelors in Electrical Engineering

Contact this candidate